Lapine Group is a women-owned consulting firm that leveraged Ariba Discovery and Ariba Network solutions to more efficiently acquire new customers. They secured a $50,000 contract through leads generated on Ariba Discovery. Posting and responding to opportunities on Ariba Discovery required significantly fewer resources than traditional lead generation, reducing time spent from 20 days to 5 days. Lapine Group was also able to use Ariba Discovery as a buyer to find relevant vendors for an RFP.

1. Challenges Solutions Results
• Secured a $50,000 contract
through Ariba Discoveryto
conducta market research and
pricingstudy for Ariba
Discovery’sown marketing
team and the opportunityfor
follow-onbusiness
• Receivingleads to buyers with
an activepurchasing need
allowedLapine Group to close
the deal in a quarter of the time
compared to traditionallead
generation tools, reducingthe
number of people days from
20 to five
• Also used Ariba Discoveryas a
buyer by posting an RFP for
promotionalitems on the site
that allowed the company to
discoverfive relevantvendors
• Time-intensive,tedious, and
often discouraging new
customer acquisition
process focused on
word-of-mouth
and networkingwith
existingcontacts
• Difficultycompetingwith
larger firms withhigher
brand awareness, global
presence,and more
resourcesfor new customer
acquisitionefforts
• Challenges identifyinglead
generation tools that reduce
the effort on the sales cycle
• Hard time locating
opportunitiesreserved for
women-owned businesses
• Had been using the
Ariba® Networksuccessfully
to easily receivepayments
from customers
• Had just finished a consulting
projectfor a major financial
institutionto help implement
the Ariba Discovery™ service
• Started using Ariba Discovery
to easily discovernew
leads and connectwith
Global 2000 companies
• Havingexisting transacting
relationshipson the Ariba
NetworkprovidesLapine
Group with instantcredibility
when responding to leads
• Features on Ariba Discovery
allow buyers to easily identify
Lapine Group as a certified
women-owned business
Profile
Lapine Group is a women-owned
management consultingfirm
leveraging customer-centric
strategy, design, and technology
to develop and deploy solutions
for companiesin the financial
services, travel, and consumer
products industries.
Ariba Solutions
 Ariba Discovery
 Ariba Network
Acquiring New Customers with
75 Percent Fewer Resources
“As a vendor, the number one benefit of being on Ariba Discovery is access to a lot of buyers.
The service provides us with leads that we wouldn’t have access to otherwise. Plus, getting and
responding to a lead required far less resources than a normal sales cycle. The effort was really
low, which definitely matters to a company our size. We usually find new leads through word-
of-mouth and our sales efforts, both of which are very resource-intensive.With Ariba
Discovery, leads are pushed to us, allowing us to focus on our core business instead of chasing
leads.” Judy Honig, Managing Partner, Lapine Group
“We had a very good experience using
Ariba Discovery as a buyer. We did an
RFP for promotional items and found
five very useful sellers that we will
invite to our next sourcing event.”
Marci Mouritzen, Partner, Lapine Group
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