The traditional approach to managed travel leaves up to 20 percent of airfare spend and 50 percent of hotel spend out of the procurement process. And those numbers are on the rise. With the proliferation of mobile devices, suppliers are now targeting your travelers to get them to spend your money without you knowing it. With compliance in crisis, you can’t capture the data you need to drive savings and strategic supplier relationships. Join this session and learn how you can leverage technology and the Concur platform to reign in that spend, and gain more visibility and control.

1. #AribaLIVE
@ariba
Out of Policy T&E Spending
Is Easier than Ever
Christopher Juneau
Sr. Director Marketing, Concur
@cajseattle
Ralph Colunga
Sr. Director Travel, Concur
8 April 2015
© 2015 Ariba – an SAP company. All rights reserved.

2. #AribaLIVE @ariba
2
Companies spend
10% of annual budget
on business travel
T&E is a significant spend category…
do you know the specifics on how
and where it gets spent?
© 2015 Ariba – an SAP company. All rights reserved.
@cajseattle

3. #AribaLIVE @ariba
Top T&E Pressure Facing Businesses
3
41%
cite visibility into T&E spending,
compliance, and suppliers
© 2015 Ariba – an SAP company. All rights reserved.
@cajseattle

4. #AribaLIVE @ariba
Today’s Traveler Is More Empowered and Wants
Travel Programs that Are More Social, Mobile,
and Open to Their Specific Needs
4 © 2015 Ariba – an SAP company. All rights reserved.
@cajseattle

5. #AribaLIVE @ariba
Today’s Traveler
5
Source: Oct. 2013 Google Travel Study of 11,000 Travelers
The travel industry needs to make it more simple, personal, and mobile when
trying to attract, convert, and retain travel customers
Travelers consult four channels when researching a trip
71% consider a personal recommendation for a trip very important before
making a decision
59% want to book travel products whenever and wherever they can
© 2015 Ariba – an SAP company. All rights reserved.
@cajseattle

6. #AribaLIVE @ariba
When investment in business
is on the rise, travelers prize
efficiency and productivity
Today’s Traveler
6
Source: ITM 2014 Industry Outlook – Trends in Corporate Travel
© 2015 Ariba – an SAP company. All rights reserved.
@cajseattle

7. #AribaLIVE @ariba
The
Corporate
Managed
Travel
Landscape
Is Complex
to Navigate
7
Source: Mozio
© 2015 Ariba – an SAP company. All rights reserved.
@cajseattle

8. #AribaLIVE @ariba
Policy compliance
Duty of care
Supplier data/management
Travel analytics
Savings achieved
Five Key Tenants of Any
Managed Corporate Travel Program
8
1
2
3
4
5
© 2015 Ariba – an SAP company. All rights reserved.
@cajseattle

9. #AribaLIVE @ariba
The Convergence of Technologies Is
Challenging How Corporate Travel
Is Managed
© 2015 Ariba – an SAP company. All rights reserved.9
Mobile
Apps
Suppliers
Sharing economy
@cajseattle

10. #AribaLIVE @ariba
Smartphone Tidal Wave
© 2015 Ariba – an SAP company. All rights reserved.10
7 out of 10 frequent
business travelers use
smartphones today*
* PhoCusWright
@cajseattle

11. #AribaLIVE @ariba
Smartphone Tidal Wave
Travelers leverage multiple sources of
information with their mobile phones
* PhoCusWright
11
• Flight tracking
• Travel reviews
• Itinerary management
• Taxi reservations
Provides convenience and efficiency
before and during travel
© 2015 Ariba – an SAP company. All rights reserved.
@cajseattle

12. #AribaLIVE @ariba
Mobile Devices Are Now Powerful
Personal Hubs for Employees
12

13. #AribaLIVE @ariba
Apps Dominate
13
The lead of apps is undeniable. On smartphones,
travelers opened apps an average of 25 times per
day, while visiting only nine different mobile websites.
What's more, travelers spent over two hours in
smartphone apps every day.”
–The Web is Dead: Long Live the Mobile Web
PhoCusWright, February 2015
© 2015 Ariba – an SAP company. All rights reserved.
@cajseattle

14. #AribaLIVE @ariba
Travel Is a Long Tail, But…
14
6%
1%
1%
4%
4%
4%
5%
10%
14%
22%
30%
Other
Retail Shopping
Travel
Video
Maps
News and Weather
Music
Data Call/Messaging
Games
Email
Social Media
Total Time Spent on Apps (Smartphone Only)
Note: Data represents smartphone activity only; research based on 1,232,473 mobile website and application sessions collected on smartphones
and tablets from 1,026 U.S. leisure travelers, June 1–June 30, 2014.
Source: Phocuswright Inc.
© 2015 Ariba – an SAP company. All rights reserved.
@cajseattle

15. #AribaLIVE @ariba
We Are Just at the Beginning of the
Evolution of User Interfaces
15
Voice
Augmented
Reality
Gesture Controls
© 2015 Ariba – an SAP company. All rights reserved.
@cajseattle

