Ariba Discovery Advantage Plus customer Blue Marble Media case study

1. • Received40 quality leads
in first six months of using
Ariba Discovery
• Started building new
relationshipswithnine large
buying organizations
• Quicklysecureda $35K
contractfrom a large bank
through Ariba
• Jumped ahead of competition
with prospectsthat prefer to
buy viathe Ariba Network
• Able to acceleratelead
opportunitiesas Aribabuyers
typicallycompletevetting
processes of Ariba sellersin
less time (as short as one week)
• Using Ariba Discoveryfor lead
generation, saved 80 man-
hours of research in six months
• In contractnegotiations witha
large buyer in need for women-
owned small businesses
Company
BlueMarbleMedia
Profile
A full-servicefilm, video & motion
graphics agency, specializing in
B2B communications
Ariba Solutions
 Ariba DiscoveryAdvantage Plus
 Ariba Network
Challenges Solutions Results
• Sellingcustom, high-end
servicesthat are sought after
by narrow customerbase
• Limitedmarketing budget to
reach potentialprospects
• 90% of marketing and sales
are handled by one person,
limitingscale of lead
generation opportunities
• Poor returnon marketing
efforts using purchased lists,
directmail, and outsourced
marketing services
• Too much time spent
generating and qualifyingnew
business leads
• Vettingprocess of companies
interestedin using Blue
Marble Media’s servicesoften
took weeks, resulting in long,
drawn-out sales process
• Hard time locating
opportunitiesreserved for
women-owned businesses
• Learned about the Ariba®
Networkand added it as key
component of long-term
business growth strategy
• Started using the Ariba
Discovery™serviceto
increaseexposure with
large buyers and find
qualified leads more easily
• Signed up for the Advantage
Plus package to maximize
visibilitywithnew prospects
and boost lead quality
• Leveraged Ariba seller
status to fast-track vetting
processes and get on the
“must contact”listfor
buyers seeking video/
motion graphics services
• Quicklygot its name in front
of multi-billiondollar buyers
• Used provenprocesses that
facilitatea high levelof
connectivitywithprospects
Connecting With Multi-Billion Dollar
Buyers While Saving 80 Man-Hours
“Using Ariba Discovery, we can get lots of visibility with middle and upper management-level
executivesat the right companies. We just need more of them to say, ‘When we need something
like this, you will be on our list.’” Cal Miller, VP Business Development, Blue Marble Media
“Joining the Ariba Network is a great
investment if you are looking for quality
customers – it gives you a leg up.”
Cal Miller, VP Business Development,
Blue Marble Media
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