How to Bring Suppliers to the Ariba Network

How to Bring Suppliers to the Ariba Network
Public

© 2016 SAP SE or an SAP affiliate company. All rights reserved. 2Public
Sprint and a
marathon
Technology
and expertise
Commitment
top and across

Welcome and Introduction
Jasper Chong – Senior Director, Supplier Enablement for APJ & Greater China

Agenda
Welcome and Introduction
A View from a Buyer
A View from a Supplier
Service partner for enablement in China
Supplier Enablement Innovations
Questions and Answers

6
About the speaker
| Bachelors in Electronics Engineering | MBA in International
Business Management | Six Sigma Master Black Belt | Certified
Program Manager|
V.K.VEERA KUMAR
I have 14 years of experience in End to End Program Management, APAC Procurement to
Payment (P2P) and Global Source to Pay Transformation Consulting.
Responsible to provide strategic procurement support to achieve business results as per organization
goals.
Currently leads procurement activities for Cognizant APAC and Middle East in 15 countries and managing
the Strategic/Tactical procurement across different categories of spend.
Contact No: +65 8298 4074
E-mail:
Veerakumar.Kandaswamy@cognizant.com
Key Roles in 14 Years of Experience - | Procurement to Payment (P2P) - Lead – APAC | Global Procurement
Transformation Consultant | Global Contract Manager | Senior Program Manager– IT
© 2016 Cognizant

7
About the speaker
| Bachelors in Instrumentation & Control Engineering | MBA in
Operations | Six Sigma Green Belt |
PRAKASH. R
I have 11 years of work experience in IT industry spanning across Business Consulting/Transformation,
Leading projects and Software development
Successful in implementing various key Global transformation projects aimed at scaling up our support
functions
As the Solutions & Transformation Lead of Global Procurement, currently responsible for the
transformation initiatives, the business process and operations associated with various spend categories
Key Roles in 11 Years of Experience - | Global Procure to Pay Solutions & Transformation Lead | IT Project management
and delivery|
Contact No: +91 7338854970
E-mail: Prakash.R2@cognizant.com
© 2016 Cognizant

© 2016 Cognizant
AGENDA
Cognizant Overview
Cognizant – Ariba Journey
Supplier Enablement – Phased approach
Best Practices
CONCUR FOR TRAVELKey Learnings
1
2
3
4
5
1

2
Cognizant Overview
*(as of June. 30, 2016) Social Presence
315 Strategic Clients
39,300+
Projects in 40+ countries
Founded in 1994
(NASDAQ: CTSH)
~244,300
employees*
100+ Global
Delivery Centers
Headquarters
Teaneck, NJ
Revenue: $3.37 Bn in Q2 2016;
$12.42 Bn for FY 2015 (21%
YOY)
Cognizant is a leading provider of information technology, consulting and business process
outsourcing services, dedicated to helping the world's leading companies build stronger
business.
Financial Times Global
500
2015 FinTech Forward 100
Forbes Fast Tech 25
Forbes The World’s Most
Innovative Companies 2015
Newsweek’s 2016 World
Green Rankings
Fortune 500
Forbes Global 2000
Everest Group’s PEAKMatrix
Service Provider of the YearTM
for IT services
Accolades

2017
2017
2016
2016
2014
150000+
Users
40+
Delivery
centers
35000+
Users
1000+
Client
locations
8000+
Users
9
Countries
8000+
Users
10+
Countries
India
US
APAC
Europe
500 +
Users
4
Countries
MEA
Cognizant – Ariba Journey
2014 – Till Date 2016 and Beyond
© 2016 Cognizant

Supplier Enablement – Phased Approach
Enable:
Onboard all
strategic suppliers
prior to go-live
Establish:
Deliver a scalable
and sustainable
model
5
2 weeks 7 weeks 2 weeks Ongoing
© 2016 Cognizant

