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#AribaLIVE
@ariba
#AribaLIVE
@ariba
Best Practices in Content
Management
© 2015 Ariba, Inc. All rights reserved.
Kirsty Powell, Finance Director, North America Procure to Pay,
Avery Dennison
Brady Seiberlich, IT eProcurement & Development Manager,
National Business Furniture
Lisa Chapman, Sr. Manager AMER PremierConnect and
Global Portal, Dell
April 9, 2015
#AribaLIVE @ariba#AribaLIVE @ariba
Catalog Content Management Strategies:
Your Options
© 2015 Ariba, Inc. All rights reserved.2
PunchOut catalog
cXML integration to the
eCommerce site
No online catalog
Non-catalog purchase orders;
invoice against contract
Hosted catalog
Uploaded for buyer approval in
Catalog Interchange Format (CIF)
#AribaLIVE @ariba#AribaLIVE @ariba
Today’s Presenters
• Kirsty Powell
 Finance Director, North America Procure to Pay
• Brady Seiberlich
 IT eProcurement & Development Manager
• Lisa Chapman
 Sr. Manager AMER PremierConnect and Global Portal
© 2015 Ariba, Inc. All rights reserved.3
#AribaLIVE @ariba#AribaLIVE @ariba
Avery Dennison
Business Overview
© 2015 Ariba, Inc. All rights reserved.4
• Who are we
• Company History
#AribaLIVE @ariba#AribaLIVE @ariba
Avery Dennison and Ariba
© 2015 Ariba, Inc. All rights reserved.5
Under
consideration
Not owned
UpstreamModules
Downstream
Modules
Owned & Deployed
Owned, integration
needed
#AribaLIVE @ariba#AribaLIVE @ariba
CIF vs. PunchOut
CIF (Hosted Catalog)
• Itemized catalog is loaded by
supplier (or administrator) into Ariba
• Category Manager controls and
approves versions before they are
live for use
• Content and price controls
• Good for low complexity,
low-volume specs
© 2015 Ariba, Inc. All rights reserved.6
PunchOut
• Buyer punches out to supplier website to
purchase items and brings them back to
Ariba for GL mapping and approval
• Supplier manages maintenance and
pricing. Client has no control over pricing
developments after initial go live
• Good for complex,
high-volume specs
#AribaLIVE @ariba#AribaLIVE @ariba
Catalog Usage
© 2015 Ariba, Inc. All rights reserved.7
Europe
29%
71%
CIF
41%
59%
CIF
NA
CIF vs PunchOut Catalogs CIF vs PunchOut Spend
Europe
90%
CIF
30%
70%
CIF
NA
10% PunchOut
Europe
50%
Punch-
Out
50%
CIF
77%
PunchOut
23%
CIF
NA
CIF vs PunchOut PO Count
North America
66%
Non-
Catalog
6% Catalog
94%
Non-
Catalog
Spend ($)
Europe
94% Non-
Catalog
4% Catalog
96% Non-
Catalog
6% Catalog
Spend (€)PO Count
on Catalog
PO Count
on Catalog
34% Catalog
PunchOut PunchOut
#AribaLIVE @ariba#AribaLIVE @ariba
© 2015 Ariba, Inc. All rights reserved.8
• Match to spend type
• Controls on compliance
• Buyers must be
pushed to the catalog
Best Practices and Lessons Learned
• Infrequent users may
drive delays in
loading CIF
• Just having a catalog
doesn’t drive the
benefits of the catalog
#AribaLIVE @ariba#AribaLIVE @ariba
Performance Indicators
• Buyer compliance in use of Catalog and Ariba vs rogue spend
• Spend and PO volume
• Supplier compliance to catalog price
© 2015 Ariba, Inc. All rights reserved.9
#AribaLIVE @ariba#AribaLIVE @ariba
Future Steps
© 2015 Ariba, Inc. All rights reserved.10
Drive compliance
to catalogs
Increase use to
further categories
Expand to services
#AribaLIVE @ariba#AribaLIVE @ariba
Today’s Presenters
• Kirsty Powell
 Finance Director, North America Procure to Pay
• Brady Seiberlich
 IT eProcurement & Development Manager
• Lisa Chapman
 Sr. Manager AMER PremierConnect and Global Portal
© 2015 Ariba, Inc. All rights reserved.11
#AribaLIVE @ariba#AribaLIVE @ariba
National Business Overview
© 2015 Ariba, Inc. All rights reserved.12
• Who are we
• Company History
• Ariba History
• Sales Increase
• e-Commerce Growth
