What are the options for sellers and buyers collaborating on catalog content? Join a panel of leading suppliers as they discuss their catalog strategies and preference for hosted CIF versus PunchOut catalogs. Learn how leading sellers use the Ariba Network to drive exposure of their product content to procurement organizations and individuals at their key accounts, while leading procurement organizations use online catalogues to drive up compliance to contract terms and to improve the user experience.

1. Søren Bartels, Atea
Juan-Carlos Gonzalez, Urike Sabel, Nathalie Debourge, RS Components
Andy Van Spijkeren, SoftwareOne / 14 June 2016
Best Practices in Catalog Strategies
Public

2. Today’s presenters
Søren Bartels
Program Director
Juan-Carlos González
E-Solutions Manager Iberia
Urike Sabel
E-Solutions Manager Germany
Nathalie Debourge
E-Solutions Manager France
Andy Van Spijkeren
Corporate Integration Manager

3. Søren Bartels, Program Director
Best Practices in Catalog Strategies

4. Local presence
and world wide
delivery capabilities
Atea is the market leader in
IT infrastructure and system
integration for private and
public sectors in the Nordic
and Baltic regions.
= Offices
= Data centers

5. Atea's products
and services
Our business consists of
three areas: hardware,
software and services.
All supplemented by
IT specialists with key
competences.
Hardware
56%
Software
22%
Services
22%

6. 17%
share of market
1st
largest in Nordic region
28
NOK billion revenue
2nd
largest in Europe
+7,500
technology certifications
+4,000
service consultants
+6,800
full-time employees
27,500
customers public & private
+130
countries delivered to
89
offices
TP2B
The Place to Be
WE BUILD
THE FUTURE
WITH IT.

7. Shared Group
Services
Atea Finance
Atea International
Customer Center
Atea Logistics
Atea eSHOP
Atea Global Services

8. Our logistics center purchases
directly from leading
manufacturers. We also store,
configure and recycle IT products.
You get access to the widest
range of IT products with high
availability and fast delivery.
Volume product delivery

9. The impact of poor content quality
Source: http://multichannelmerchant.com/infographics/the-impact-of-poor-product-content-20042016/

10. B2B End-User Buyers
Are Human, Too

11. Source: http://www.sailthru.com/marketing-blog/ecommerce-history-how-product-visualization-changed-over-time/
B2B End-User Buyers
expect B2C usability
Expectations => Requirements
are evolving fast

12. Product information
We use a combination of own and partner content
• Structured information
• User generated content
• Individualized recommendations

13. Customers want individual catalogues
• Assortment
– Total assortment >250K SKUs
– Normal customer assortment <400 SKUs
• Product packages (bundles)
• Categorization
• Product names
All can be managed in eSHOP
… and exported in catalogues

14. We prefer punch-out… in most cases
• Rich product information
• Search relevance
• Complex product handling
– Forms
– Guides
– Business logic
• Automation is key…
– Manual processes add cost, delay, errors…
• Real time
– Price and availability
– Assortment updates
• Localization

15. We export catalogues when…
The customer requests it, and…
• Limited assortment size
• Low complexity
• Link to eSHOP for rich content

17. Thank you Contact information:
Søren Bartels, Program Director
Email: Soeren.Bartels@atea.com
Mobil: +45 3078 0187
Atea A/S
Lautrupvang 6
2750 Ballerup
DANMARK
Telefon / Phone: +45 7025 2550
www.atea.dk

18. Juan-Carlos González
E-Solutions Manager Iberia
RS Components
Urike Sabel
E-Solutions Manager Germany
Nathalie Debourge
E-Solutions Manager France

19. SAP Ariba + RS = Customer Success
Nathalie Debourge
Uli Sabel
Juan Carlos González
rs-components.com

20. RS Components
RS e-Procurement
Solutions & Adoption
Process
Process Cost &
Customer Experience
Best Practice
Content File
Best Practice
PunchOut
Key take away for
success 20

21. RS Components
21

22. Catalogues+60% eCommerce
44,000 parcels daily
Strong brands
> 2,500 major suppliers
Our Focus 90+% of world’s GDP
> 1m customers500,000+ products
RS Components
4.0

23. 23
RS e-Volution

24. 24
Our Value
•VOLUME INSURENCE
CONTRACT
•EXTRA STOCK
•LOOK FOR SUPPLIERS
•AUTOMATION
•SUPPLIER CONSOLIDATION
•REDUCE PROCESS COST
• STRATEGIC ALLIANCE
• CLOSE RELATIONSHIPS
•LONG TERM FOCUS
•TENDER
•UMBRELLA AGREEMENTS
•TARGETED PRICING
Leverage
Items
Strategic
Items.
Bottleneck
Items
Non-
critical
Items MRO
ProfitImpact
Supply Risk

