Using Ariba to Strengthen Customer Relationships A panel of leading sellers © 2012 Ariba, Inc. All...

© 2012 Ariba, Inc. All rights reserved.

Using Ariba to Strengthen Customer Relationships A panel of leading sellers

CS S

2 © 2012 Ariba, Inc. All rights reserved.

Inefficiencies Between Companies Hinder Results

Operations / Fulfillment

Accounts Receivable /

Treasury

Sales / Marketing

Sellers

Getting paid

Getting orders

Qualifying customers

Publishing catalogs

Acknowledging orders

Getting order cancellations

Submitting invoices

Getting payment

status

Finding leads

Negotiating

Responding to RFIs

“The White Space”

Managing errors

Buyers

Sourcing

Procurement

Accounts Payable / Finance

80% of transactions completed manually – costing $650 Billion Source: Celent Communications, Basex Research- “Information Overload”


Collaborative Business Commerce Addresses These Challenges

Source Select Procure Receipts PayIdentify Contract

BUYER: DISCOVER-TO-PAY

Bid Sell Fulfill Invoice CollectMarket Contract

SELLER: MARKET-TO-CASH

Onlinenegotiating

E-Marketingand exposure

Businessopportunities

Bettercompliance

Automatedcollaboration

Greatervisibility

Early payment opportunities

3

Business Commerce Is an Evolutionary Process…

Comply with First Customer

Request

AddressAdditional

One-offRequests

Create Processes,

Infrastructure and

Resources

Expand Collaborative Channel and

Poise for Growth

Phases of Seller Evolution

Reactive

Responsive

Proactive

Innovative

Col

labo

rativ

e C

omm

erce

B

usin

ess

Valu

e

Enablement Transformation

© 2012 Ariba, Inc. All rights reserved. 4


Business Commerce Self-Assessment: Questionnaire Completion

Business Commerce Self-Assessment:Results!

Growth Opportunity

Cos

t Sav

ings

Opp

ortu

nity

Mostly As: Newbies

Mostly Bs: Growth Driver

Mostly Cs: Efficiency Driver

Mostly Ds: Business Commerce

Innovator



Introductions

• Teleflora¨ Greg Peck, Senior Partnership

Development Manager• Lawson Products

¨ Salim Lakha, E-Procurement Manager• Ariba

¨ Leah Knight, Director of Seller Product Marketing

http://www.lawsonproducts.com/webapp/wcs/stores/servlet/HomeRedirect?langId=-1&storeId=10001&catalogId=10001&home=Y

http://www.teleflora.com/

Building Your Ariba Business: A Seller’s Perspective…


• On Ariba…Now What Do I Do?• Effective Strategies• Working with Ariba• Building Your Ariba Business


The Roll Family of Companies


• Founded Lawson Products, Inc. founded in 1952

• Headquartered in Des Plaines, IL• 2010 Sales of $316.8 million• Publicly traded company listed on the

NASDAQ stock exchange (LAWS)

Teleflora Overview

• Privately Held• 3+ Billion in Sales• Based in Los Angeles, CA• World’s Largest Floral Provider:

17,000 Florists in North America 20,000 Global Affiliate Florists

• Largest Proprietary Order Routing Network • Largest E-Commerce Provider 13,000 websites • Technology: POS, CC and product sales

What Do Ariba Buyers Want?


• Buyers Want an Easy Solution• Ariba Buyers Would Only Consider

Ariba Sellers• Show Me Your Catalog• Became Clear We Needed to Be

“Ariba Ready”• And What Did They Ask for…?

http://www.teleflora.com/flowers/bouquet/lily-and-rose-tribute-spray-372990p.asp


One Process to Manage Floral Gifting Spend

• Manage “down” Corporate Gifting Expenditures

• Eliminate Maverick Spending• Save Time and Money Using One

Floral Gifting Catalog• Each Site Customized

¨ Price controls¨ Authorized buyers¨ Custom merchandising


Teleflora - We Listened

• Dedicated Floral Gifting Website¨ PunchOut catalog¨ Electronic Invoicing¨ P-Cards

