Supplier Success on the Ariba Network

Supplier Success on the Ariba Network
Public
Bruno Labedan, Sr. Director Seller Account Management, SAP Ariba (SAP)
Patricie Satrapova, Sr. Network Integration Manager for APJ, SAP Ariba (SAP)
Michele Sarko, Chief Design Officer, SAP Ariba (SAP)
David Landsman, Global Director, Ariba Discovery, SAP Ariba (SAP)
Austin Whitehead, Sr. Director Solutions Marketing, SAP Ariba (SAP) / August 30, 2016

© 2016 SAP SE or an SAP affiliate company. All rights reserved. 2Public
Agenda
Executive Introduction
 Bruno Labedan, Sr. Director Seller Account Management, SAP Ariba (SAP)
Integration Options for Suppliers
 Patricie Satrapova, Sr. Network Integration Manager for APJ, SAP Ariba (SAP)
User Experience for Suppliers
 Michele Sarko, Chief Design Officer, SAP Ariba (SAP)
Ariba Discovery for Suppliers
 David Landsman, Global Director Ariba Discovery, SAP Ariba (SAP)
Tips for First-Time SAP Ariba Live Attendees
 Austin Whitehead, Sr. Director Solutions Marketing, SAP Ariba (SAP)
Lunch
Roundtable Discussions

Executive Introduction
Bruno Labedan, Sr. Director Seller Account Management, SAP Ariba (SAP)

Network Integration:
Buyer Integration, Supplier Integration, and Catalog Enablement
Patricie Satrapova, Sr. Network Integration Manager for APJ, SAP Ariba (SAP)

Introduction to network integration
Buyer integration Content enablement Seller integration
Open network,
multiplatform,
total spend
realization
Expecting 100
new
connections in
2016
Over 200M catalog
items, for 16M
users, in 100
countries
CIF, PunchOut,
BMEcat
Catalog enablement
services in 4 regions/
11 languages
7% of all trading
relationships are
integrated, globally
70% of volume, 35% of
spend is by integrated
sellers

Integrating Buyers
Document Automation

Buyer/seller integration overview
Rich and heterogeneous landscape
Buyers Sellers
Documents
flow automatically
Semi
Automation
No
Automation
Integration
Collaboration
MM add-on
MM PI adapter
SRM add-on
SNC add-on
Fusion adapter
SAP Ariba open adapter
Buyer custom-built adapter
SAP B1
SAP SD
D98A
X12
cXML
CSV
Full
Automation
PO, SeS
OC, ASN
INV
Web Form
E-mail Form
E-mail
cXML
Scan
Any ERP
system
Any ERP
system

How will the project work?
Process and timeline
Initiate
Confirm architecture
(network architect review)
Resource and program
readiness
Project introduction meeting
(kick-off)
Adapter install
Design
Requirements workshop
Mapping workshop
(design specification)
Build
Connection build
(adapter build or deployment)
Ariba Network
customizations
System/unit test
(end-to-end connectivity test)
Test
UAT testing
(build confirmed)
Integrated supplier testing
Production
Cutover activities
Go-live
Stabilization
(post go-live support)
Transition to support
Satisfaction survey
(post go-live)
Weeks 0-2 Weeks 3-5 Weeks 6-9 Weeks 10-14 Weeks 15+
Key:
Customer-driven task
SAP Ariba solution-
driven task

Integrating Content
Catalog Enablement

Catalog types and services
PunchOut catalogsStatic catalogs
Also called “hosted” or “CIF”
» Uploaded via the Ariba
Network or placed directly in
buyer’s SAP Ariba
Procurement solution
» Giving full control to buyers
New in 2016: BMECat catalogs
Catalog services: Buyers’ catalog strategy/program planning, seller catalog enablement
Buyers connect to
suppliers’ Web sites and
leverage all of their
features and functions
Catalogs in the SAP Ariba solution are available in two types:

