Smart companies are leveraging online commerce channels and networks to improve performance and accelerate sales. They are finding new business, converting it into revenue, and enhancing customer relationships for sustainable future growth. Learn how two leading companies are using the Ariba Discovery service to find business and reduce sales cycles, increase revenues, and dramatically improve their valued customer relationships in this session.

1. Ariba Discovery –
Growing Your B2B Business
Commerce Summit, Boston, October 2, 2012
Moderated by Chris Wang, Director of Marketing
The Ariba Commerce Summit Event Series is Proudly Sponsored by:

2. Agenda
• What Is Ariba Discovery?
• Panel Introduction
• Best Practice Sharing
• Summary
• Q&A
2 © 2012 Ariba, Inc. All rights reserved.

3. What Is Ariba Discovery?
• The premier service for matching business buyers and
sellers globally
 Over 730K buyers and sellers
 More than 20K categories
 Over 190 countries
 Innovative matching engine
 Advanced collaboration capabilities
 Rich seller profiles and lead management tools
 Over $5B USD in business opportunities
 More than 30K green and diverse sellers
3 © 2012 Ariba, Inc. All rights reserved.

4. More Value for Buyers and Sellers
BUYER VALUE SELLER VALUE
• Achieve incremental savings of 15% • Tap into over $5B USD buying volume
right in Discovery
• Reduce costs up to 75% for seller
identification and qualification • Maintain high visibility in front of real
decision-makers, with budget and
• Save up to 90% of time for seller
ready to buy
identification and qualification
• Cost effective lead source versus
• Make better, more informed seller
traditional methods
selection decisions
• New sales channel, comprising
15-50+% of revenue for many sellers
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5. Introducing Our Panel
Jim Ambrose
Sr. Sourcing Manager
.d Kristopher Hart
Sales Account Manager
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6. TopSource Overview
• Wholly owned subsidiary of Topco Associates LLC
• Topco provides for-resale and TopSource not-for-
resale (NFR) spend management
• For 65 years, Topco has leveraged the scale with its
members in procurement to lower product costs
 Members/customers represent over $150 billion in retail sales
 Member network includes grocery retailers, wholesalers, food
manufacturers, food services providers, convenience stores, drug
stores and other retail businesses
 In addition to the membership, TopSource provides strategic
sourcing services to a growing customer base
6 © 2012 Ariba, Inc. All rights reserved.

7. TopSource Overview
 Retail and Distribution Strategic Sourcing Professionals
 Broad NFR Scope: 11 Categories and 500+ commodities
NFR Spend  Sourcing Leverage: almost $10 billion in potential spend
Management  Proven Approach to NFR Spend – Structured Process
 TopFuel added in 2009 – Fuel Sourcing
 Dedicated eAuctions team (NFR and For-Resale)
 Robust automated online auction capability
eSourcing Center  Mature process and capabilities
of Excellence  Experience across multiple commodities – 3000+ markets and
over $3.2 billion auctioned
 Managing Enabling Technologies (eSourcing, Supplier
Management, and Contract Management)
7 © 2012 Ariba, Inc. All rights reserved.

8. TopSource Overview
 xx
Contract Supplier
Sourcing Auction
Management Management
 Issue RFx and  Negotiate  Standardize  Measure
collect responses price contract creation supplier
performance
 Store profile  Maximize  Store all contract
information competition related documents  Drive
continuous
 Create category  Increase  Generate improvement
specific templates speed to notifications to
savings buyers and teams  Monitor
 Drive process supplier
adoption  Consider  Provide robust financials
alternative search and
price scenarios reporting  Manage price
changes
8 © 2012 Ariba, Inc. All rights reserved.

9. TopSource’s Challenges
• Category sourcing leads must leverage all available
tools to develop and maintain category expertise
• We see Discovery as a tool to overcome some common
challenges across categories
 Building a supplier database for newly sourced
commodities/services
 Cultivating sources supply/services from lesser known regional
providers
 Opportunity to ensure our supplier database is current, or
potentially introduce a new source, for mature products/services
9 © 2012 Ariba, Inc. All rights reserved.

