Does it seem like a dream to provide buyers with 10 times the purchasing options they have today, reduce catalog maintenance by 75%, and onboard new suppliers 75% faster? Does it seem like an impossible wish to reduce manual processes, simplify the user experience, and drive rapid time to value without re-vamping your entire eProcurement system? Learn how one of the largest users of SAP in the world was able to renovate their processes to become more efficient, more user friendly and faster innovating… all on top of their existing SAP platform.

1. Driving Rapid Time to Value
through Ariba Collaborative
Commerce Solutions
Vikram Pathak
© 2013 Ariba, Inc. All rights reserved.

2. #AribaLIVE
The information in this presentation is confidential and proprietary to SAP and may not be disclosed without
the permission of SAP. This presentation is not subject to your license agreement or any other service or
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or platforms directions and functionality are all subject to change and may be changed by SAP at any time
for any reason without notice. The information in this document is not a commitment, promise or legal
obligation to deliver any material, code or functionality. This document is provided without a warranty of any
kind, either express or implied, including but not limited to, the implied warranties of merchantability, fitness
for a particular purpose, or non-infringement. This document is for informational purposes and may not be
incorporated into a contract. SAP assumes no responsibility for errors or omissions in this document, except
if such damages were caused by SAP´s willful misconduct or gross negligence.
All forward-looking statements are subject to various risks and uncertainties that could cause actual results
to differ materially from expectations. Readers are cautioned not to place undue reliance on these forward-
looking statements, which speak only as of their dates, and they should not be relied upon in making
purchasing decisions.
Legal
disclaimer

3. #AribaLIVE
Agenda
• Executive Summary
• Why do we need Collaborative Commerce?
• What’s the Value Proposition?
• Customer Success Stories
• Peek into Roadmap
3 © 2013 Ariba, Inc. All rights reserved.

4. #AribaLIVE
Ariba® Collaborative Commerce
Executive Summary
1. Procurement has a more strategic role in today’s organizations. It must
deliver value and bottom line savings.
2. Most customers manage only a fraction of their spend even with
Procurement Automation. But they must increase spend managed to
achieve their goals.
3. “ Networked enterprises are 50% more likely to have increased sales, higher
profit margins, gain market share, and be a market leader. ”
4. Ariba provides a fast and differentiated solution for the entire Procure-to-
Pay cycle even for companies using non SAP ERP eProcurement systems
How do you maximize your SAP (or other ERP)
Procurement investment?
How do you improve collaboration with your trading
partners?
Why does a network make you more profitable?
Source: McKinsey & Company, “The rise of the networked enterprise, Web 2.0 finds it’s payday.” December 2010

5. #AribaLIVE
Agenda
• Executive Summary
• Why do we need Collaborative Commerce?
Business Drivers
Market Situation
• What’s the Value Proposition?
• Customer Success Stories
• Peek into Roadmap
5 © 2013 Ariba, Inc. All rights reserved.

6. #AribaLIVE
The Reality of Today’s Business:
According to CFO Research…
61% of you will have
increased cost
savings targets
44% of these targets
will be greater
than 5%
Creating Process
Efficiencies is the
top priority for CFOs
Source: CFO Magazine survey of 263 senior finance executives
6 © 2013 Ariba, Inc. All rights reserved.

7. #AribaLIVE
Top Business Focuses
RevenueCosts
Risk
Manage Cash
RISK
MANAGE CASH
The Reality of Today’s Business:
7 © 2013 Ariba, Inc. All rights reserved.

8. #AribaLIVE
The Challenges We Hear from
Potential Buyers
I can’t find what I
need! New
products aren’t
there.
It’s too
complicated
to use!
I’ll just phone
Jim like I
always do!
The pricing is
never right.
I can’t buy
services!
Users
Poor adoption of Procurement
Systems
Not enough suppliers enabled
Catalogs not up-to-date
System is not user friendly
No Complex Services
Lack of Contract Compliance –
Difficulties managing compliance
to contracts, SLAs and regulations
introduces legal and financial
risks. Contract leakage and
exception management.
Poor Collaboration –
Collaboration with trading partners
is limited to email, mail, fax, and
phone. Inefficient plus lack of
order/invoice data hampers
productivity.
8 © 2013 Ariba, Inc. All rights reserved.