Catalog enablement – typical timelines and resources
The time frame to enable catalogs is dependent
Catalog type Supplier with prior SAP Ariba solution experience
CIF
PunchOut
2–4 weeks
3–5 weeks
the specifics of the project
clarity of information on catalog content
availability of resources on supplier side
6 weeks
8 weeks
on

How will the project work?
Process and timelines
Initiate program
Resource and program
readiness
Project introduction
meeting (kickoff)
Review flight plan
Buyer design & build
Catalog strategy developed
Requirements
gathering sessions
Requirements review
and validation
Create catalog template
and education materials
Buyer approval of materials
Configure solution
(rules, templates, …)
Supplier builds catalog
Catalog suppliers
identified
Coordinate with integration team
(if applicable)
Contact and educate catalog
suppliers
Design/build
Catalog loaded to Ariba Network
and published to buyer
Testing for integrated and
PunchOut catalogs
Deploy to production
and post go-live support
Post-go-live
Transition supplier to
catalog maintenance
Supplier in maintenance mode
Repeat “supplier builds catalog”
for next waves
Key:
Weeks 0-1 Weeks 2-5 Weeks 6-14 Weeks 15-…
SAP Ariba solution
Buyer + supplier + SAP Ariba
Supplier
Buyer

Catalog enablement teams
French German Dutch Spanish Polish Czech
Bras.
Portuguese Thai Chinese Japanese English
Americas team
Catalog enablement is supported in English by default
Additional languages are possible upon availability
EMEA team APJ team
Catalog
experts
languages
15
3 languages
5
Catalog
experts
languages
11
7
Catalog
experts4

Integrating Suppliers
Supplier Enablement

Seller/buyer integration overview
Rich and heterogeneous landscape
Buyers Sellers
Documents
flow automatically
Semi
Automation
No
Automation
Integration
Collaboration
MM AddOn
MM NetWeaver PI Adapter
SRM AddOn
SNC AddOn
Fusion Adapter
Ariba open Adapter
Buyer custom built Adapter
SAP B1
SAP SD
D98A
X12
cXML
CSV
Full
Automation
PO, SeS
OC, ASN
INV
Web Form
E-mail Form
E-mail
cXML
Scan
Any ERP
system
Any ERP
system

Why could integration help you
• Real-time processing
• No manual intervention
Easier processing
• Ease of trading, bringing new business opportunities across partners
• New markets, factoring, dynamic discounting
Strengthened relationships
• Lesser disputes
• Optimized DSO (decreased by up to 25 days – Aberdeen Group Study
from 2009)
Faster cash cycling

Why could integration help you
• Largest document count/amount
• Automation
• Maximized project ROI
• Strengthened collaboration
• New business opportunities
ROI
Integrated
sellers
Docs#/$
Automation

How we help in setting the integrated collaboration
With our methodology and our experience of automation best practices
Design Confirm Run
• Highlight automation best
practices (industry, SaaS,
region) to buyer
• Drive design validation with
all stakeholders (internal and
external)
• Define optimum rollout plan
for integrated sellers
• Test solution with buyer
• Define pilot sellers to confirm
design
• Run testing with pilot sellers
• Build seller-focused
integration documentation
and test plan
• Coordinate buyer/sellers
activities during the projects
• Coordinate project phase
with each integrated seller:
planning, design, build,
testing, go-live, transition to
support
• For each seller, still consider
minimal testing effort buyer/
SAP Ariba solution/seller

Thank you
Contact information:
F name L name
Title
Address
Phone number
F name L name
Title
Address
Phone number
Thank you
Contact:
Patricie Satrapova
Network Integration manager for APJ
patricie.satrapova@sap.com
+610424176794

SAP Ariba Supplier Experience
Michele Sarko, SAP Ariba (SAP)

The opportunities for good design
to influence global commerce are virtually
untapped. Good design can increase
collaboration between companies by adding
transparency and trust.
Alexander Atzberger, President of SAP Ariba (SAP)

