A panel discussion was held between representatives from buy-side and sell-side organizations about increasing accuracy and efficiency through seamless integration between their systems. The panel discussed integration technologies like PunchOut catalogs, cXML, and EDI that allow automatic exchange of purchase orders, invoices, and other documents. Case studies were presented of how Dell and Sallie Mae benefited from integrating their systems with Ariba Network, including improved order accuracy, reduced costs, and better user experience. The presentation concluded with a demonstration of how a Sallie Mae employee could purchase from Dell's catalog using PunchOut and how the order would flow through both of their systems.

1. CC Increasing
Accuracy and
Efficiency Through
Seamless
Integration
A panel of thought leaders – representing
buy-side and sell-side
© 2012 Ariba, Inc. All rights reserved.

2. Introductions
• Kevin Turner
Director, Global B2B Integrations
• Jeremy Donaldson
Senior e-Procurement
Technology Manager
• Leah Knight
♦ Product Marketing Director,
Ariba’s Seller Solutions
2 © 2012 Ariba, Inc. All rights reserved.

3. Topics
• Introductory Comments
• Seller Perspective
• Buyer Perspective
• Demonstration
3 © 2012 Ariba, Inc. All rights reserved.

4. What is B2B Integration?
automated machine-to-machine
cXML
EDI
PunchOut
back-end
integration
server-to-server
4 © 2012 Ariba, Inc. All rights reserved.

5. Why Focus on Integration
Technologies?
• If you are a buyer:
Increased order accuracy
Better shopping experience for users
Fewer invoice exceptions
• If you are a seller providing…
SKU-based products: Integrating to your e-commerce Web Shop can
offer top and bottom-line benefits
Configurable products: Integrating to your e-commerce Web Shop
can improve the customer experience and make customer
self-service possible
Services: Many services can also be configured and sold
through e-procurement
5 © 2012 Ariba, Inc. All rights reserved.

6. What Integration Technologies Are
Possible on the Ariba Network?
• PunchOut
An electronic catalog on a remote website that is accessible from a
procurement system
Replaces CIF/“static” electronic catalogs
• cXML and EDI
• Automatic, two-way communication between business applications
across organizations
• Examples
• Customer POs automatically appear in your order-processing system
• Your customer automatically receives a ship notice when you send an order
• Your accounts receivable system sends invoices automatically to your customer’s
accounts payable system
6 © 2012 Ariba, Inc. All rights reserved.

7. Why Electronic Catalogs?
• Receive better POs
• If your catalogs contain correct data, the POs you receive
contain correct data
Catalog Requisition PO
The same information appears
in each document
Electronic catalogs drive up order accuracy by 10% to 85%
7 © 2012 Ariba, Inc. All rights reserved.

8. What About Documents?
Transaction Volume Segmentation
Level of Enablement Participation
Customer Ariba Enablement
Participation Participation Effort
Tier 1 High High High
Tier 2 Med Med Med
Tier 3 Low Low None
Supplier Base
High Volume Moderate Volume Low Volume, Low Tech
Ariba Network Electronically Enabled Invoice Conversion
cXML and EDI Fax, HTML, PO Flip, CSV Paper
Quick Enablement
Fax, Email
Invoice webform
Ariba Network HTML
8
Supplier Enabling Methods

9. Topics
• Introductory Comments
• Seller Perspective
• Buyer Perspective
• Demonstration
9 © 2012 Ariba, Inc. All rights reserved.

10. Dell Facts
Dell Inc.
PremierConnect
(FY12 Non-GAAP)
• $62.1B revenue • 1,500+ customers
• $5.5B cash flow • 106% revenue growth in
• $18.2B in cash and two years
investments • 38% order growth in
• 30% of revenue two years
generating from • Record customer
enterprise solutions satisfaction score of 63%
and services
10 © 2012 Ariba, Inc. All rights reserved.

11. Dell/Ariba Relationship
• ~ 300 Ariba relationships
• Ariba Seller Platinum Program
• Ariba Ready CIF, PunchOut, Invoice
• Member of Supplier Steering Committee
• Over $1B in revenue through the Ariba Network
• Integrated Marketing Campaign
11 © 2012 Ariba, Inc. All rights reserved.

12. 12 © 2012 Ariba, Inc. All rights reserved.

13. 13 © 2012 Ariba, Inc. All rights reserved.

14. 14 © 2012 Ariba, Inc. All rights reserved.

15. Dell Prefers PunchOut
15 © 2012 Ariba, Inc. All rights reserved.

16. 16 © 2012 Ariba, Inc. All rights reserved.

17. Topics
• Introductory Comments
• Seller Perspective
• Buyer Perspective
• Demonstration
17 © 2012 Ariba, Inc. All rights reserved.

18. Sallie Mae
• Company Overview
Fortune 500 company founded in 1972
as a government-sponsored entity,
privatized in 2004 and is now a publicly
held company
The nation’s No. 1 financial services
company specializing in education
Serving 25 million customers through
managing or servicing $234 billion in
education loans and administering
$38 billion in 529 college savings plans
$625 million earned by members of
our Upromise college savings
rewards program
• Corporate Procurement Dream. Invest. Succeed.
Department established in 2006
Structure
– Strategic Sourcing
– Procurement Operations
18 © 2012 Ariba, Inc. All rights reserved.

19. Sallie Mae’s View – Why B2B?
Standardized Lower
Business Operational
Processes Costs
Improved Consistent User
Efficiencies Experience
19 © 2012 Ariba, Inc. All rights reserved.

