The document discusses e-commerce myths and challenges. It summarizes presentations by two speakers: Kelly Stewart, a sales manager at Systemax, and Shirley Brzeski, founder of ClearChoice Careers. Stewart discusses Systemax's journey with e-commerce and how they overcame challenges by involving IT, sales, and marketing. Brzeski discusses ClearChoice Career's reservations about moving services online and how partnering with Ariba helped them standardize processes, increase sales, and improve client relationships.

1. Debunking the E-Commerce Myths:
Addressing Common Misperceptions to Take E-Commerce to the Next Level
© 2013 Ariba, Inc. All rights reserved.

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Presenters
• Kelly Stewart
EMEA Sales Manager Global Accounts
Systemax
• Shirley Brzeski
Founder & Managing Director
ClearChoice Careers, Ltd
© 2013 Ariba, Inc. All rights reserved.2

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ECOMMERCE SHOULD BE
MANAGED BY IT, NOT
MARKETING AND SALES
Kelly Stewart, Sales Manager, Global Accounts - EMEA
Systemax EMEA Technology Group (Misco)
© 2013 Ariba, Inc. All rights reserved.3

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© 2013 Ariba, Inc. All rights reserved.4
Kelly Stewart
Sales Manager, Global Accounts – EMEA
Kelly’s current role is managing the Global Program.
• Sales manage and drive the strategy for our ‘Top 100 Global
Companies’ for Systemax.
• Manage the overall EMEA relationship with the customer to provide an
end to end solution
• Dotted line responsibility for a team of over 30 across Europe who
provide local day to day Account Management to our G100 customers
ensuring SLA and pricing conditions are adhered to.
.
Grew consolidated revenue of these customers by
17% in 2011
27% in 2012.
Engagement with Ariba is a big part of this strategy.
‘
‘The glue to
ensure
things are stuck
together’

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Systemax Inc. Group
• Systemax Inc. Group, operating across North America and Canada, specialising in
the provision of IT goods, services and solutions. A Fortune 1000
Company, Systemax trades on the NYSE and employees in excess of 5,500 staff
globally.
IT reseller in North America and Europe
$3.7 billion in 2011
Fortune 1000 (#562) company listed on the NYSE/Euronext
© 2013 Ariba, Inc. All rights reserved.5

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Trading as Misco and Inmac-Wstore
• Call centers in 8 markets: FR, NL, DE, ES, IE, SE, IT, UK
• Also support AT, BE, PT, CH, Nordics and CEE
• 600+ outbound sales agents
• Combined 30k m2 warehouse
Systemax North American
Technology Group
Systemax European
Technology Group
Trading as: TigerDirect, Circuit City, Global Industrial and
CompUSA
• 15 call centers in the USA and Canada
• 500+ outbound sales agents
• 43 retail stores
Systemax Inc. Group
© 2013 Ariba, Inc. All rights reserved.6

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Why eCommerce?
E-Commerce has become an important tool for
businesses worldwide not only to sell to customers
but also to engage them
• Our company roots are Direct Marketing.
• eCommerce is a natural extension of our B2B
strategy. It compliments our core Local Account
Management.
• Most importantly, it’s the primary
channel our customers want to
procure goods.
© 2013 Ariba, Inc. All rights reserved.7

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Systemax and Ariba
• 20 Active Global Buyers
• In Europe, 2,500 transactions took place
between Ariba and various Misco entities in
2012 equating to just over $1mil in revenue
which continues to grow.
© 2013 Ariba, Inc. All rights reserved.8
Forced
Invest
Best
Practice

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Systemax and Ariba
• We’re aiming for a 50% increase in revenue and transactions
through Ariba by year ending 2013.
• Increase Ariba connections throughout Europe with current
customers looking to deploy E-procurement solutions
• We hope to move some partners to Ariba
invoicing, currently in testing phase.
• Strong collaboration with Ariba in conjunction with
prospective customers.
• We’re aiming to provide full solution Punch in and Punch out
© 2013 Ariba, Inc. All rights reserved.9

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My Initial Mindset
© 2013 Ariba, Inc. All rights reserved.10

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The Big Question
IT, Sales or Marketing
© 2013 Ariba, Inc. All rights reserved.11
Purchasing and
Marketing
IT Systems IT Systems
E-commerce
Website
Sales Team
Order : Fax, Phone, e-mail
E-commerce / Extranets
Punch-Out
Ariba/others
Third Party Buying portal
Internal Buying Tools (srm)
EDI/XML E-invoicing

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What were our challenges and
obstacles?
© 2013 Ariba, Inc. All rights reserved.12

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Results and lessons learnt
© 2013 Ariba, Inc. All rights reserved.13

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ECOMMERCE IS NOT FOR
SERVICES
Shirley Brzeski, Founder & Managing Partner, ClearChoice Careers, Ltd.
© 2013 Ariba, Inc. All rights reserved.14

