Enhancing Your Trading Partners’ Experience

Enhancing Your Trading Partners’ Experience
CS Enhancing Your Trading Partners’ Experience Steve Markle, VP Solutions Management April 2012 © 2012 Ariba, Inc. All rights reserved.

Ariba Delivers a Unified Seller Experience Your Place for Business Commerce
LEADS Powered by Ariba Discovery™ ORDERS & INVOICES Powered by Ariba® Network CONTRACTS Powered by Ariba Contract Management PROPOSALS Powered by Ariba Sourcing Accurate and timely seller information through single company profiles Ease of access through a unified solution in the cloud Greater efficiency through a many-to-many relationship approach © 2012 Ariba, Inc. All rights reserved.

Two years ago, our CEO Bob Calderoni announced that Ariba is on a mission to “consumerize” business commerce and make commerce better for business. This next-generation UI for sellers is another key step in achieving this. © 2012 Ariba, Inc. All rights reserved.

Inefficiencies Between Companies Hinder Results Wanted: Better Business Commerce
There’s lots of room to grow in the Networked Economy. Companies have spent billions of dollars in personnel, reengineering, and systems over the past two decades to improve their internal process and information flows. These Islands of Efficiency are disconnected from the outside world and fall down where it matters most – when buying, selling, or exchanging cash with other businesses. >80% of POs, Invoices, and other transactions still take place offline… Lots of paper…lots of people…and lots of inefficiency. All this inefficiency costs business $650 billions per year in missed sales opportunities, higher operating and supply chain costs, and slower cash flow cycles. © 2011 Ariba, Inc. All rights reserved.

The Rise of the Networked Enterprise – Enabled by Collaborative Technology
“Increasingly companies are embracing collaboration as part of their strategy to grow.” 77% increased access to knowledge 63% increased marketing effectiveness 55% better information sharing 41% improved collaboration across silos 43% greater market share 24% increased revenue 8% higher margins This desire to work more effectively together is giving way to a major trend that is changing the way companies do business. This trend is something McKinsey calls the “Networked Enterprise,” and buyers and sellers who have been early to adopt it are transforming their trading partner relationships. And they are gaining huge business benefits: increased revenue, better access to knowledge through shared knowledge, higher margins. Becoming a networked enterprise requires a transformation of your people, processes and technology. “ Networked enterprises are 50% more likely to have increased sales, higher profit margins, gain market share, and be a market leader. ” Source: McKinsey & Company, “The rise of the networked enterprise, Web 2.0 finds it’s payday.” Survey of 4,394 executives. December 2010 Ariba, Inc All rights reserved.

You’re Seeing This in Your Personal Lives… Networks Have Changed Your Personal Life
Shopping Entertainment Communication & Collaboration Research © 2012 Ariba, Inc. All rights reserved. 6

Ariba Continues to Lead B2B Collaborative Commerce Innovation – Each Investment Delivers Increased Customer Value Value Levers at Each Stage Better sharing of rich content information Faster on-boarding Increased access to knowledge Improved collaboration across silos More reliable certification information © 2012 Ariba, Inc. All rights reserved.

Numerous B2B Collaborative Technology Options Exist Point-to-Point Causes Inefficiencies
E-Sourcing Portal ERP Portal e-Auction Tool Online bidding Fax Server Fax Server Direct Connect Direct Connect EDI VAN Direct Connect EDI VAN Direct Connect EDI VAN © 2012 Ariba, Inc. All rights reserved.

Only Many-to-Many Delivers Better Business Commerce Enabled by Network-Centric Technology
© 2012 Ariba, Inc. All rights reserved.

Network-Centric Approach Conquers Legacy Challenges
Static Company Profiles Disconnected Processes Poor User Experience Missed Business Opportunities Inaccurate, incomplete & outdated supplier information Difficulty tracking certifications Multiple registrations with varied terms of use Poor visibility into company performance, compliance, & risk Multiple log-ins Multiple interfaces to manage Seller discovery consumes significant buyer resources Buyer difficulty identifying qualified sellers Ariba, Inc All rights reserved.

Delivering a Seamless Seller Experience
Comprehensive Trading Partner Discovery Single Company Profiles Unified Solution in the Cloud Seamless User Experience Accurate, complete & timely information Single source of seller certifications Single registration with unified Terms of Use Better visibility into seller performance Single login with linked accounts Single-click navigation across solutions Easy access to global seller community with rich profile information Key step toward developing a universal business commerce directory © 2012 Ariba, Inc. All rights reserved.

