1. MC
Smart Invoicing
Move Beyond Scanning
to Achieve Touchless
Invoice Processing
James Tucker, Ariba
Will Chen, Deutsche Bank
© 2012 Ariba, Inc. All rights reserved.

2. Smart Invoicing: When Good Enough Isn’t
PayStream Advisors
Zero - Touch
Paper Free
Imaging
Enabled
Paper
Based
Manual Workflow E-Invoicing Smart Invoicing
2 © 2012 Ariba, Inc. All rights reserved.

3. How Does Your Organization Measure Up?
Invoice Automation Benchmarks
Key Performance Indicator (KPI) Laggards Average Innovators
Invoice cycle time receipt-to-approve (P) 45 days 21 days 5 days
(13 days EU)
Invoices per FTE (H) 6,797 11,364 32,830
(8463 EU)
Invoices with errors and exceptions (A) 30% 28% 12%
First pass match rate (H) 65% 70% 85%
(59% EU)
Percent of electronic invoices (H) 7% 25% 67%
(9% EU)
Inquiries per 10,000 Invoices (H) n/a 756 n/a
(1091 EU)
(P) PayStream Advisors
(H) The Hackett Group
(A) Aberdeen
(B) Billentis
3 © 2012 Ariba, Inc. All rights reserved.

4. Invoice Exception and Error Rates
• On average 11% of invoices
have errors
• On average 17% of invoices
have exceptions
~ AND ~
• 37% of AP staff time spent
responding to inquiries
4 © 2012 Ariba, Inc. All rights reserved.

5. Best Practice: Ariba Smart Invoicing
 The best invoice solution is the one that is TOUCHLESS  Lower AP/AR Costs
 Ariba Smart Invoicing drives auto post rates of 98% compared to  Faster Cycles
less than 60% with other solutions  Lower Risk
Supplier Portal provides real-time
Procure-to-Pay access to invoice and payment
status eliminating inquiries to AP
Invoice
Number
PO
GST/VAT Invoice
Acct Compliance
Date
Coding Commerce
Price Qty
Compliance Network
Threshold Ship to Invoice
Contract Address
Match Unit Amt
Threshold
Pay
Bill-To
Address • 37% of AP staff time spent
• 11% of invoices have errors responding to inquiries
• 17% of invoices have exceptions
Over 70 configurable rules that Order-to-Cash
capture errors and exceptions
before they reach AP
5 © 2012 Ariba, Inc. All rights reserved.

6. Smart Invoicing
THE Business Driver for Strategic Savings
E-Invoice considered THE document regarding
working capital optimization (3-for-1)
E-Invoice considered THE document
regarding VAT reclaim (7-for-1)
E-Invoice considered THE
document regarding contract
compliance (9-for-1)
E-Invoice considered THE document
to maximize discount capture (2-for-1)
6 © 2012 Ariba, Inc. All rights reserved.

7. MC
Smart Invoicing
Move Beyond Scanning to Achieve
Paperless Invoice Processing
Will Chen – Director, Global Transformation
Lead
© 2012 Ariba, Inc. All rights reserved.

8. Deutsche Bank Overview
Company Overview
• Deutsche Bank is a leading global investment bank with a substantial private clients
franchise. Its businesses are mutually reinforcing.
• A leader in Germany and Europe, the bank is continuously growing in North America, Asia
and key emerging markets.
• With more than 100,000 employees in 72 countries (as of March 31, 2012), Deutsche Bank
offers unparalleled financial services throughout the world.
Products and Services
• Private and Business Clients
• Private Wealth Management
• Asset Management
• Markets
• Corporate Finance
• Global Transaction Banking
8 © 2012 Ariba, Inc. All rights reserved.

9. Procurement Operations History
As recently as seven years ago, Deutsche Bank had few
purchase orders and no invoice automation:
• Most operating locations had a local AP process
♦ No 3-way matching, no standard PO process
♦ Invoices approved/Cost Center and GL coded/manually via paper forms
• Deutsche Bank growth over last 10+ years made these
processes inefficient, unsustainable, and expensive
♦ Primary in-scope countries: Germany, US, UK, Singapore, Hong Kong,
Australia/New Zealand, Spain and Japan
o 2011 metrics: ~600K invoices processed representing €6.6B in spend
across ~35,000 vendors
9 © 2012 Ariba, Inc. All rights reserved.

