uc ariba discovery sellers: learn how to grow your business using discovery © 2011 ariba, inc. all...

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Ariba Discovery Sellers: Learn How to Grow Your Business Using Discovery

© 2011 Ariba, Inc. All rights reserved.

Agenda

• Introduction • Business challenges• Ariba Discovery seller solution highlights• Leveraging new capabilities in Ariba Discovery• Customer proof points

© 2011 Ariba, Inc. All rights reserved. 2

Agenda



Consumer Technology Trends Are Changing the Way Business Is Done

Then

Now

• Broader access to data• Social networking going mainstream• Increased collaboration between companies • Information provided contextually

Matching Services

Access to Content

CommunicationNetworking Mobile Computing

Standalone Wi-Fi cards

Integrated Wi-Fi laptops


Meanwhile Sellers Are Facing Increasing Challenges to Boost Sales and Marketing

Source: Ariba supplier study, 2010, conducted by Smoke Jumper Strategy Inc. Sample size = 384; 95% confidence level, with 5% margin of error.

Consistently and accurately fulfilling all orders

Controlling costs of sales / acct mgmt

42%

51%

55%

56%

62%

63%

67%

69%

Gaining awareness in existing accounts

Reaching decision-makers

Getting more qualified leads

Getting paid according to payment terms

Developing awareness in perspective accounts

Generating revenue from new customers

Increasing revenue from existing customers

0% 20% 40% 60% 80%

41%

40%Automating / streamlining order communications


Bid Sell Fulfill Invoice CollectMarket ContractMarket

Intelligence

SELLER’S MARKET-TO-CASH PROCESS

Supplier Solution Provider

Products & Services

Supplier Solution Provider

Products & ServicesAriba Sales & Marketing ProgramsAriba Sales & Marketing Programs

CAPABILITIES

TECHNOLOGY

Ariba Discovery

Ariba Discovery

Order Collaboration

Order Collaboration

Catalog Collaboration

Catalog Collaboration

Sales

Contracts

Sales

ContractsInvoice

Collaboration

Invoice Collaboration

Working Capital

Collaboration

Working Capital

Collaboration

Proposal Management / Registration

Proposal Management / Registration

Ariba’s Sales Acceleration Solutions Help Sellers across the Market to Cash Cycle…


…with Discovery Leading the Sales Cycle, Gaining Access to Qualified Buyers for Faster Business Growth

• Match unique business capabilities with real needs in leading buying organizations

• Collaborate with decision-makers through easy-to-use user interface• Increase revenue and market awareness with low cost of sale


Ariba Discovery is a web-based business matching service that delivers outstanding values for selling organizations

Using Ariba Discovery, Sellers Now Gain a Powerful New Channel to Boost Sales


Traditional tradeshows and magazines

Prospects may not be ready to buy

Generic search engines Hard to reach the right target audience and decision maker

Cold calls Costly and may not reach the right contacts

Purchased database and niche business websites

Time-consuming and expensive, with too many “hot prospects” turning out to be window-shoppers

Ariba Discovery is an effective alternative to traditional sales and marketing channels with promising ROI, especially given its low time

and subscription cost commitment

Agenda



Ariba Discovery Combines Consumer-like Business Commerce Experience and Expanded Access to Ariba’s Network of Buyers


SELLER VALUE

• Better access to leading buying organizations, with budget, in active buying cycles

• Intelligently match business capabilities with needs from leading buying organizations

• Increase sales/marketing efficiency

Deep Access into Ariba Network Buyers+

Ariba Discovery

In the next 24 hours, Ariba customers will:• Sourcing and sell >$490M of good & services• Create 500 RFX in Sourcing Solution alone• Conduct >105,000 purchases, sales & financial

transactions• Manage >4.5 million contracts• Finance >$2.7 million in payments

Leading this Innovation Are Four Key Capabilities that Benefit Sellers

• Growing participation by Global 2000 companies and functional buyers opens the door to lasting relationships

• New ways for sellers to introduce themselves to buyers through integration with Ariba Sourcing

Fast Access to Large, Active Customer Base

• Profile management provides detailed information about seller industry, commodities, territories and other diversity classifications

• Enhanced visibility and credibility through online buyer references and seller Advantage Program upgrade

Marketing through Profile Management

• “I’m Selling” Discovery home page allows sellers to get onboard with ease

• Sellers can collaborate with buyers via direct messaging or web conferences (using IBM LotusLiveTM Meetings)

Ease of Use and Real-time Online Collaboration

• Watch list, alerts, and activity reporting to track bidding progress• Customizable digest of new business opportunities emailed to

sellers daily, providing visibility into real selling opportunities

Efficient Dashboard and Lead Management


Ariba Buyer Customer Base at a Glance

• Over 3,000 global buying organizations• In 2010, Ariba Discovery offered USD$1B in new business

opportunities, distributed over 5M leads, and delivered over 15,000 matches between buyers and sellers

• New integration with Ariba Sourcing provides improved usage of Ariba Discovery for enterprise buyers, providing potential access to USD$ billions in additional new business opportunities.


