Leading sellers use Ariba Network to drive exposure of their product content to procurement organizations and individuals at their key accounts, and leading procurement organizations use online catalogs to drive up compliance to contract terms and to improve the user experience. But what are the options for buyers and sellers collaborating on catalog content? Join a panel of leading sellers and buyers discussing their catalog strategies and preference for hosted CIF versus PunchOut catalogs.

1. #AribaLIVE
@ariba
#AribaLIVE
@ariba
Best Practices in Content
Management
© 2015 Ariba, Inc. All rights reserved.
Kirsty Powell, Finance Director, North America Procure to Pay,
Avery Dennison
Brady Seiberlich, IT eProcurement & Development Manager,
National Business Furniture
Lisa Chapman, Sr. Manager AMER PremierConnect and
Global Portal, Dell
April 9, 2015

2. #AribaLIVE @ariba#AribaLIVE @ariba
Catalog Content Management Strategies:
Your Options
© 2015 Ariba, Inc. All rights reserved.2
PunchOut catalog
cXML integration to the
eCommerce site
No online catalog
Non-catalog purchase orders;
invoice against contract
Hosted catalog
Uploaded for buyer approval in
Catalog Interchange Format (CIF)

3. #AribaLIVE @ariba#AribaLIVE @ariba
Today’s Presenters
• Kirsty Powell
 Finance Director, North America Procure to Pay
• Brady Seiberlich
 IT eProcurement & Development Manager
• Lisa Chapman
 Sr. Manager AMER PremierConnect and Global Portal
© 2015 Ariba, Inc. All rights reserved.3

4. #AribaLIVE @ariba#AribaLIVE @ariba
Avery Dennison
Business Overview
© 2015 Ariba, Inc. All rights reserved.4
• Who are we
• Company History

5. #AribaLIVE @ariba#AribaLIVE @ariba
Avery Dennison and Ariba
© 2015 Ariba, Inc. All rights reserved.5
Under
consideration
Not owned
UpstreamModules
Downstream
Modules
Owned & Deployed
Owned, integration
needed

6. #AribaLIVE @ariba#AribaLIVE @ariba
CIF vs. PunchOut
CIF (Hosted Catalog)
• Itemized catalog is loaded by
supplier (or administrator) into Ariba
• Category Manager controls and
approves versions before they are
live for use
• Content and price controls
• Good for low complexity,
low-volume specs
© 2015 Ariba, Inc. All rights reserved.6
PunchOut
• Buyer punches out to supplier website to
purchase items and brings them back to
Ariba for GL mapping and approval
• Supplier manages maintenance and
pricing. Client has no control over pricing
developments after initial go live
• Good for complex,
high-volume specs

7. #AribaLIVE @ariba#AribaLIVE @ariba
Catalog Usage
© 2015 Ariba, Inc. All rights reserved.7
Europe
29%
71%
CIF
41%
59%
CIF
NA
CIF vs PunchOut Catalogs CIF vs PunchOut Spend
Europe
90%
CIF
30%
70%
CIF
NA
10% PunchOut
Europe
50%
Punch-
Out
50%
CIF
77%
PunchOut
23%
CIF
NA
CIF vs PunchOut PO Count
North America
66%
Non-
Catalog
6% Catalog
94%
Non-
Catalog
Spend ($)
Europe
94% Non-
Catalog
4% Catalog
96% Non-
Catalog
6% Catalog
Spend (€)PO Count
on Catalog
PO Count
on Catalog
34% Catalog
PunchOut PunchOut

8. #AribaLIVE @ariba#AribaLIVE @ariba
© 2015 Ariba, Inc. All rights reserved.8
• Match to spend type
• Controls on compliance
• Buyers must be
pushed to the catalog
Best Practices and Lessons Learned
• Infrequent users may
drive delays in
loading CIF
• Just having a catalog
doesn’t drive the
benefits of the catalog

9. #AribaLIVE @ariba#AribaLIVE @ariba
Performance Indicators
• Buyer compliance in use of Catalog and Ariba vs rogue spend
• Spend and PO volume
• Supplier compliance to catalog price
© 2015 Ariba, Inc. All rights reserved.9

10. #AribaLIVE @ariba#AribaLIVE @ariba
Future Steps
© 2015 Ariba, Inc. All rights reserved.10
Drive compliance
to catalogs
Increase use to
further categories
Expand to services

11. #AribaLIVE @ariba#AribaLIVE @ariba
Today’s Presenters
• Kirsty Powell
 Finance Director, North America Procure to Pay
• Brady Seiberlich
 IT eProcurement & Development Manager
• Lisa Chapman
 Sr. Manager AMER PremierConnect and Global Portal
© 2015 Ariba, Inc. All rights reserved.11

