Companies are looking to solve different challenges and to achieve different outcomes. Despite all the factors that differentiate these companies, the key ingredients in the recipe for success are the same. Attend this session if you are interested in understanding how to build a strong program with SAP Ariba solutions that will lead to long-term value realization. Learn about the critical elements that our most successful customers share, and that all customers should strive for.

1. PUBLIC
Lorraine Longato & Gordon Donovan
August 2017
How Do Our Most Successful Customers Do It?
The Must-Have Ingredients for Value Realisation

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Today’s topics
Key ingredients in the recipe for success in building a
strong program for SAP Ariba solutions
Key elements that our most successful customers have

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Housekeeping items
1. Please hold your questions until the end of the
presentation.
2. At the end of each presentation, we will have a
quick poll – please attempt to answer this question.

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Panel members
Mary Krsticevic
Sydney Water
Procurement Excellence
Specialist P2P
Hariharan Sitaraman
Cognizant
Associate Director - Procurement
Cor van der Scheer
AusNet Services Procurement
Operations Manager

5. 5PUBLIC© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ
“You do not like them.
So you say. Try them!
Try them! And you may!”
Dr. Seuss, Green Eggs and Ham

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Key findings and trends from SAP Ariba Business Insights
01
Procurement is expanding its influence
to greater depth.
02
Capturing savings is important but value
matters more.
03
Digital procurement is firing on all
cylinders.
82% Sourcing spend under management
Procurement increasingly plays a
strategic role within the organization.
9.7% Sourcing savings as a percentage of spend sourced
Procurement is actively tracking other
sources of value contribution.
62% Percentage of total invoices submitted electronically
Adoption of invoice automation and
validation through e-invoicing solutions.

7. 7PUBLIC© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ
Key findings and trends from SAP Ariba Business Insights
04
Transactional efficiency enables
businesses to be “ALWAYS ON.”
05
Risk management should be a key
focus area.
06
Compliance delivers bottom-line savings
by closing the loopholes.
10,000 POs per full-time employee
Procurement supports self-service
requisition for material and service items
using online catalogs.
32% Average organization’s spend that is not managed
Average company’s total supplier count
makes up 80% of spend.
5% Increase in compliance will increase
savings by $4.4 million for each billion
dollar spend
4.5%

8. Who we are
 We provide safe drinking water to
almost five million people across
Sydney, the Blue Mountains and
the Illawarra. We also look after
wastewater and some stormwater
services to help protect the health
of our rivers and beaches.
 We're a statutory State Owned
Corporation owned by the NSW
Government and we operate under
the Sydney Water Act 1994 and
have three equal principal
objectives to 1. Protect public
health, 2. Protect the environment
and 3. Be a successful business
What we do
 At Sydney Water, we're Australia's
largest water and wastewater
service provider and lucky enough
to look after some of the best
water in the world.
 Every day, we proudly protect the
health of our community by
providing safe and high quality
drinking water, removing
wastewater and preserving our
rivers and beaches.
Our vision
 Our vision is to be the life stream of Sydney for generations
to come. It’s our mission to be world class, delivering
essential services that our customers love, in our great city.

9. Our services
We supply water, wastewater, recycled water
and some stormwater services to almost 5
million people in Sydney, the Illawarra and the
Blue Mountains Districts
 Water services
 Distributes 500 billion litres of water to over 1.7 million homes and
businesses via a network of about 21,000 km of water mains, 269
reservoirs and 177 pumping stations.
 Wastewater services
 Collects and treats over 509 billion litres of wastewater a year via
24,000 km of pipes and 675 wastewater pumping stations. ..
 Stormwater services
 Sydney Water works with councils and other agencies to manage
the stormwater system in Sydney. In greater Sydney, the NSW
Government is funding about 70 stormwater projects through the
Climate Change Fund and Urban Sustainability Grants. This will
save over 1.3 billion litres of water a year
 Supply Chain
 55B assets
 $1.3B spend per annum of which
• 85% spend with Direct Categories
• $500M Capital spend

