Building a High Performance Team: Ariba Built-to-Last Playbook: Keith Krach

1. Building A High Performance Team
A Case Study

2. Big Market
Focus, Focus, Focus
Positioning
Real Business Model
Execution
Money
The Team
Right Opportunity – Magnificent 7

3. Set A Clear Direction
Key Principles
Create A Safe Environment
Continue To Raise The Standard

4. August 1996 Keith J. Krach 4
The PlaybookThe Playbook
ProcureSoft
“The Agent for the Purchasing
Agent”

5. August 1996 Keith J. Krach 5
Vision
Mission
Values
Team Rules
Goals
Strategy
Exec
Playbook FocusPlaybook Focus

6. Great sustaining organization in the
21st century.
VisionVision

7. August 1996 Keith J. Krach 7
MissionMission
Be the Leader in Operating Resource
Management Software for Business to
Business Electronic Commerce

8. August 1996 Keith J. Krach 8
ValuesValues
– Respect
– Integrity
– Courage
– Ambition

9. August 1996 Keith J. Krach 9
Strong TeamStrong Team
TEAM RULES:
1. Direct/open/honest communication
2. No idea is a dumb idea
3. Always continue to raise the standard
4. We are a team first, functional specialists
second
5. Hire the best people, especially if better than
us

10. August 1996 Keith J. Krach 10
Long term goalsLong term goals
• Grow Profitably and Predictably
• Focus on Customer Success
• Excellence and Balance
– Technology/Engineering/Product
– Sales/Marketing/Services
– Business Operations
• Culture- Teamwork, Values, Fun, (TVF)

11. August 1996 Keith J. Krach 11
StrategyStrategy
– Out Focus
– Out Think
– Out Execute

12. August 1996 Keith J. Krach 12
Short Term GoalsShort Term Goals
– FCS June
– 5 Successful Betas
– Best Product/Company Launch
– Best People/Processes

13. Vision
Product
Customers
Partners
Financial
People
Results – Clear Leader

14. Challenge The Process
Inspire A Shared Vision
Enable Others To Act
Model The Way
Encourage The Heart
Remember the 5 Leadership Imperatives