The level of success of your supplier collaboration is largely dependent on the onboarding process. Suppliers can be hesitant on changing their process, which is why we believe in making it as simple as possible. In fact, it’s been proven that Tradeshift onboards suppliers 5 times faster than the competitors. Join Tradeshift for a free educational 45-minute webinar, where you will walk away with: - An understanding of Tradeshift’s onboarding methodology - Case studies and business cases from our clients and their suppliers about their collaboration ecosystem - A high-level demo of the Tradeshift product so you can see how easy it is to use

1. The Art of Supplier Onboarding
Hi, thank you for joining us! We will begin shortly. In the meantime, please keep in
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2. Presenters
Andrés Suay
Head of Network Growth Marketing
Mihir Nanavati
Senior Vice President of Product

3. Agenda
▪ Intro
▪ Onboarding Process
▪ Success Stories
▪ Digital Marketing Examples
▪ Product Demo

4. Why is supplier onboarding so
critical to your success?

5. Total
supplier
base
Existing
suppliers
New suppliers
PO or high frequency
suppliers
Non-PO or low frequency
suppliers
PRIMARY ON-BOARDING APPROACH
Event-driven onboarding
PO “flip” to invoice
CloudScan
Campaign-based onboarding
White glove
Marketing automation
Supplier Registration
Composition of supplier base determines approach

6. 5 unique keys to onboarding success
1. Modern marketing automation
2. “White glove” service
3. Superior supplier value
4. Consultative excellence
5. Event-based supplier onboarding

7. 5 unique keys to onboarding success
1. MODERN MARKETING AUTOMATION
SUPPLIER
Email Campaigns
Direct Mail
Web
Presence
Webinars
DisplaySEM
PR
Social

8. 5 unique keys to onboarding success
2. “WHITE GLOVE” SERVICE

9. 5 unique keys to onboarding success
Free
Many ways to interact
Get paid faster
Online profile
Easy to use
Use with own suppliers
Transparency
Use with all customers
3. SUPERIOR SUPPLIER
VALUE
4. CONSULTATIVE EXCELLENCE
• Strategy development for multi-country
deployment
• Supplier communication best practices
5. EVENT-BASED SUPPLIER
ONBOARDING

10. Onboarding Process

11. Principles of a good onboarding campaign
We know your suppliers are precious to you, and onboarding is an
ongoing process. We encourage you to take joint responsibility for
onboarding to ensure long-term success.
Joint journey
Enforcing e-invoicing as a mandatory requirement will dramatically
increase supplier participation.
Enforcement
Tailoring approach and approach to suppliers based on key
characteristics yields better results.
Supplier segments
and multi-channel
onboarding
The campaign must be “high-energy” in order to build momentum quickly,
and all communication should be authentic: simple, honest and to-the-
point
Momentum and
authenticity
Status change, instant messaging and personal recognition are the best
way to motivate your suppliers
Give something
back
A good data set is vital to starting the process successfully. Ultimately, the
time taken to reach the right decision-maker is the most important factor
in achieving fast onboarding rates
Good data

12. On-boarding effectiveness improves exponentially when good email
contact data is available
Total unique suppliers = w - x
Email addresses = w – x - y
Valid email addresses = z
Need to enrich current supplier master data with valid email contact info.
After removing invalid, duplicate
and generic email addresses
Total suppliers in file = w

13. Campaign-based onboarding
Integration
Method
PR
Segmentation
of suppliers
based on
invoice
volume
Personal Workshop Webinar Email
campaign
Direct Mail
Extra small
(1-35)
Small
(36-120)
Medium
(121 – 600)
Large
(601 – 3000)
Extra large
(>3000)
Upon customer
approval and budget
Standard offering
Web UI
Web
UI/Clou
dScan
Web UI
SFTP/F
TPS
API or
SFTP/F
TPS
API or
SFTP/F
TPS
Note: Campaign effectiveness depends on quality of data available (e.g., % of email addresses)
SEM/
Display

14. All onboarding efforts run in parallel
Week 1 Week
40
Week
35
Week
30
Week
25
Week
20
Week
10
Week 5 Week
45
Email data enrichment
Week
15
Premium Suppliers outreach Premium Suppliers integration
Long Tail automated campaigns
Premium VIP supplier onboarding
Data quality
“Long Tail” onboarding
Email data enrichment Email data enrichment
Event-based onboarding
PO Flip CloudScan
If PDF streaming – start campaigns with
available email address