• Where we are today
#AribaLIVE @ariba#AribaLIVE @ariba
CIF vs. PunchOut
• Why CIF
• Why not PunchOut
• What drives us
• What works for us
• What works for our customers
© 2015 Ariba, Inc. All rights reserved.13
#AribaLIVE @ariba#AribaLIVE @ariba
CIF Catalogs
© 2015 Ariba, Inc. All rights reserved.14
• 15% of customers use CIF catalogs
• Generic catalogs
• Customers use for shopping
and browsing
• Use the ability as a selling point
• Customer drives if they get a
CIF catalog
#AribaLIVE @ariba#AribaLIVE @ariba
Benefits of CIF
© 2015 Ariba, Inc. All rights reserved.15
Sales increases and repeat customers
Reduce time receiving payments
Faster order to ship times
Reduction of human touches
Improving accuracy
#AribaLIVE @ariba#AribaLIVE @ariba
Catalog-Driven Orders Increase
Accuracy
© 2015 Ariba, Inc. All rights reserved.16
eCommerce
30
25
20
15
10
5
0
Products
Minutes
Efficiencies in ordering
Phone
1 5 10 20
#AribaLIVE @ariba#AribaLIVE @ariba
© 2015 Ariba, Inc. All rights reserved.17
• How to get started
• What is driving this
decision
• Start small
• Keep it basic
Best Practices and Lessons Learned
• Manage expectations,
both internally and
externally
• Use lessons learned
from previous installs
• Steer sales in a
feasible direction
#AribaLIVE @ariba#AribaLIVE @ariba
Performance Indicators
• Order count for companies using a
CIF catalog
• Order history
• Furniture sales are hard to measure
• Accuracy of ordering
© 2015 Ariba, Inc. All rights reserved.18
#AribaLIVE @ariba#AribaLIVE @ariba
Future Steps
© 2015 Ariba, Inc. All rights reserved.19
Let customer
drive
Be there as a
sales support tool
Looking to
expand
Continuous
growth
#AribaLIVE @ariba#AribaLIVE @ariba
Today’s Presenters
• Kirsty Powell
 Finance Director, North America Procure to Pay
• Brady Seiberlich
 IT eProcurement & Development Manager
• Lisa Chapman
 Sr. Manager AMER PremierConnect and Global Portal
© 2015 Ariba, Inc. All rights reserved.20
#AribaLIVE @ariba#AribaLIVE @ariba
What Is Dell PremierConnect?
© 2015 Ariba – an SAP company. All rights reserved.21
#AribaLIVE @ariba#AribaLIVE @ariba
The Benefits of Using Fully Integrated
Online Catalogs
© 2015 Ariba – an SAP company. All rights reserved.22
#AribaLIVE @ariba#AribaLIVE @ariba
© 2015 Ariba – an SAP company. All rights reserved.
Catalog Content Enablement Process
23
#AribaLIVE @ariba#AribaLIVE @ariba
© 2015 Ariba – an SAP company. All rights reserved.
Catalog Content Enablement Process:
PunchOut Enablement in Depth
24 © 2015 Ariba – an SAP company. All rights reserved.
#AribaLIVE @ariba#AribaLIVE @ariba
C
B2B System High-level Overview
Customer ERP/SCG
B2B Direct B2B Preview Shopping Experience
PunchOut
Order Requisition
Purchase Order
Buyer Hosted & CIF Catalog
External Interface Management
Commerce Foundation
ServicesTierDataTier
B2B_Tools
B2B
Services
B2B_Log B2B_Staging_Log
Custom Maps Management
Custom Map Service
B2B customer profile and
logging management
B2B Tools
BHC, POR, ASN, POC,
CIW
Document Service
25 © 2015 Ariba – an SAP company. All rights reserved.
#AribaLIVE @ariba#AribaLIVE @ariba
Tips for Successful Integration
Dedicated technical contact for project duration
Agreed-upon project schedule
Catalog with pre-negotiated products and pricing
Ability to send electronic POs, taking full advantage of your
ERP investment
An executive commitment
A commitment to utilization
© 2015 Ariba – an SAP company. All rights reserved.26
#AribaLIVE @ariba#AribaLIVE @ariba
© 2015 Ariba – an SAP company. All rights reserved.27
Success Story
#AribaLIVE @ariba#AribaLIVE @ariba
© 2015 Ariba – an SAP company. All rights reserved.28
Success Story
#AribaLIVE @ariba#AribaLIVE @ariba
Thank you!
