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Network Collaboration - Kevin Costello, Ariba President
1.
2. Our Vision: The Next Wave of Productivity:
Efficient Collaboration Between Enterprises
Community
Technology Capabilities
1980’s 1990’s – 2000’s Today
Desktop OS Backoffice OS Inter-Enterprise OS
“Employee Productivity” “Enterprise Productivity” “Value Chain Productivity”
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9. • Increases orders by centralizing on the Ariba Network
• Efficiently updates content through catalogs
• Lowered sales processing costs by 25%
10. Ariba Network Approach – A Better Way
Buyer 1
Sourcing
Supplier 1
Sales
Procurement
Order Mgmt
Finance
Discover Finance
Identify, Qualify, Community
Buyer 2
Sourcing Connect
Enable, Transact, Manage
Sales Supplier 2
Procurement
Collaborate Order Mgmt
Finance
Order, Invoice, Source, Pay
Finance
Aggregate
Intelligence, Analytics
Buyer N
Sourcing
Sales Supplier N
Procurement
Order Mgmt
Finance
Finance
11. • Complex environment with commerce in 38 countries
• Massive scale growing from $4B to $60B in 10 years
• End-to-end process coverage with Ariba
12. • Matched 60% of Ariba-Enabled Suppliers
• Automated Over 500,000 Invoices Annually
• Achieved 94% Pay-on-Time Through Automation
13. • Reduced Overall Operating Costs Globally
• Increased Agility Across the Supply Chain and Finance
• Achieved 80% Touchless Transaction Processing
14. • Fueled project growth with access to working capital
• Accelerated cash flow by leveraging discounts
• Provided flexibility for buyers to engage with them
The networks we use to run our daily lives share these three components of TECHNOLOGY, COMMUNITY AND CAPABILITIES.
Another benefit of the Quadrem acquisition and a chief component of our strategy is to add as many nodes as possible to the Ariba Network and to get more spend penetration in existing and new accounts. Interestingly, one of the quickest ways to do this is not by selling our own software. It’s by connecting existing spend-generating systems – like ERPs and Asset Management and MRP systems and others – to the Ariba Network and automating their POs, Invoices, and other collaborations.Most of these deployments automate internal processes…but stop at the edge of the enterprise – leaving a mess of paper, lots of rework, and costs for both buyers and sellers. By connecting these systems – and their trading partners – to the Network and extending them with our Network-based solutions like PO Automation and Invoicing; we’ve been able to yield an additional 5% to 15% savings for customers that…well…technically aren’t using Ariba software.For ex: Deutsche Bank, a big SAP shop, has outsourced its invoice management to Accenture. They got a first wave of value…but wanted more. Together DB and Accenture selected to automate the invoicing process through the Ariba Network. They shared the results in a webinar just last month…and they were impressive: on-boarded nearly 4,000 suppliers for e-invoicing; moved from 100 percent paper invoicing to a goal of 80 percent electronic in targeted regions. Today, they process more than 350,000 e-invoices annually. Flint Hills Resources is another good example. A producer of fuels and petrochemicals, Flint Hills is an asset intensive manufacturer, with needs for machine repairs and maintenance. They use MAXIMO – a leading asset management system now owned by IBM – to manage this internally…but their POs and invoices stopped at the edge of the enterprise. We connected them to the Ariba Network on April 7th using PO and Invoice automation. Now they have nearly 1,000 suppliers enabled and we’ve more than doubled their touchless e-invoicing expectations. This application-agnostic approach represents a big opportunity for us. Our analysis suggests that connecting and extending 3rd party systems with the Ariba Network represents a nearly 6X market opportunity for us – both within net new customers who are already using an ERP-based procurement solution or other spend generating system – as well as in our own customer base, where we may capture half their spend in Ariba – but have the opportunity to catch and automate the other half from other systems. We have made concerted efforts over the past year – and especially the past few months – to optimize our systems, expand our ecosystem, and amplify our focus on capturing more spend from more systems – beyond just Ariba.