User experience principles

UX disciplines
Interaction
design
Content
strategy
Visual
design Producer
User
research
Behavior
and interaction
Customer
needs
and behavior
Look and
feel
Style, voice
and tone,
taxonomy,
and guidance
UX
Project
overview

+ Internal teams
Interaction
design
Content
strategy
Visual
design
Producer
User
research
UX
Product
management
Development
Sales and
marketing QA
Support
UX
Design
partners

Explore
Gain deep
customer empathy
Generate and evaluate
Get input on multiple concepts
Test and measure
Perform rapid
experimentation
User experience approach

User experience in action

Update on visual renewal
Styles and patterns
from SAP Fiori
Across all mobile
and cloud offerings

Visual renewal of the Ariba Network

• 1K downloads from 20+ countries
• iOS 70%, Android 30%
• Of the logins that were recorded, 76% of users and
86% of the companies have adopted the new UI
• Higher usage on orders than invoices in general
from list, details, and search
• Good usage on document timeline, order
confirmation, and view rejected invoice reasons
Mobile adoption of the Ariba Network

Supplier onboarding
What customers want
An end-to-end, guided onboarding
experience for supplier to begin
transacting quickly
An aggregated buyer view into
suppliers’ enablement status

Thank you!

Ariba Discovery and the Network Supplier
David Landsman – Global Director, Ariba Discovery, SAP Ariba (SAP)

Agenda
• What is Ariba Discovery?
• The importance of your profile
• Engaging the buyer
• Getting full value from your SAP Ariba relationship

What is Ariba Discovery?

The premier service for matching business buyers and sellers globally
Benefits for buyers
• Achieve incremental savings of 15%
• Reduce costs up to 75% for seller identification
• Save up to 90% of time for seller identification
• Base seller selection on better information
• Collaborate easily with sellers
Benefits for sellers
• Showcase your profile to buyers free
• Maintain high visibility for decision makers ready to buy
• Access a cost-effective lead source
• Grow your business
• Collaborate easily with buyers
 Over 1 million buyers
and sellers
 More than 20,000 product and
service categories
 Over 190 countries
 More than US$5 billion in business
posted per year
 Nearly 50,000 green and diverse
sellers

Profile Profile Profile

Your first interaction with the buyer!

Selling is adding value

Does this add value?

What’s missing?

Are YOU interested in winning a new customer?

Add value!!

Engage!!

Extract value!
Your relationship with SAP Ariba (SAP) is about more than sales!

The premier service for matching business buyers and sellers globally
Benefits for buyers
• Achieve incremental savings of 15%
• Reduce costs up to 75% for seller identification
• Save up to 90% of time for seller identification
• Base seller selection on better information
• Collaborate easily with sellers
Benefits for sellers
• Showcase your profile to buyers free
• Maintain high visibility for decision makers ready to buy
• Access a cost-effective lead source
• Grow your business
• Collaborate easily with buyers
 Over 1 million buyers
and sellers
 More than 20,000 product and
service categories
 Over 190 countries
 More than US$5 billion in business
posted per year
 Nearly 50,000 green and diverse
sellers

Thank youThank you
Contact information:
David Landsman
Global Director –
Ariba Discovery
david.landsman@sap.com
Twitter - @sourcingdavid
#SAPAribaLive

Top 5 Tips to Make Your SAP Ariba Live Experience
G.R.E.A.T.!
Austin Whitehead – Senior Director, Supplier Solutions Marketing, SAP Ariba (SAP)

Making SAP Ariba Live G.R.E.A.T.
1. Get the mobile app
2. Reach out to buyers
3. Engage with SAP Ariba resources
4. Attend breakout sessions
5. Talk with other suppliers
Meet me at
SAP Ariba
Live!

• View agenda
• Create your agenda
• View attendees
• Social media
• Send messages
• Contact exchange
• Search
• Provide feedback
(surveys)
Login name: Your e-mail
Login password: SAPAriba2016 (password must be changed upon initial login

• Add sessions filtered by sell track
• Receive agenda reminders
• Ask for help!

