Supplier Enablement – How to Increase Adoption with the Right Story


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You chose Ariba because you know the value your company receives from being on the Ariba Network. In this interactive session, you’ll learn storytelling principles and practices to accelerate the adoption of Ariba by your vendor network. Come learn how to frame the story, engage your suppliers, and turn them into true believers.

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  • And second, through the Ariba Network The network enables buyers and sellers to discover one another, connect and collaborate in one place – similar to Amazon Ariba’s network is unique both in terms of size and scope Nearly 1 million trading partners conducting almost $400 billion in spend across 190 countries
  • Ariba’s On Demand applications and the Network generate measurable value to organizations Buyer’s experience significant savings that fall right to the bottom line Some savings are obvious (see above) but others less so. For example, a large Oil company was able to significantly cut inventory of replacement parts in its refineries due to the visibility into order status the network provided. This visibility not only enabled the managers to focus on the operations instead of whether a critical shipment was going to come, but also enabled them to reduce the excess inventory they needed as safety stock to ensure the refinery didn’t go down Suppliers experience savings through the automation of non-value added activities (like AR clerks having to call their customers each month to see when payments will be made) Suppliers also see top line growth from participation on the network – including net new business and increased wallet share with existing customers
  • SAP customers have had significant success with Ariba Caterpillar’s AP group now touches fewer than 2% of invoices. That means 98% are accepted immediately or reconciled using pre-defined business rules and approved for payment without a human ever touching them. It is logical that as a result, it has reduced AP costs by 75% And, is compliant with all of the local tax and government regulations Deutsche Bank, who outsourced AP to reduce costs received an additional 30%+in savings after leveraging Ariba’s Network
  • We are happy to announce a new customer success center currently in progress designed specifically for buyer and seller customers of Ariba’s PO & Invoice Automation solutions. The new content will be found on coming in mid-summer. A practical and straightforward approach will provide buyers with tips on how to get more out of your eCommerce initiative, while sellers will find information, support links, and resources to hear directly from others just like you – who sell on Ariba. Stop by the Ariba Business Network Center booth area in the Partner Pavilion where you can see an early version of the site and provide your feedback for what you’d like to see included.
  • Supplier Enablement – How to Increase Adoption with the Right Story

    1. 1. Supplier EnablementHow to Increase Adoption with the Right Story© 2013 Ariba, Inc. All rights reserved.
    2. 2. #AribaLIVE© 2013 Ariba, Inc. All rights reserved.2
    3. 3. #AribaLIVE© 2013 Ariba, Inc. All rights reserved.3Perpetualmisfit, nerd,outsider
    4. 4. #AribaLIVEHi, I’m Michael Margolis• Title: CEO and founder of Get Storied• Specialty: Transformational Storytelling• Work with: CMOs & CEOs of Fortune 500/Inc500• Clients: Bloomberg, Sanofi, Ariba, Bath BodyWorks© 2013 Ariba, Inc. All rights reserved.4
    5. 5. #AribaLIVE© 2013 Ariba, Inc. All rights reserved.5
    6. 6. #AribaLIVE© 2013 Ariba, Inc. All rights reserved.6People don’t buy theproduct, service, or brand.They buy the story that’sattached to it.
    7. 7. #AribaLIVE© 2013 Ariba, Inc. All rights reserved.7Storytelling startswith WHY.
    8. 8. #AribaLIVE8 © 2013 Ariba, Inc. All rights reserved.
    9. 9. #AribaLIVE© 2013 Ariba, Inc. All rights reserved.9The Networked EconomyThe Storytelling Economy=
    10. 10. #AribaLIVEDelivering Measurable BenefitsValue to Companies of All Sizes, Industries, RegionsSupplier ValueBuyer ValueSourcingProcurementProcessAP ProcessComplianceWCM &Discount3-9%ProcessSavings$3-20Savings/Document1-8%SpendSavingsTotalSavingsFasterPaymentAR ProcessProcessingOrdersSales &MarketingIncreasedRevenue15-75%TimeSavings15-75%ProcessSavings5-32%RevenueIncreaseTotalSavingsSource: Ariba customer surveys and interviews10 © 2013 Ariba, Inc. All rights reserved.
    11. 11. #AribaLIVE>4,500 global suppliers networked enabled98%+ touchless invoicing -- integrated with8 SAP systems worldwide96%+ on-time payments – and enhanceddiscount capture75%reduction in AP costsGlobal VAT and regulatory compliance – China>4,000 suppliers network enabled>500,000 electronic invoices/yr. –integrated with 7 SAP systems globally70% global invoice volumes movedfrom paper to electronic – incl. non-PO>30% reduction in BPO costsDelivering Measurable Benefits to You© 2012 Ariba, an SAP Company. All rights reserved.Ariba Network: Extending Reach, Value of SAP11
    12. 12. #AribaLIVEYour Audience?© 2013 Ariba, Inc. All rights reserved.12
    13. 13. #AribaLIVEStep into their Shoes…© 2013 Ariba, Inc. All rights reserved.13“Every character shouldwant something...even if it’sjust a glass of water.”- Kurt Vonnegut
    14. 14. #AribaLIVE© 2013 Ariba, Inc. All rights reserved.14
    15. 15. #AribaLIVEWhy Technology Adoption Fails• No common story at leadership level• People can’t find themselves in story• Self-validation trumps authenticity• Change is framed as a judgment of past• Culture & identity underestimated• Big promises are not made real and tangible• Story is lost in translation© 2013 Ariba, Inc. All rights reserved.15
    16. 16. #AribaLIVEHelp Locate Oneself in Your Story© 2013 Ariba, Inc. All rights reserved.16
    17. 17. #AribaLIVE© 2013 Ariba, Inc. All rights reserved.17
    18. 18. #AribaLIVEFrame a Better Story (MASTER)• Motivations: In Service to Whom?• Audience: What’s on My Mind?• Stakes: Why Should I Care?• Trust: How Can I Believe You?• Empathy: Do You Understand My Pain?• Relationship: What Can I Be a Part of?© 2013 Ariba, Inc. All rights reserved.18
    19. 19. #AribaLIVENew Customer Success Center –(Coming Soon)• Expansion of• Designed to help buyers and sellers transact faster andeasier via resources, support, and an open forum toconnect with peers© 2013 Ariba, Inc. All rights reserved.19• Content for Buyers♦ Change mgmt bestpractices♦ How to message to yoursuppliers♦ Answers to day-to-daytransacting questions• Content for Sellers♦ Getting started for thosenew to Ariba♦ Understanding the benefitsand costs♦ Get answers questionsabout your Ariba bill
    20. 20. #AribaLIVE© 2013 Ariba, Inc. All rights reserved.20When people can identify withyour story as their own, the needto persuade, convince, or selldisappears.
    21. 21. Questions?© 2013 Ariba, Inc. All rights reserved.21
    22. 22. #AribaLIVEPlease Complete Session SurveyGo to Surveys© 2013 Ariba, Inc. All rights reserved.22SelectSessionClickChoose oneRateSessionThank you for joining us