400+
High Level Statistics
227
Suppliers Locations Sessions
0
20
40
60
80
100
120
140
160
Wave 1 Wave 2 Wave 3 Wave 4
150 150
75 75
Supplier Coverage by Phase - USA
Remotely
Enabled Suppliers
110
454, 82%
100, 18%
Supplier Enablement before Go-live - India
Suppliers Targeted Supplier connected remotely
5 © 2016 Cognizant

Joint implementation with Ariba
Fortnight review with steering
committee
Refresher trainings
Wave based approach
Prioritization of Strategic vendors for
the wave plan
Supplier on-boarding with Catalogue
Enablement
1
2
3
4
5
6
7
8
9
Best
Practices
Involvement of key stakeholders as
part of effective Change Management
10
Supplier Enablement – Best Practices
7
Remote Enablement
Local language support
Ongoing Vendor Connect
5 © 2016 Cognizant

1
2
3
4
Vendor Database Cleanup
Continuous monitoring required on the
usage by vendors
Additional support required for vendors
who are not tech savvy
Catalog Renewal
KEYLEARNINGS
Key Learnings
875 © 2016 Cognizant

THANK YOU
875 © 2016 Cognizant

SoftwareONE Global | In your neighborhood, worldwide
Privately owned since 1985
Globally headquartered in Stans, Switzerland
30+ years of experience in software licensing
Learn more about SoftwareONE, visit us at
http://www.softwareone.com
A globally active Swiss Company
SoftwareONE helps IT leaders deliver their vision with greater confidence and clarity
27’000 Customers locally & globally
9’000 Publishers
4.4 mio SKU’s
global software licensing solutions provider
Mitigate your IT challenges
Reduce Complexity
Achieve Transparency
Software License Management
compliancy – transparency - efficiency

Head of B2B Integration Services at
SoftwareONE
 15 years experience in eProcurement & B2B
Integration
 Expertise on buyer & seller side
 Leading a global team of B2B Integration Managers
SoftwareONE Global | B2B Integration Services
Sandra Hoerner
e-Procurement & e-Commerce
Customer & Supplier Integration
Electronic Orders & Invoices
Transactional & SAM Reporting
Project Management
Business Process Improvement
B2B Integration Services
Automated Intelligence for Software Software Portfolio Management
Electronic Catalogs

B2B Integration | End-to-End Process
Catalogue:
• Punchout or static catalog
Quote:
• Quote process
Order:
• Supplier Network or (direct) EDI
Invoice:
• Supplier Network or (direct) EDI
Reporting:
• Transactional reports for SAM Tools
Integration Landscape:

B2B Integration | Some Numbers
B2B Projects
390
ALL B2B
Integration
Projects
250
ALL B2B
Customers
30
ALL
Countries
Ariba Projects
100
Ariba B2B
Projects
31
Ariba B2B
Customers
22
Ariba B2B
Accounts
B2B Integration Projects:

Ariba Projects | Why?
Advantages
Fast set up of
ASN
relationships
Relationships
to multiple
customers
through 1
account
cXML
documents
based on pre-
defined
templates
Order process
to be more
efficient
Disadvantages
Customization
of electronic
documents
Customer
specific
validations
Decentralized
Supplier
Enablement
process
Service to our customers - Make them happy!

What do we need to know?
Aligned? Agreed? Ready to Go?
What?
How?
Who?
When?
Why?
Document types? Catalogs, orders, confirmations, ship notices, invoices?
Customer & Business expectations?
Customer specific requirements?
Does it fit into our own processes and systems?
Project milestones planning
Time lines for testing & go live
Benefits & consequences for Business
Costs
Who was involved so far? Who needs to be involved?
Resources available?

Learnings | Key Takeaways
Take away for Complexity Communication Evolve
and improve
Team
Buyers  Growing size
and demand on
flexibility and
customization
 Fast enablement
vs. deep going
process analysis
 Involvement of
right persons
 Less
customization
allows faster
integration
 Customers trying
to do more with
less
Seller  Pushing to
standardization
 Using PyraCloud
as central
access point
 Global presence
requires
transparency
and information
 High flexibility
allows increased
functionality
 Increasing staff
to provide
support of
increasing
demand

Service partner for enablement in
China

Yi Zhu
Chief Consultant
Zber
Responsible for
Responsibility to research and develop product & service of ebusiness
or supply chain management.