10. Why SAP Ariba
The Solutions
• Ariba Spend Visibility
• Ariba Collaborative Sourcing
• Ariba Collaborative Commerce integrated to S/4 as the procurement engine
• Ariba Contract and Services Invoicing
Why SAP/Ariba?
– SAP Ariba will provide Sydney water control and visibility of the entire source to pay process.
– Particular focus is on operational procurement, visibility and compliance given the distributed nature
of managing a water network.
– Due to the size of the project and the organisational impact, focus was on a seamless user
experience across platforms – underpinned by Fiori.
– S4/HANA was established as the main requisitioning and procurement engine while using the Ariba
Network for supplier collaboration and supplier transactions and Ariba for upstream strategic
benefits.

11. Who we are
• We’re a global leader in business &
technology services, helping our
clients bring the future of work to life
- today.
• Cognizant is one of the world's
leading professional services
companies, transforming clients'
business, operating and technology
models for the digital era. Our
unique industry-based, consultative
approach helps clients envision,
build and run more innovative and
efficient businesses. Headquartered
in the U.S., Cognizant, a member of
the NASDAQ-100, is ranked 205 on
the Fortune 500 and is consistently
listed among the most admired
companies in the world.
What we do
• We're driven by a passion to help our
clients build stronger, more agile and
more innovative businesses.
• Cognizant enables global enterprises to
address a dual mandate: to make their
current operations as efficient and cost-
effective as possible and to invest in
innovation to unleash new potential
across their organizations.
• What makes Cognizant unique is our
ability to help clients meet both
challenges. We help them enhance
productivity by ensuring that vital
business functions work faster, cheaper
and better. And, our ability to
conceptualize, architect and implement
new and expanded capabilities allows
clients to transform legacy models to
take their business to the next level
Our vision
Helping clients build and run digital
businesses. To reinforce the
capabilities of these practices, we
are pursuing acquisitions and
making equity investments that
augment our intellectual property,
industry expertise, geographic
reach, and platform and technology
capabilities – Ariba is core to this
capability and strategy

12. 12
Founded
in 1994 (CTSH, Nasdaq)
Headquarters
Teaneck, NJ
100+ Global
Delivery Centers
~256,800
Employees
Revenue
$13.49B in 2016
$7.21B in H1 2017
Revenue Mix
NA: 77.8%
Europe: 16%
RoW: 6.5%
Newsweek’s
2015 World Green
Rankings
Forbes
Fast Tech 25
Fortune’s
Most Admired Companies
Years in a Row
Forbes
Global 2000
Fortune
500
Financial Times
Global 500
Consistent Growth Leader: Cognizant is one of
only five publicly traded companies with a market
capitalization of at least $1 billion to grow revenue
and net income by at least 5% for ten years.
Source: HBR “How the Growth Outliers Do IT” Rita McGrath, Capital IQ.
Cognizant (NASDAQ-100: CTSH) is one of the
world’s leading professional services companies,
transforming clients’ business, operating and
technology models for the digital era. Our unique
industry-based, consultative approach helps
clients envision, build and run more innovative and
efficient businesses. Headquartered in the U.S.,
Cognizant is ranked 230 on the Fortune 500 and is
consistently listed among the most admired
companies in the world.
*Digital Revenue ~23% of total in 2016

13. Our Industry Portfolio
INSURANCE
7 of the top 10 Global Insurers
33 of the top 50 US Insurers
BANKING & FINANCIAL SERVICES
17 of the top 20 NA Financial institutions
8 of the top 10 European banks
MANUFACTURING,
LOGISTICS, ENERGY & UTILITIES
9 of the top 10 Automotive OEM
8 of the top 15 Industrial Manufacturers
5 of the top 15 Chemical Manufacturers
5 of the top 15 Logistics Providers
RETAIL, TRAVEL & HOSPITALITY
9 of the top 30 Global Retailers
3 leading U.S. Airlines
3 of the World’s Leading Restaurant Chains
INFORMATION, MEDIA &
ENTERTAINMENT
4 of the top 10 Global Media Companies
6 of the major U.S. Movie Studios
4 of the top 10 Information Service
Companies Worldwide
TECHNOLOGY
4 of the top 5 Online Companies
7 of the top 10 ISVs
COMMUNICATIONS
7 of the top 10 Communications
Service Providers & Equipment
Vendors
HEALTHCARE & LIFE SCIENCES
28 of the top 30 Global Pharmaceutical Companies
8 of the top 10 U.S. Healthcare Plans
9 of the top 10 Biotech Companies
2 of the top 5 Medical Device Companies

