Leading sellers are using B2B e-commerce to automate their business collaborations with customers. E-commerce enables them to reduce costs associated with manual document keying, to drive up customer satisfaction through faster, more accurate response rates to customer purchase orders, and to achieve cleaner, more accurate invoices. Join this panel of leading sellers as they discuss when and how suppliers can leverage the different transactional and integration options available on the Ariba Network.

1. Heather Westerman, Program Manager, eBusiness Solutions - Lexmark
Uzi Adi, B2B eProcurement Specialist - B&H Photo
Jeff Perkins, Business Development Manager, eCommerce - Misumi USA / March 15, 2016
Using E-Commerce to Automate Your
Collaborative Business Transactions
Public

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Today’s presenters
Heather Westerman
Program Manager, eBusiness Solutions
Uzi Adi
B2B eProcurement Specialist
Jeff Perkins
Business Development Manager, eCommerce

3. Lexmark International, Inc.
Heather Westerman, Program Manager, Enterprise eBusiness Solutions

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The Lexmark story: customers for life
Single static
site with
product
and pricing;
reference only
Single
purchasing site
Third Party
eProcurement
integrations,
global scope
Static
sites
Purchasing
sites
Premium
sites

5. © 2016 SAP SE or an SAP affiliate company. All rights reserved. 13Public
Lexmark and SAP Ariba
0
2000000
4000000
6000000
8000000
10000000
12000000
14000000
16000000
2008 2009 2010 2011 2012 2013 2014 2015
Revenue vs. cost
Revenue
Cost
0
20
40
60
80
100
120
2011 2012 2013 2014 2015
Number of sites

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Enterprise eBusiness at Lexmark
Customer Service
Account Management
(Sustaining)
Project Management
(Onboarding)
Program Manager
Content/Site
Administrator
Internal
Processes
Technical
Support
Daily
Operations
Strategy and
Business
Objectives
Supporting
processes
and systems

7. © 2016 SAP SE or an SAP affiliate company. All rights reserved. 15Public
Roles and responsibilities
• eMarketing
• User Experience
• User Interface
• Reporting
• Tools/Integrations• Product information
• General content
• Branding
• Customer relationship
• Contracts
• Finance
• Supply Chain
• Infrastructure
• Integrations
• Systems
Marketing IT
Sales
eBusiness Team

8. © 2016 SAP SE or an SAP affiliate company. All rights reserved. 16Public
Solutions from SAP Ariba
CIF
Catalog
Punchout
Catalog
CSV
Invoice upload
Contract
Invoicing

9. © 2016 SAP SE or an SAP affiliate company. All rights reserved. 17Public
Measuring success
In-depth knowledge
Customer satisfaction surveys | System monitoring
Tracking
KPIs Traffic | Sales | Issues
Improved response time

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Process
documentation
Buy-in from other
departments is not
always easy
Recover quickly from
issues
If you build it does not
always mean they will
come

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Continuous
education
is key
Focus on the
customer
internal and external
Document
processes and
procedures
Continuous
improvement
of systems/tools

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System
improvements
Additional
marketing and
email activities
Align with
business
needs

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Thank you Contact information:
Heather Westerman,
Program Manager, Enterprise eBusiness Solutions
Email: hwester@lexmark.com
Phone: (o) 1-859-232-1400
(m) 1-859-396-1495

14. B&H Photo, Video & Pro Audio
Uzi Adi, B2B eProcurement Specialist
TBD: @twitter

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B&H
>435,000 items in catalog
>5,500 brands
1 million square feet of warehouse space
Most items in stock and ready to ship

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Challenges prior to SAP Ariba
Order
errors
Manual
processing of
orders and
invoices
Slower
payment &
invoice
cycle
Lack of
visibility at
buyer’s
organization

17. © 2016 SAP SE or an SAP affiliate company. All rights reserved. 25Public
Our initial experience on the Ariba® Network
2006 2007 2008 2016
>1,000%
PunchOut
Full catalog
PunchOut
Full catalog
CIF
42,000CIF
500 150%
500%

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Why Punch-out?
Drawbacks using CIF
Only option for a
Dynamic catalog

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Advantages on the Ariba Network
SUPPLIER
Discounted pricing
Automated processes
Increase in efficiencies
Customer service
CUSTOMER
Ariba Discovery
SAP Ariba Live
Faster sales and payment cycle
Customer retention

20. © 2016 SAP SE or an SAP affiliate company. All rights reserved. 28Public
Results to date
MORE INCREASE INspend | visibility order accuracy | order processing efficiencies

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Where we are now
ePro dept handling 1/3 of B2B business
Greater emphasis on customer service
Improving customer retention
Faster payment cycle
March
2016

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• Benefits of automation
• Discounted pricing
• CIF to punch-out
• Representation from business & technical

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Future plans with SAP Ariba
Level two Punch-out
capability
EDI to cXML functionality
More: automation, flexibility

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Thank you Contact information:
Uzi Adi
B2B eProcurement Specialist
B&H Photo, Video & Pro Audio
Email: oozya@bhphoto.com
Phone: 212-239-7500

25. MiSUMI USA, INC
Jeff Perkins, Business Development Manager - eCommerce
@jeff_l_perkins

26. © 2016 SAP SE or an SAP affiliate company. All rights reserved. 34Public
MISUMI Group – a global organization
Global leader in factory automation, press, die, and mold
components
2 distribution centers
7 manufacturing facilities
ISO 9001: 2008
~1.74B
USD
revenue
28
countries
50 local
sales offices
40,000
customers /
month
14
manufacturing
facilities
8,038
employees
Ticker #:
9962
(Tokyo
Stock Exchange)
150,000
company
customers
MISUMI in North America

27. © 2016 SAP SE or an SAP affiliate company. All rights reserved. 35Public
MiSUMi and SAP Ariba
Became
Platinum Seller
2012
Over $1.4M in PO transactions
breaking $2M+ over Ariba Network
Joined
the Ariba® Network
April
2015
December
2015
May
2015

28. © 2016 SAP SE or an SAP affiliate company. All rights reserved. 36Public
Where are we now?
Trading Relationships
58 114
2013 2014 2015
43,180
$20,793
$34,192
$2M+
Volume
5
2013 March
2015
Dec
2015
32
Value
Transactions

29. © 2016 SAP SE or an SAP affiliate company. All rights reserved. 37Public
Results
32% 90%Reduction in
operating cost
Sales increase

30. © 2016 SAP SE or an SAP affiliate company. All rights reserved. 38Public
CommunicationManage expectations
• Understand enablement scope
• Set sales level
• Recognize customer specifications
• Agree to integration timeline
• Know who to contact for each
element of integration

31. © 2016 SAP SE or an SAP affiliate company. All rights reserved. 39Public
Recommendations
Develop relationship
with Seller Account Manager
Seek full integration
when business warrants it
Communicate regularly
with integration partners

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100customers enabled
within three years 50% full
integration

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Thank you Contact information:
Jeff Perkins,
Business Development Manager - eCommerce
Email: jperkins@misumiusa.com
Phone: 847-843-9105 x423
Twitter: @jeff_l_perkins

34. © 2016 SAP SE or an SAP affiliate company. All rights reserved. 42Public
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