25. 25
What we sell?
Electronics Components, Power & Connectors
Electrical, Automation & Cables
Mechanical Products & Tools
IT, Test & Safety Equipment

26. RS e-Procurement Solutions and
Adoption Process

27. 27
Product Selection
Off-line RS website RS Purchasing
Manager
Punch Out
Catalogue
Content File
Catalogue
e-Ordering e-Invoicing
New channels
CostSavingsway
Automation way
e-Solutions RoadMap

28. 28
e-Solutions Adoption Process
Customer
Test
Technical
Central
Team
Online
Adoption
Portal
Customer
Needs e-Solution
RS e-Solutions team Coordination
Sales Tech-team Customer
Sales Support

29. Process Costs & Customer Experience
29

30. 30
Total Procurement cost

31. 31
Procurement costs
€ 132,00
Invoicing control
and payment
€ 120,00
Goods in
€ 93,80
Tracking (if necessary)
€ 78,80
Approval and Order
€ 27,70
Supplier search
€ 0,58
Product costs
E-Invoicing€ 41,78€ 15,58E-Procurement€ 0,58
55% Cost reduction on P2P

32. Best Practices – Content File
32

33. 33
Content file implementation
 Ariba Spot Buy is based on a RS content catalogue.
This will be presented in the Breakout session
“Transform Non-contracted Spend into Supplier
Opportunity” on Wednesday 11:45 h by Simon Roberts
 350 content catalogues, 60 languages
 Last week we implemented another large customer
(leading global technology provider)

34. 34
SAP Ariba - Content file customer implementation example
Customer is the world’s leading provider of sanitary fittings
under one brand.
 Multi sites
 Around 50 purchaser
 Improve and control purchasing process
 Simplify procurement experience
 Consolidated procurement process for cost and support
reasons
 Customized Content catalogue and
e-Ordering Solutions
 99 % now eProcurement

35. Best Practices – PunchOut
35

36. 36
SAP Ariba – RS PunchOut Catalogue Best
Practice (French Multinational)
 Multi sites
 Over 10 000 users
 Improve and control purchasing process
 Simplify user’s and buyer’s experience
 Roadmap : 1 year
 Move to SAP Ariba world (Cost & support)
 PunchOut Solution
 RS as a pilot
Project Inputs : Reason, Time , Means
500 PunchOut
>100 in SAP ARIBA

37. 37
Project Activities KickOff
meeting
Ariba
connection
proposal
Developments
& Set upsSignOff
Business
as usual
Connection
PunchOut
E2E
testing
Early Life
Support

38. 38
Transversal team
 Main contact for RS
 Main contact for customer (and SAP Ariba relationship)
Weekly conf call
 Relation Customer to RS only or to many suppliers
 Status of activities
 Immediate consistent reaction
Support
 “On time” fixes
 Fluidity and Engagement
Effective communication and
collaboration KEY SUCCESS

39. 39
Supplier less
1 global customer “template”
New perspectives across the whole company
 Increase breadth of purchase
 From supplier to strategic partner
 Smoother integrated process
 More accurate targeting with higher ROI
RS benefits : stronger partnership CONNECT
PERFORM
GROW

40. 40
Buyer less
 Great user experience UX
More Control
 Product restrictions
 User management
 Internal approval workflow
Faster processing and savings on supplying costs :
 67 000 punch out sessions
 84 000 order lines / 27 000 orders
 >50% Process Cost Savings
 eProc 94%
Customer benefits

41. Key take away for success
41

42. 42
 Successful transversal Communication
 Listen to customer : Customization is key
 From Supplier to Partner
 Networking
Key take away for success

43. Thanks for attending
43

44. Andy Van Spijkeren,
Corporate Integration Manager
SoftwareONE

45. 45 © SoftwareONE AG 2015 | Confidential
SoftwareONE
SAP Ariba Live 2016

46. 46 © SoftwareONE AG 2015 | Confidential
Introduction and Service Overview | Content
1. Introduction | Business Model Overview
4. Learnings | Key Takeaways3. Catalog | Automation2. PyraCloud & Integration

47. 47 © SoftwareONE AG 2015 | Confidential
1. Introduction and
Business Model overview

