What Buyers Are Looking for in Spot Quote Responses

#AribaLIVE
What Buyers Are Looking for in Spot
Quote Responses
Cal Miller, Vice President, Business Development, Blue Marble Media, Inc.
Erwin Fritz, Manager Support Division, Triple C International
Keerthika Nagarajan, CEO & Manager, Delta Multimedia Services
Jaime Castro, eBusiness Manager, Finning South América
© 2014 Ariba – an SAP company. All rights reserved.
@ariba

WHAT BUYERS ARE LOOKING
FOR IN SPOT QUOTE RESPONSES
Cal Miller, Vice President, Business Development, Blue Marble Media, Inc.
© 2014 Ariba – an SAP company. All rights reserved.2

New Business Development Options
• Cold calls
• Govt & industry purchasing organizations (pay membership fees)
• Biz–Dev outsourcing services / independent
sales reps
• Buying mailing lists & email lists
• RFPs / RFIs (need to be invited)
• Network events
• And there is Ariba Discovery...
(We’ve all tried most of these)

Cost to Develop New Business
• Time / in-house resources / outside resources
• Travel / out-of-pocket money
• Wasted efforts on unqualified prospects
• Coordination of email, snail mail,
calls, tradeshows, etc.
• Webinar sponsorships
• Sales consultants
We all know the REAL cost is more than budgeted, so here are
some common (and often ineffective) uses of marketing money.

Is there a better way?
Is there an option that makes business
sense & can net a measurable ROI?
Yes... Ariba Discovery.
And it really works.

Benefits of Ariba Discovery
• Time saved, efficient,
professional, good value and
access to large companies
• The best benefit...long-term
plan strategy / building
blocks approach / cost
management and savings
• “Good House Keeping Seal”
for large companies
The best reason for sellers to use
Discovery is that it is a practical and
cost-efficient marketing strategy for
long term… it really makes sense

Navigating the Network
• Your Profile / References / Attachments
• Responding to an introduction
request – do‘s & don‘ts
• Managing your account
• Getting help – lots of support
to assist you!
To make Ariba Discovery work, you have
to do your part ... it is not a magic genie
that just brings in revenue ...
it’s a collaborative solution

Make a Plan
• Develop your messages (high level and strategic)
• Organize your message support docs
• Follow up!
So how does Ariba Discovery work for Sellers? What about
a single “Spot Buy” scenario?

QUESTIONS?

#AribaLIVE
Triple C International
Erwin Fritz, Manager Support Division
March 18th
@ariba

Erwin Fritz, Manager Support Division
WHAT BUYERS ARE LOOKING FOR
IN SPOT QUOTE RESPONSES

Triple C International
Chilean company founded in 2008
Created to provide solutions to the mining
industry in supplies procurement and logistics
Services
Parts supply,
pieces and
components for
the mining
industry (OEM)
Supplies
for mining
camps
(OEM)

Process Chart
ARIBASELL
Parts Supplier and
Specialized
Purchasing
end-to-end
e-Commerce
purchase platform
Client:
Has Assets
that Need
Parts
User:
Mine Site Final
(Assets)
Customer who
needs solutions
Buyer: Purchase Agent
BUY

Why the Company Began
with QMarket
• Our clients had implemented their purchase system with Qmarket and
our bases where designed to work in e-Commerce
• Initial Supplier Mindset: was to work with Qmarket to grow and serve our
Clients in a more efficient way
• The Supplier can have access to more business opportunities
(Plant, Camps, Mine)

Company Growth Since 2008
2008
2009
2010
2011
2012
2013
320%
178%
27%
5%
Triple C International (US$ Sales)
163%

Qmarket Features —
Most Useful
• Efficient relationship between Buyer and Supplier — decreases
process requirement time
• Ensures transparency in the Sourcing processes
• Full time transactions, 365 days
a year independent of geography,
language or currency
• Ability to communicate technical
questions and receive responses
through the system

Most Important
• The whole purchase history
• Expansion of the supply market
• Administrative cost reduction in the buying process
• Better evaluation of offers
• Spot vs. Planning

What’s Missing
• One platform to manage requirements and purchase orders
(now, there are two platforms)
• Buyer should be required to provide a complete description of the part/equipment
as a quote requirement:
Manufacture
name
Model
number
Serial
number
Equipment model
compatibility

• Support request should addressed before tender closes: If the supplier ask for
support we need a feedback before closed the tender time
• Short time to reply for quotation
• Buyers must know holidays
outside of the country when
request for quotation
• More part of the requirements are
Spot and Critical. If we change to
Planning needs, the Benefits are:
Cost reductions and good Demarche
What’s Challenging

Lessons Learned
Good
Practices
Transparency
Efficiency
of our
services

Recommendations
• Buyers under Category Manager Discipline: Electrical,
Mechanical and Instrumentation for Mine and Plant will
improve the purchase demarche
• To share estimation of the demand for the next year, so the
buyer can create a strategy to reach competitive prices
• Acknowledgement of the Lost Opportunities of tenders,
e.g., LT or Price
• Recognition of the Supplier with loyal purchases and help to
expand the business with more clients

QUESTIONS?