12. #AribaLIVE @ariba#AribaLIVE @ariba
National Business Overview
© 2015 Ariba, Inc. All rights reserved.12
• Who are we
• Company History
• Ariba History
• Sales Increase
• e-Commerce Growth
• Where we are today

13. #AribaLIVE @ariba#AribaLIVE @ariba
CIF vs. PunchOut
• Why CIF
• Why not PunchOut
• What drives us
• What works for us
• What works for our customers
© 2015 Ariba, Inc. All rights reserved.13

14. #AribaLIVE @ariba#AribaLIVE @ariba
CIF Catalogs
© 2015 Ariba, Inc. All rights reserved.14
• 15% of customers use CIF catalogs
• Generic catalogs
• Customers use for shopping
and browsing
• Use the ability as a selling point
• Customer drives if they get a
CIF catalog

15. #AribaLIVE @ariba#AribaLIVE @ariba
Benefits of CIF
© 2015 Ariba, Inc. All rights reserved.15
Sales increases and repeat customers
Reduce time receiving payments
Faster order to ship times
Reduction of human touches
Improving accuracy

16. #AribaLIVE @ariba#AribaLIVE @ariba
Catalog-Driven Orders Increase
Accuracy
© 2015 Ariba, Inc. All rights reserved.16
eCommerce
30
25
20
15
10
5
0
Products
Minutes
Efficiencies in ordering
Phone
1 5 10 20

17. #AribaLIVE @ariba#AribaLIVE @ariba
© 2015 Ariba, Inc. All rights reserved.17
• How to get started
• What is driving this
decision
• Start small
• Keep it basic
Best Practices and Lessons Learned
• Manage expectations,
both internally and
externally
• Use lessons learned
from previous installs
• Steer sales in a
feasible direction

18. #AribaLIVE @ariba#AribaLIVE @ariba
Performance Indicators
• Order count for companies using a
CIF catalog
• Order history
• Furniture sales are hard to measure
• Accuracy of ordering
© 2015 Ariba, Inc. All rights reserved.18

19. #AribaLIVE @ariba#AribaLIVE @ariba
Future Steps
© 2015 Ariba, Inc. All rights reserved.19
Let customer
drive
Be there as a
sales support tool
Looking to
expand
Continuous
growth

20. #AribaLIVE @ariba#AribaLIVE @ariba
Today’s Presenters
• Kirsty Powell
 Finance Director, North America Procure to Pay
• Brady Seiberlich
 IT eProcurement & Development Manager
• Lisa Chapman
 Sr. Manager AMER PremierConnect and Global Portal
© 2015 Ariba, Inc. All rights reserved.20

21. #AribaLIVE @ariba#AribaLIVE @ariba
What Is Dell PremierConnect?
© 2015 Ariba – an SAP company. All rights reserved.21

22. #AribaLIVE @ariba#AribaLIVE @ariba
The Benefits of Using Fully Integrated
Online Catalogs
© 2015 Ariba – an SAP company. All rights reserved.22

23. #AribaLIVE @ariba#AribaLIVE @ariba
© 2015 Ariba – an SAP company. All rights reserved.
Catalog Content Enablement Process
23

24. #AribaLIVE @ariba#AribaLIVE @ariba
© 2015 Ariba – an SAP company. All rights reserved.
Catalog Content Enablement Process:
PunchOut Enablement in Depth
24 © 2015 Ariba – an SAP company. All rights reserved.

25. #AribaLIVE @ariba#AribaLIVE @ariba
C
B2B System High-level Overview
Customer ERP/SCG
B2B Direct B2B Preview Shopping Experience
PunchOut
Order Requisition
Purchase Order
Buyer Hosted & CIF Catalog
External Interface Management
Commerce Foundation
ServicesTierDataTier
B2B_Tools
B2B
Services
B2B_Log B2B_Staging_Log
Custom Maps Management
Custom Map Service
B2B customer profile and
logging management
B2B Tools
BHC, POR, ASN, POC,
CIW
Document Service
25 © 2015 Ariba – an SAP company. All rights reserved.

26. #AribaLIVE @ariba#AribaLIVE @ariba
Tips for Successful Integration
Dedicated technical contact for project duration
Agreed-upon project schedule
Catalog with pre-negotiated products and pricing
Ability to send electronic POs, taking full advantage of your
ERP investment
An executive commitment
A commitment to utilization
© 2015 Ariba – an SAP company. All rights reserved.26

27. #AribaLIVE @ariba#AribaLIVE @ariba
© 2015 Ariba – an SAP company. All rights reserved.27
Success Story

28. #AribaLIVE @ariba#AribaLIVE @ariba
© 2015 Ariba – an SAP company. All rights reserved.28
Success Story

29. #AribaLIVE @ariba#AribaLIVE @ariba
Thank you!
© 2015 Ariba, Inc. All rights reserved.29