14. Why SAP Ariba
The Solutions
ARIBA was chosen as procure to pay solution for Cognizant to
• Standardise and optimize Source to Pay process across the globe
• Implement Ariba ‘SaaS’ industry Best Practices
• End to End S2P cycle time reduction and enhanced customer
experience
• Enhanced reporting & data for sourcing optimisation
• Realise savings through automated contract compliance, improved
demand management, spend aggregation, and automation of tactical
buying
Journey Till Date
The Above implemented in India & North America so far
The KPI’s so far…
• India - 87% of sourceable
spend thru procurement
• US - 50% of sourceable
spend thru procurement
• Median Cycle Time (PR to
PO) – 4 Days
• Ariba Enabled Suppliers to
date - 838 (India)

15. Who we are
 AusNet owns and operates the whole
Victorian electricity transmission
network, one of five electricity
distribution businesses and one of three
gas distribution businesses in Victoria.
As well as the network businesses, our
Commercial Energy Services business,
provides metering, asset intelligence
and telecommunication solutions to the
utility and infrastructure sectors.
 AusNet Services is 31.1% owned by
Singapore Power, 19.9 % owned by
State Grid of China and 49% publicly
owned. Listed on the ASX & the SGX
 We operate our three networks in a
regulated environment meaning the
Australian Energy Regulator (AER) sets
the prices for the electricity and gas
networks once every 5 years
What we do
 We Move Energy
• AusNet Services' purpose is “To
empower communities and their
energy future.”
• To do that well, we aspire each and every
day to being a "leading modern energy
company with a diverse business
portfolio.
• Our strategy for success remains centred
on delivering value from the core
regulated energy network business and
pursuing growth opportunities in
commercial services markets
How
 Leading network transformation in our regulated business; grow
commercial services; drive efficiency and effectiveness; and generate
trust and respect with customers and partners to build our reputation

16. Why SAP Ariba
The Solutions
Ariba Network
Ariba Catalogs
Ariba Spot Buy
Ariba PO & Invoice Automation, SES
Why SAP/Ariba?
– SAP Ariba provides AusNet immediacy of control and visibility of the spend (automation) through the
automation of documentation integrated into their core SAP ERP system
– Ariba Contracts used for negotiation, Outline Agreement created in MM with line item detail. Then the
line item detail with agreed rates is published to the Ariba Catalogue environment
– With Scheduled Maintenance PM creates WO, Approved PO sent to supplier, Supplier creates Service
Entry Sheets by accessing rates in the Ariba catalogue speeding up the process to do business
– Now innovating to Spot Buy and future simplified enablement being enabled into our Cloud roadmap
– Open, Simple and Smart systems to allow us to Run Simple

17. The Industries:
Consumer Goods, O&G, Utilities, Freight, Professional Services, Public Sector (Defence & Security, Councils,
Shared Services, Education, etc) Health Sector, Banking, Insurance, EC&O, Industrial Machinery &
Components, Life Sciences, Media, Mill Products, Mining, Professional Services, Retail, Travel &
Transportation, Telecommunications, etc
The Brands:

18. Key elements
of success
01
02
03
04
Vision and sponsorship
Executive sponsorship to win the hearts
and minds of stakeholders and suppliers
Rollout plan
All encompassing strategy for rollout
Consistency
Standard and consistent processes
and training
Organisation structure
Dedicated resources for implementation
and to drive adoption and value
05 Success measurement
Tracking of performance and direction

19. On your phone, open a Web browser
and type in:
https://pollev.com/aribalive2017
Do you have supplier rules of engagement that are
documented and understood by your internal users
and suppliers?

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