16. #AribaLIVE @ariba
Suppliers Want to Direct Connect
with Corporate Travelers—B2T
• Potentially higher margin and greater
company savings
• Loyalty with direct traveler relationship
• Market direct vs. via mandated
corporate program
16 © 2015 Ariba – an SAP company. All rights reserved.
@cajseattle

17. #AribaLIVE @ariba
The Rise of the Sharing Economy
Cannot Be Denied or Ignored
17
Property listings for business travelers on Airbnb
Listings on general
Airbnb site
Bookies by business travelers in 2013, according to Lex Bayer, head of global
payments and business development at Airbnb2
Increase in Airbnb transactions captures in Concur expense reports in 2014
versus 20133
The proportion of traveling employees at global cloud computing company
Salesforce.com who have asked to book a room through Airbnb4
Airbnb market valuation June 2014, compared with U.S. $9.5 billion valuation
for Hyatt, founded 19575
500K
800K
8%
2,700%
>10%
$10B
34,000 cities | 190 countries | 17 million guests1
1 Airbnb, September 9, 2014
2 Airbnb on Uber on the business travel itinerary, Financial Times, August 8, 2014
3 Concur, July 29, 2014
4 Interview with Ralph Colunga, senior director global travel, meetings, and expense, Salesforce for this white paper, August 27, 2014
5 Hyatt CEO sees no threat from fast-growing Airbnb, Yahoo Daily Ticket, June 2, 2014

18. #AribaLIVE @ariba
The Rise of the Sharing Economy
Cannot Be Denied or Ignored
18
The number of cities where Uber currently operates1
The number of countries where Uber currently operates2
Increase in the number of Uber transactions captures in Concur expense reports
in 2014 compared with 20133
Black car and taxi rides in New York City booked by employees of a well-known
consulting firm through Uber in first half of 2014 (second half of 2013: 3%)4
Uber market valuation, August 20145
100
45
50%
9%
$17B
1 Uber allies? BBC, June 9, 2014
2 Uber, September 14, 2014 https://www.uber.com/cities
3 Concur, July 29, 2014
4 The Beat, July 31, 2014
5 Do high valuations for Uber, Snapchat, and Buzzfeed herald a new tech bubble?, The Guardian, August 16, 2014
© 2015 Ariba – an SAP company. All rights reserved.

19. #AribaLIVE @ariba
Shadow Spend on All Categories Is
Potentially Massive
Enterprise/
Global
Companies
Large
Companies
Mid-Size
Companies
Average
Air Spend
$24.5M $4.7M $1.1M
Air
Leakage
12% 15% 28%
* + or – 3%
19 © 2015 Ariba – an SAP company. All rights reserved.
@cajseattle

20. #AribaLIVE @ariba
Shadow Spend happens when employees book outside
of corporate travel tools
The Shadow Spend Challenge…
20 © 2015 Ariba – an SAP company. All rights reserved.
@cajseattle

21. #AribaLIVE @ariba
We Need to Think Differently About the
Evolution of Corporate Travel Management
21
• Allows success in social, mobile, and open environments
• Empowers employees to focus on revenue generation
• Fuels company growth
Employee-centric travel programs
Simpler travel and expense programs
© 2015 Ariba – an SAP company. All rights reserved.
@cajseattle

22. #AribaLIVE @ariba
Imagine How Your T&E Program
Can Help Reduce Employee Friction
• Allow for greater flexibility of choice
• Create transparency which = compliance
• Engage traveler opinions
22 © 2015 Ariba – an SAP company. All rights reserved.
@cajseattle

23. #AribaLIVE @ariba
Imagine How Your T&E Program
Can Help Reduce Employee Friction
• Develop supplier uber service experiences
• Practice process simplicity
• Reward good T&E behavior
23 © 2015 Ariba – an SAP company. All rights reserved.
@cajseattle

24. #AribaLIVE @ariba
What Should Your Top Areas of Focus
Be for Your Travel Program in 2015?
• Maintain and improve travel program compliance
• Make it “all about the traveler”
• Get closer to your internal stakeholders
• Integrate travel and expense programs
24 © 2015 Ariba – an SAP company. All rights reserved.
@cajseattle

25. #AribaLIVE @ariba
What Should Your Top Areas of Focus
Be for Your Travel Program in 2015?
• Align with like-minded suppliers
• Simplify and adjust your policies and processes
• Stay connected to your peers and share best practices
25 © 2015 Ariba – an SAP company. All rights reserved.
@cajseattle

26. #AribaLIVE @ariba
DISCUSS, DEBATE, SHARE
BEST PRACTICES
What should you do?
26 © 2015 Ariba – an SAP company. All rights reserved.
@cajseattle

27. #AribaLIVE @ariba
Discussion Topics
• Can a traditional procurement approach work
for T&E spending?
• What should a company’s mobile strategy be?
• How do you develop an “app strategy”?
• How can you accommodate the “sharing economy” with
negotiated supplier contracts?
• How can you measure how you are doing?
27 © 2015 Ariba – an SAP company. All rights reserved.
@cajseattle