These Capabilities Deliver More Value to Both Buyers and Sellers
BUYER VALUE Streamlined and unified on-boarding process across Ariba Commerce Cloud solutions Increased completeness, accuracy and timeliness of seller profiles Integration of seller lifecycle (from identify, to bid, to transact) Increased pool of qualified suppliers with rich profile information SELLER VALUE Easy access and navigation across all solutions for all customers Accurate information through a centrally managed Ariba Cloud Profile Greater efficiency through simplified registration and user management Increased exposure to real decision makers in their market © 2012 Ariba, Inc. All rights reserved.

Ariba’s Unique Commitment to Sellers Benefits Buyers
Exposure Opportunities Increased pool of qualified suppliers Product Investment Reduced costs across the value chain Services and Training Resources Faster onboarding and readiness Conclusion: This is part of Ariba’s commitment to the seller community, and Ariba is the only global supplier network that invests in sellers. Ariba has invested more and built a larger team devoted to supplier satisfaction than any other network solution provider. We have a dedicated staff of professional services and support experts. We also have a designated supplier solutions team of account managers and product managers who are dedicated to representing the suppliers’ point of view in our product development efforts. We have the industry’s highest-performing network, performing to an SLA of %. Our engineering team rolls out new capabilities in two releases per year to enhance the supplier’s experience. And we have industry leading support – it is 24x7 with even Basic (ie non paying) suppliers have access to our supplier support and enablement teams of hundreds people. 24x7 Global Support Reduced help desk costs © 2012 Ariba, Inc. All rights reserved.

Ariba Is Taking the Lead in Educating and Informing Suppliers
Buyer kits helping the change management process Presentation materials FAQs for buyers and sellers Supplier campaigns Online demos While Ariba will be communicating the program changes to suppliers, we recognize that you may wish to respond to initial supplier inquiries directly after our announcement to suppliers beginning in February We are providing you with: Materials (letter and presentations) detailing the new program Ariba's New SMP Packages Datasheet - detailing the new packaging that is bundled with supplier subscriptions to the Network Ariba Supplier Membership Program Pricing Information Sheet for buyers - illustrating and explaining the new price model to buyers Ariba's Investment in Supplier Success Datasheet - a datasheet that details Ariba's investments in new offerings, services, support and functionality for suppliers since the 2007 SMP restructure A Buyer's Guide to Handling Supplier Questions - an FAQ and objection handling document that helps address supplier questions and concerns Ariba Supplier Membership Program FAQs for Buyers - answers to questions for buyers And related tools, information and answers that explain the new program © 2012 Ariba, Inc. All rights reserved.

Problem Today Non-unified Profile and Login
User Login Supplier Single Seller Account is only used by Ariba Network and Discovery Cloud Account Sourcing Individual logins and accounts Sourcing Sourcing Discovery (AD) Network (AN) Buyers (1:n) © 2012 Ariba, Inc. All rights reserved.

Solution – Seller Collaboration Console Unified Profile and Login
Supplier Single Login Unified and improved management Cloud Account Single Account Sourcing Discovery (AD) Network (AN) Sourcing Buyers (1:n) © 2012 Ariba, Inc. All rights reserved.

Seller Collaboration Console Ariba Solution Entitlements
Ariba Seller Collaboration Console and Cloud Account Seller Collaboration Console provides seller access to Ariba Network, Discovery and On-Demand Sourcing* Seller Cloud Account is used by Ariba Network, Discovery and On-Demand Sourcing* Buyers can view and access the Seller Cloud Profiles via buy side from Ariba Network, Discovery and On-Demand Sourcing* * Will be released in two steps 11s4 – common features for all sellers (Ariba Network, Ariba Discovery and later Ariba On-Demand Sourcing) 12s1 – Integration with Ariba On-Demand Sourcing, includes moving all existing sourcing accounts to the Ariba Commerce Cloud This is needed because features will be presented standalone rather than as a part of an overall solution presentation. This slide will tell a customer whether this KT content is applicable to them. © 2012 Ariba, Inc. All rights reserved.

Agenda Moving to the Cloud Seller Collaboration Console
Ariba Cloud Account Buyer Features Improved Documentation Change Management © 2012 Ariba, Inc. All rights reserved.

Sourcing Sellers Moving to the Cloud
Description: Sourcing Sellers Moving to the Cloud Splash Page Use Cases Single-Page Seller Registration Ariba Privacy and Data Policy Unified Terms of Use Features Event Bookmarked URL Straight Log In to Realm Password Reset Triggers © 2012 Ariba, Inc. All rights reserved.

Link to Current Account

Single-Page Seller Registration
Privacy Statement Unified Terms of Use © 2012 Ariba, Inc. All rights reserved.

Single-Page Seller Registration
Submit © 2012 Ariba, Inc. All rights reserved.