© 2015 Ariba, Inc. All rights reserved.29

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Best Practices in Content Management

  • 1. #AribaLIVE @ariba #AribaLIVE @ariba Best Practices in Content Management © 2015 Ariba, Inc. All rights reserved. Kirsty Powell, Finance Director, North America Procure to Pay, Avery Dennison Brady Seiberlich, IT eProcurement & Development Manager, National Business Furniture Lisa Chapman, Sr. Manager AMER PremierConnect and Global Portal, Dell April 9, 2015
  • 2. #AribaLIVE @ariba#AribaLIVE @ariba Catalog Content Management Strategies: Your Options © 2015 Ariba, Inc. All rights reserved.2 PunchOut catalog cXML integration to the eCommerce site No online catalog Non-catalog purchase orders; invoice against contract Hosted catalog Uploaded for buyer approval in Catalog Interchange Format (CIF)
  • 3. #AribaLIVE @ariba#AribaLIVE @ariba Today’s Presenters • Kirsty Powell  Finance Director, North America Procure to Pay • Brady Seiberlich  IT eProcurement & Development Manager • Lisa Chapman  Sr. Manager AMER PremierConnect and Global Portal © 2015 Ariba, Inc. All rights reserved.3
  • 4. #AribaLIVE @ariba#AribaLIVE @ariba Avery Dennison Business Overview © 2015 Ariba, Inc. All rights reserved.4 • Who are we • Company History
  • 5. #AribaLIVE @ariba#AribaLIVE @ariba Avery Dennison and Ariba © 2015 Ariba, Inc. All rights reserved.5 Under consideration Not owned UpstreamModules Downstream Modules Owned & Deployed Owned, integration needed
  • 6. #AribaLIVE @ariba#AribaLIVE @ariba CIF vs. PunchOut CIF (Hosted Catalog) • Itemized catalog is loaded by supplier (or administrator) into Ariba • Category Manager controls and approves versions before they are live for use • Content and price controls • Good for low complexity, low-volume specs © 2015 Ariba, Inc. All rights reserved.6 PunchOut • Buyer punches out to supplier website to purchase items and brings them back to Ariba for GL mapping and approval • Supplier manages maintenance and pricing. Client has no control over pricing developments after initial go live • Good for complex, high-volume specs
  • 7. #AribaLIVE @ariba#AribaLIVE @ariba Catalog Usage © 2015 Ariba, Inc. All rights reserved.7 Europe 29% 71% CIF 41% 59% CIF NA CIF vs PunchOut Catalogs CIF vs PunchOut Spend Europe 90% CIF 30% 70% CIF NA 10% PunchOut Europe 50% Punch- Out 50% CIF 77% PunchOut 23% CIF NA CIF vs PunchOut PO Count North America 66% Non- Catalog 6% Catalog 94% Non- Catalog Spend ($) Europe 94% Non- Catalog 4% Catalog 96% Non- Catalog 6% Catalog Spend (€)PO Count on Catalog PO Count on Catalog 34% Catalog PunchOut PunchOut
  • 8. #AribaLIVE @ariba#AribaLIVE @ariba © 2015 Ariba, Inc. All rights reserved.8 • Match to spend type • Controls on compliance • Buyers must be pushed to the catalog Best Practices and Lessons Learned • Infrequent users may drive delays in loading CIF • Just having a catalog doesn’t drive the benefits of the catalog
  • 9. #AribaLIVE @ariba#AribaLIVE @ariba Performance Indicators • Buyer compliance in use of Catalog and Ariba vs rogue spend • Spend and PO volume • Supplier compliance to catalog price © 2015 Ariba, Inc. All rights reserved.9
  • 10. #AribaLIVE @ariba#AribaLIVE @ariba Future Steps © 2015 Ariba, Inc. All rights reserved.10 Drive compliance to catalogs Increase use to further categories Expand to services
  • 11. #AribaLIVE @ariba#AribaLIVE @ariba Today’s Presenters • Kirsty Powell  Finance Director, North America Procure to Pay • Brady Seiberlich  IT eProcurement & Development Manager • Lisa Chapman  Sr. Manager AMER PremierConnect and Global Portal © 2015 Ariba, Inc. All rights reserved.11
  • 12. #AribaLIVE @ariba#AribaLIVE @ariba National Business Overview © 2015 Ariba, Inc. All rights reserved.12 • Who are we • Company History • Ariba History • Sales Increase • e-Commerce Growth • Where we are today
