This document discusses best practices for executing complex services and goods procurement using collaborative business commerce strategies. It provides an overview of how services procurement differs from goods procurement in areas like spend profile and challenges. It recommends approaches for enabling spend on complex goods and services using tools in Ariba's commerce cloud like contracts, punchout sites, and custom workflow rules. Case studies from SunTrust and HP demonstrate how these approaches were used to manage complex goods and services procurement.

1. Xtreme Collaborative Business Commerce Strategies Best Practices for Executing Complex Services and Goods Procurement © 2011 Ariba, Inc. All rights reserved.

3. Collaborative Business Commerce-E-Enabled Goods Versus Services © 2011 Ariba, Inc. All rights reserved. Collaborative Business Commerce as a % of Overall Spend 0.0% 10.0% 20.0% 30.0% 40.0% 2005 2006 2007 2008 Source: U.S. Dept of Census, E-Stats, May 2010 Business Collaboration on Goods Business Collaboration on Services

4. An Additional Dimension in E-Enabled Goods: Catalog versus Complex Goods © 2011 Ariba, Inc. All rights reserved. Collaborative Business Commerce as a % of Overall Spend 0.0% 10.0% 20.0% 30.0% 40.0% 2005 2006 2007 2008 Source: U.S. Dept of Census, E-Stats, May 2010 Business Collaboration on Catalog-Driven Goods Business Collaboration on Services Business Collaboration on Complex Goods

5. What’s in the Ariba Commerce Cloud? © 2011 Ariba, Inc. All rights reserved. Sales/Mktg. Order Mgmt. Sellers IT AR/Finance Buyers Sourcing Procurement Treasury/AP Finance IT Source Procure Pay Sell Fulfill Invoice & Collect Buyer Seller BUY MANAGE CASH SELL TECHNOLOGY COMMUNITY CAPABILITIES Peer Collaboration Partner Ecosystem World’s Largest Trading Network Domain Expertise Execution Support Value Enablement Applications Spend Mgmt. | Collaborative Finance Mgmt. | Sales Acceleration Mgmt. Platform Analytics | Security | Performance | Integration | Mobility

27. Questions © 2011 Ariba, Inc. All rights reserved.

29. Xtreme Collaborative Business Commerce Strategies Best Practices for Executing Complex Services and Goods Procurement © 2011 Ariba, Inc. All rights reserved.