Ariba Town Hall for Sellers
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Ariba's director of solutions management for sell-side solutions will share our roadmap for exciting new functionality being developed for sellers in Ariba Discovery and the Ariba Network. Ariba Solution Town Halls were introduced at last year's Ariba LIVE, and the resounding feedback was to bring them back again for Ariba LIVE 2013! This is your chance to speak your mind about Ariba solutions in an open forum and be heard. After the roadmap and innovation overview, then the floor is all yours. We value your feedback and look forward to hearing what’s on your mind.
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Ariba Town Hall for Sellers
- 1. Ariba Town Hall for Sellers Achim Voermanek and Olaf Schrader © 2013 Ariba, Inc. All rights reserved.
- 2. #AribaLIVE “Safe Harbor” Statement This information reflects the status of Ariba Inc., an SAP company, solution planning as of January 2013. All such solution planning information is the Confidential Information of Ariba (per the contract between our companies – or an authorized distributor), 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 (or its affiliates) to take 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. © 2013 Ariba, Inc. All rights reserved.2
- 3. #AribaLIVE The information in this presentation is confidential and proprietary to SAP and may not be disclosed without the permission of SAP. This presentation is not subject to your license agreement or any other service or subscription agreement with SAP. SAP has no obligation to pursue any course of business outlined in this document or any related presentation, or to develop or release any functionality mentioned therein. This document, or any related presentation and SAP's strategy and possible future developments, products and or platforms directions and functionality are all subject to change and may be changed by SAP at any time for any reason without notice. The information in this document is not a commitment, promise or legal obligation to deliver any material, code or functionality. This document is provided without a warranty of any kind, either express or implied, including but not limited to, the implied warranties of merchantability, fitness for a particular purpose, or non-infringement. This document is for informational purposes and may not be incorporated into a contract. SAP assumes no responsibility for errors or omissions in this document, except if such damages were caused by SAP´s willful misconduct or gross negligence. All forward-looking statements are subject to various risks and uncertainties that could cause actual results to differ materially from expectations. Readers are cautioned not to place undue reliance on these forward- looking statements, which speak only as of their dates, and they should not be relied upon in making purchasing decisions. Legal disclaimer
- 4. #AribaLIVE Agenda • What Ariba Delivers to Sellers • Ariba Roadmap Focus Areas 2013-2014 • What’s Coming • Linking Customer Feedback and Experience into our Solution Vision • Town Hall Discussion © 2013 Ariba, Inc. All rights reserved.4
- 5. #AribaLIVE Ariba Network for Sellers © 2013 Ariba, Inc. All rights reserved.5 Accelerate Sales Cycle Find More Buyers Get Paid Faster •30% growth in existing accounts •35% growth in new business •75% faster deal closure •75% order processing productivity gains via cXML •80% increase in order accuracy through PunchOut •15% increase in customer retention •Up to 99% renewal rates •20% faster payment •6 day DSO reduction Improve Customer Retention
- 6. #AribaLIVE Buyers with More than $400B Spend 1 Million Partners on the Network © 2013 Ariba, Inc. All rights reserved.6 Buyers Suppliers Partner and Ecosystem Solutions An SAP Company Ariba Network ~1 million trading partners across all industries 40+ million Purchase Orders 60+ million Invoices ~$400 billion in spend 142 countries 72 currencies 40 Invoice compliant countries
- 7. #AribaLIVE Ariba Seller Capabilities © 2013 Ariba, Inc. All rights reserved.7 Seller Buyers Ariba Network ContractsLeads Orders & InvoicesProposals
- 8. #AribaLIVE Proven Results © 2013 Ariba, Inc. All rights reserved.8 Sped up order-to-cash cycle by 84% 75% DSO reduction Reduced order processing costs 75% Grew existing account 300% Won new €500K deals 100% retention in $1M+ accounts 15% increase in customer retention Improve customer retention Find more buyers Get paid faster Accelerate sales cycle Accelerated deal cycle by 75%
- 9. #AribaLIVE © 2013 Ariba, Inc. All rights reserved. 9 SAP and Ariba Accelerating Network Growth Means More Spend #1 Worldwide Leader Business Networks & Spend Management #1 Worldwide Leader Enterprise Applications
- 10. #AribaLIVE Roadmap 10 © 2013 Ariba, Inc. All rights reserved.
- 11. #AribaLIVE Roadmap Focus Areas • Deliver Network Value • Extend Applications Leadership • Improve Infrastructure and Scalability 11 © 2013 Ariba, Inc. All rights reserved.
