Seizing the Spot Buy Opportunity

Moderated by Chris Wang, Director of Marketing, Ariba Discovery

May 15, 2013 – Orlando, FL

© 2013 Ariba, Inc. All rights reserved.

What is Ariba Discovery?

• The premier service for matching business buyers and sellers globally

© 2013 Ariba, Inc. All rights reserved. 2

“I’m looking for…”

“I can offer that!”

How Does It Work for Buyers?

• Buyers describe needs in a posting and get matched to sellers

Create a posting Review proposals Make selection

Describe your buying

need in a posting

Receive offers from sellers

who offer what you need

Review proposals and

choose the best offer

Find relevant new sellers faster and easier than

through traditional search methods

3 © 2013 Ariba, Inc. All rights reserved.

What Can I Use It For?

• Finding trading partners for any product or service

Over 730K buyers and sellers

More than 20K categories

Nearly 200 countries

36% of sellers with global reach

Over 40K green and diverse sellers

o 16,000 Women-Owned

o 11,000 Minority-Owned

o 5,000 Veteran-Owned

o 4,700 Small Disadvantaged

o 13,000 Green

Buyers can search for green and diverse sellers

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Market Intelligence

Spot Buys

Sourcing Initiatives

Leading Seller & Buyer Posting Categories

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Sellers Buyer Postings

More Value for Buyers and Sellers

BUYER VALUE

• Achieve incremental savings of 15%

• Reduce costs up to 75% for seller

identification and qualification

• Save up to 90% of time for seller

identification and qualification

• Make better, more informed seller

selection decisions

SELLER VALUE

• Tap into over $5B USD buying volume

right in Discovery

• Maintain high visibility in front of real

decision-makers, with budget and

ready to buy

• Cost effective lead source versus

traditional methods

• New sales channel, comprising

15-50+% of revenue for many sellers

© 2013 Ariba, Inc. All rights reserved. 6

The Speakers

Brian Bender

Sr. Director, Global Purchasing

Cal Miller

VP Business Development

7 © 2013 Ariba, Inc. All rights reserved.

J.M. Huber & Its Challenges

• Enhance the performance of multiple process manufacturing businesses

with support across a variety of industries, markets and geographies

• Challenges

Complicated sourcing process across a broad range of products

– 7 businesses, 24 process manufacturing plants, 5 R&D centers, 7 admin centers

Managing spend across 5 continents in direct & indirect categories

– FY 2012 spend = $840 million

Manage large capital goods & services

– FY 2012 = $80M

Manage MRO & plant services

– FY 2012 = $45 million

Center led with decentralized execution at the plant level

– Plant buys focused on local sellers

– Multiple ERP applications

8 © 2013 Ariba, Inc. All rights reserved.

J.M. Huber & Ariba Discovery

• Uses Ariba Discovery to easily find sellers for a broad range of products

across manufacturing footprint

• Ariba Discovery Results

Allows for identification of potential sellers quickly and easily

Provides easy access for lower dollar value ‘Spot Buys’

Improves sourcing productivity

Best used for standard ‘commodity’ grade equipment vs. specialty

Provides easy platform ability for market tests across geographies

Alleviates local capacity issues and enhances productivity of plant/category buyers

Quickly conducts market research and seller identification in new markets

9 © 2013 Ariba, Inc. All rights reserved.

Business Development Options… and Costs

• Cold calls

• Advertising in print/B2B networks

• Buying mailing lists & email lists

• RFPs / RFIs (need to be invited)

• Purchasing organizations (pay membership fee)

• Business development outsourcing services

• Networking events

• And Ariba...

Time / in-house resources / outside resources / out-of-pocket money

Wasted efforts on unqualified prospects

Coordination of email, snail mail, calls, tradeshows, etc.

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Benefits of Ariba Discovery

• Received 40 quality leads in first six months of using Ariba Discovery

• Started building new relationships with nine large buying organizations

• Quickly secured a $35K contract from a large bank through Ariba

• Jumped ahead of competition with prospects that prefer to buy via the Ariba

Network and accelerated vetting process

• Using Ariba Discovery for lead generation, saved 80 man-hours of research in

six months

Time saved, efficient, professional, good value, access to large companies

Excellent technical support

Long term strategy, building blocks approach, cost management & savings

“Good House Keeping Seal” for large firms

Great Spot Buy sell strategy

© 2013 Ariba, Inc. All rights reserved. 11

Navigating the Network

• Your Profile / References / Attachments

• Responding to Introductions – do’s & don’ts

• Managing your account

• Develop your messages (high level & strategic)

• Organize your message support docs

• Getting help – lots of support to assist you!

• Follow up!

© 2013 Ariba, Inc. All rights reserved. 12