20. Sallie Mae Integration Approach
Ariba Buyer Ariba Network
Requisition/Catalog
Collaboration
Routing/ Approval
Supplier
Supplier
Supplier
Supplier
Purchase PO Distributed Supplier
Order to Suppliers
HTTPS/cXML
20 © 2012 Ariba, Inc. All rights reserved.

21. Sallie Mae Benefits
• B2B Integration
Business Automation
Shopping Experience
Increased Order Accuracy
• Ariba Network
Single Channel Management
Easy Supplier Enablement
Catalog Management
Order Tracking
21 © 2012 Ariba, Inc. All rights reserved.

22. Sallie Mae/Dell Success Story
• Dell’s experienced integration team
• Reduced time to implementation
(AN)
• Powerful catalog shopping
experience
• Improved order accuracy
• Invoice efficiencies
22 © 2012 Ariba, Inc. All rights reserved.

23. Sallie Mae B2B Roadmap
• Expansion
• Targeting Suppliers
• Electronic Invoicing
23 © 2012 Ariba, Inc. All rights reserved.

24. ARIBA LIVE 2012
Questions
Questions
• Contact Information:
Jeremy.Donaldson@salliemae.com
24 © 2012 Ariba, Inc. All rights reserved.

25. Topics
• Introductory Comments
• Seller Perspective
• Buyer Perspective
• Demonstration
25 © 2012 Ariba, Inc. All rights reserved.

26. Demonstration Overview
1. Sallie Mae invites Dell to transact over the Ariba Network
2. Dell accepts the invitation
3. Dell creates and uploads a catalog
4. Sallie Mae accepts the catalog
5. A buyer (i.e., Sallie Mae employee) buys equipment
from Dell using PunchOut
6. Dell receives the order
26 © 2012 Ariba, Inc. All rights reserved.

27. 1) Sallie Mae Invites Dell to
Transact Over the Ariba Network
27 © 2012 Ariba, Inc. All rights reserved.

28. Buyer View

29. Buyer View

30. Buyer View

31. Buyer View

32. Buyer View

33. Buyer View

34. Buyer View

35. 2) Dell Accepts the Invitation
35 © 2012 Ariba, Inc. All rights reserved.

36. Seller View
Dell receives an
email and
completes the
action required
to activate the
trading
relationship
36 © 2012 Ariba, Inc. All rights reserved.

37. Seller View
Sallie Mae Inc.
This creates an Ariba Network
relationship with Dell in production
and test. Dell enters existing user
name and password to log in.

38. Seller View

39. Buyer View
Sallie Mae
receives an
confirming email
once Dell
accepts
39 © 2012 Ariba, Inc. All rights reserved.

40. Buyer View
Now Dell
appears as a
supplier in Sallie
Mae’s system

41. Seller View
…And Dell can
view information
about Sallie Mae

42. Seller View
Dell creates a
detailed profile

43. 3) Dell Creates and Uploads
a Catalog
43 © 2012 Ariba, Inc. All rights reserved.

44. Seller View
Dell can now
create a test
catalog

45. Seller View
The catalog has
now been
published to The
Ariba Network

46. 4) Sallie Mae Accepts the Catalog
46 © 2012 Ariba, Inc. All rights reserved.

47. Buyer View

48. Buyer View

49. Buyer View

50. Buyer View

51. 5) Sallie Mae Employee Buys
Equipment from Dell Using PunchOut
51 © 2012 Ariba, Inc. All rights reserved.

52. Sallie Mae PunchOut PO to Dell
• From Sallie Mae’s Spend Management Application
52 © 2012 Ariba, Inc. All rights reserved.

53. Buyer View
Dell Confidential
1/09/2003

54. Buyer View
Dell Confidential
1/09/2003

55. Buyer View
55 © 2012 Ariba, Inc.
Dell Confidential All rights reserved.
1/09/2003

56. Buyer View
Dell Confidential
1/09/2003

57. Buyer View
Dell Confidential
1/09/2003

58. Buyer View
Dell Confidential
1/09/2003

59. Buyer View
Dell Confidential
1/09/2003

60. Buyer View
Dell Confidential
1/09/2003

61. Buyer View
61 © 2012 Ariba, Inc.
Dell Confidential All rights reserved.
1/09/2003

62. Buyer View
Purchase Order
is now sent to
Dell
62 © 2012 Ariba, Inc.
Dell Confidential All rights reserved.
1/09/2003

63. Buyer View
Dell Confidential
1/09/2003

64. Sallie Mae PunchOut PO to Dell
• From Sallie Mae Ariba Network Buyer Account
64 © 2012 Ariba, Inc. All rights reserved.

65. Buyer View
Purchase Order
has been
acknowledged by
Dell
65 © 2012 Ariba, Inc.
Dell Confidential All rights reserved.
1/09/2003

66. 6) Dell Receives the Order
• From Dell Ariba Network Supplier Account
66 © 2012 Ariba, Inc. All rights reserved.

67. Seller View
Dell has received
and can view the
Purchase Order
Dell Confidential
1/09/2003

68. Sallie Mae PunchOut PO to Dell
• From Dell’s Global Premier B2B Tools
68 © 2012 Ariba, Inc. All rights reserved.

69. Seller View
Dell Confidential
1/09/2003

70. Seller View
Dell Confidential
1/09/2003

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72. Thank you!
72 © 2012 Ariba, Inc. All rights reserved.