1. Upcoming SIG Events Open for Registration
Welcome to today’s Webinar : The CPO’s Agenda for 2012 and Beyond Presented by Ariba
Thank you for joining us. We’ll Get Started in a Few Moments
Upcoming SIG Events Open for Registration
November 28, 2012 Washington D.C. Regional Roundtable
December 6, 2012 Chicago Regional Roundtable
January 17, 2013 Minneapolis Symposium
February 28, 2013 Sydney Symposium
March 27, London Symposium
May 14-16, SIG Global Sourcing Summit, Amelia Island, FL

2. New Topic Every Tuesday
2:00 pm Eastern
(11:00 am Pacific)
Upcoming SIG Webinars:
December 11, 2012
Strategic Sourcing partnership models – the compelling case for Co-Sourcing Presented by Xchanging

3. SIG is Blazing New Trails.
SIG’s Symposiums and Regional Roundtables provide education and local networking for members and invited non-member corporate users
Open for Registration:
Roundtables:
Washington D.C. – Nov 28, 2012
Chicago – Dec 6, 2012
Symposiums:
Minneapolis – January 17, 2013
Sydney, Australia – February 28, 2013
London, UK – March 27, 2013
Also in 2013: Los Angeles, San Francisco, Toronto, New York, Seattle, Columbus and Denver
SIG is Blazing New Trails.
New in 2013, SIG Symposiums blend some of the most requested aspects of our Summit and Regional Roundtables to create a
one-day “mini-Summit” filled with executive networking, live Peer2Peer discussions, breakout sessions and a learning center

4. 75% at director level or above, of which 45% were VP/C-level
A SIG Global Summit is…
Non-commercialized
Almost 70% buy-side
Global brands
3 days of networking
Executive Roundtables
Advanced workshops
40 breakout sessions
75% at director level or above,
of which 45% were VP/C-level
Procurement and Outsourcing Executives participate in deep-dive discussions on risk, innovation and talent management
Roundtable Format:
Executive Luncheon
Executive Leadership Keynote
Roundtable Discussions
Speakers Corner
Executive Cocktail Reception

5. Cost-cutting strategies, Innovative processes, and Risk-mitigation approaches

6. The CPO’s Agenda for 2012…and Beyond
November 20, 2012
© 2012 Ariba, Inc. All rights reserved.

7. Speaker Introductions
John Lark
Marketing Director Ariba
Chris Dwyer Research Director Global Supply Management Aberdeen Research
© 2012 Ariba, Inc. All rights reserved.

8. Current Market Thoughts and Findings
Agenda
Webinar Introduction
Current Market Thoughts and Findings
The Best-in-Class Chief Procurement Officer
Recommended Actions (and the Future of Procurement)
© 2012 Ariba, Inc. All rights reserved.

9. Networked Businesses are…
More Profitable
More Efficient
Growing Faster
© 2012 Ariba, Inc. All rights reserved.

10. Networked Businesses are…
More Profitable
More Efficient
Growing Faster
“Effective Business Networks link trading partners to improve the efficiency, profitability and growth of the holistic business system.”
© 2012 Ariba, Inc. All rights reserved.

11. Keys to an effective Business Network
Open
Of Scale
Complete
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12. Keys to an effective Business Network
Open
Of Scale
Complete
Any ERP or System
Buyers and Sellers Benefit
Proven Volume and Velocity
Sustainable
Full Source to Settle
All Spend Types
© 2012 Ariba, Inc. All rights reserved.

13. Aberdeen’s Research - Chris Dwyer
© 2012 Ariba, Inc. All rights reserved.

14. Aberdeen’s Research Methodology
Data fueled by online benchmark survey
Analysis of data aggregate
The Maturity Class Framework (Best-in-Class, Industry Average, and Laggard)
Research output
Benchmark studies (20-25pp)
Sector Insights, Research Briefs and Analyst Insights (5-10pp)
Assessment tools
Webinars
Social media (blogs, Twitter, etc.)
All research supported with real-life end-user quotes and case studies
© 2012 Ariba, Inc. All rights reserved.

15. Current Market Thoughts and Findings
Agenda
Webinar Introduction
Current Market Thoughts and Findings
The Best-in-Class Chief Procurement Officer
Recommended Actions (and the Future of Procurement)
© 2012 Ariba, Inc. All rights reserved.

16. Noteworthy Notions and Findings
The average organization only realizes and implements 25% of negotiated and identified cost savings
Nearly 75% of companies feel that the procurement group is a “strategic” to “extremely strategic” component of their business
The CPO’s Agenda
People / staff management (41%)
Spend management (37%)
Technology (12%)
Suppliers (10%)
© 2012 Ariba, Inc. All rights reserved.

17. Top Pressures Faced by Procurement Executives
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18. Top Action-Oriented Strategies
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19. Who Do We Report To?
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20. Developing a “Frugal Culture”
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21. Current Market Thoughts and Findings
Agenda
Webinar Introduction
Current Market Thoughts and Findings
The Best-in-Class Chief Procurement Officer
Recommended Actions (and the Future of Procurement)
© 2012 Ariba, Inc. All rights reserved.

22. The Best-in-Class Maturity Framework
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23. Best-in-Class Training Strategies
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24. Collaboration With Key Stakeholders
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25. “Traditional” Procurement Solution Utilization
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26. “Emerging” Procurement Solution Utilization
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27. “The Financial Ecosystem”
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28. Supplier Networks at the Center of the Ecosystem
© 2012 Ariba, Inc. All rights reserved.

29. Current Market Thoughts and Findings
Agenda
Webinar Introduction
Current Market Thoughts and Findings
The Best-in-Class Chief Procurement Officer
Recommended Actions (and the Future of Procurement)
© 2012 Ariba, Inc. All rights reserved.

30. …and Beyond (The Future of Procurement)
Collaboration: A Consistent Strategy
A Focus on Indirect / Complex Spend Management
New and “Fresh” Strategies
Crowdsourcing
Buying on TCO
Corporate Social Responsibility
Talent Management as a Primary Focus
COMMERCE, not just spend management
© 2012 Ariba, Inc. All rights reserved.

31. Recommendations for Program Improvement
Align the procurement and spend management strategies with the goals and objectives of the greater organization
Leverage both traditional and emerging solutions to enhance the overall procurement program
Focus on people management in addition to spend and supplier management
Analytics is the key to the future
© 2012 Ariba, Inc. All rights reserved.

32. Q&A and Contact Information
Christopher J. Dwyer Research Director Global Supply Management, AberdeenGroup Boston Office:
For More Research,
Please Visit:
© 2012 Ariba, Inc. All rights reserved.