1. Challenges Solutions Results
• Successfully responded to three
leads on Ariba Discovery:
 Won initial $10,000 business
and thousands of dollars
worth of consecutiveorders
from a mid-sizedbuyer
 Got shortlisted for a $1M
order by a large buying
organization
 Got shortlisted for a $500K
order by a large insurance
firm
• Matchedto buyers with specific
service needs and wonbusiness
by providing the right product at
the right price and service,
successfully delivering
complicateddrop-ship orders to
multiple locations
• Receivedtwo customer
recommendationson Ariba
Discovery and the opportunity to
further grow the business
• Need to differentiate through
service in an intensely
competitivecommodity
goods industry
• Labor-intensive sales process
involving cold calls and
customerreferences
• Majority of customersare
Fortune 500 companies
centralizing their buying
activities to reduce cost
• Increasing cost pressure
forces suppliers to look for
economiesof scale
• Difficulty competingwith
big players that have high
brand awareness and easy
online ordering offering
• Had been using other Ariba
productssuccessfully whenthey
started using Ariba Discovery™ to
easily identify leads
• Receivesmatches every time
a new lead for promotional
advertising is posted on
Ariba Discovery
• Subscribedto the Ariba
Discovery Advantage Program to
submit bids at lower cost and
maximize visibility withbuyers
• Ariba® Network and Ariba
PunchOut™catalogs allow
Proforma Quicksilver to
showcase product spectrum and
centralize customers’orders
• Technicalfeatures on Ariba
Discovery allow buyers to easily
identify Proforma Quicksilveras
a Women-OwnedBusiness and
Green Initiative Supplier
“I love that I can walk upto my computerin the morning,and there’s
a stack of leads from Ariba Discovery waiting for me. Our business is
all aboutleads, but usually it’s more difficult to get them. Ariba
Discovery is a very inexpensive way to get leads – both time- and
money-wise it’s very efficient.” Cory Becker,Owner, Proforma
Quicksilver
Profile
Proforma is a top-ranking supplier of
print and promotional products with over
650 strategic marketing consultants and
15,000 product manufacturers across
North America. Proforma Quicksilver (a
Proforma Franchise) specializes in
company catalogs for promotional
products with punch out capabilities, on
demand print services and direct
importing of custom products .
Ariba Solutions
 Ariba Discovery
 Ariba Network
 Ariba PunchOut
Inexpensive Lead Generation,
Million-Dollar Opportunities
“Proforma Quicksilver responded to an RFP from OceanDental. We would
not have become ‘trading partners’ if it weren’t for Ariba Discovery. We
have been very pleased with the service and pricing from Proforma
Quicksilver.” Recommendation from Ashley Gobble, Directorof Office
Development,Ocean Dental
© 2013 Ariba, Inc. All rights reserved.1