Get Noticed: Making the Most of Ariba Discovery - London1. Get Noticed: Making the Most of Ariba Discovery Best practices to buy and sell on Ariba Discovery © 2011 Ariba, Inc. All rights reserved. 2. 2 © 2011 Ariba, Inc. All rights reserved. Agenda Ariba Discovery overview Panel introduction Best practice sharing 11. Over 3,000 buying organizations, representing over US$350B in annual spend across the Ariba solutions 13. Discovery full posting volume* has doubled since the latest product release in late February 2011* Full posts in Discovery only, excluding eIntos triggered from OND Sourcing. 4 © 2011 Ariba, Inc. All rights reserved. 16. Access to rich seller information to make better, informed decisions 20. Cost effective, targeted marketing and sales channel, comprising 15%+ of revenue for many sellers5 © 2011 Ariba, Inc. All rights reserved. 21. 6 © 2011 Ariba, Inc. All rights reserved. Introducing Our Panelist Markus Hilmes Ariba Discovery Seller Operating Manager, European Alliance for Solutions and Innovations Limited (EASI) Tel: 0049 5494 9875 83 Mobile: 0049 178 30034 85 Email: m.hilmes@easi-ltd.eu 22. Foundation of EASI EASI hand picks small to medium privately-owned businesses in each target market to join the alliance The companies must have an excellent reputation amongst their existing client base and a vision to grow and develop outside of their home market EASI Founded:2006 in London Directors: Alliance Management Board Employees: Over 14.000 across Europe Turnover : Over 120m € with full range of facility services Service Area: Over 153m m² Experience: Over 55 years Management: Nominated Account Manager Services: Commercial, Technical and Infrastructional Building Management 7 © 2011 Ariba, Inc. All rights reserved. 23. Marketing Challenges Finding suitable opportunities as a start-up company Securing business from companies abroad, and specifically in the US Getting exposure to these companies Building strong, long-lasting relationships so we can provide additional services © 2011 Ariba, Inc. All rights reserved. 8 24. Ariba Discovery as a Daily Tool Found Ariba Discovery when invited by a large real estate management company to participate in an online auction managed by Ariba Spent time updating EASI profile for better matching in our service area Receive daily opportunities we wouldn’t have found without Ariba Discovery © 2011 Ariba, Inc. All rights reserved. 9 25. Bottom Line Regular (daily) response on selected eIntros and some RFI’s to buyers looking specifically for our Service Portfolio Win of several contracts with Abercrombie and Fitch for approximately 500,000 Euros in 2011 Received a recommendation on Ariba Discovery from Abercrombie and Fitch and the opportunity to grow this business © 2011 Ariba, Inc. All rights reserved. 10 26. Sharing Best Practices Getting noticed How to boost your marketing effectiveness in Discovery as a seller Getting the data Mining posts and responses to determine trends and opportunities 11 © 2011 Ariba, Inc. All rights reserved. 38. Become Ariba Ready to highlight transactional capabilitiesLeveraging New Capabilities in Discovery “Top 5 Things to Do” to Better Market Your Company © 2011 Ariba, Inc. All rights reserved. 13 40. This information reflects the status of Ariba solution planning as of January 2011. All such information is the Confidential Information of Ariba (per the contract between our companies), and must not be further disclosed, as stated in the confidentiality clause of that contract. This presentation contains only intended guidance and is not binding upon Ariba to any particular course of business, product strategy, and/or development. Its content is subject to change without notice. Ariba assumes no responsibility for errors or omissions in this document. Ariba shall have no liability for damages of any kind including without limitation direct, special, indirect, or consequential damages that may result from the use of these materials. 15 © 2011 Ariba, Inc. All rights reserved. “Safe Harbor” and Confidential Information Statement 41. Get Noticed: Making the Most of Ariba Discovery Best practices to buy and sell on Ariba Discovery © 2011 Ariba, Inc. All rights reserved.