9. #AribaLIVE
The Challenges We Hear from our
Potential Customers:
The maintenance is
too much!
It takes too
long to get
catalogs up!
I give up, I can’t
control the spend!
Everybody
goes around
the system!
I can’t connect
multiple
systems!
Procurement/IT/AP
Different systems have different
applications- increased costs
and time.
High Maintenance – Catalogs are
costly to maintain as well as
multiple systems
Lack of Contract Compliance –
Difficulties managing compliance
to contracts, SLAs and regulations
introduces legal and financial
risks. Contract leakage and
exception management.
Long invoice cycle times –
Missed discounts, late payments,
lack of compliance
Invoices aren’t
getting paid on
time
9 © 2013 Ariba, Inc. All rights reserved.

10. #AribaLIVE
The Solution: Ariba® Collaborative
Commerce
A cloud-based solution that extends the business process capabilities of SAP (or other ERP) systems across
your extended supply chain…
Ariba® Collaborative Commerce
Ariba® Collaborative Commerce is:
• Easy to Use Catalog
• Purchase Order
Automation
• Invoice Automation
• Invoice Conversion
Services (Open ICS)
Collaborative Commerce
• Complete Compatibility
with SAP NetWeaver™
• Trading Partner
Connectivity
• Supplier Enablement
• Catalog Management
• Buyer Portal
• e-Invoice Receipt
10 © 2013 Ariba, Inc. All rights reserved.

11. #AribaLIVE
Ariba® Collaborative Commerce Expanded
Contract
Compliance
Catalog
Support
PO
Collaboration
Invoice
Receipt &
Compliance
ARIBA Collaborative Commerce
Supplier
Supplier
Supplier
Supplier
Supplier
Supplier
Supplier
Supplier
EDI
Email
CSV
HTML
cXML
AS2
Paper
Enterprise
ERP
xCBL
Smart
PDF
• Plug-in to 800K+ Suppliers
• Single Point of Collaboration for all Suppliers
• Collaboration Capabilities to Include all Spend Types
• Simplified Buying
•Deployed in little as 14 weeks, High ROI
Requisition
Ownership and
Order Workflow
Goods &
Services
Receipt
Exceptions and
Approval
Workflow
PAY
CORE ERP
POs
Invoices
Order & Shipment
Confirmation
POs
Invoices
Order & Shipment
Confirmation
11 © 2013 Ariba, Inc. All rights reserved.

12. #AribaLIVE
Catalog Capabilities
Capabilities and benefits
• Simplified shopping for
casual users
• My Favorites
• Kits & Bundles
• 3 Bids &Buy
• Level 2 Punch Outs
• Complex Services
Quotations (optional)
• Generation of a requisition,
reservation, or purchase
order
• Drive spending to preferred
vendors, contracts
• Supplier catalogs delivered
via the Ariba Network
PO
Collaboration
Invoice Receipt
& Compliance
Ariba Collaborative Commerce
Requisition
Ownership and
Order Workflow
Goods &
Services
Receipt
Exceptions and
Approval
Workflow
PAY
CORE ERP
Contract
Compliance
Catalog
Support
12 © 2013 Ariba, Inc. All rights reserved.

13. #AribaLIVE
Usability Helps Adoption…
© 2013 Ariba, Inc. All rights reserved.13
• Users can find what they need
• From the suppliers they want
• At terms that are proactively compliant
Non catalog
items
Favorites
Shopping cart
Dashboard view
Type ahead
Filtering
Approved
suppliers
Compliant to
your contract
“We start to see Ariba much
more like Amazon.com,
users are adopting that
much faster.”

