Best Practice in Content Management

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Best Practices in Content Management
© 2015 Ariba, Inc. All rights reserved.
Maarten Eddes, Global Business Process & Systems Manager, Global Indirect
Procurement, Avery Dennison
Norbert Kriegler, Online Commerce Sales Manager, Inside Sales
DACH IMT, IBM
Alexander Graff, Head of Product Management,
Schweitzer Fachinformationen
9 June, 2015

#AribaLIVE @ariba#AribaLIVE @ariba
Catalog Content Management Strategies:
Your Options
2
PunchOut catalog
cXML integration to the
eCommerce site
No online catalog
Non-catalog purchase orders;
invoice against contract
Hosted catalog
Uploaded for buyer approval in
Catalog Interchange Format (CIF)
© 2015 Ariba – an SAP company. All rights reserved.

Today’s Presenters
• Maarten Eddes
 Global Business Process & Systems Manager,
Global Indirect Procurement
• Norbert Kriegler
 Online Commerce Sales Manager, Inside Sales
DACH IMT
• Alexander Graff
 Head of Product Management
3 © 2015 Ariba – an SAP company. All rights reserved.

Avery Dennison
Business Overview
4
• Who we are
• Company history

Avery Dennison and Ariba
5
Owned, integration
needed
Not owned
UpstreamModules
Downstream
Modules
Owned & Deployed

CIF vs. PunchOut
CIF (Hosted Catalog)
• Itemized catalog is loaded by
supplier (or administrator) into Ariba
• Category manager controls and
approves versions before they are
live for use
• Content & price controls
• Good for low-complexity,
low-volume specs
6
PunchOut
• Buyer punches out to supplier website to
purchase items and brings them back to
Ariba for GL mapping and approval
• Supplier manages maintenance and
pricing. Client has no control over pricing
developments after initial go live
• Good for complex,
high-volume specs

Catalog Usage
7
Europe
29%
71%
CIF
41%
59%
CIF
NA
CIF vs PunchOut Catalogs CIF vs PunchOut Spend
Europe
90%
CIF
30%
70%
CIF
NA
10% PunchOut
Europe
50%
Punch-
Out
50%
CIF
77%
PunchOut
23%
CIF
NA
CIF vs PunchOut PO Count
North America
66%
Non-
Catalog
6% Catalog
94%
Non-
Catalog
Spend ($)
Europe
94% Non-
Catalog
4% Catalog
96% Non-
Catalog
6% Catalog
Spend (€)PO Count
on Catalog
PO Count
on Catalog
34% Catalog
PunchOut PunchOut

8
• Match to spend type
• Controls on compliance
• Buyers must be
pushed to the catalog
Best Practices and Lessons Learned
• Infrequent users
may drive delays in
loading CIF
• Just having a catalog
doesn’t drive the
benefits of the catalog

Performance Indicators
• Buyer compliance in use of catalog
and Ariba vs rogue spend
• Spend and PO volume
• Supplier compliance to catalog price

Future Steps
10
Drive compliance
to catalogs
Increase use to
further categories
Expand to services

• Maarten Eddes
DACH IMT
• Alexander Graff

Company Overview
12
IBM is a globally integrated technology and consulting company headquartered in Armonk, New York.
With operations in more than 170 countries, IBM attracts and retains some of the world's most
talented people to help solve problems and provide an edge for businesses, governments and
non-profits.
Innovation is at the core of IBM's strategy. The company develops and sells software and systems
hardware and a broad range of infrastructure, cloud and consulting services.
Today, IBM is focused on five growth initiatives - Cloud, Big Data and Analytics, Mobile, Social
Business and Security. IBMers are working with customers around the world to apply the company's
business consulting, technology and R&D expertise to enable systems of engagement that deliver
dynamic insights for businesses and governments worldwide.