  • 13. #AribaLIVE @ariba#AribaLIVE @ariba CIF vs. PunchOut • Why CIF • Why not PunchOut • What drives us • What works for us • What works for our customers © 2015 Ariba, Inc. All rights reserved.13
  • 14. #AribaLIVE @ariba#AribaLIVE @ariba CIF Catalogs © 2015 Ariba, Inc. All rights reserved.14 • 15% of customers use CIF catalogs • Generic catalogs • Customers use for shopping and browsing • Use the ability as a selling point • Customer drives if they get a CIF catalog
  • 15. #AribaLIVE @ariba#AribaLIVE @ariba Benefits of CIF © 2015 Ariba, Inc. All rights reserved.15 Sales increases and repeat customers Reduce time receiving payments Faster order to ship times Reduction of human touches Improving accuracy
  • 16. #AribaLIVE @ariba#AribaLIVE @ariba Catalog-Driven Orders Increase Accuracy © 2015 Ariba, Inc. All rights reserved.16 eCommerce 30 25 20 15 10 5 0 Products Minutes Efficiencies in ordering Phone 1 5 10 20
  • 17. #AribaLIVE @ariba#AribaLIVE @ariba © 2015 Ariba, Inc. All rights reserved.17 • How to get started • What is driving this decision • Start small • Keep it basic Best Practices and Lessons Learned • Manage expectations, both internally and externally • Use lessons learned from previous installs • Steer sales in a feasible direction
  • 18. #AribaLIVE @ariba#AribaLIVE @ariba Performance Indicators • Order count for companies using a CIF catalog • Order history • Furniture sales are hard to measure • Accuracy of ordering © 2015 Ariba, Inc. All rights reserved.18
  • 19. #AribaLIVE @ariba#AribaLIVE @ariba Future Steps © 2015 Ariba, Inc. All rights reserved.19 Let customer drive Be there as a sales support tool Looking to expand Continuous growth
  • 20. #AribaLIVE @ariba#AribaLIVE @ariba Today’s Presenters • Kirsty Powell  Finance Director, North America Procure to Pay • Brady Seiberlich  IT eProcurement & Development Manager • Lisa Chapman  Sr. Manager AMER PremierConnect and Global Portal © 2015 Ariba, Inc. All rights reserved.20
  • 21. #AribaLIVE @ariba#AribaLIVE @ariba What Is Dell PremierConnect? © 2015 Ariba – an SAP company. All rights reserved.21
  • 22. #AribaLIVE @ariba#AribaLIVE @ariba The Benefits of Using Fully Integrated Online Catalogs © 2015 Ariba – an SAP company. All rights reserved.22
  • 23. #AribaLIVE @ariba#AribaLIVE @ariba © 2015 Ariba – an SAP company. All rights reserved. Catalog Content Enablement Process 23
  • 24. #AribaLIVE @ariba#AribaLIVE @ariba © 2015 Ariba – an SAP company. All rights reserved. Catalog Content Enablement Process: PunchOut Enablement in Depth 24 © 2015 Ariba – an SAP company. All rights reserved.
  • 25. #AribaLIVE @ariba#AribaLIVE @ariba C B2B System High-level Overview Customer ERP/SCG B2B Direct B2B Preview Shopping Experience PunchOut Order Requisition Purchase Order Buyer Hosted & CIF Catalog External Interface Management Commerce Foundation ServicesTierDataTier B2B_Tools B2B Services B2B_Log B2B_Staging_Log Custom Maps Management Custom Map Service B2B customer profile and logging management B2B Tools BHC, POR, ASN, POC, CIW Document Service 25 © 2015 Ariba – an SAP company. All rights reserved.
  • 26. #AribaLIVE @ariba#AribaLIVE @ariba Tips for Successful Integration Dedicated technical contact for project duration Agreed-upon project schedule Catalog with pre-negotiated products and pricing Ability to send electronic POs, taking full advantage of your ERP investment An executive commitment A commitment to utilization © 2015 Ariba – an SAP company. All rights reserved.26
  • 27. #AribaLIVE @ariba#AribaLIVE @ariba © 2015 Ariba – an SAP company. All rights reserved.27 Success Story
  • 28. #AribaLIVE @ariba#AribaLIVE @ariba © 2015 Ariba – an SAP company. All rights reserved.28 Success Story
  • 29. #AribaLIVE @ariba#AribaLIVE @ariba Thank you! © 2015 Ariba, Inc. All rights reserved.29