- 12. #AribaLIVE Network 2.0: Quadrem parity Order status request & result documents for expediting & dunning Goods receipt & response documents for visibility into delivery ASN response documents for better visibility and 3pl integration Ariba Pay Integrated B2B electronic payments Logistics Freight order & invoice collaboration Managing freight booking Planning freight & selecting carriers Tendering freight Deliver Network Value Supply Chain Release processing Purchase order & invoice collaboration Replenishment order collaboration Kanban processing Work order collaboration Supply network inventory Supplier Collaboration Service Orders: >2 levels service hierarchy Service Procurement (all outsourced services) Entry Sheets: planned & unplanned Service Timesheets Service Invoicing (approved SES based) Limit orders Extend Invoicing: ERS Invoicing, more countries supported Additional Connectivity Options and Integration Sell Side (to Ariba Network) SAP Information Interchange OnDemand SAP Business One xCBL on ramp PIDX on ramp PDF Improve Infrastructure and Scalability The Ariba Network Roadmap 2013-2014
- 13. #AribaLIVE Collaborative Logistics Transaction Execution, Dashboard, Alerts and Multi-tier Visibility Ariba Confidential, 201213 Ariba Network Roadmap: Supply Chain & Logistics Collaboration Forecast ASN Invoice Ariba Network PO Payment Scheduling Collaborative Planning center & Database (HANA) Collaborative Freight Tendering TM Phase 1: SC Collaboration Focus Phase 2: Logistics Focus Freight Invoice Settlement Track and Trace Carrier Onboarding Carrier Discovery
- 14. #AribaLIVE Ariba Network Roadmap: Services Procurement
- 15. #AribaLIVE Cloud Solutions Roadmap 2013-2014 Invoice management: document validation rules Invoice management: expand country coverage Unified Seller Experience improvements Discovery: suggested sellers Ariba P2P Discovery integration Public Catalog Content Deliver Network Value Services procurement Supplier Info Mgmt. 2.0 Extend Applications Leadership Sourcing, contract mgmt., SIPM integration to SAP ERP Next gen search Community-enabled support Mobility Cloud scalability High availability Office 2010 support Invoice Mgmt.: PDF copy of invoices Next gen UI & analysis and operational reporting Improve Infrastructure and Scalability
- 16. #AribaLIVE Cloud Solutions Roadmap: Communities © 2013 Ariba, Inc. All rights reserved.16
- 17. #AribaLIVE • Click on the Suppliers You May Like widget to view suppliers you may like Cloud Solutions Roadmap: Suppliers You May Like © 2013 Ariba, Inc. All rights reserved.17
- 18. #AribaLIVE Deliver Network Value Improve Infrastructure and Scalability Boomi for sell side Custom integration with 20+ ERP packages Ariba Integration Connector for suppliers Powered by Boomi SAP Information Interchange OnDemand Prepacked integrations for suppliers Microsoft Dynamics GP Intuit QuickBooks Sage Direct connectivity – ERP Direct integration between SAP ERP and Ariba Network Mappings in ERP Seamless/adapterless business process integration with SAP PI Adapter Resolve critical items needed for PO automation and invoice automation Support latest versions of SAP PI SAP HANA Cloud integration PI connectivity Integration Roadmap 2013-2014 18 © 2013 Ariba, Inc. All rights reserved.
- 19. #AribaLIVE Integration Roadmap: The „Ariba Integration Connector, powered by Dell Boomi‟ Solution © 2013 Ariba, Inc. All rights reserved.19 Boomi in a public cloud enterprise Cloudapps Data Data HTTP / Web Services ERP
- 20. #AribaLIVE Solution-Specific Roadmap • What’s Coming In 12s/AD10/11 Releases? New Ariba Cloud profile Discovery: – ProfilePitch: Improve your reach to customers – Supplier You May Like: Get recommended to customers based on their needs Ariba Network: – Goods Receipt: See when your goods are received by your customer – Assign customer specific authorizations to your users © 2013 Ariba, Inc. All rights reserved.20
- 21. #AribaLIVE New Ariba Cloud Profile © 2013 Ariba, Inc. All rights reserved.21
- 22. #AribaLIVE • Customized ProfilePitches In addition to the standard ProfilePitch, premium* sellers can create customized ProfilePitches It allows you to create different target message to different audiences You can specify customer segments you want to reach, for example by geography or industry ProfilePitch: Improve Your Reach Standard ProfilePitch Same message is shown to all buyers at all times, irrespective of a buyer’s specific needs Targeted ProfilePitches Different messages are shown to different buyers, depending on a buyer’s geography or industry © 2013 Ariba, Inc. All rights reserved.22
- 23. #AribaLIVE You Have a Say Via Our Disciplined Innovation Approach “We link customer experience and feedback into our solution vision” Partner EcosystemOn-site Customer VisitsFeature Surveys Advisory Councils and User Groups SAP Customer Network (SCN) & Ariba Exchange 23 © 2013 Ariba, Inc. All rights reserved.