About Zber
• Zber is working on business commerce platforms to combines
industry-leading cloud-based sourcing/procurement applications with
huge Chinese business community to help companies discover,
connect and collaborate globally.
• Found: 2015
• Office: Beijing, Nanjing…

Agenda
Zber
VISION
The Gap
Zber
Way

Doing business globally is empowered by eBusiness
Integrated with IT, Service & Support delivers value
Analyze Source Contract Procure Invoice & Pay Manage
Research Market/Bid Contract SO/Deliver
Invoice &
Receive
Manage
BUY
SELL
Platform
Implementation
Support
Service

Zber
VISION
The Gap
Zber
Way
The Gap

Non-service Import/Export of China (US$ Billion)
1,852
1,608
2,215 2,175
0
500
1,000
1,500
2,000
2,500
2014 2015
Import Export

Export from China (US$ Billion)
0
20
40
60
80
100
120
140
2015
The Largest Share of Export in the World
Ｍobile Phone (54.8%)
Notebook (68.4%)
Communication Equipment & Parts (38.1%)
Optical Instrument (37.7%)
Semiconductor Parts and Components (30.1%)

Only Few Members from China in Ariba Network
Other, 4000000
China, 1000000
0
1000000
2000000
3000000
4000000
5000000
6000000
2010 2015 2020
Members of Ariba Network
?
Still Offline in China?
How can we have more
members from 5M+ Chinese
enterprises?
Participation Is Key !

Why There is a Gap
Customers don’t need
Customers have other solutions
Why
Did not know
Did not
understand
Did not reach them?
Need service,
education/training?
Business Model
Value/Price
Resource
Security
Just Beginning in China!

Zber
VISION
The Gap
Zber
Way
Zber Way

Why Zber
• China market expertise
• The most experienced team of Ariba Solutions in China
• Professional Service of online commerce and supply chain
management

Better Supplier Information for Ariba Network
Find and work with better Chinese Suppliers
SOLUTIONS
• Integrated with Ariba Supplier
Information and Performance
Management, Ariba Network, Ariba
Discovery
• Improve quality of supplier data by
IT, data clean & enrichment service
• Process data by industry, by area
for Critical Mass
Supply Base
Development
Supplier
Qualification
Supplier
Management
VALUE
• Reached new market
• Competitive response
• Increased customer satisfaction
• Increased visibility via collaboration
• Decreased cost
• Improved product / service quality
• Accelerated cash flows

Connection/Collaboration for Ariba Network
For both Chinese Suppliers and international Buyers and Sellers
SOLUTIONS
• Supplier enablement with Ariba
Network
• Integrated with ERPs, portals or
other applications
• Implementation, support and help
desk
PROBLEM
• Knowledge – do not know online
collaboration
• Competency – do not have the skill
in-house
• Resources – do not have scalable
staff for support – necessary
languages etc.
• Methodology
• Best-Practices
• Costs

Start-Up Summary
• Define objective by company
• Plan the route by phase
• Stick to what’s feasible
• Using a pilot strategy
• Balance short- and long-term consideration

Thank you
Contact information:
Yi Zhu
Chief Consultant of Zber
yi.zhu@zber.cn
+86-186-1037-3398

