Mark Schwiebert, BP, AribaLIVE 2011 Slides may be slightly off sync with audio http://exchange.ariba.com/community/events/aribalive

1. Building a Powerful Business Case: One That Resonates with All Stakeholders Fausto Jimenez – Grupo Posadas, Purchasing Director Mark Schwiebert – BP, Global Procurement Director Samantha Haynes – BB&T, SVP-ESM Business Process Manager Ben Redwine – Ariba, Ariba Commerce Services Managing Director © 2011 Ariba, Inc. All rights reserved.

6. Confirm Vision, Goals and Objectives © 2011 Ariba, Inc. All rights reserved. Become the standard go-to destination for supply base management Vision Sourcing Purchasing & Ops Accounts Payable Areas of Focus Strategic Objectives Strengthen governance and establish alignment across Procurement & Finance Optimize and educate on process, policies and process controls Drive out process inefficiencies and lower costs Adopt customer-centric mentality for our internal and external stakeholders b Value Process Automation Working Capital Optimization Price Reduction Risk Management Spend Compliance

8. Evaluate the Opportunity © 2011 Ariba, Inc. All rights reserved. Staff with long tenure Staff with short tenure Previous experience in systems implementation Limited/ no experience in systems implementation Clear executive sponsor and organizational buy-in Aggressive timeline Conservative / ample timeline Higher degree of readiness / presence of capabilities Clear governance structure Undefined governance structure Available staff to dedicate to project Limited/ no staff available to dedicate to project Undefined executive sponsor & limited organizational buy-in Experience with business change/ transformation Limited/ no experience with large scale business change Lower degree of readiness / presence of capabilities Business & IT have a good track record of working together Business and IT are not well integrated Limited process documentation and policy enforcement Well documented processes and enforced policies 1 2 3 1 2 3 1 2 3 1 2 3 1 2 3 1 2 3 1 2 3 1 2 3 1 2 3

9. Develop a Cost/Benefit Analysis © 2011 Ariba, Inc. All rights reserved.

10. Develop a Multi-Year Roadmap © 2011 Ariba, Inc. All rights reserved. Month 1 Wks 3-4 Months 5-6 Y1 Q3 Y1 Q4 Y2 Q1 Y2 Q3 Y3 Q1 Y3 Q3 Y2 Q2 Y2 Q4 Y3 Q2 Month 1 Wks 1-2 Months 3-4 Month 2 Wks 5-6 Month 2 Wks 7-8 P2P Future State Design: Org, Process & Policy, Tech, Perf. Mgmt Program & Change Mgmt Procurement Value Enablement Initiate Program Change Mgmt Strategy & Program Plan Wave I Enablement Optimization - Evaluate and Refine Operating Environment: People & Org, Process & Policy, Technology, Performance Management Program & Change Mgmt: Ongoing Program Oversight, Training, Communications & Incentives AP & WCM Value Enablement Wave II Enablement Wave III Enablement Solution Deployment Services Procurement Procure-to-Pay Discount Mgmt P2P Future State Design: Org, Process & Policy, Tech, Perf. Mgmt Wave I Enablement + Invoice Automation Optimization - Evaluate and Refine Operating Environment: People & Org, Process & Policy, Technology, Performance Management Wave II Enablement Wave III Enablement Invoice Conv. Services Y3 Q4 Sourcing Supplier Management Spend Visibility Contract Management

12. Questions © 2011 Ariba, Inc. All rights reserved.

14. Building a Powerful Business Case: One That Resonates With All Stakeholders Fausto Jimenez – Grupo Posadas, Purchasing Director Mark Schwiebert – BP, Global Procurement Director Samantha Haynes – BB&T, SVP-ESM Business Process Manager Ben Redwine – Ariba, Ariba Commerce Services Managing Director © 2011 Ariba, Inc. All rights reserved.