More Related Content Similar to Using Ariba to Strengthen Customer Relationships Similar to Using Ariba to Strengthen Customer Relationships (20) 1. CS S Using Ariba to
Strengthen
Customer
Relationships
A panel of leading sellers
© 2012 Ariba, Inc. All rights reserved.
2. Inefficiencies Between Companies
Hinder Results
Sellers “The White Space” Buyers
Finding Qualifying
leads customers
Sales /
Responding to Sourcing
Marketing
RFIs
Negotiating
Getting orders
Publishing
Operations / catalogs Procurement
Fulfillment Acknowledging
orders
Getting order
cancellations
Submitting
Managing invoices
Accounts Accounts
Receivable / errors Getting Payable /
Treasury Finance
Getting paid payment
status
80% of transactions completed manually – costing $650 Billion
Source: Celent Communications, Basex Research- “Information Overload”
2 © 2012 Ariba, Inc. All rights reserved.
3. Collaborative Business Commerce
Addresses These Challenges
SELLER: MARKET-TO-CASH
Market Bid Sell Contract Fulfill Invoice Collect
E-Marketing Online Business Better Automated Greater Early payment
and exposure negotiating opportunities compliance collaboration visibility opportunities
Identify Source Select Contract Procure Receipts Pay
BUYER: DISCOVER-TO-PAY
3 © 2012 Ariba, Inc. All rights reserved.
4. Business Commerce Is an
Evolutionary Process…
Innovative
Expand
Collaborative
Collaborative Commerce
Proactive Channel and
Business Value
Poise for
Create Growth
Processes,
Responsive Infrastructure
and
Address Resources
Reactive Additional
One-off
Comply with Requests
First Customer
Request
Enablement Transformation
Phases of Seller Evolution
4 © 2012 Ariba, Inc. All rights reserved.
6. Business Commerce Self-Assessment:
Results!
Mostly Cs: Mostly Ds:
Efficiency Driver Business Commerce
Innovator
Cost Savings Opportunity
Mostly As: Mostly Bs:
Newbies Growth Driver
6 © 2012 Ariba, Inc. All rights reserved. Growth Opportunity
7. Introductions
• Teleflora
Greg Peck, Senior Partnership
Development Manager
• Lawson Products
Salim Lakha, E-Procurement Manager
• Ariba
Leah Knight, Director of Seller
Product Marketing
7 © 2012 Ariba, Inc. All rights reserved.
8. Building Your Ariba Business:
A Seller’s Perspective…
• On Ariba…Now What Do I Do?
• Effective Strategies
• Working with Ariba
• Building Your Ariba Business
8 © 2012 Ariba, Inc. All rights reserved.
10. Teleflora Overview
• Founded Lawson Products, Inc. founded in
• Privately Held
1952
•• 3+ Billion in Sales
Headquartered in Des Plaines, IL
•
••
2010 Sales of $316.8 million
Publicly tradedLos Angeles, on the
Based in company listed CA
• World’s Largest Floral Provider:
NASDAQ stock exchange (LAWS)
17,000 Florists in North America
20,000 Global Affiliate Florists
• Largest Proprietary Order Routing Network
• Largest E-Commerce Provider 13,000 websites
• Technology: POS, CC and product sales
10 © 2012 Ariba, Inc. All rights reserved.
11. What Do Ariba Buyers Want?
• Buyers Want an Easy Solution
• Ariba Buyers Would Only Consider
Ariba Sellers
• Show Me Your Catalog
• Became Clear We Needed to Be
“Ariba Ready”
• And What Did They Ask for…?
11 © 2012 Ariba, Inc. All rights reserved.
12. One Process to Manage Floral
Gifting Spend
• Manage “down” Corporate Gifting
Expenditures
• Eliminate Maverick Spending
• Save Time and Money Using One
Floral Gifting Catalog
• Each Site Customized
Price controls
Authorized buyers
Custom merchandising
12 © 2012 Ariba, Inc. All rights reserved.
13. Teleflora - We Listened
• Dedicated Floral Gifting Website
PunchOut catalog
Electronic Invoicing
P-Cards
• Benefits
Consolidate corporate gifting spend
Customized merchandising
Spending caps
Detailed billing
No need to “shop around”
13 © 2010 Ariba, Inc. All rights reserved.
14. Building Your Ariba Business
• Your First Steps…
Identify the need of the buyer
Be fully aware of everything Ariba offers
Engage with Ariba
• The “Build”…
Networking
Speed dating
Leverage relationships
Be proactive
14 © 2012 Ariba, Inc. All rights reserved.
15. Introductions
• Teleflora
Greg Peck, Senior Partnership
Development Manager
• Lawson Products
Salim Lakha, E-Procurement Manager
• Ariba
Leah Knight, Director of Seller
Product Marketing
15 © 2012 Ariba, Inc. All rights reserved.