- 24. #AribaLIVE Town Hall Discussion © 2013 Ariba, Inc. All rights reserved.24 • 20 suggested topics to select from Topic 1 Topic 2 Topic 3
- 25. Questions? © 2013 Ariba, Inc. All rights reserved. 25
- 26. #AribaLIVE Please Complete Session Survey © 2013 Ariba, Inc. All rights reserved.26 Find Session in Schedule Click Choose one Rate Session Thank you for joining us Click Survey and Select Breakout Session Survey
Editor's Notes
- So what benefits have Sellers attained on the Ariba Network? Sellers are yielding tremendous results with Ariba. Top line benefits. Many of our seller are reporting growth of up to 30% in existing accounts and gain 35% growth in new business. Sellers are also closing deals faster – up to 75% faster while reducing the time and resources that it takes to work with customers after the deal closes. Sellers who automate with cXML become 75% more productive in their order processing than those that use manual process. And when sellers deploy PunchOut catalogs they obtain better, more accurate orders from customers – orders that reflect the current pricing and specifications. With an 80% lower error rate thru PunchOut, the end to end process occurs much faster, too. But what is the impact to customer retention?. Typical seller improves retention by 15%, and depending on the industry we’ve seen up to 99% renewal rates for sellers who collaborate with their customers on Ariba Network. And sellers are typically being paid 6 days faster, which for most sellers who have 30-day term, represents 20% reduction in DSO.
- Accelerate the sales cycleFind and retain customers Find buyers ready to buyIncrease exposure in new and existing accounts2. Grow revenues with accounts and prospects 2. Grow revenues in accounts2. Boost revenues with existing accounts and new prospects 2. Grow wallet share in your accounts 2. Increase wallet share with existing customers3. Get paid faster3.Improve receivables3. Reduce DSO 3. Increase on-time payment rates
- Those are just some of the overall results, but what about specific examples? Here are a couple additional stories: MarkMaster – a stampmaking business founded in the 1930’s by a family that emigrated from Cuba. Four generations later, Kevin Govin – who is now CEO – saw increasing competition from large office supply vendors and turned to electronic commerce – to Ariba – to compete effectively. Kevin and his team built a PunchOut site that lets MarkMaster, a local family-owned business, appear to be a large and sophisticated as Staples and Office Max. MarkMaster has been an integral part of the Ariba community and has leveraged their eCommerce abilities to grow in the Ariba community, and used Ariba LIVE to get new leads – growing 20% year over year. Clean Harbors – relies on Ariba to help its customers standardize their business processes and documents. This helps their customers provide more accurate orders which in turn can be can be flipped into accurate invoices by Clean Harbors. What’s noteworthy about this case study is that this is an invoicing supplier who is predominantly NOT integrated to Ariba, and it is a services provider. They provide environmental services for energy customers. The type of supplier that we often struggle to find a value proposition for. Clean Harbors tells a great story about their California rep named Donna – who spent 10 hours per week working with a customer through invoice exceptions and disputes – all originating from bad orders from a customer using non-standard processes. When the customer adopted Ariba, the orders became more accurate –which let Clean Harbors have more accurate invoices.
- As you undoubtedly know, SAP has completed its acquisition of Ariba. And this is exciting for you for whole host of reasons. Both companies enjoy leadership positions and are truly at the top of their game; Ariba, being #1 in business networks and spend management. And SAP, #1 in enterprise applications also offers HANA, its in-memory computing platform for analytics and more… and leadership in mobile business applications with over 60 million mobile users. SAP brings these exciting capabilities and more than 40 years of business software expertise to Ariba customers like you.
- Key message for sellers and buyers Connect to ARIBA Network, get the dial tone, and collaborate with the rest of the world on many different processes. Our key focus is bring more supply chain stuff on the network. Focus on highly collaborative business processes (onboarding, tendering and invoice settlement)Leverage Ariba Network capabilities (e.g. Carrier Discovery / Network RFQ)Make it to work both TM customers and non-TM customers (ERP customers)
- Idea here is to insert topics to help generate audience discussion – last year this was tough for some groups so having a slide where folks can “pick a topic” may help.