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Building the Business Case for Source-to-Settle Success
1.
B
Building the Business Case for Source-to-Settle Success DIRECTV Caesars Entertainment © 2012 Ariba, Inc. All rights reserved.
2.
Session Abstract
Every great spend management initiative begins with a solid business case that engages the executive suite, excites stakeholders, and is embraced by suppliers. This session provides a step-by-step guide for building a fact-based source-to-settle business case that delivers quantifiable ROI estimates and provides a blueprint for successful execution. Whether you're just starting out on a source-to-settle journey or you're looking to expand to the next step of your program, this is a session you just can't miss. 2 © 2012 Ariba, Inc. All rights reserved.
3.
Speaker - DirecTV
Jeff Brown As Director, Corporate Procurement for DIRECTV, the #1 pay-TV provider in the world, Jeff is responsible for the company’s procurement of indirect goods and services. Since joining the company in 2009, he has transformed the procurement function focusing on generating value through strategic sourcing and upgrading the procurement systems infrastructure. Previously, Jeff held procurement leadership positions at Avery Dennison in both direct and indirect Procurement. 3 © 2012 Ariba, Inc. All rights reserved.
4.
Speaker - Caesars
Entertainment Mike McLellan Mike McLellan, Vice President in Strategic Sourcing, Caesars Entertainment Mike McLellan is a Vice President in Strategic Sourcing for Caesars Entertainment. Mike leads the teams that provide the technology, infrastructure and analytics for sourcing and procurement. Mike’s prior roles at Caesars include finance and gaming technology, and before Caesars Mike worked in sales and marketing for enterprise software companies. 4 © 2012 Ariba, Inc. All rights reserved.
5.
B
Building the Business Case for Source-to-Settle Success Jeff Brown Director Corporate Procurement DirecTV © 2012 Ariba, Inc. All rights reserved.
6.
DIRECTV
• More than $24 billion in annual revenue in 2010 • #1 pay-TV provider in the world, #2 customer base among U.S. multi-channel, pay-TV services • More than 30 million customers in the U.S. and Latin America • 38 Latin American countries served by DIRECTV Latin America & affiliates • More than 24,000 employees in the U.S. and Latin America • 8 EMMY® awards for content and technology 6 © 2012 Ariba, Inc. All rights reserved.
7.
Work Locations
U.S. Regional Sales Offices Missoula • Atlanta, Georgia New York Center Customer Care • Chicago, Illinois Latin America Countries Center of Operation DIRECTV Sports • Argentina Networks Head Tulsa Customer • Brazil Office & FSN Care Center • Chile Northwest • Colombia • Costa Rica • Ecuador Boise Customer • El Salvador Care Center • Guatemala • Honduras FSN Pittsburgh • Mexico Los Angeles • Nicaragua Broadcast Center • Panama • Puerto Rico Huntington • Trinidad and Tobago Customer • Uruguay Care Center • Venezuela El Segundo • Several Caribbean Headquarters island nations Castle Rock Broadcast Center Home Services Denver California Broadcast Operations Operations & Center (DTVLA only) Huntsville Customer Customer FSN Rocky Care Center Care Center Mountain 7 © 2012 Ariba, Inc. All rights reserved.
8.
Business Background
• Most of DIRECTV’S back end processes are supported by SAP • Procurement has historically been a transaction-based organization without the information, or tools required to drive value to the organization • The business case was developed over time with key input from Finance and IT • The goals were to automate the back-end and generate savings, but focusing on low-risk categories 8 © 2012 Ariba, Inc. All rights reserved.
9.
The Story
• Developing the business case was difficult ♦ Software as a Service was a new technology model for DTV ♦ Organizational alignment was a challenge ♦ Migrating procurement off the SAP platform was met with significant resistance ♦ Savings from sourcing and end-user compliance was a new concept 9 © 2012 Ariba, Inc. All rights reserved.
10.
The Story
• A crawl, walk, run approach was adopted to ensure organizational alignment and allow for the change management process to occur. Year One: Focus on the less visible categories – Computer peripherals and monitors – Fleet and other vehicle equipment – Office Suppliers and general supplies Years Two-Three: Begin to address larger savings opportunities – Consulting and Services – Print and creative – Hardware and Software Years Four and Five: End-user and Supplier Compliance 10 © 2012 Ariba, Inc. All rights reserved.
11.