14. #AribaLIVE
PO and Invoice Automation
Contract
Compliance
Catalog
Support
PO
Collaboration
Invoice
Receipt &
Compliance
Ariba Collaborative Commerce
Requisition
Ownership and
Order Workflow
Goods &
Services
Receipt
Exceptions and
Approval
Workflow
PAY
CORE ERP
Capabilities and benefits
• Delivery of electronic POs from
any system
• Real-time visibility into order
status, ASNs, and related
documents
• Paper and electronic
invoice capture
• >70 configurable business rules
capture errors and exceptions
before they reach AP
• Auto post rates of 98%+
• Self-service supplier portal
for real-time invoice/payment
status
• Flexible invoice submission
options, including PO-Flip®
• Compressed invoice
processing cycle
14 © 2013 Ariba, Inc. All rights reserved.

15. #AribaLIVE
Ariba® Collaborative Commerce
Functional Process Flow
System generates
contract compliant
POs from approved
reqs
Suppliers create
electronic invoices
which are routed via
the Ariba Network
Approvals are routed to
managers and/or
purchasing agents
based on business rules
End-users create requisitions for goods & services
from electronic catalogs in Ariba that are accessed
through their ERP – seamlessly and checked for
contract compliance
User UserUser
OK-To-Pay sent to ERP
and Suppliers are paid
via ERP Accounts
Payable system
End User
ERP
POs routed to
suppliers via the
Ariba Network
Global Supplier
Community
Supplier
Supplier
Supplier
Supplier
Supplier
Supplier
Portal
XML
Fax
EDI
AS2
CSV
Email
Suppliers send back
acknowledgements
and/or Advanced Ship
Notices
Goods are
shipped /
Services are
performed by
the supplier
Central and/or end user
receiving is performed – sign
off on services performed ERP
2, 3, and/or 4-way invoice
matching and reconciliation
is done using POs, receipts,
and contracts - payment is
approved by Accounts
Payable dept
OK-To-Pay
ERP
ERP
15 © 2013 Ariba, Inc. All rights reserved.

16. #AribaLIVE
Agenda
• Executive Summary
• Why do we need Collaborative Commerce?
• What’s the Value Proposition?
• Customer Success Stories
• Peek into Roadmap
16 © 2013 Ariba, Inc. All rights reserved.

17. #AribaLIVE
Why Ariba® Collaborative Commerce?
Key value proposition
① Control the most spend – ‘More spend under
management’
• “Percent spend under management: BIC: 88%,
Ariba 99%”- Aberdeen Group compared with
fully adopted Ariba solution suite; Ariba
Benchmarking, Aug 08
② Casual-user friendly / quick adoption
③ Manage any kind of service, Manage goods
and services
By managing more categories including goods and
any service, Spend managed is increased.
Average services spend in an organization 20-
80%.
④ Reduce paper, reduce problem invoices and
improve invoice processing cycle times
⑤ More effective collaboration via the world’s
largest Business Network
SAPorOtherProcurementCustomers
Value derived
① Enable more suppliers with catalogs, PO’s and e-
Invoicing quickly through the Ariba Network
② Achieve better user adoption with user friendly
interface
Gartner awarded Ariba an "Excellent" rating for ease-of-use.*
Ariba has intelligent fuzzy search, parametric refinement along
with side-by-side comparisons in a single user interface
③ Manage more spend for increased savings
Indirect, Direct, MRO, Complex/Services
④ Create a touchless invoice process, with the Ariba
Network “Smart invoicing”
⑤ SaaS solution achieves payback in the first 12 months
⑥ Proactive compliance with Contracts
⑦ Faster processing allows better cash and discount
management
* Critical Capabilities for Best-of-Breed E-Procurement Vendors, June 2009

18. #AribaLIVE
Ariba® Collaborative Commerce:
Customer Proof Points
Competitive Differentiators• Quick Catalog Enablement: Disney - Before: 2-4 weeks, After: 5 business days
• Up-to-Date Content: Disney – Before: 3-7 days, After: 1 day
• Catalog Accuracy: Disney – Before: 95%, After: 99%+
• Solution Adoption: Carlsberg – 15% increase in solution adoption
• Invoice/Payment processing: Carlsberg – 30% improvement
• Invoice Matching: Alcoa – 99.99% first time match rate of POs to invoices
• Paper Invoice Reduction: Alcoa - 56% reduction in paper invoice volume in
North America

19. #AribaLIVE
Agenda
• Executive Summary
• Why do we need Collaborative Commerce?
• What’s the Value Proposition?
• Customer Success Stories
• Peek into Roadmap
19 © 2013 Ariba, Inc. All rights reserved.