Additional Users after Org Moves to the Cloud
Use Case: 2nd, 3rd, “n” user responds to an event after organization has been moved. User must enter login credentials and password secret question. Accept Terms of Use. © 2012 Ariba, Inc. All rights reserved.

Additional Users Email

Additional Users Splash Page

Additional Users Registration

Splash Page Text Changes
Matching Link Option more pronounced Dynamic Text depending upon Responding to Event Bookmarked URL Logging into Realm Password Reset © 2012 Ariba, Inc. All rights reserved.

Unified Terms Of Use Description: Unified Terms of Use (TOU) - Ariba is unifying its seller facing Commerce Cloud online services with one simple user interface Unified Terms of Use for all Ariba solutions available on the Seller Collaboration Console, includes Data Policy and Privacy Statement All users will have to accept the TOU Features Supply Side Sellers now only need to accept one unified Terms of Use for all Ariba solutions. Allows that central components of the profile can be shared across all Ariba solutions In addition, change management of these terms will also be unified. Buy Side Unified Terms of Use means seller accounts will be “TOU ready” for all Ariba solutions available on the Seller Collaboration Console. Benefits © 2012 Ariba, Inc. All rights reserved.

Unified Terms of Use Change Impact – For Sellers
All users of the Seller Console accept the new Terms of Use Many seller employees will probably accept this new TOU right away. However, some seller employees, might have to confer with their own legal experts, with a buyer or with Ariba about this. Ariba will help with this in a variety of ways prior to the release of 11s4 and 12s1: Ariba will make available a summary of the changes of the Terms of Use to all sellers for review via Ariba Exchange and Ariba Connect Ariba can upon request make available a "pre-release" version of the complete Terms of Use to all sellers for review. Sellers can Ariba's support infrastructure to ask for this version. Ariba will equip buyers with a detailed "Information Kit" with FAQs and other relevant information Please see the 11s4 Release Guide for more information Additional Information © 2012 Ariba, Inc. All rights reserved.

Contacts Moved to the Cloud
When creating a new profile on the cloud all contacts would move to the cloud When linking to a current profile on the cloud none of the contacts would move to the cloud © 2012 Ariba, Inc. All rights reserved.

Seller Collaboration Console
Description: Welcome: New Features for Ariba Sellers Buyer Relationship Tabs Seller Collaboration Dashboard Central Administration Navigator Single Click Navigation between Ariba Solutions Features Supply Side Ability to interact with all buyers with one shared common account Easy access and navigation between all solutions for all relationships Central management of their Ariba Cloud Profile (company user account settings and configuration, account information) Ability to manage all events and tasks across all buyer relationships Buy Side Streamlined Self Registration. Access to Richer profile organization fields for management within the Supplier Profile Questionnaire. Supplier Maintained Certificate Information. Work decrease of managing seller accounts, passwords, preferences Increase pool of qualified sellers with rich profile information Benefits © 2012 Ariba, Inc. All rights reserved.

Buyer Relationship Tabs

Seller Collaboration Dashboard

Central Administration Navigator
Solution specific © 2012 Ariba, Inc. All rights reserved.

Single-Click Navigation
Description: Seller Single-Click Navigation Between Ariba Solutions Neutral landing page Single Sign-on to Ariba Network, Discovery, Sourcing / Contracts (12s1) Welcome splash page for first time usage of solutions Features Supply Side Provides sellers with the ability to easily access and switch between all Ariba solutions from a central and always visible navigation bar. First time users are introduced online to new solutions Users working on a different window will be warned about logout, this will prevent losing unsaved content Benefits © 2012 Ariba, Inc. All rights reserved.

New Login Page – Solution Neutral
Used as login page for solution independent actions like reminders for profile update reviews The page is also used for net new user as it can be found on search engines (like Google) Net new user will be asked to select a role, so that the corresponding property can be derived at the end of the registration process User can read about the different properties on the page and see how it relates to the roles URL will be © 2012 Ariba, Inc. All rights reserved.

Single-Click Sign-on to Seller-Facing Solutions Once Logged-in
Clicking These Links Directs the User to the Ariba Solution Desired © 2012 Ariba, Inc. All rights reserved.

Welcome Splash Page for First-time Usage of Solutions

Ariba Cloud Profile Description: Seller Account and Profile Management
Company Profile Editor Central Certificate Management Features Supply Side Allows sellers to manage their Ariba Cloud Account (company account settings and configuration, profile information, and users) across all potential and existing buyer relationships from one central location Dynamic display of solutions specific settings Richer seller shared account Buy Side Richer profile maintained by seller Seller-maintained certificate information Profile Update reminder every 60 days keeps seller profile up to date Benefits © 2012 Ariba, Inc. All rights reserved.