• Benefits¨ Consolidate corporate gifting spend¨ Customized merchandising¨ Spending caps¨ Detailed billing¨ No need to “shop around”

http://www.teleflora.com/gift-baskets/plant-and-fruit-basket-34757p.asp

http://www.teleflora.com/gift-baskets/health-nut-basket-168054p.asp?point=1

• Your First Steps…¨ Identify the need of the buyer¨ Be fully aware of everything Ariba offers¨ Engage with Ariba

• The “Build”…¨ Networking ¨ Speed dating¨ Leverage relationships ¨ Be proactive

Building Your Ariba Business



Introductions








• Lawson Products, Inc. founded in 1952

• Headquartered in Des Plaines, IL• 2010 Sales of $316.8 million• Publicly traded company listed on the

NASDAQ stock exchange (LAWS)

Overview of Lawson Products, Inc.

• Offering over 100,000 standard products• Serving over 160,000 customers in the industrial, commercial, institutional

and government markets• Shipping 99% of all lines complete within 24 hours from several strategically located

distribution centers in North America• Over 1,300 sales representatives throughout North America• ISO 9000 Registered Company• GSA Contract Holder: Schedule Contract GS-06F-0027L• Distinctions:

Listed among Industrial Distribution magazine’s “Big 50” distribution companies Listed among the Selling Power® “25 Best Service Companies to Sell For”



Lawson Products’ Approach

Dedicated E-Procurement Website• Supporting Business Tools and Processes

• Integration into sales ordering system - eVMI

Standards-Based Technology• Fast integration

• PunchOut Level II and RoundTrip

• Turn-key style implementation

Training & Support• “Ariba Ready” Certification (six consecutive years)

• Field Sales & Customer training

• Dedicated support team

• Customer feedback process



• Over the last five years¨ Sales have increased by 359%¨ Relationships have increased by 62%¨ E-Invoicing has increased from

10% to 50% ¨ 95% PunchOut catalogs (all

marketplaces) are still live

Lawson Products – Results


• Start with the Basics♦ Complete your configuration on Ariba Network♦ Set relationships to “Automatic”♦ Set up multiple users and assign roles

• Use Available Resources on Ariba Network ♦ View “getting started” videos and demos♦ Download guides and samples

• Catalog Setup♦ Set up a basic Excel catalog to validate♦ Use guidelines from cXML guide

• Purchase Orders♦ Receive orders via traditional means if necessary

(email, EDI, etc.)

• Electronic Invoices♦ Use “PO Flip” option

New Supplier on Ariba Network - Tips



Best Practices for a PunchOut Website

• Integrated Website¨ Minimize or eliminate frames¨ Do not open links in new pages¨ Close transaction after every session¨ Separate E-Procurement Logic

• Dedicated E-Procurement Website¨ Keep it B2B focused – shed the extras¨ Leverage components of existing website

(search, product pages, etc.)¨ Consistent look and feel




Best Practices for Successful Onboarding

• Supplier¨ Standards-based approach¨ Use business tools to on board customers¨ Provide training for both buyers and sales reps¨ Feedback from customer for continuous

improvement

• Customer¨ Work with “Ariba Ready” Suppliers¨ Engage suppliers in internal rollouts¨ Mandate use of authorized vendors to

drive compliance



Introductions







Taking Business Commerce to the Next Level with Ariba

Growth Opportunity

Cos

t Sav

ings

Opp

ortu

nity

Newbies (As)

• Ariba Discovery Profile• Ariba Network Account• Ariba LIVE Attendance

Growth Drivers (Bs)

• Ariba Ready Programs• Ariba LIVE Sponsorship

and Attendance• Early Payment Options

• Ariba Discovery Advantage and Advantage Plus

Efficiency Drivers (Cs)

• Ariba Ready Programs• Blackbook Consultation

• Seller Consulting Services• Ariba Discovery Advantage

and Advantage Plus• Ariba LIVE Attendance • Early payment options

Business Commerce Innovators (Ds)

• Ariba Ready Platinum• Blackbook Consultation• Ariba LIVE Sponsorship

• Active Ariba Discovery Usage


Using Ariba to Strengthen Customer Relationships A panel of leading sellers © 2012 Ariba, Inc. All...

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