1. Challenges Solutions Results
• Found two new customers and
established relationshipswith
several prospects by respondingto
RFPs on AribaDiscovery
 Won a contract of $500K+ in
orders per year from a leading
manufacturerand hired six
new employeesas a result
 Won a $200K+ project froma
leadingretail operator and
expectsto add three new
employeesas a result
 Got shortlisted fora $1M
order by a large buying
organization
• Saves considerabletime and
resources findingnew leadsand
buyers with current sourcing
needs, reducingthe average
numberof touches per lead by
70% and lead time by 40%
• Difficultyidentifyingbuyers
with current purchasingneeds,
as traditionalmarketing
activitiesfocused on direct
mail, sales calls, tradeshows,
and TV/radio ads won’t allow
segmented approach
• Time-intensivenew customer
acquisitionprocess involves
several touches from
prospectingto ordering
• Need to increase visibility
with buyers in large
buying organizations
• Buyingleads and participating
in reverse auctionsonly
provided average-quality
opportunities,substandard
matchingcapabilities,and
inadequate filteringoptions
• Struggled with expanding
existingaccounts across the
entire customer organization
due to lack of contact with
other qualifiedbuyers.
• Had been using the Ariba®
Network successfullywhen they
started to use the Ariba
Discovery™ service to easily
identifyleads and prospects
• IncludedAriba Discoveryin their
businessplan as a key tool to
drive businessdevelopment
• Receivesan emailnotification
every time a new matchinglead
is posted on AribaDiscovery
• Subscribed to the Ariba
DiscoveryAdvantage Package to
submit bids at a lower
cost and maximizevisibility
with buyers
• Technicalfeatures on Ariba
Discoveryallow buyers to easily
identifyProforma IdeaPress as a
Green Initiative Supplier
• AribaNetwork and Ariba
Discoveryallow Proforma
IdeaPress to access large buying
organizationsand
showcase theirtrack record to
prospective buyers across the
entire customer organization
Profile
Proforma is a top-ranking supplier
of print and promotional products
with over 650 strategic marketing
consultants and 15,000 product
manufacturers across North
America. Proforma IdeaPress (a
Proforma franchise) specializes in
promotional products, printing
services, business documents,
online stores, and total
project management.
Ariba Solutions
 Ariba Discovery
 Ariba Network
Getting Hot Leads Drives Down
Lead Time by 40 Percent
“The trend is that more and more buyers are using
Ariba Discovery to find new vendors. If you’re not on
Ariba Discovery, you’re missing opportunitiesthat are
currently actively being pursued. Ariba Discovery
provides us with hot leads that are ready to go.”
Pratt Pande, Owner, Proforma IdeaPress
© 2013 Ariba, Inc. All rights reserved.1