Ariba Procure-to-Pay and Ariba Procure-to-Order Sibyl Bevington, Manager, On-Demand Deployments Scott Campbell, Manager, On-Demand Deployments John Pew, On-Demand Technical Lead Seb Sussman, On-Demand Functional Lead © 2011 Ariba, Inc. All rights reserved.

Best Practice Themes Planning Resourcing Technical Supplier/Catalog Enablement 2 © 2011 Ariba, Inc. All rights reserved. © 2011 Ariba, Inc. All rights reserved.

Planning © 2011 Ariba, Inc. All rights reserved.

Elements of Planning SUCCESS! Production Support Planning Delivery and Solution Planning Adoption and Rollout Planning © 2011 Ariba, Inc. All rights reserved.

Why is planning important? To establish clear direction when initiating a P2P program, the team should define/confirm goals and plan the program to meet those goals. This results in a clear definition of success and outlines a strategy to get there. Solution Planning seeks to answer the following questions: What are your Business Goals? What Project Results are needed to meet those Business Goals? What Scope of project work is needed to attain desired Project Results? What Project Resources, Timeline & Plan are needed to implement the Scope of Work? © 2011 Ariba, Inc. All rights reserved.

Solution Planning Goals and Objectives: Work with the customer to confirm goals and objectives and translate those into system capabilities, suppliers and operational changes Supplier Strategy: Work to define the scope of the project in terms of spend categories, business processes, and suppliers that will be covered (both short-term and long-term) Business Requirements: The system design will go much more smoothly if the customer knows how they would like the system to work. Ariba will use these to help guide the design / configuration sessions during the implementation Customer Core Team Training: Completing some basic training prior to the deployment will make the configuration sessions more valuable to the core team Program Infrastructure: Roles & Responsibilities, Activities, Timeline, Management Structure, etc. © 2011 Ariba, Inc. All rights reserved.

Production Support Best Practices Appoint multiple power users during the deployment to support larger user base at go-live Begin planning your production support structure well prior to go-live and ensure those active on the deployment play a part Actively involve both business and technical individuals in your production support organization and dedicate them to the support of your solutions Actively involve three Designated Support Contacts (DSC) throughout the entire deployment Designate all Customer Administrator(s) as DSCs Stress the importance of training documentation and make relevant documentation and quick reference guides easily accessible to your users Make it simple for your end users to provide feedback on the tool as well as ideas for enhancing its use Stress continuous improvement for all of your users as well as your support organization © 2011 Ariba, Inc. All rights reserved.

Adoption and Rollout Planning Early and Often communication Enablement and functional strategy Executive Support Training Incentives © 2011 Ariba, Inc. All rights reserved.

Elements of Adoption and Rollout Planning Early and often communication: Begin communications to end users early in the deployment. Involve end users in the deployment as much as you can. Be creative in the communications Enablement strategy: Continue to enable suppliers and bring more spend onto the system Executive Support: Visible executive support is the #1 driver of adoption success Training: Conduct training classes in multiple ways. Make training and quick reference guides easily accessible to end users Incentives: Make end users want to use the system. Use the carrot and the stick © 2011 Ariba, Inc. All rights reserved.

Keep up with Ariba! Become an active user of Ariba Exchange Attend Ariba LIVE! Attend regional user groups Become conversant with Ariba Connect Routinely evaluate new features (or new uses of existing capabilities) Participate in Early Access Propose changes and new features Take advantage of relationships (Ariba representatives, Ariba customers, Suppliers) © 2011 Ariba, Inc. All rights reserved.

Resourcing © 2011 Ariba, Inc. All rights reserved.

Guiding Principles On Demand software does not run Procurement functions; people do! Ariba’s most successful customers have an appetite to own their solution Smart solutions come from smart resources “Weak links” can be destructive; strength in all areas is essential Resource consistency is worth investment Go-Live is not the finish line! 12 © 2011 Ariba, Inc. All rights reserved. 12

Leadership Resources Organizational Understanding (People and Processes) Vision and Ambition Relationships (Executives, Procurement, AP, Suppliers) Organized Motivating and Motivated Committed Long-term © 2011 Ariba, Inc. All rights reserved.

Functional Resources Willing to “Live in the Weeds” Time and desire to explore Awareness of processes and policies Analytical – ability to grasp/challenge logic Not scared of “all things technical” Strong testing aptitude (and attitude) © 2011 Ariba, Inc. All rights reserved.

Technical Resources ERP Mastery General IT Skills Functional/Business Process Lean Committed Capacity Open Mind (Embracing the cloud) © 2011 Ariba, Inc. All rights reserved.

Supplier Enablement Resources Supplier relationships Highly organized Strong value message Problem solver Strategic and analytical © 2011 Ariba, Inc. All rights reserved.