10. Global Transformation Program
WE ARE HERE
Upgrading P2P architecture globally
Phase 5
Phase 4 Q4 2011 – 2012*
• Ariba Buyer
implementation
Phase 2/3 2011 – Q1
• Upgrade of P2P
• SAP Back-end
Portal
changes
2010
Phase 1 • Ariba Invoice
Management
implementation
P2P – Phase 2 2008
• Vendor Portal
Release 2 • Ariba Network
• Policy
P2P - Phase 1 • eInvoicing and enhancements:
“Lift &Shift” 2005 No-PO-no-Pay Payment Term
policy policies, central
2004 • Global Platform
(P2P Portal) mailbox
• Staged transfer of
• Workflow The Global Transformation Programme is a five phase programme to
DB processes to
changes standardise and upgrade the P2P architecture globally.
APS Delivery
Centers
• Implementation of
new sourcing tools
10 © 2012 Ariba, Inc. All rights reserved.

11. Solution Architecture
11 © 2012 Ariba, Inc. All rights reserved.

12. Implementation Approach
1. Work with our BPO and Systems Implementation partner Accenture on the
Global Transformation Program
2. Enable 2 invoice submission channels: electronic invoices via Ariba
Network (preferred method) and paper invoices via Accenture invoice
conversion process
3. Continuous supplier enablement to the Ariba Network; ultimate goal is to
achieve 80% eInvoice target
• Prioritize by focusing on highest invoice transaction vendors before moving to “tail”
• Dedicate project resources to the supplier enablement initiative
4. Use “carrot and stick” approach
• Emphasize benefits of eInvoicing, including more accurate and timely payments
• Mandate eInvoicing requirement via internal and supplier facing policies and work with
category management team to reinforce requirements with vendors
• Provide faster payment terms for vendors for eInvoicing (ie NET 30 vs. NET 45 / 60)
12 © 2012 Ariba, Inc. All rights reserved.

13. Success to Date
• Onboarded 3700+ suppliers onto the Ariba Network
• Reduced BPO costs by ~35%
• Invoice automation for improved efficiency and accuracy
♦ Processing went from 100% paper to over 60%
e-invoicing in our target regions over 3-year period
♦ ~370,000 invoices in 2011 were processed
electronically representing €3.4B in spend
♦ Invoice cycle time reduced dramatically for eInvoices
(~10 days) compared to paper invoices; as a result,
on-time payments have improved
♦ Early Pay Discount capture of €3.3M in 2011
13 © 2012 Ariba, Inc. All rights reserved.

14. Key Learnings
• Target the right vendors. Transaction analysis more important
than spend analysis. Supplier rationalization should be aligned
with vendor enablement program (reduce the “tail” first).
• Dedicated resources with policy mandates were key to project
success; however, it can also lead to unintended behavior
change with users (i.e. retrospective / back-end PO’s)
• Opportunity areas:
Communicate eInvoicing benefits to vendors; have an escalation model
in place; collaborate with Ariba
Robust integration between Ariba products for seamless
end-to-end processes
14 © 2012 Ariba, Inc. All rights reserved.

15. Next Steps
• Complete Ariba Buyer implementation to replace our
existing SAP SRM eProcurement tool
• Continue our supplier enablement program for eInvoicing
• Expand Early Pay Discount program (€5.0M target for 2012)
• Expand our P2P solution to other DB target countries in
2012 and beyond
• Optimize IT Consulting Services spend
15 © 2012 Ariba, Inc. All rights reserved.

16. James Tucker
Global Director Solution Marketing
Q&A Ariba
Ariba Network & Finance Management
+1.650.390.1702
jtucker@ariba.com
Procure-to-Pay
Network Order-to-Cash
Manage Cash Better
What this new Smart Invoicing
infographic has to say
http://www.ariba.com/solutions/manage-cash.cfm
may surprise you. Take a look.
Manage Cash http://www.ariba.com/pdf/SmartInvoicing-Ariba.pdf
Wednesday, May 30 (14:30-15:45)
Mare Nostrum F
Smart Invoicing: Move Beyond Scanning to Achieve Paperless Invoice Processing
Wednesday, May 30 (16:00-17:15)
Mare Nostrum F
The Big Finance Payoff: Top Performance Metrics and How to Achieve Them
Wednesday, May 30 (17:30-18:45)
Mare Nostrum F
e-Invoicing VAT Compliance Workshop: A Legislative Framework for Electronic Invoices
Thursday, May 31 (10:00-11:15)
Llevant
Managing Cash Better in an Era of Limited Growth
Thursday, May 31 (11:45-1:00)
Llevant
Streamlining Your Accounts Receivables with Outbound Invoicing
16 © 2012 Ariba, Inc. All rights reserved.

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17 © 2012 Ariba, Inc. All rights reserved.