IBM Digital Commerce
© 2015 Ariba – an SAP company. All rights reserved.13
WORKFLOW
Information
and
customerinterlock
Purchasing ofstandard
offerings
ElectronicRequestManagementeOrdering
and
eInvoicing
Work
flow
Private
Marketplace
eProcurement Shop
• 15 years of B2B, started from Commodity Business with HW, SW, Intel-based Server. Turned to a more
complex product range, especially for products in Services area
• Several Web Solutions to cover our product portfolio: ShopZ, SW & Service Shop,
Private eShop, Cross OEM Tool, Contracts Online, Maintenance App, eRequest for Service App
• Focus on Digital Selling: Cloud, Analytics, Mobile, Security

IBM (as a supplier) and Ariba
0
20
40
60
80
100
120
140
160
0
1,000
2,000
3,000
4,000
5,000
00 01 02 03 04 05 06 07 08 09 10 11 12 13 14
PO $M Clients Docs (K)
• First Ariba implementation in 2000
• Ariba Ready Platinum Supplier
• Today supporting more than 150 customers
• Almost $4B of spend per year
• Processing more than 40 000 documents
• Started with non-catalog orders, catalogs and
order response came later (began true integration
for Intels Servers and PC in 2005)
• Changing product portfolio leads to
re-engineering of approach

IBM B2B Infrastructure View
15
Internal Boarding and
Enablement Systems
IBM
®
Sterling B2B
Collaboration Network
IBM
®
MRM
Engagement Hub
Trading Partners
Partner Registration
Activity Creation
Activity Execution
Activity Monitoring
Ongoing collaboration
IBM
®
WebSphere
Catalog
Communication Gateway
Data Transformation/Mapping
Analytics

Best Practices and Lessons Learned
• Implement a standard electronic
coverage program flexible enough to
respond to different customer
engagement types
• Have a plan and process in place to
address customized work
• Communicate your capabilities early
• Create “Core Capability” documentation
so TPs know what they can expect
• Publish standard data templates to make
gap analysis easy
• Streamline your boarding process
• Standard templates can lead to
TP self-boarding
• Automated catalogs are key to
transaction integration
• Different approach required depending
on the product and transaction type
(catalogs, workflows, punchout)
• Integration and automation are a
journey for both buyers and suppliers

• Maarten Eddes
DACH IMT
• Alexander Graff

Short Introduction of Our Business
Information procurement. Provide companies with a solution to buy,
manage and use professional information of all sorts.
(books, subscriptions, e-books, online information, audio, video, …)
Since 1868 | 195 million € | 600 staff | 24 sites

Key Metrics
A L M O S T
30.000.000 Preview
CATALOGUE ITEMS
100.000
UPDATES
WEEK
Interlinked products
Rich data
Add-on
INFORMATION
Broad coverage required,
no “core” portfolio

User 2015: Tools
2000 2005 2012

User 2015: Communication
2000 2005 2013

User 2015: Usability
2000 2005
User demand
Provider
Technology
2013

Procurement 2015 –
Change in Demands
“e-procurement
transactions”
required
“spoiled”
(demanding)
users
coverage
required
Easier search required Automated content readjustment

PunchOut Is the Only Solution
24
• More capacity for: # of items, update frequency
• Constantly up to date
• Intelligent specific search
 Alternative: optimized e-procurement search
capabilities 
• Enhanced product data w/out catalogue format
restraints
 Interlinking
 Rich data
• Supplier/catalogue specific additional features

Drawbacks …
Questions to PunchOut
• Is it easy to use?
• Does it melt in with Ariba Buyer UI?
• … and Ariba “federated search” i.e. Level 2 PunchOut?
• Does a user find the catalogue at all?
• Is the catalogue platform available 24/7?
• Does it fit with the client’s Internet security/browser settings?

Product List to Platform: Evolution
ARIBA
Buy Manage Use
Process-driven workflow on ONE platform
vs. separate “modules” or tools for different tasks
Enriched user experience
on the platform
Online help/guidance
Catalogue items on demand
“Share or Buy”
“My Content”
Buy (Request),
Manage, Use
All three things must
be done

Mobile Procurement:
Start with the PunchOut
offer inquiry
catalogue

Mobile Procurement:
Start with the PunchOut
28
Customer
Delivery
E-Invoice
E-Order

Conclusion
What is the best user
experience (end to end)
you can provide
How many products,
how many updates,
how often, how much data?
What is the user process
from “need to order to invoice”
What is to be done on the platform
on top of finding + putting in basket
Happy
User
Active
User
Compliant
User
More Spend through E-Procurement
= = =
THINK

Best Practice in Content Management

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