Cross-Departmental Representation Purchasing AP Accounting/Finance IT Operations © 2011 Ariba, Inc. All rights reserved.

Technical Best Practices © 2011 Ariba, Inc. All rights reserved.

Technical Best Practices Master Data Integration Automation Testing 19 © 2011 Ariba, Inc. All rights reserved. © 2011 Ariba, Inc. All rights reserved. 19

Master Data Guiding Principles Without Master Data: Goal is to complete a round-trip as early as possible Get something loaded: dummy data or subset of real data Without Master Data: Cannot create a transaction (Requisition) No transactions to export (integration) User Interface is incomplete 20 © 2011 Ariba, Inc. All rights reserved. © 2011 Ariba, Inc. All rights reserved. 20

Master Data Ariba Demo Data Customer Master Data Includes: Accounting Users Suppliers Everything necessary to complete round-trip Customer Master Data A subset of data is okay to start Many dependencies on Master Data 21 © 2011 Ariba, Inc. All rights reserved. © 2011 Ariba, Inc. All rights reserved. 21

Integration Can’t Integrate ‘till you can Generate! Transactional data must be available Master Data needs to be in place Integration with ERP Often the most challenging technical task Tackle the difficult stuff early! 22 © 2011 Ariba, Inc. All rights reserved. © 2011 Ariba, Inc. All rights reserved. 22

Automation Goal: Automate Everything! Master Data Automation Master Data Imports Transactional Data Imports and Exports Master Data Automation Data in 3rd Party Systems (ERP) Ariba specific data not in 3rd Party Systems: User Groups Ariba Network IDs Define a process and automate if possible! 23 © 2011 Ariba, Inc. All rights reserved. © 2011 Ariba, Inc. All rights reserved. 23

Testing Thorough testing will: Testing while in production Increase adoption Ensure a smooth transition Testing while in production Maintain realistic data in test realm Actively utilize test realm for new features and business scenarios Explore and share new capabilities w/stakeholders 24 © 2011 Ariba, Inc. All rights reserved. © 2011 Ariba, Inc. All rights reserved. 24

Supplier/Catalog Enablement © 2011 Ariba, Inc. All rights reserved.

Strategy Dedicated Supplier Enablement Lead Identify early in project Preferably a dedicated resource and not Project Manager, Technical, or Functional Lead Start with suppliers with which you do a lot of business Utilize Ariba supplier analysis to identify potential suppliers for first wave Communication is key 26 © 2011 Ariba, Inc. All rights reserved. © 2011 Ariba, Inc. All rights reserved. 26

Implementation Start the enablement process early Test thoroughly Catalogs PO/Invoice integration Order Confirmations and Advance Ship Notifications Use real-world examples Don’t overlook shipping and tax lines on test invoices 27 © 2011 Ariba, Inc. All rights reserved. © 2011 Ariba, Inc. All rights reserved. 27

Catalogs Punchouts CIF Administration Supplier required to have ANID Check if suppliers have done Punchout with Ariba Train users on navigation of different Punchout catalogs CIF Validate content pricing Tools available for cleansing data Establish process for regular catalog updates (either via AN or manual) Administration Take advantage of self-service features Manage views, hierarchies, etc. 28 © 2011 Ariba, Inc. All rights reserved. © 2011 Ariba, Inc. All rights reserved. 28

Post Go-Live Test integration with any new supplier or with supplier data updates Validate changes in test before moving to production Proactively track spend and compliance for catalog vs. non-catalog orders Collaborative Requisitioning Address additional, potentially more complex categories Stay current and embrace new capabilities of the Ariba Network 29 © 2011 Ariba, Inc. All rights reserved. © 2011 Ariba, Inc. All rights reserved. 29

Questions © 2011 Ariba, Inc. All rights reserved.

“Safe Harbor” and Confidential Information Statement This information reflects the status of Ariba solution planning as of January 2011. All such information is the Confidential Information of Ariba (per the contract between our companies), and must not be further disclosed, as stated in the confidentiality clause of that contract. This presentation contains only intended guidance and is not binding upon Ariba to any particular course of business, product strategy, and/or development. Its content is subject to change without notice. Ariba assumes no responsibility for errors or omissions in this document. Ariba shall have no liability for damages of any kind including without limitation direct, special, indirect, or consequential damages that may result from the use of these materials. © 2011 Ariba, Inc. All rights reserved. 31

Ariba Procure-to-Pay and Ariba Procure-to-Order Sibyl Bevington, Manager, On-Demand Deployments Scott Campbell, Manager, On-Demand Deployments John Pew, On-Demand Technical Lead Seb Sussman, On-Demand Functional Lead © 2011 Ariba, Inc. All rights reserved.