Supplier Enablement Innovations
Dom Atkinson –Regional MD Business Network

Ariba’s Network Business Model
Buyers’
Objectives
 Reduce costs
 Mitigate Risk of Supply
 Assure proper pricing
at lowest rate
 Becoming more
efficient with suppliers
 Better manage working
capital
Suppliers’
Objectives
 Lower customer
service costs
 Increase Wallet Share
 Improved payment
visibility and timing
 Higher customer
satisfaction
 Increase sales
Our focus is enabling better collaboration between buying
organizations and their suppliers – enabling faster, more transparent
business processes to create a win-win for all parties
Supply Chain
Collaboration
Forecasts,
Releases, Logistics
Operational
Procurement
Req to PO
Catalogs
Services
PO & Invoice
Automation
Transaction Mgmt
& Status, Complex
Services
Strategic
Sourcing
Analysis.
Sourcing &
Contracts
Discount & Pay
Dynamic
Discounting &
Settlement
Supplier Discovery & Qualification, Notifications, Performance, POs, Change POs, Contract Terms, Service
Orders, Forecasts, Releases, Receipts, Self Invoices, Pay Schedules, Payments, Remittances
Market & Find New Business, Master Data & Qualifications, PO Confirms, Shipping, Invoices, Service Invoices
against Contracts, Change Order Requests, Service Entry Receipts, Dynamic Discounts
Buyer to Supplier Processes
Supplier to Buyer Processes

Ariba’s Total Supplier Enablement Approach
A B C
500 5,000 50,000
Number of
Documents
Ariba Network Ariba Light Enablement
Best of Both Worlds
• Ariba always excelled at offering software & services for
the A suppliers
• Your B and C suppliers want to transact electronically too
• Provides a zero barrier solution to quickly realize 100%
connectivity for solutions via the Ariba Network.
• Provides suppliers a choice to ‘buy up’ for additional
capabilities and services they determine on their own is
needed for their business
• Allows Ariba to continue to invest in services and
capabilities to suppliers that choose and require a full
e-Commerce experience

Supplier View of their world
Supplier Portal – UI - Dashboard

Ariba Supplier Mobile
Network Access On-The-Go!
• Confirm Orders
• Track Existing Orders
• Access User Community
Available in the Apple iTunes App
Store or Google Play

Onboarding is easy!

Seller Management Organisation (SMO)
Supplier Enablement Network Integration Seller Account Management
Buyer Facing
 Works directly with customer
 Project management
 Network deployment activities
Supplier Facing
 Supplier enablement
 Account setup
 Training development and delivery
Buyer Facing
 Project management
 Requirements gathering
 Integration and catalog packs for
sellers
Supplier Facing
 Support through process
 Technical guidance on AN
specifications
 Technical guidance on building
catalogs
Account Management
 Personalised account management
 Seller escalation point
 Network utilization
Commerce Consultant
 Network adoption
 Build awareness of network benefits
 Drive utilization of Supplier tools

Legal Disclaimer

Supplier Membership Fee Histogram
1,332
52
317
98
56
33
19
15
13
8
1
-
2
2
3
2
1
1
3
-
3
-
17
-
0%
20%
40%
60%
80%
100%
120%
-
200
400
600
800
1,000
1,200
1,400
1,600
Frequency
Frequency(SupplierCount)
SMP Fee Bin Range
Supplier Membership Fee Distribution
1,332 suppliers will pay no fees (67%)
369 suppliers will pay less than $500 per year
(19%)

Ariba’s Network Investments
Closing in on our first Trillion
$530M+
Investment
$250M over last 2 years
SpendontheAribaNetwork
Seller Act
Mgmt
Expanded.
2007 2008 20092005 2006 2010 2011
Ariba Discovery for Sellers and
working capital collaboration
50+ Countries e-Invoice Tax
Compliance
e-Invoice Compliance
expansion in LATAM and EU
(36 Countries)
PO + Invoice
Approved for e-invoice VAT/tax
compliance in 36 countries
PO only
2012
Quick Enablement Innovation
& Integration for Sellers
Competitor networks
are still here!
2013
$59B
$108B
$112B
$135B
$202B
$500B
$360B
20141997
Open to all ERPs.
Seller Fee
Structure on
% spend
Implemented
EU e-invoice VAT/tax
compliance in 19
countries
Industry & Country Extension & Expansions
2015
Direct Supply Chain Extensions
Unlimited Free Supplier
Enablement Service
AribaPay
Supply Chain Financing *
Spot Buy*
Regional Datacenters
Global Expansion of
Supplier Support
$900B
AribaOne*
Supplier Mobile*
Million Companies
connected
* - In Pilot

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