Hunting and Winning New Business through Ariba Discovery

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This session will feature a panel of Ariba Discovery sellers sharing their stories about how they have used Ariba Discovery to find new business and craft winning responses to grow their overall business.

Hunting and Winning New Business Through
Ariba Discovery
Avi Solomon, Unbeatablesale.com
Robert Rosenthal, JP Promotional Products
March 15, 2016
Public

© 2016 SAP SE or an SAP affiliate company. All rights reserved. 10Public
Today’s presenters
Avi Solomon
Director of Sales
Bob Rosenthal
Chairman/CEO

Unbeatablesale.com
Avi Solomon, Director of Sales
@avisolomon613

© 2016 SAP SE or an SAP affiliate company. All rights reserved. 12Public
Carry over
3 million products
Partner with
15,000 vendors
Focus on:
B2C, B2B, B2G
Who is UnbeatableSale.com Inc?

© 2016 SAP SE or an SAP affiliate company. All rights reserved. 13Public
Procurement goals and channel strategy
How to enter this market?
Email
Social Media
Advertising
Group Purchasing Organizations
Procurement Software
How to enter this market?
GSA
Micro-purchasing
FedBizOpps
Other Bid Opportunities
Procurement S o f t w a r e
Procurement

© 2016 SAP SE or an SAP affiliate company. All rights reserved. 15Public
Developing relationships
The goal of both
© 2016 SAP SE or an SAP affiliate company. All rights reserved. 15

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PROCUREMENT EXPRESS LANE
• 50,000 feet above the ground
vs. ground floor
Why Ariba Discovery?
© 2016 SAP SE or an SAP affiliate company. All rights reserved. 16

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Pricing

© 2016 SAP SE or an SAP affiliate company. All rights reserved. 18Public
Business results to date
56Responses
But over a
2 relationships
DOZEN
Wins

© 2016 SAP SE or an SAP affiliate company. All rights reserved. 19Public
Go through trial and error
Invest time into Ariba Discovery
Know what your goals are:
Invest in long term relationships

© 2016 SAP SE or an SAP affiliate company. All rights reserved. 20Public
Offer a quote sheet
attached to responses
Pay for Advantage
Subscription
Be straight up
with your responses
“Google” any buyer
that awards you business

© 2016 SAP SE or an SAP affiliate company. All rights reserved. 21Public
Continue
developing buyer
relationships on
Ariba Discovery
Network
with as many
people here
Become
even more
proficient in using
Ariba Discovery

© 2016 SAP SE or an SAP affiliate company. All rights reserved. 22Public
Thank you Contact information:
Avi Solomon,
Director of Sales
UnbeatableSale.com Inc.
Email: asoloman@unbeatablesale.com
Phone: 732-363-0606 ext. 1065
Twitter: @avisolomon613

JP Promotional Products
Bob Rosenthal, Chairman/CEO

© 2016 SAP SE or an SAP affiliate company. All rights reserved. 24Public© 2016 SAP SE or an SAP affiliate company. All rights reserved. 24

© 2016 SAP SE or an SAP affiliate company. All rights reserved. 25Public
Industry recognition
“Supplier of the Month Award”
IBM Supplier Connection Conference
“Business of the Year” Award
914Inc. Magazine
“Success Story” Published Case Study

© 2016 SAP SE or an SAP affiliate company. All rights reserved. 26Public
How promotional products can work for you!
PROMOTE your products and services
THANK customers, prospects, employees, and students
REWARD top performers
ATTRACT ATTENTION at trade shows and fairs
BUILD GOODWILL in your community
INCREASE AWARENESS of safety programs
GENERATE REVENUE at special events
MAKE MAILINGS MEMORABLE with product sample inserts

© 2016 SAP SE or an SAP affiliate company. All rights reserved. 27Public
Our clients before Ariba Discovery
Companies local to the New York Metro Area, including:

© 2016 SAP SE or an SAP affiliate company. All rights reserved. 28Public
How we got started
30
WITHIN
MINUTES OF UPGRADING
TO SAP Ariba Discovery
WE HAD OUR
1
We were
HOOKED
st
HIT ! !

© 2016 SAP SE or an SAP affiliate company. All rights reserved. 29Public
Opportunities and exposure
Invited to quote
on an order for
36 million
pens for a major
hotel chain
Invited to quote
on an order for
900,000 pens
for another hotel
Have bid on
several
large orders
for imprinted
material

© 2016 SAP SE or an SAP affiliate company. All rights reserved. 30Public
A Fortune 100
Company
A New York
ManufacturerClients added
AFTER JOINING
Ariba Discovery
Paramount
Pictures

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 Ariba Discovery is work! Don’t sit back and wait
 Leverage your Ariba Discovery representative
 Respond to opportunities

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Continue as an
integral part of
our marketing
© 2016 SAP SE or an SAP affiliate company. All rights reserved. 33
Expand
key words
Continued
follow-up with
contacts

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Thank you Contact information:
Robert M Rosenthal
Chairman/CEO
JP Promotional Products, Inc.
Email: rmrosenthal@jppromoproducts.com
Phone: 914 944-3451
Twitter: @rmrcpa

Welcome Back
Sam Crawford, Armed Forces Construction
Jonah Manning, PeopleOps

© 2016 SAP SE or an SAP affiliate company. All rights reserved. 36Public
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In today’s distributed, global economy, greater reliance on trading partners has made supply chain collaboration a competitive mandate. As supply chains become more complex and dynamic, your ability to achieve the perfect order in direct and indirect materials procurement—receiving the right product, in the right place, at the right time, in the right quantity—depends on having the right tools and partners. You need to be able to collaborate across multiple processes, systems, and geographies in real time; accurately track and assess trading partner performance; and quickly identify and respond to shortages and other unplanned supply chain events. Join a panel of thought leaders and buyer and seller practitioners as they discuss how to attain the perfect order by collaborating effectively with trading partners both inside and outside their enterprises.

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