20. #AribaLIVE
Collaborative Commerce
for use with SAP®
Carlsberg A/S
© 2013 Ariba, Inc. All rights reserved.20
• Catalog Setup
Using the Network
• 15% increase in solution
adoption beyond where
company could get with an
ERP-centric solution
• 30% improvement in
Invoice/Payment processing
• 30% improvement in response
times and service level from IT
thanks to a simpler solution
design and footprint
• Using Ariba Procurement
Content in 13 countries
Company
Carlsberg A/S
Profile
One of the largest global
beer companies
Solution
Ariba Collaborative
CommerceTM for use with
SAP
Challenges Solutions Results
• Multi-year ERP migration to a
single instance of SAP –
crowding out opportunity to
quickly capture opportunities
in the supply chain without an
additional partner
• Procurement function was
set-up as an independent
business with its own P&L –
needed a best-in-class
solution to ensure success
• Organization spread out
globally, leading to lack of
enforcement of company
agreements
• Incorporate new companies
from acquisitions
• Ariba Procurement Content
set up and connected to
SAP core ERP system and
SAP SRM 7.0 version –
Ariba catalogs faster and
easier to use than SAP’s
• Support major project to get
suppliers and catalogs
enabled
• Extensive use of Catalog
views in scope (filtered
views) to use fewer
catalogs but display global
agreements appropriately to
users groups, business unit,
or geography

21. #AribaLIVE
Collaborative Commerce
for use with SAP®
Case Study: Lexmark
Ariba P2P + SAP
© 2013 Ariba, Inc. All rights reserved.21
• Best- in-class capabilities that
delivered 100% spend - process
compliance
• Seamless transition - system
functioning as designed
• Catalogs expanding globally,
eliminating rogue processes
• Supplier records reduced
by 75%
• Optimized global shared
service centers
21
Company
Lexmark International, Inc.
Profile
A leader in developing,
manufacturing and supplying
printing and imaging solutions for
offices and homes
Solution
Ariba Collaborative CommerceTM
for use with SAP
Ariba Procure-to-Pay
Ariba Network
Challenges Solutions Results
• Movement to shared
service centers dictated need
for global processes
• Change management and
high costs associated with
training, maintenance and
support
• Ariba Collaborative
CommerceTM for use with
SAP
• Ariba Procure-to-Pay
http://www.youtube.com/watch?v=s2D26Xp1gyA&feature=plcp
Always validate customer satisfaction prior to referencing their story

22. #AribaLIVE
Walt Disney
© 2013 Ariba, Inc. All rights reserved.22
• Ease of use
• Rapid user adoption
• Increased catalog performance
measured and sustained
post deployment
• Supplier collaboration
• Decreased technical support
resource requirements
• Improved catalog maintenance
cycle times
• Increased stakeholder demand
for new supplier catalog
2222
Company
The Walt Disney Company Limited
Profile
A leading diversified international family
entertainment and media enterprise
with four business segments: media
networks, park and resorts, studio
entertainment and consumer products
Solution
• Collaborative CommerceTM for
Procurement
• Ariba sourcing solutions
• Ariba spend visibility solutions
Challenges Solutions Results
• Lack of functional innovation
• Support requirements
growing faster than
resource availability
• Legacy business rules
that hindered efficient
catalog management
• Manual processes
• Desired functional
improvements deemed high
risk and cost prohibitive to
develop on the SAP platform
• Deployed Collaborative
CommerceTM for
Procurement
• Deployed Ariba Spend
Visibility
• Deployed Ariba Sourcing
- Shay Conway, Disney Enterprise Manager for Procure to Pay
“Focus on the user experience and results will follow.” Collaborative Commerce
for Procurement®
Not for use outside Ariba - this slide is for internal training purposes only