6:30 PM – 8:30 PM Commerce Pavilion
Best networking opportunity to meet buyers
Know your lanyard colors!
ROLE COLOR HOLDER
General Registrant (Buyers) Blue
Seller Registrant Orange
Speaker Purple
Sponsor Neon Green
Partner Green
Press/Media/Industry Analyst Grey
Blue Ribbon Royal Blue
Ariba/SAP Employee Black

• Welcome Reception and Commerce
Pavilion Opening:
• Tuesday, 6:30 PM–8:30 PM
• Sunset @ CÉ LA VI:
• Wednesday, 6:30 PM–8:00 PM

• SAP Ariba Demo Sourcing and Contract Management
• SAP Ariba Demo Procure-to-Pay with Ariba Spot Buy
• SAP Ariba Demo Finance / Payables
• SAP Ariba Demo Direct Materials and Supply Chain
• SAP Ariba Demo Supplier Solution
• SAP Fieldglass Demo Contingent and Services Procurement
• Concur Demo Travel & Expense
SAP Ariba Solutions Zone
• SAP Ariba Discussion Ariba Discovery
• SAP Ariba Discussion SAP Ariba Benchmarking Program
• SAP Ariba Discussion Supplier Enablement
• SAP Ariba Discussion Network Connectivity
• SAP Ariba Discussion Consulting
SAP Ariba Collaboration Zone

Registration
Food Breaks
Breakouts
Breaks
Receptions/
Parties
Keynotes
Commerce
Pavilion
Exec Forum
Workshops
Mon. Aug 29 Tue. Aug 30 Wed. Aug 31
General Session
8:30 a.m. – 10:30 a.m.
Welcome Reception
6:30 p.m.-8:30 p.m.
Pre-Conference Workshop
Session 1
10:00 a.m. – 12:00 p.m.
Arrivals|OnsiteRegistration
8:30a.m.–8:00p.m.
Breakout Rotation 1
11:00 am – 12:15 p.m.
Lunch
12:15 p.m. – 1:45 p.m.
CommercePavilion
7:30a.m.–6:15p.m.
Breakout Rotation 2
1:45 p.m. – 3:00 p.m.
Break ::3:00 p.m. – 3:15 p.m.
Breakout Rotation 3
3:15 p.m. – 4:30 p.m.
General Session
8:30 a.m. – 10:30 a.m.
Breakout Rotation 5
11:00 a.m. – 12:15 p.m.
Lunch
12:15 p.m. – 1:45 p.m.
Women in
Leadership Lunch
12:15 p.m. – 1:45 p.m.
Breakout Rotation 6
1:45 p.m. – 2:45 p.m.
Break 2:45 – 3:15 pm
Breakout Rotation 7
3:15 p.m. – 4:15 p.m.
OnsiteRegistration
7:00a.m.–6:15p.m.
OnsiteRegistration
7:00a.m.–5:30p.m.
CommercePavilion
7:30a.m.–5:30p.m.
Break 10:30 a.m.– 11:00 a.m. Break 10:30 a.m.– 11:00 a.m.
Conference Ends
5:30 p.m.Reception – Sunset @CE LA VI
6:30 p.m. – 8:00 p.m.
ExecutiveForum
8:00a.m.–5:00p.m.
Morning Break
9:00 a.m.– 10:00 a.m.
Session 2
1:00 p.m. – 3:00 p.m.
Session 3
3:15 p.m. – 5:00 p.m.
Afternoon Break
3:00 p.m.– 3:15 p.m.
Lunch
12:00 p.m. – 1:00 p.m.
Breakfast
7:30 a.m. – 8:30 a.m.
Break ::4:30 p.m. – 5:00 p.m.
Breakout Rotation 4
5:00 p.m. – 6:15 p.m.
Breakfast
7:30 a.m. – 8:30 a.m.
Break 4:15 – 4:30 pm
Breakout Rotation 8
4:30 p.m. – 5:30 p.m.
MUs Dinner – On your own
8:00 p.m. onwards
Supplier Reception - Orchid
4204; 5:30 p.m.-6:30 p.m.