#AribaLIVE
What Buyers Are Looking For
March 18, 2014
@ariba

Who Is Delta Multimedia Services?
• Specialize in web
design, maintenance,
SEO, printing, audio
video, & retail services
• Ecommerce — national
and international

Ariba Discovery

Results
2012
20%
60%
5%
2013
%Increase
40%
Dec Feb Apr Jun Aug Oct
• Research of products
• Increased consistency
of bidding
0%

Ariba Discovery Features
Proposals Leads
Beginning With Discovery Potential Buyers
Certifications
Sales Territories
Commodities

Lessons Learned
Response TimeCheck Leads

QUESTIONS?

#AribaLIVE
What Buyers Are Looking for in Spot
Quote Responses
Johann Wrede, Senior Director, Product Marketing, SAP
@ariba

Johann Wrede, Senior Director, Product Marketing, SAP

of the buying process is completed
before a first interaction with sales.
57%
SOURCE - CORPORATE EXECUTIVE BOARD

TO BE IN THE GAME
Front Office
EFFICIENCY
INTERNAL
FOCUS
Inside - Out
TO WIN THE GAME
Front Office
EFFECTIVENESS
CUSTOMER
FOCUS
Inside - Out
TO CHANGE THE GAME
Customer
EXPERIENCE
CUSTOMER
ENGAGEMENT
FOCUS ON 1:1
Outside - In
STRATEGICTACTICAL
CRM has evolved.

• Drive operational excellence
• Empower employees & partners
• Deliver on your promises
EXECUTION
INSIGHT
• Understand customers
• Identify opportunities
• Predict their needs & behavior
EXPERIENCE
Interact with customers 1:1 in the
moment when it matters across
channels & touch points
Turning insight into action.

To engage buyers like never before.
Be strategic to reach your audience.
Collaborate for speed and quality.
Deliver a great experience.

Be strategic to engage your audience.
• MINE YOUR CUSTOMER DATA
Accelerate discovery of new insights
and anticipate customer behaviors.
• GET THE BIG PICTURE
Understand the ‗voice of the market‘ with
social, reviews, news, and other sources.
• TRACK THE COMPETITION
Understand successes and failures, what your
competitors are doing – and how to win.

Collaborate for speed and quality.
• LEVERAGE COLLECTIVE WISDOM
Be social and quickly collaborate in the context
of business processes across your enterprise.
• SHARE DOCUMENTS
Work as a team to create, maintain, and share
the supporting documents that help win
business.
• PRESERVE THE PAST
Get conversations out of email and into a
searchable knowledgebase.

Deliver a great experience.
• KNOW YOUR CUSTOMER
Build a complete profile of your customer, and
make each interaction personalized and a value-
add for them.
• MAKE WINNING REPEATABLE
Define and reinforce your sales methodology
and recommend activities.
• BE RESPONSIVE
Never again say, ―I‘ll get back to you‖ with
information at your fingertips anywhere, anytime.

BENEFITS
• Improved sales effectiveness
• Increased user adoption
• Full productivity on the road
SOLUTION
• SAP Cloud for Sales
OBJECTIVES
• Provide a 360 degree view of accounts
• Bring a fresh approach to account and
sales management
At a Glance

WEB MOBILE EMAIL CALL
CENTER
MARKET
PLACE
INTERNET
OF THINGS
CONTACT
CENTER
POS MARKETING
CHANNELS
DIGITAL
GOODS
SOCIAL
INDUSTRIES
SALES SERVICE MARKETING COMMERCE SOCIAL
PREDICTIVE ANALYTICS
HANA AS A PLATFORM
With Customer Engagement Solutions
from SAP

QUESTIONS?

THANK YOU

What Buyers Are Looking for in Spot Quote Responses

Recomendados

Recomendados

Mais conteúdo relacionado

Mais procurados

Mais procurados (20)

Semelhante a What Buyers Are Looking for in Spot Quote Responses

Semelhante a What Buyers Are Looking for in Spot Quote Responses (20)

Mais de SAP Ariba

Mais de SAP Ariba (20)

Último

Último (20)

What Buyers Are Looking for in Spot Quote Responses

Notas do Editor