This document provides an overview of Ariba Discovery 101, an introductory class for new buyer users of Ariba Discovery. The class agenda includes an introduction, presentation, demonstration, and Q&A. Key topics covered are the benefits of Ariba Discovery for finding new suppliers quickly and easily, how the matching algorithm works to connect buyers and suppliers, ways to collaborate with matched suppliers, and how Ariba Discovery integrates with other Ariba solutions. The presentation aims to help users understand how to leverage Ariba Discovery and next steps for implementation.

1. Ariba Discovery 101 – An Introductory Class for
New Buyer Users
Michelle Tapia, SAP Ariba / March 15, 2016
Public

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Agenda
Introduction
Presentation
Demo
Q&A

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Introductions
Michelle Tapia
Manager, Global Buyer Adoption, Ariba Discovery

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$9 Million

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Results from peers
Plaid Enterprises, Inc.
Caesars Entertainment
Tupperware

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High importance of supplier discovery
Driving Compliance
(3-Bids & Buy)
Unanticipated
Rush Orders
Secondary
Sources
Low-cost
Country Sourcing
Specialized
Requirements
New
Commodity
• Cycle time of traditional process is
too long to address stock-outs or
quality problems
• Approved vendor lists quickly become
outdated for service markets where
personnel turnover is high
• Higher demand for supplier risk
management
• Lack of enterprise resource or expertise
• Compliance in lower-priority commodities
outside strategic sourcing coverage
• Company-wide requirements for 3 bids
• Traditional search tools do not identify
eBusiness technical abilities, minority,
veteran, women-owned, green certification
• Expertise is difficult to find
• Enterprises have not yet invested in it

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Missed savings with too few suppliers
Source: Ariba OND Sourcing Customer Averages 2011; Ariba GSO Services Experience, 2010
0%
5%
15%
20%
30%
25%
10%
2 3 4 5 6 7 8 9 10 11 12 13
Number of Participants
AverageSavings
Average number
of participating
suppliers
Missed savings
opportunities with
too few suppliers
Savings vs. Number of Bidders

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Traditional supplier discovery process
SUB-OPTIMAL TRADING PARTNER DECISIONS
TIME CONSUMING
RESOURCE INTENSIVE
POOR QUALITY OF
INFORMATION

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Traditional supplier discovery process
TIME CONSUMING
FIGURE OUT POTENTIAL SUPPLIERS
RESEARCH WEBSITES
SEARCH FOR CONTACT DETAILS
FIND RIGHT CONTACT PERSON
CALL, LEAVE A MESSAGE, CALL AGAIN…
FIND OUT IF THEY CAN DO IT
POSSIBLY GET A QUOTE

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Traditional supplier discovery process
POOR QUALITY OF INFORMATION
CAN THEY DO THE JOB?
IN THE AREA I NEED?
BY THE REQUIRED DATE?
FOR THE NEEDED AMOUNT?
AT THE RIGHT QUALITY?
IN THE COLORS I NEED?
DO THEY HAVE THE RIGHT CERTIFICATIONS?
WITHIN BUDGET?

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What if there is a better way to find new suppliers?

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Introducing Ariba DiscoveryTM:
Matching buyers to suppliers globally
The premier service for matching business
buyers and suppliers globally, built on the
world’s commerce network
Ariba Discovery

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Power of the matching service
Ariba Discovery is not SEARCH or DIRECTORY
© 2014 SAP SE or an SAP affiliate company. All rights reserved. Public

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“I’m looking for…” “I can offer that!” “Perfect Match!”
US$5 billion+ in buyer postings
20,000 categories
4,000+ buying organizations
1,000,000+ suppliers
in network
Introducing Ariba DiscoveryTM
: matching you with suppliers who
offer products and services you need

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“Exactly what I need!”
products
territories
diversity
activity
ratings
services
location
industry
green quality
membership last updated
references credit score
certification
How the matching works
Ariba Discovery’s powerful matching algorithm takes supplier’s
whole profile into account when matching them to buyers