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About Me
• Managing Director of ClearChoice Careers, Ltd.
• Shirley’s background
• Since ‘83 - recruitment…recruitment..recruitment
• Started own agency in 1990’s – SAP Specialists
• Late 1990’s innovated the concept of direct
recruitment – enabled clients and applicants to interact
direct for a fixed up-front fee using the internet.
• Internet based Services evolved and ClearChoice
Careers was born
© 2013 Ariba, Inc. All rights reserved.15

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ClearChoice Career’s Mission
Helping clients and applicants to find
each other using the internet
© 2013 Ariba, Inc. All rights reserved.16

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We recruit globally:
• Permanent or Contract staff – all skill sectors
• Flexible payment for clients who choose:
low fixed fee up-front payment
keenly priced fee once placement made
New in 2012 – HR Consultancy
• HR Reviews & Best Practice Reports
• Employee Engagement Surveys
• HR Training Workshops across related
topics delivered in-house and roadshows:
Interviewing techniques
Psychometrics
Absenteeism
© 2013 Ariba, Inc. All rights reserved.17

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The Internet Revolutionised
Recruitment Methods
but our backoffice administration remained
very traditional
© 2013 Ariba, Inc. All rights reserved.18

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© 2013 Ariba, Inc. All rights reserved.19
Find the perfect candidate using the internet
The future of recruitment is online

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ClearChoice Journey to eCommerce
© 2013 Ariba, Inc. All rights reserved.20
• Great idea for marketing…necessary for
purchasing and supply?
• Already pro internet, experimented with
online marketing sites – mixed success.
• Our main client dictated that we join
Ariba as a supplier.
• Optimistic about outcome, reservations
about set-up.
• Reassured in knowledge that our client
had a point of contact to help us with set-
up as well as Ariba support.
• BUT WHAT DID WE NOT KNOW!

21. #AribaLIVE
What Were Our Reservations?
Decisions and Execution Rested with MYSELF!!
1. Set-up of catalog – quickly realised that it wasn’t typical windows or excel based
document. Comfort zone challenged.
2. What content to include, unsure who was going to be reviewing – Existing
clients, future clients?
3. Not selling products, how much detail should be included in descriptions of our
service
© 2013 Ariba, Inc. All rights reserved.21

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What Were Our Challenges?
• Set up – technical.
• Pricing a fluctuating
service suitable for all.
• Existing operational &
report procedures
needed changing
• Educating our clients
• Marketing – how to grab
attention from a wide
audience through
network discovery
© 2013 Ariba, Inc. All rights reserved.22

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How Did We Overcome the
Challenges?
1. Technical - partnered with our client’s dedicated Ariba team and Ariba
support.
2. Negotiated with clients as usual, then produced private catalogs specifically
for them.
3. Changed internal operational & reporting procedures, additional fields in
databases.
4. Re-education programme, system of reminders built into procedures
5. Network Discovery – specific to avoid irrelevant leads
© 2013 Ariba, Inc. All rights reserved.23

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Our first catalog
FIELDNAMES:
Supplier ID Supplier Part ID
Manufacturer Part
ID Item Description SPSC Code Unit Price
DATA
AN01000560098
Basic Basic Advertising UK Job
Board - Basic
Adertisement
80111700
475.00
AN01000560099
Specialist Specialist Advertising UK Job
Board - Specialist
Advertisement
80111700
475.00
AN01000560100
EMEA EMEA Advertising Europe
other, Middle East
and Africa Job Board
80111700
650.00
AN01000560101
Translation 1 Translation 1 Translation of
adverts (250 words
minimum) French,
Italian, Dutch,
German
80111700
0.40
AN01000560102
Translation 2 Translation 2 Translation of
adverts (250 words
minimum) Czech and
Romanian
80111700
0.40
AN01000560103
Maint Maint
Monthly Maintenance
Fee
80111700
2,000.00
AN01000560104
Extra UK Extra UK
Extra UK Job Board
Advertisement
80111700
50.00
AN01000560105
Other UK Other UK Monster & UK
Jobsite
Advertisement
80111700
650.00
ENDOFDATA

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Results
© 2013 Ariba, Inc. All rights reserved.25
Payments Employee
• Staff love it –
• sales get
commission
quicker
• cost control
• forecasts are
more accurate.
Marketing
• put us on radar
• improved client
commitment
• Yr 1 sales up
300%
• Yr 2 sales up
250%
• removed chase
payment
• elimination of
DSO
• alerted to
problems early
• forecasts are
more accurate
Our customers
consider us a Top
Tier provider
We can predict our
payment and
predicatively manage
our cash
We have met or
exceeded
all of our
targeted
metrics

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Lessons Learned &
Recommendations
© 2013 Ariba, Inc. All rights reserved.26
• Catalogs: Communication
• eInvoicing: Strive to put all
through this medium
• Ariba Supplier: Put on all
sales documents, has
opened doors for us!

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28. Questions?
© 2013 Ariba, Inc. All rights reserved.

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© 2013 Ariba, Inc. All rights reserved.29
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