The New Economics of Commerce

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SAP Ariba

Kate Vitasek's presentation on the new economics of commerce given at the San Francisco Ariba Commerce Summit 2011.

Business Technology

San Francisco
October 25, 2011

1 ** Ariba Confidential© 2011 Ariba, Inc. All rights reserved.

The New Economics of
Commerce
- Kate Vitasek
10.25.11

AribaLIVE 2012 – Las Vegas
(April 10-12)

Gum packs

Scratch-off cards

Belly band on
journal books

3 © 2012 Ariba, Inc. All rights reserved.

Best Practices in Buyer-Seller
Collaboration

A Panel Discussion

© 2011 Ariba, Inc. All rights reserved.

Buyer Perspective on Collaborating
with Sellers
How Enterprises Plan to Communicate with Sellers*

Less Today’s communication methods

80% manual Planned methods
• 72% of buyers rate
supplier enablement as a Less B2B
top priority EDI Channel
60%
• 30% of buyers are tasked
to reduce costs in the % of Respondents

source to pay process
40%
• Electronic
sourcing, ordering and
invoicing has become the
preferred means of buyer- 20%
seller communication

0%
Email Fax Phone EDI Supplier XML
networks
*SOURCE: Aberdeen Group
N=1,400

5 © 2011 Ariba, Inc. All rights reserved.

Seller Perspective: Great Results!
What Benefits Are you Gaining from eCommerce and Online Channels?

Best-in-Class Sellers Increased revenue from
new customers
• Gain an average of
Increased revenue from
28% increased sales in existing customers
new accounts
Increased retention rates
• Gain 32% increase in
existing accounts Greater sales/account
management productivity
• Increase retention
rates by 33% Greater customer satisfaction

Better differentiation of your
products/services offering

0.0% 20.0% 40.0% 60.0%

Best-in-Class
All Others
N=166

6 © 2011 Ariba, Inc. All rights reserved.

Introductions

• Mike Meiring
eEnablement Services Manager

• Robert Calvert
B2Bi Program Manager

• Jason Kurtz
Vice President, Network and
Financial Solutions

7 © 2011 Ariba, Inc. All rights reserved.

8 © 2010 Ariba,2010 All rights reserved. reserved.
© Inc. Ariba, Inc. All rights

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