48. 48 © SoftwareONE AG 2015 | Confidential
Who we are
• Privately owned since 1985
• Globally headquartered in Stans, Switzerland
• 26 years of experience in software licensing
• Local footprint in 82 countries, our more than 2000 certified expert consultants
• Learn more about SoftwareONE, visit us at http://www.softwareone.com
SoftwareONE helps IT leaders deliver their vision with greater confidence and clarity
A globally active Swiss Company:

49. 49 © SoftwareONE AG 2015 | Confidential
SoftwareONE Global – In your neighborhood, worldwide
Publisher Reach and Client base:
Portfolio to cover more than 7000 publishers,
Independent expertise on broad publisher portfolio,
from demand to design, nearly 2 million SKU’s managed
More than 24’000 clients globally
Employees: 2000 Customer-Service Oriented Licensing Specialists, 900+ MCP Licensing / 450+ MCP SAM
Total Sales 2014: over 4 billion USD – more than 40% growth year over year for the last decade
Office Locations: 62 subsidiaries, 82 countries, more than 120 Worldwide
Organization: Privately Held, Established Management for the last decade
Global Presence
Management
Patrick Winter
CEO
Hans Grüter
CFO
Christian Russ
CIO
Dieter Schlosser
COO & Transformation Leader

50. 50 © SoftwareONE AG 2015 | Confidential
Argentina
Bolivia
Brazil
Canada
Chile
Colombia
Costa Rica
Dominican Republic
Ecuador
El Salvador
Guatemala
Honduras
Jamaica
Mexico
Nicaragua
Panama
Peru
Puerto Rico
Trinidad & Tobago
Uruguay
US
West Indies
Austria
Belgium
Czech Republic
Denmark
Dubai
Finland
France
Germany
Hungary
Ireland
Israel*
Italy
Luxembourg
Netherlands
Norway
Poland
Portugal*
Romania
Russia
Saudi Arabia*
Slovakia
South Africa**
Spain
Sweden
Switzerland
Turkey*
UAE*
UK
Australia
China
Hong Kong
India
Indonesia
Japan
Malaysia
New Zealand*
Philippines
Singapore
South Korea
Taiwan
Thailand
Vietnam
Americas EMEA APAC
Transactional and Advisory capability across US, LATAM, EMEA, APAC with 2.000 consultants worldwide
* Currently establishing operations | **Middle & West Africa served out of South Africa
Global Software Sourcing | Where We Are Today

51. 51 © SoftwareONE AG 2015 | Confidential
Global Software Sourcing
PyraCloud Entitlement
s
Contracts
Azure
Dashboard
Procurement
(Integration)
Contacts
Microsoft VMware IBM Oracle SAP
Technology Services (TS)
Software Asset Management(SAM)
Software Procurement Service (SPS)
30 Years in
business
$5.5 bn
Revenue
2,500+
Personel
27K
Customers
9K Software
PublishersFoundation 172m SKUs
SPM Services
SPM Consulting

52. 52 © SoftwareONE AG 2015 | Confidential
2. PyraCloud & Integration

53. 53 © SoftwareONE AG 2015 | Confidential
PyraCloud & Integration | Master Data Management (MDM) ERP Catalog Management
Item Management
Item Services
• More than 58,000 requests handled in 2015 and created more
than 4.5 Million items in Global Database till date
• 50 countries in MDM Purchase Overview File 22 global
manufacturers with 90 license models.
• Item Creation & Maintenance
• Price File Maintenance
• Address Maintenance
Item Growth 2008: The beginning of MDM
2010: over 700,000 articles
2012: over 1,700,000 articles
2014: over 3,000,000 articles
2016: over 4,400,000 articles

54. 54 © SoftwareONE AG 2015 | Confidential
PyraCloud & Integration | Portal
• More than 4.4 million current products
• Customized & Scheduled Reporting
• Integration Hub & Web Services
We‘ll facilitate the procurement and administration of software throughout your company
Online Purchasing with
Customized Product Catalogs
• Supplier-independent online portal
• Allows for local billing in local currency
• Ability to mark favorites and most purchased
products
• Availability of corporate pricing dependent on
contracts
• Preferred source for your most needed products
Contracts & Agreements
• Overview of all your software contracts
• Contract management (for active subscriptions) and
maintenance overview including direct notifications
once due for renewal
• Serial numbers and corporate installation keys
• Simplified Enterprise Agreement True-Up Reporting
Management Engine
• Subscription Reporting Engine (e.g. for SPLA)
Asset Management
• One centralized overview for all your purchase
history details, globally
• Allocation of licenses per region / country or
Business Unit
• Inventory Manager
• Storage of all License proofs & invoices
• Corporate overview as well as overview per
subsidiary
Electronic Software Delivery
• Dedicated Software Download area to directly
download customized Software packages or
general Software products based on your contracts
Global Support Capabilities
• Global purchasing information with multi-language
and multi-currency options
• Access pricelists for all countries in which you are
eligible to purchase
• Global reporting overview as well as overview per
subsidiary
• Global Account Team information and collaboration
areas
PyraCloud enables global collaboration,
procurement, and license transaction
management