16. Overview of Lawson Products, Inc.
• Lawson Products, Inc. founded in 1952
• Headquartered in Des Plaines, IL
• 2010 Sales of $316.8 million
• Publicly traded company listed on the
NASDAQ stock exchange (LAWS)
• Offering over 100,000 standard products
• Serving over 160,000 customers in the industrial, commercial, institutional
and government markets
• Shipping 99% of all lines complete within 24 hours from several strategically located
distribution centers in North America
• Over 1,300 sales representatives throughout North America
• ISO 9000 Registered Company
• GSA Contract Holder: Schedule Contract GS-06F-0027L
• Distinctions:
Listed among Industrial Distribution magazine’s “Big 50” distribution companies
Listed among the Selling Power® “25 Best Service Companies to Sell For”
16 © 2012 Ariba, Inc. All rights reserved.
17. Lawson Products’ Approach
Dedicated E-Procurement Website
• Supporting Business Tools and Processes
• Integration into sales ordering system - eVMI
Standards-Based Technology
• Fast integration
• PunchOut Level II and RoundTrip
• Turn-key style implementation
Training & Support
• “Ariba Ready” Certification (six consecutive years)
• Field Sales & Customer training
• Dedicated support team
• Customer feedback process
17 © 2012 Ariba, Inc. All rights reserved.
18. Lawson Products – Results
• Over the last five years
Sales have increased by 359%
Relationships have increased by 62%
E-Invoicing has increased from
10% to 50%
95% PunchOut catalogs (all
marketplaces) are still live
18 © 2012 Ariba, Inc. All rights reserved.
19. New Supplier on Ariba Network - Tips
• Start with the Basics
♦ Complete your configuration on Ariba Network
♦ Set relationships to “Automatic”
♦ Set up multiple users and assign roles
• Use Available Resources on Ariba Network
♦ View “getting started” videos and demos
♦ Download guides and samples
• Catalog Setup
♦ Set up a basic Excel catalog to validate
♦ Use guidelines from cXML guide
• Purchase Orders
♦ Receive orders via traditional means if necessary
(email, EDI, etc.)
• Electronic Invoices
♦ Use “PO Flip” option
19 © 2012 Ariba, Inc. All rights reserved.
20. Best Practices for a PunchOut
Website
• Integrated Website
Minimize or eliminate frames
Do not open links in new pages
Close transaction after every session
Separate E-Procurement Logic
• Dedicated E-Procurement Website
Keep it B2B focused – shed the extras
Leverage components of existing website
(search, product pages, etc.)
Consistent look and feel
20 © 2012 Ariba, Inc. All rights reserved.
21. Best Practices for Successful
Onboarding
• Supplier
Standards-based approach
Use business tools to on board customers
Provide training for both buyers and sales reps
Feedback from customer for continuous
improvement
• Customer
Work with “Ariba Ready” Suppliers
Engage suppliers in internal rollouts
Mandate use of authorized vendors to
drive compliance
21 © 2012 Ariba, Inc. All rights reserved.
22. Introductions
• Teleflora
Greg Peck, Senior Partnership
Development Manager
• Lawson Products
Salim Lakha, E-Procurement Manager
• Ariba
Leah Knight, Director of Seller
Product Marketing
22 © 2012 Ariba, Inc. All rights reserved.
23. Taking Business Commerce
to the Next Level with Ariba
Efficiency Drivers (Cs) Business Commerce
Innovators (Ds)
• Ariba Ready Programs
• Blackbook Consultation • Ariba Ready Platinum
• Seller Consulting Services • Blackbook Consultation
• Ariba Discovery Advantage • Ariba LIVE Sponsorship
Cost Savings Opportunity
and Advantage Plus • Active Ariba Discovery Usage
• Ariba LIVE Attendance
• Early payment options
Newbies (As) Growth Drivers (Bs)
• Ariba Discovery Profile • Ariba Ready Programs
• Ariba Network Account • Ariba LIVE Sponsorship
• Ariba LIVE Attendance and Attendance
• Early Payment Options
• Ariba Discovery Advantage and
Advantage Plus
23 © 2012 Ariba, Inc. All rights reserved.
Growth Opportunity
24. Share This Session…NOW…from
your mobile!
• All presentations are posted:
Guidebook mobile app
– Search Apple or Android app store
for Guidebook
– Enter code “collabor8”
Or at Slideshare.net/Ariba
• Share via email or social media
**Come back soon – we are syncing #AribaLIVE
audio and video interviews to
the presentations**
24 © 2012 Ariba, Inc. All rights reserved.
Editor's Notes Suppliers want things to change. They want to connect to their customers electronically. And why do suppliers want change – well first, consider what motivates suppliers. Suppliers have many goals – depending on whether you are talking with someone in sales and marketing, or in operations who fulfills customer purchase orders, or if you are talking with someone in accounts receivable and treasury who wants to manage cash more effectively. They are working with various stakeholders on the buy side across sourcing, procurement and invoicing process, and they struggle with a white space between enterprises – it’s a space where documents get lost – important documents like contracts and invoices. Or where it is challenging to get leads or just to get noticed by prospective customers. Suppliers are looking for a more effective way to work with their customers.