Company Profile Editor

Certificate Management
Description: Central Certificate Management by Sellers New file upload facility to provide related scanned or digital certificates Expiration framework New ISO certification category Features Supply Side Sellers can now centrally manage their certifications across all Ariba solutions for their existing and potential customers. Expiration framework that ensures that sellers receive reminders for expiring certifications Sellers can now also specify their ISO related certifications Buy Side Expiration framework that ensures that buyers receive reminders for expired certifications Benefits © 2012 Ariba, Inc. All rights reserved.

New expiration reminders For Suppliers reminders 30 of days prior to expiration 15 of days prior to expiration 5 of days prior to expiration Escalation reminder at expiration date Buyers Notification if a supplier's certification expired Notification if a supplier changes certification Certificates are kept downloadable by the supplier after the validity expires, but cannot further be downloaded by the buyer. © 2012 Ariba, Inc. All rights reserved.

Customer Requested Tab

Supplier Profile Questionnaire Tab

Buyer Features New Sourcing Organization Fields
Enhanced Contact Synchronization Supplier Profile Questionnaire Features Editable Copy Self Registration Functionality Changes © 2012 Ariba, Inc. All rights reserved.

Enhanced Contact Synchronization
Both users and contacts created on the cloud can be utilized by the buyers For contacts, the buyer can automatically or with approval copy/pull contacts from the Cloud to the realm For users, the buyer can with approval copy/pull users from the Cloud to the realm © 2012 Ariba, Inc. All rights reserved.

Supplier Profile Questionnaire Features
Synchronization Options for Seller Cloud Account Fields (Label Change Only) Automatic without Notification Automatic with Notification Only after Approval(SIM/SIPM only) © 2012 Ariba, Inc. All rights reserved.

Self Registration Today in 11s1 if the buyer has turned on the parameter “Application User Can Supplier Self Register” a seller can click the Self -Registration URL on the Buyer realm log in page and be taken to a buyer-specific registration page. Invite Buyer Private Web Form Buyer Realm URL © 2012 Ariba, Inc. All rights reserved.

Self Registration In 12s1 if the buyer has turned on the parameter “Application User Can Supplier Self Register” when the seller clicks the self registration link, they will be redirected to the single page registration on the Ariba Cloud. For sellers to establish a relationship with a buyer, they would look for the Discovery postings from the buyer organization. The Buyer will use Discovery postings to establish relationships with sellers in the Cloud. © 2012 Ariba, Inc. All rights reserved.

Why Buyers and sellers will use a network-centric approach to business relationships Stronger sellers make good business partners 1-to-many approach for seller reduces internal and buyer workload Seller-maintained profile fields Speaker notes only © 2012 Ariba, Inc. All rights reserved.

60-Day Profile Update Reminder
In 11s1 a configurable Profile Update Reminder In 12s1 standard 60-day, non-configurable Reminder notification will instruct the Seller user to also check for Supplier Profile Questionnaire fields that need updating. © 2012 Ariba, Inc. All rights reserved.

Supplier Profile Questionnaire Customization
In 11s1, possible to set: Visible to Participant Initial Value Reference Documents Visibility Conditions In 12s1, Only for Custom Supplier Profile Questionnaire © 2012 Ariba, Inc. All rights reserved.

Product Documentation
Description: Improved Product Documentation The pages now present information by audience (user or administrator) Dedicated pre-login documentation Features Supply Side now provides a variety of improvements based on audience and task with better organization of content. Pre-login documentation is now available to support the seller registration and logon processes. Buy Side Supplier enablement will be easier due to pre- and post- login support documentation Benefits User are seeing all documentation (admin and user level) on one long list Content is grouped by files and not by content areas Help during registration is not specific to the registration Current problems © 2012 Ariba, Inc. All rights reserved.

Don’t Miss the General Session Panel Today at 5:15 p.m.
Sustainable Supply Chains through Vested Trading Partner Relationships Long-term, mutually beneficial partnerships between buyers and suppliers are increasingly being described as vested relationships, defined by a shared vision, agreed-upon desired outcomes, transparency, trust, and win-win. Developing such trading partner relationships pays dividends in many ways, particularly when your goal is ensuring a sustainable supply chain. Join Tim Minahan, chief marketing officer for Ariba, as he explores the concept with Kate Vitasek, author of Vested Outsourcing, and Tim McBride, general manager for global finance shared services at Microsoft. Mr. Minahan and his guests will engage with Ariba customers who will talk about such investments at their companies, and the impact they have on their comprehensive sustainability programs. 5:15 p.m. – 6:00 p.m. – Florentine III and IV © 2012 Ariba, Inc. All rights reserved.

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