Best Practices in Content Management

#AribaLIVE
@ariba
#AribaLIVE
@ariba
Best Practices in Content
Management
© 2015 Ariba, Inc. All rights reserved.
Kirsty Powell, Finance Director, North America Procure to Pay,
Avery Dennison
Brady Seiberlich, IT eProcurement & Development Manager,
National Business Furniture
Lisa Chapman, Sr. Manager AMER PremierConnect and
Global Portal, Dell
April 9, 2015

#AribaLIVE @ariba#AribaLIVE @ariba
Catalog Content Management Strategies:
Your Options
© 2015 Ariba, Inc. All rights reserved.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)

Today’s Presenters
• Kirsty Powell
 Finance Director, North America Procure to Pay
• Brady Seiberlich
 IT eProcurement & Development Manager
• Lisa Chapman
 Sr. Manager AMER PremierConnect and Global Portal

Avery Dennison
Business Overview
• Who are we
• Company History

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

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 and price controls
• Good for low complexity,
low-volume specs
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
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

• 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
Drive compliance
to catalogs
Increase use to
further categories
Expand to services

• Kirsty Powell
• Lisa Chapman

National Business Overview
• Who are we
• Company History
• Ariba History
• Sales Increase
• e-Commerce Growth
• Where we are today

CIF vs. PunchOut
• Why CIF
• Why not PunchOut
• What drives us
• What works for us
• What works for our customers

CIF Catalogs
• 15% of customers use CIF catalogs
• Generic catalogs
• Customers use for shopping
and browsing
• Use the ability as a selling point
• Customer drives if they get a
CIF catalog

Benefits of CIF
Sales increases and repeat customers
Reduce time receiving payments
Faster order to ship times
Reduction of human touches
Improving accuracy

Catalog-Driven Orders Increase
Accuracy
eCommerce
30
25
20
15
10
5
0
Products
Minutes
Efficiencies in ordering
Phone
1 5 10 20

• How to get started
• What is driving this
decision
• Start small
• Keep it basic
Best Practices and Lessons Learned
• Manage expectations,
both internally and
externally
• Use lessons learned
from previous installs
• Steer sales in a
feasible direction

Performance Indicators
• Order count for companies using a
CIF catalog
• Order history
• Furniture sales are hard to measure
• Accuracy of ordering

Future Steps
Let customer
drive
Be there as a
sales support tool
Looking to
expand
Continuous
growth

• Kirsty Powell
• Lisa Chapman

The Benefits of Using Fully Integrated
Online Catalogs

C
B2B System High-level Overview
Customer ERP/SCG
B2B Direct B2B Preview Shopping Experience
PunchOut
Order Requisition
Purchase Order
Buyer Hosted & CIF Catalog
External Interface Management
Commerce Foundation
ServicesTierDataTier
B2B_Tools
B2B
Services
B2B_Log B2B_Staging_Log
Custom Maps Management
Custom Map Service
B2B customer profile and
logging management
B2B Tools
BHC, POR, ASN, POC,
CIW
Document Service
25 © 2015 Ariba – an SAP company. All rights reserved.

Tips for Successful Integration
Dedicated technical contact for project duration
Agreed-upon project schedule
Catalog with pre-negotiated products and pricing
Ability to send electronic POs, taking full advantage of your
ERP investment
An executive commitment
A commitment to utilization

Success Story

Thank you!

Best Practices in Content Management

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