23. #AribaLIVE
Collaborative Commerce
for Procurement
23
RockTenn
© 2013 Ariba, Inc. All rights reserved.23
Company
RockTenn
Profile
Leading producer of
paperboard, containerboard and
consumer-corrugated packaging
products
Solution
• Collaborative CommerceTM
for Procurement
• Ariba Invoice Conversion
Service (ICS)
Challenges Solutions Results
• Need to improve collaboration
with suppliers around orders
generated from JD Edwards
system
• Decentralized AP processing
structure contributed to
inefficient, costly invoice
processing
• Too many invoice errors
• Inability to identify suppliers
that were consistently
submitting problem invoices
• Deploy Collaborative
CommerceTM for JDEdwards
solution to enable real-time
supplier collaboration, smart
invoicing to streamline
processing and eliminate
exceptions
• Ariba Invoice Conversion
Service (ICS) for automating
the processing of paper
invoices
• Improved control over
invoice capture and
dramatically reduced invoice
exceptions
• Enabled movement of
suppliers to a fully electronic
invoice delivery model
• Transformed AP function by
emphasizing data analysis
and reporting in place of
processing paper invoices
• Laid foundation for
expanding early payment
discounts capture
Not for use outside Ariba - this slide is for internal training purposes only

24. #AribaLIVE
Collaborative Commerce
for Procurement®
© 2010 Ariba, Inc. All rights reserved.
Albemarle
© 2013 Ariba, Inc. All rights reserved.24
• Improved requisitioning –
approval processes
• Centralized purchasing in U.S.
& EU
• Daily/weekly/monthly visibility
into MRO spend
• Historical reporting of volume
and pricing trends of specific
MRO materials
• $3M in negotiated procurement
savings
Higher negotiated discounts
Enhanced discount capture
from improved spend visibility
Better spend control driven by
higher levels of compliance to
contracts and greater reliance
on corporate standard catalog
items
Company
Leading Global Specialty
Chemicals Company
Profile
Leading specialty chemical
company serving customers
in over 100 countries
Solution
Ariba Collaborative
CommerceTM for
Procurement
Challenges Solutions Results
• Indirect purchasing was 100%
text-based requisitioning in
SAP
• Limited spend visibility – too
many suppliers to manage
• Savings lost from inconsistent
pricing from suppliers
• Purchasing lost leverage with
no clear insight into volume
and price of spend
• Strategic purchasing took a
back seat to transactional
overload
• Ariba Procurement Content
to ensure compliance with
current pricing and preferred
suppliers
• Ariba Network to automate
PO delivery and enable
electronic invoice processing
• Ariba Collaborative
Commerce solution for
extending the business
process driven by SAP SRM
beyond the four walls of the
enterprise to the extended
supplier trading community
Not for use outside Ariba - this slide is for internal training purposes only

25. #AribaLIVE
Agenda
• Executive Summary
• Why do we need Collaborative Commerce?
• What’s the Value Proposition?
• Customer Success Stories
• Peek into Roadmap
25 © 2013 Ariba, Inc. All rights reserved.

26. #AribaLIVE
13s + Roadmap
• APC
New Catalog Architecture
Advanced Contract Integration
Advanced Catalog Load
Advanced Catalog Filtering
Shopping templates
Catalog Data Pull
• Invoicing
Service Invoicing
New model for accounting defaults (TBD)
Integrated B2B electronic payments
26 © 2013 Ariba, Inc. All rights reserved.

27. #AribaLIVE
BUYERS SELLERS
Ariba: Solving the Collaboration
Conundrum
© 2013 Ariba, Inc. All rights reserved.27
For the World’s Businesses – Including 90% of the Fortune
100
More than 800,000 connected companies collaborating on more
than €314 billion of commerce in over 140 countries

28. #AribaLIVE
Thank You 

29. Questions?

30. #AribaLIVE
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© 2013 Ariba, Inc. All rights reserved.30
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