Tuesday, August 30 (11:00-12:15)
Sell
Simpor 4811
Lauren Gunatileka
Supplier Success on the Ariba Network
Discover how to make the most of the
SAP Ariba Live event in Singapore, and
learn all about community engagement
and new ways for suppliers to be
successful on the Ariba Network. Hear
from our Seller Account Management
team members and, more important, from
highly engaged sellers on the Ariba
Network who can teach you how to
replicate their success. Join this session
for an overview of features and benefits
the Ariba Network offers suppliers,
information on enablement and
integration, and a discussion of where you
as a supplier are in the e-commerce
lifecycle.
Bruno Lebedan, Senior Director, Seller
Account Management at SAP Ariba
Discovery Speaker
Transacting Supplier
Sell
Simpor 4811
Gale Daikoku
Using E-Commerce to Automate Your
Collaborative Business Transactions
Leading sellers are using B2B e-commerce
to automate their business collaborations
with customers. E-commerce enables them
to reduce costs associated with manual
document keying, to drive up customer
satisfaction through faster, more accurate
response rates to customer purchase
orders, and to achieve cleaner, more
accurate invoices. Join this panel of leading
sellers as they discuss when and how
suppliers can leverage the different
transactional and integration options
available on the Ariba Network.
Sarah May Trueman – Complete Office
Supplies
Xavier Etienne - Managing Director -
Singapore/Malaysia
Shane Wisniewski - Corporate Applications
Team Leader
Tuesday, August 30 (3:15-4:30)+B25:B34
Sell/ Buy
Simpor 4811
Austin Whitehead
Best Practices in Catalog Strategies
What are the options for sellers and buyers
collaborating on content? Join a panel of
leading sellers and buyers as they discuss
their strategies and preference for hosted
CIF versus PunchOut s. 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 s to
drive up compliance to contract terms and
to improve the user experience.
Michiel Dorhout Mees – Dimension Data
Russell Stebbins, P2P Business Architect,
Ally Financial
Philip Remington - InsightTechnologies
Wednesday, August 31 (4:30-5:30)
Sell/TL
Simpor 4811
Jeanne Rodriguez
Selling E-Commerce to Your Leadership
Your customers are implementing a
procurement solution. Learn how to change
beliefs, shift thinking, and drive
conversations and change within your
company to shift from operationally focused
e-commerce to customer-centric digital
commerce and help your company flourish.
You'll also gain insights into how to get to the
future and create a change organization.
Hiroyuki Kaneda - Misumi Group
Mr. Grahame Davidson - Brand Specialist
IBM B2B e-Commerce
Sell/TL
Simpor 4811
Jeanne Rodriguez
Selling in the Next Generation – How
Millennials and Technology Are
Revolutionizing the Way We Do
Business
It’s all about social, mobile, and digital
commerce! Millennials have grown up
with technology alongside them. To
reach the millennial consumer today,
businesses need to be tech-savvy and
understand how advances like mobile
and social computing have influenced
how we market to this group. In this
session, hear how technology is
changing the way companies build
relationships with their customers and
the impact this has on delivering
superior customer service and improving
sales.
Sean Sands -
Associate Professor and Managing
Director, ACRS, Department of
Marketing, Monash Business School