15. PREMIUMSUPPLIERS
Workshop /
webinar
invitation
Supplier
workshops /
webinar
Supplier
follow-up
weekly
Q&A
webinar
dial-in
Supplier engagement
On-going supplier support
Week 1 Week 9Week
8
Week 7Week 6Week 5Week 4Week
3
Week 2 Week
10
1 on 1
Supplier on-boarding
1 on 1
Supplier integration
High touch personal communications with premium
“White Glove” suppliers

16. Success Stories

17. 3. World’s largest sports apparel brand:
36X faster than competitor
1. Global distribution and logistics
firm: 0% to 48% e-invoices
2. World’s largest healthcare
provider: 75X faster than leading
competitor
Tradeshift leads the industry in onboarding

18. 1. World’s largest healthcare provider: 75X FASTER THAN
leading competitor
• Prior to Tradeshift, only 100 of NHS’s
suppliers were electronically onboarded by a
leading competitor over 4 years
• Tradeshift has already onboarded 2,794
suppliers in 18 months
• CloudScan is the next tool to be used to
convert suppliers from paper to e-invoices
Tradeshift leads the industry in onboarding

19. • Phase one: from zero to 48% of the 3M
invoices in scope
• 1.4M invoices now received
electronically
• 33% of the labor time in scope has been
reduced
• 21 of 63 FTEs handling invoices were
redeployed
• Invoice handling increased from 4,000 to
6,000 per person, per month
2. Global logistics provider: 0% TO 48% E-INVOICES
Tradeshift leads the industry in onboarding

20. 3. World’s largest sports apparel brand: 36X
faster than leading competitor
• Prior to Tradeshift, 8% (350) of North
American suppliers (4,400) were
onboarded by leading competitor over
4 years
• Tradeshift has already onboarded
94% (4,176) of the suppliers in 16
months
• Full scope of 5,000 workflow users are
already live after 7 months
• On track for total business case
savings of $30M, with additional risk
avoidance savings TBD
Tradeshift leads the industry in onboarding

21. Digital marketing examples

22. Example: http://de.tradeshift.com/supplier/dhl/
Tools to onboard suppliers: landing page

23. Tools to onboard suppliers: Olark (example)
Can also be implemented on your own sites

24. Tools to onboard suppliers: info on your own site
Example: http://www.sbs.nhs.uk/home/working-with-suppliers

25. Events Driven Onboarding

26. Various product events drive supplier onboarding
Receiving Purchase Orders Sending PDF invoices as email attachments
From scanned paper invoices Supplier initiated connection request

27. Receiving Purchase Orders

28. Receiving Purchase Orders

29. Receiving Purchase Orders

30. Receiving Purchase Orders

31. Sending PDF invoices as email attachments

32. Sending PDF invoices as email attachments

33. Sending PDF invoices as email attachments

34. Sending PDF invoices as email attachments

35. Sending PDF invoices as email attachments

36. From scanned paper invoices

37. From scanned paper invoices

38. From scanned paper invoices

39. From scanned paper invoices

40. Supplier initiated connection requests

41. Supplier initiated connection requests

42. Supplier initiated connection requests

43. Supplier initiated connection requests

44. Supplier initiated connection requests

45. New Supplier Sign Ups

46. “There is a very common and big pain around managing Vendor Master
Data / Supplier Portal. It’s something that usually has no owner, very
painful to update - garbage in/garbage out. Not a simple database
problem, it’s an upstream problem reliable on business users to comply
upstream. Some people are using third party firms to manually clean
up data. And people would love to have this problem taken care of
magically - if we could provide a supplier portal that each supplier could
update their own info including W9/W8, this would be a data-as-a-
service that would be very valuable.”
- Tradeshift buyer

48. Eltec Inc. requires your company Staples Advantage to
join the Eltec Supplier Network on Tradeshift
As a supplier to Eltec Inc. you must complete the supplier registration via Tradeshift to be
able to do business with Eltec.
After completing the supplier registration it will be validated by Eltec Inc. within 5-7
business days. Any questions you may have can be sent to your contact person Mihir
Nanavati, mna+salesus_buyermaster@tradeshift.com, or simply as a reply to this email.

55. Total
supplier
base
Existing
suppliers
New suppliers
PO or high frequency
suppliers
Non-PO or low frequency
suppliers
PRIMARY ON-BOARDING APPROACH
Event-driven onboarding
Campaign-based onboarding
Supplier Registration
Summary
✔
✔
✔

56. The Art of Supplier Onboarding
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• Slides and recording will be sent out afterwards