Results
• Sourcing: Live in six weeks and 35 sourcing events conducted • Contracts: Live in six weeks • Spend Visibility: Live in 22 weeks • P2O: Scheduled to go live in July of 2012 64% of PO volume will migrated to catalogs Day 1 23% of total spend will migrate to catalogs Day 1 11 © 2012 Ariba, Inc. All rights reserved.
12.
Conclusions
• Building a conservative business case is best if significant technology and processes changes will occur implementing Ariba • Do not under-estimate the complexity of integrating with a mature SAP back-end • Treat process efficiencies as potential up-side to the business case 12 © 2012 Ariba, Inc. All rights reserved.
13.
B
Building the Business Case for Source-to-Settle Success Michael McLellan Vice President Strategic Sourcing Caesars Entertainment © 2012 Ariba, Inc. All rights reserved.
14.
About Caesars Entertainment
• World’s largest gaming company • 52 casinos around the world • 40 million Total Rewards members • World Series of Poker • Leading games online, on Facebook, and iOS • $9 billion revenue. 65,000 employees. $2.5 billion spend. 30,000 suppliers 14 © 2012 Ariba, Inc. All rights reserved.
15.
Coming Soon: The
Linq 15 © 2012 Ariba, Inc. All rights reserved.
16.
Caesars’ Ariba Footprint:
“All In” • Ariba Sourcing Pro since 2009 • Ariba Contract Management since 2009 • Ariba Spend Management in implementation SIM, Buyer, Discount Pro Ariba professional services 16 © 2012 Ariba, Inc. All rights reserved.
17.
The Need for
Spend Management • $1.4 billion or 55% of our spend lacks a modern purchasing system • Highly diverse spend, many end-users • Manual, paper-based processes waste time, increase risk • Lack PO control, formal approvals, spend visibility, audit trail • Limited IT resources 17 © 2012 Ariba, Inc. All rights reserved.
18.
We’re a Casino.
We Really Like Numbers. • Laser focus on service metrics and analytical marketing • CEO is MIT PhD and HBS professor • “Two ways to get fired: steal from the company, fail to include a proper control group in a test.” 18 © 2012 Ariba, Inc. All rights reserved.
19.
Benefits: Four Levers
• Increased compliance: buy the right items at our best negotiated prices • Price reduction: spot source new requests • Process improvement: streamline process and use electronic transactions to cut costs • Cash management: enable early payment discounts 19 © 2012 Ariba, Inc. All rights reserved.
20.
Costs: One-time and
Recurring • One-time: Caesars internal IT implementation costs Ariba professional services Third-party services (change management) • Recurring: Caesars system admin / support positions Ariba software fees 20 © 2012 Ariba, Inc. All rights reserved.
21.
The Math: a
No-brainer • $20MM+ annual benefits Shave 2-3% off • ($10MM) one-time costs $1 billion+ in • ($3MM) recurring costs annual spend that currently lacks any • $30MM+ NPV modern controls • ROI >75% • Payback 2 – 3 years 21 © 2012 Ariba, Inc. All rights reserved.
22.
Other Benefits
• Improve service: enable end-users to focus on our guests, not on buying stuff • Go green: eliminate 100,000s of paper documents • Volume discounts: increase spend into fewer SKUs to achieve greater volume discounts • Diversity/regulatory: better execute company policies 22 © 2012 Ariba, Inc. All rights reserved.
23.
Thoughts on the
BCE Exercise • Showcases Ariba’s domain expertise • Generates a robust business case – but put it into your own template • Helps build consensus • Accelerates initial implementation • Be extra conservative 23 © 2012 Ariba, Inc. All rights reserved.
24.
Key Metrics Defined,
but We’re Just Getting Started Objective KPI M1 M2 M3 M4 M5 M6 Control vendor # suppliers processed via base SIM module vs. all new suppliers Establish PO # PO’s control of spend $ PO’s (before the fact) Maximize $ P2P vs. $ non-P2P adoption of P2P system (for # P2P invoices vs. # non- enabled P2P invoices suppliers) Maximize $ P2P throughput as % of economies of expected case scale 24 © 2012 Ariba, Inc. All rights reserved.
25.
Q&A
Contact info: John Lark jlark@ariba.com 25 © 2012 Ariba, Inc. All rights reserved.
26.
Share This Session…NOW…from
your mobile! • All presentations are posted: Guidebook mobile app – Search Apple or Android app store for Guidebook – Enter code “collabor8” Or at Slideshare.net/Ariba • Share via email or social media **Come back soon – we are syncing #AribaLIVE audio and video interviews to the presentations** 26 © 2012 Ariba, Inc. All rights reserved.