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REVIEW PROFILES OF
SUPPLIERS WHO
RESPONDED WITH BIDS
REVIEW PROFILES WHEN
PREVIEWING SUPPLIERS
Rich supplier information via supplier profile page
PROFILE FEATURES
• Company information
• Product and service categories, ship-to
and service locations, and industries
• Diversity, quality, green classifications
• Transacting relationships
• Ariba-Ready certification
• Customer references and ratings
Review suppliers’ profile pages to learn more about their
capabilities and credentials

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Collaborate and build relationships with new suppliers
Build your relationship with new
suppliers through a variety of channels
SEND MESSAGES
Contact suppliers you find interesting
ANSWER QUESTIONS
Provide more details to suppliers through Q&As
and messages
VET SUPPLIERS
Review supplier ratings and customer references
REVIEW SUPPLIERS
Get presented with matching suppliers within your
Ariba Sourcing solution
GET NOTIFIED
Get e-mail alerts for new postings and bidding progress
@

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Save time and resources
Describe your buying needs in a posting, and get
matched to suppliers – it’s free!
FAST RESULTS
QUICK & EASY
Receive quotes from
interested suppliers and
compare multiple bids
Describe your buying
needs. It takes less than
10 minutes
SELECT THE BEST
Choose the supplier that
best meets your needs
Find relevant new suppliers faster and easier than
through traditional search methods

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Any project type and size
Specialty Retailer: $3M,
Pizza Slice Box and Hot Wing Box
Major University: $75K,
Championship Rings
Consumer Products Company $1M,
Shelf-stable fish
Specialty Retailer: $500K,
Mannequins
Luxury Retail Brand: $500K,
Global Mystery Shopper
Hong Kong Buyer: $1M,
Straight and Safety Pins
Find suppliers for common…or uncommon things
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Ariba Sourcing
• Use full projects
• Launch postings in RFI template
• Link RFI to RFP or Auction Event
Ariba Sourcing
• Launch postings early in sourcing
process with independent Supplier
Market Research Posting
Ariba Sourcing
• Create Quick Quote Posting from the
Create menu
Ariba Procure-to-Pay/Procure-to-Order
• Without a requisition: Create a Quick
Quote Posting from the Create menu
• With a requisition: Create a non-catalog
item first, then create a posting
Ariba Products
Sourcing Event Manager
Supply Material Research
• Large spend of $3-50M
• Multiple teams and events
Strategic Sourcing Manager
• Large spend of $100K-5M
• Single strategy owner and event
MRO Buyer, Plant Manager,
Procurement Agent
• Competitive bidding for $5K-100K
• Quick spot-buy, no sourcing event
Spot BuyingStrategic SourcingComplex SourcingProject
Description
How to use it

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Integrated with SAP Ariba solutions
Ariba Discovery is integrated into various SAP Ariba solutions
Buyers
Suppliers
Ariba DiscoveryTM
Ariba Procure-to-Pay/
Procure-to-Order
Ariba Sourcing
(OND, On-Premise, &
via Ariba Spot Quote)
Ariba Discovery
(Website)
Ariba Sourcing
(Proposals)
Ariba Discovery
(Leads)
Ariba Contract Mgmt
(Contracts)
Ariba Network
(Orders & Invoices)

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FAST & EASY INTERACTIVE
EFFECTIVE
TRUSTEDIT’S FREE!
Save up to 90% time and
75% cost finding and
qualifying suppliers
Lower your cost by 15%,
reduce lead time, and
improve quality
Communicate with buyers
and prospects in real time
Join other buyers who post
over $5B USD per year in
business volume
Post your buying needs
in 10 minutes,
and get matched to
suppliers at no risk
Key benefits
INTEGRATED
Easily bring suppliers into
your Ariba Sourcing,
Procure-to-Pay, or Spot
Quote projects from the start
ROI

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Your next steps
REQUEST A MEETING WITH
YOUR LEADERSHIP
• Make it a company-wide process
SHARE YOUR SUCCESS INTERNALLY
• Meet with functional buyers in
your company
MAKE SURE YOUR OWN TEAM SUCCEEDS
• Define goals (e.g. 20 postings/month)
• Identify lead within your team
(e.g., admin and users)
• Set up a process
• Have your team attend a demo

24. Demonstration

25. Thank you

26. Questions?

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