Sellers can enjoy access to a growing Ariba buyer customer base

Learning from Consumer Internet Experience, Ariba Gives Sellers Additional Tools to Access Buyers in their Target Market

Amazon Product Recommendations Seller Preview Page (Advantage Priority)

• Present sellers related to buyer needs • Opportunity for sellers to promote their offerings

eIntros


What eIntros Do

• The Ariba system will communicate sellers relevant buying opportunities, in the form of generalized alerts

• Tap into $340B+ global buying opportunities

• Seller can present Discovery profile to buyers and build relationships from there

Benefits to Sellers

• Network with real decision makers from buying organizations directly from Discovery

• Real business opportunities - buyers are in active buying cycle, and with budget

• Reduce cold calls

• Targeted sales and marketing with increased relevancy

This is your virtual fishbowl

eIntros Allows Sellers to Network with Active Buyers Relevant to their Capabilities


Profile Management Gives Seller Ample Opportunities to Market their Capabilities


• Profiles include seller’s industry, commodities, sales territories, green initiatives, and other diversity classifications

• More detailed specification and updates will allow better match between seller capabilities and buyer needs

• There are two seller programs available: Standard and Advantage

• Upgrading to Advantage program will enable sellers to receive preferred listing in the Ariba Sourcing seller preview page that buyers can consult prior to creating a posting

Dashboard and Lead Management Tools Gives Seller Better Control to Rationalize Sales Leads


• Real-time alerts available to help sellers track bid progress

• New Business Opportunity Digest email sent to sellers daily, providing access to both Full Postings and eIntros

• Access new eIntros and Full Postings in Discovery by going to the “My Discovery” tab, under “Matched Leads”

• Review list of matched opportunities. Click on any Full Posting or eIntro to send a response to the buyer

• Proactively rationalize and manage sales leads among Discovery accounts to streamline sales/marketing tactics

New Discovery Seller Home Page Makes it Easy for Sellers to Navigate the System

Register1 Receive leads 2 Build new relationships3

• Straight-forward user interface to make seller registration and profile maintenance a breeze

• Step-by-step information about how to use Discovery

• Reserved prime real estate that can be changed seasonally to display different product and marketing messages

• Buyer home page has been revamped as well. “Posting Centric” buyer registration flow allows buyers to register and create their first post in one action to give sellers more business opportunities

Gain value in minutes with three easy steps:


Discovery Integration with IBM LotusLiveTM Makes Buyer/Seller Collaboration a Breeze

• In additional to using the in-product messaging interface, buyer can also create online meeting invites in Discovery right after posting creation

• Sellers can be invited to attend various online meetings to learn buyer requirements, conduct Q&A, and present seller capabilities

• Seller and buyer can share desktops, documents, audio/video and more, all through Discovery/LotusLiveTM integration


Agenda



Leveraging New Capabilities in Discovery


• Update your profile♦ Company demographics, certifications,

marketing collateral, etc.

• Get the commodity right♦ Get matched to the right buying

opportunities

• Update business opportunity contact

Ensure the right person to evaluate Discovery leads receives notifications

• Invite more references♦ Reinforce your credibility with buyers

• Build your brand Upgrade to Advantage to raise your

visibility with top buying organizations Become Ariba Ready to highlight

transactional capabilities

Seller Marketing Opportunities

“Top 5 Things to Do” to better market your company

Conclusion: Ariba Delivers More Value to Both Buyers and Sellers


SELLER VALUE

• Increased awareness to real decision makers in their market

• New revenue opportunities

• Cost-effective sales and marketing channel

BUYER VALUE

• Process cost savings through new approach to seller identification

• Enhanced product and service value by making bidding events more competitive

• Save time with a streamlined 3-step discovery process

Agenda



Ariba Discovery Helps Deliver Awareness and New Business Opportunities for Sellers


“As a mid-range company with finite resources, it’s difficult to get our arms around a national audience and canvas Fortune 1000 companies. Ariba Discovery maximizes our resources. SSA anticipates that in two years we could bid on several times the amount of business we do today utilizing Ariba.”

“Ariba Discovery is changing our business— especially lead generation. We can reduce resources allocated to direct mail, trade shows, advertising, and other traditional marketing methods and better target qualified buyers.”

“I see Ariba Discovery as part of our overall business development strategy. It gives our sales people a way to find and cultivate prospects that are in the market for the specialized products and services we provide.”

Paul GiampavoloPresident

“Over 50 percent of our daily orders are coming in via the Ariba Supplier Network and new customer growth attributable to our relationship with Ariba accounts for 15 percent of new revenue. It has allowed us the opportunity to better serve existing customers and to gain new business.”

Director of eCommerce & Business Development

Greg Bosseman,Vice President, Business/Program Development

Walt BurtonDirector, Client Solutions

Business Stationery Supplier

Questions


“Safe Harbor” and Confidential Information Statement

This information reflects the status of Ariba solution planning as of January 2011. All such information is the Confidential Information of Ariba (per the contract between our companies), and must not be further disclosed, as stated in the confidentiality clause of that contract. This presentation contains only intended guidance and is not binding upon Ariba to any particular course of business, product strategy, and/or development. Its content is subject to change without notice. Ariba assumes no responsibility for errors or omissions in this document. Ariba shall have no liability for damages of any kind including without limitation direct, special, indirect, or consequential damages that may result from the use of these materials.


uc ariba discovery sellers: learn how to grow your business using discovery © 2011 ariba, inc. all...

Documents

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