10. TopSource & Ariba Discovery
• Created a posting for consumer grade BBQ Grills
 Received 5 responses, suppliers currently under review
 Presented with a variety of channels to pursue: Manufacturers,
Distributors, Retailers
• Created a posting for Private Label Vinegars
 Received 3 responses, one will be considered for events
• Created a posting for Hispanic Candles
 Regional supplier invited to RFP, increasing potential supply base
• Learnings from other postings
 Deer Corn, Wood Pallets, Motor Oil, AP Audit
10 © 2012 Ariba, Inc. All rights reserved.

11. TopSource & Ariba Discovery
• Learnings
 Timing
– If a posting is too late in the process there may not be enough time to
qualify new suppliers found on Discovery
 The more information included in postings, the better the results
– Select all relevant commodities and sales territories
– Detailed specifications on the services/goods required
– Estimated quantities
– Timing and location of delivery
– Certifications (e.g. green, quality, diversity) and experience
– Information that the supplier should include in their response
– Your intention (evaluating or buying)
– Add attachments
11 © 2012 Ariba, Inc. All rights reserved.

12. TopSource & Ariba Discovery
• Learnings – continued
 Your profile
– Share your company information and keep your profile up-to-date
– Establish a landing page that consolidates all of your postings
– Decide when to disclose your personal identity, share your name and
contact details only with selected suppliers who responded
 Dialogue
– Keep posts open for at least 10 days to give sellers time to respond
– Answer questions using the Q&A feature to receive only the best, most
relevant responses
– Respond to all suppliers to provide feedback and build a reputation
as a good buyer to work with
12 © 2012 Ariba, Inc. All rights reserved.

13. TopSource & Ariba Discovery
• Next steps
 Review 2013 sourcing plan and target projects for Discovery
postings
 Initiate Discovery postings in the quarter prior to launching
sourcing engagements
 New suppliers found through Discovery to be vetted during RF(x)
process, including product testing when necessary
 Follow guidelines on how to create successful postings
13 © 2012 Ariba, Inc. All rights reserved.

14. LLT Overview
• Has been providing labels, printers, mobile computers,
and more for more than 15 years
 Went to market by printing 1,000,000 catalogs each year
 A Bemis Company
$12
 Stow, OH
$11
 11M+
$10
 13 Employees
$9
 BBB Accredited
$8
2009 2010 2011 *2012
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15. LLT’s Challenges
• Connecting with new buyers effectively
 High cost and declining response rates for direct marketing
activities involving list purchases, cold calls, and catalogs
 Difficulty competing with larger office suppliers with higher brand
awareness and nationwide retail presence
 Hard time getting a foot in the door with large buying
organizations that have corporate purchasing programs
15 © 2012 Ariba, Inc. All rights reserved.

16. LLT & Ariba Discovery
• Using the Ariba Discovery™ service to easily discover
new leads and connect with Global 2000 companies
 Signed up for the Advantage Plus package to respond to
unlimited buyer postings and eIntros at no additional cost
• Results
 Responded to an RFP by a popular national retailer
 Won two-year contract for $400,000 in business – much larger
and longer contract than initially published
 Got shortlisted and started relationships with two large buyers
 Generated better return on investment (ROI) than any other
marketing channel used, considerably reducing time and
16
cost for lead generation and new customer acquisition
© 2012 Ariba, Inc. All rights reserved.

17. Questions?
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18. Maximize Your Impact as a Buyer
• Easy seller identification
 For any occasion, including spot sourcing, entering a new market,
or meeting diversity program requirements
• Quick seller vetting
 Access relevant details to screen sellers and manage risks
• Integrated approach
 Contact sellers directly to learn more
 Upload sellers to sourcing database
 Invite sellers to postings and events
18 © 2012 Ariba, Inc. All rights reserved.

19. Maximize Your Impact as a Seller
• The Top 5 things to do to leverage your company
1. Update your profile and contact details
2. Get the commodities and territories right
3. Provide customized responses
4. Invite more references
5. Network with buyers
19 © 2012 Ariba, Inc. All rights reserved.

20. Thank You!
20 © 2012 Ariba, Inc. All rights reserved.