Customer/Sell
Roselle 4611
Samantha Koh
Buyer Learning Session: How to Talk to Your
Suppliers About the Value of Joining the Ariba
Network
This panel discussion will cover how to
address and overcome objections that
suppliers may have about participating in your
strategic e-commerce initiative. Remember, as
a buyer, you determine what value your
suppliers receive from e-commerce. So join us
to learn the value that e-commerce can deliver
for your suppliers and what you can do to give
them an incentive to participate.
Angela Maniscalco - Insight Technologies
Chris Tearle - Clarius
Austin Whitehead - SAP Ariba
Blue Ribbon/ Buy/Sell
Roselle 4711
Samantha Koh
How to Bring Suppliers to the Ariba Network
Every great transformation starts with the
end in mind. Enabling suppliers on the Ariba
Network is no different. Join this session
and learn from the experts as they share
how they have successfully enabled
suppliers and achieved great results in
getting their spend and documents digitized
on the Ariba Network. You'll hear the
perspective of suppliers, buyers, and the
SAP Ariba solutions team – starting with the
up-front business case and diving into the
details of the actual enablement. You will
also learn about exciting new developments
in the Ariba Network that support our vision
to help buyers and suppliers simplify
commerce with a single platform, including
a new, free supplier enablement option and
improved supplier packaging and pricing.
Jasper Chong, Head of SMO - SAP Ariba
Sandra Hoerner, Head of B2B Integration
Services - SoftwareONE Veerakumar
Kandaswamy / Prakash - Cognizant Yi Zhu,
Chief Consultant - Zber (Beijing Uniwisdom
Inc.)
Blue Ribbon/ Buy/Sell
Roselle 4711
Samantha Koh
How to Bring Suppliers to the Ariba
Network
Every great transformation starts with the
end in mind. Enabling suppliers on the
Ariba Network is no different. Join this
session and learn from the experts as they
share how they have successfully enabled
suppliers and achieved great results in
getting their spend and documents digitized
on the Ariba Network. You'll hear the
perspective of suppliers, buyers, and the
SAP Ariba solutions team – starting with
the up-front business case and diving into
the details of the actual enablement. You
will also learn about exciting new
developments in the Ariba Network that
support our vision to help buyers and
suppliers simplify commerce with a single
platform, including a new, free supplier
enablement option and improved supplier
packaging and pricing.
Jasper Chong, Head of SMO - SAP Ariba
Sandra Hoerner, Head of B2B Integration
Services - SoftwareONE Veerakumar
Kandaswamy / Prakash - Cognizant Yi Zhu,
Chief Consultant - Zber (Beijing Uniwisdom
Inc.)
Customer / Sell
Peony 4511
Viji Doraiswamy / Stefanie Haar
SAP Ariba Solution Integration Road Map
In this session you will learn about the cloud
integration strategy for SAP Ariba solutions,
understand the release cycle, and get a
preview of the planned cloud integration
releases. The session will elaborate on how
SAP Ariba solutions integrate with SAP and
non-SAP software systems, both on the buy
side and sell side, and also the new features
and functionalities being planned for the future.
Manoj Narayan, Sr. Director and Head of
Cloud Integration Product Management
Manish Jaiswal – VP Engineering
Customer/Sell
Roselle 4611
Viji Doraiswamy / Stefanie Haar
Network Integration and Catalog Enablement
Services Overview for Buyers and Suppliers
Integrating through the Ariba Network provides
the most efficient way to transact with your
business partners. In this session, you will
explore the benefits of different integration
options for buyers and suppliers to connect to
the Ariba Network and methods for enabling
catalogs. You will also learn how the Network
Integration Services team will support your
integration needs when connecting to the
Ariba Network and enabling catalogs--as a
buyer or supplier. You won't want to miss how
they can help make the process a fast, simple,
and seamless experience for you.
Manish Jaiswal, VP, Engineering, Ariba Cloud
Integration, SAP Ariba
Jason Jablecki
Patricie Satrapova

5:30 PM–6:30 PM – Orchid 4204
Meet with SAP Ariba Supplier Management
Organization leadership
Kick off your night with fellow suppliers

Meet with suppliers and partner sponsors:
• Networking reception
• Meals
• Breaks
• Remember to use the
mobile app to connect

Making SAP Ariba Live G.R.E.A.T.
Meet me at
SAP Ariba
Live!

Lunch and roundtable discussions
Lunch: Orchid 4304 & 4305
Roundtable discussions
• SAP Ariba (SAP) employees will come to each table to discuss the topics below. They will
rotate so everyone has a chance to cover each topic.
Roundtable topics:
• Supplier enablement
• Integration and catalogs
• Ariba Discovery
• Supplier support

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