55. 55 © SoftwareONE AG 2015 | Confidential
3. Catalog | Automation

56. 56 © SoftwareONE AG 2015 | Confidential
Customer Integration means to connect our processes and systems with the
processes and systems of our customers to share the benefits offered to each.
Customer 1
Customer 2
Customer 3
Customer ...
Customer 1
Customer 2
Customer 3
Customer …
Punchout Catalog
Catalog | Automation | What is Customer Integration?
Static Catalog

57. 57 © SoftwareONE AG 2015 | Confidential
Catalog | Automation | End to End Process
Product
Catalogs
• Static Catalogs
• Online Catalogs
• Punchouts
(OCI, cXML)
End to End Process
Order
Management
• Price Requests
& Quotes
• Purchase
Orders
Handling and
Approvals
Billing
• Manual / Paper
Invoice
• Invoice created,
processed and
issued
electronically
• Credit Card
Reporting
• Transaction &
Sales History
• Asset History
• SAM History
(Bought vs.
Installed Base)
Proper Setup + End to End Thinking will effect in:
Transparency Efficiency Governance Compliance

58. 58 © SoftwareONE AG 2015 | Confidential
Catalog | Automation | Possible Integration Levels
Excel Price List PyraCloud Customized
Static Catalog
PyraCloud
Paper Invoice PDF Invoice
eMail
Supplier Network EDI
By Phone, Fax,
eMail
Software
Lifecycle Portal
Supplier Network EDI
Standard
Exports
Customer
Specific Export
Software
Lifecycle Portal
Web Services
Non-integrated Solutions Integrated Solutions

59. 59 © SoftwareONE AG 2015 | Confidential
4. Learnings | Key Takeaways

60. 60 © SoftwareONE AG 2015 | Confidential
Detailed Project Analysis
30-45
days
Punchout
30
days
Static Catalog
Initial effort (without kick-off): Punchout more effort and savings
Low implementation costs & efforts (resources)
Low maintenance costs & efforts (resources)
Low recurring effort for customer on monthly base
(regarding catalog approval, maintenance and data import)
High benefits for customer: user optimized business process interface
including search functionality, reporting & forms
Overall possibility for ROI
Comparison, Expectations & Timelines
Learnings | Static Catalogs & Punchouts

61. 61 © SoftwareONE AG 2015 | Confidential
Learnings | Type of Catalogs
Type of Catalog Level of Integration Continual
Improvement
Data Quality
(orders)
Reporting
Static Catalog  Integrated into
customers system
 Supporting more
Catalog Formats
and automated
Catalog delivery
 Customers able to
edit/change reports
 Customized
Content returned
 Automated Catalog
delivery (as Report)
 Joined Customer
references to our
managed item data
Punchout  Customers
integrated into
SoftwareONE
systems
 Cross connection of
Global Punchouts
(multiple countries
in one)
 Standardized
content returned
 Real-time Item Data
 Joined Customer
references to our
managed item data

62. 62 © SoftwareONE AG 2015 | Confidential
Learnings | Key Takeaways
Take away for Catalog Complexity Hybrid Solutions Evolve
and improve
Team
Buyers  Growing size and
demand on
frequency and
customization
 Placing Complex
Licensing orders
 Faster Catalog
Integrations
 Static & Punchout
Catalogs
 Customers trying
to do more with
less
Seller  More push to
Standardization
 Using our Portal
as central access
point
 Receiving the
Customers
license data
before the
Purchase Order.
 Increased
functionality
 Quote and Order
Transfer/Flip)
 Increasing Staff
to provide
support of
increasing
demand

63. 63 © SoftwareONE AG 2015 | Confidential
B2B Integration Portfolio | Result

64. Thank you
Contact information:
Andy van Spijkeren
Corporate Integration Manager | Business IT
SoftwareONE AG | Riedenmatt 4 | CH-6370 Stans |
Switzerland
Mobile: +41 79 694 6730
Direct: +41 41 619 00 11 |
Fax: +41 844 44 55 45
Email: andy.vanspijkeren@softwareone.com
www.softwareone.com

65. © 2016 SAP SE or an SAP affiliate company. All rights reserved. 65Public
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