Más contenido relacionado Similar a Maximizing Sales and Marketing Reach in Your 2013 Business Initiatives (20) Maximizing Sales and Marketing Reach in Your 2013 Business Initiatives1. Maximizing Sales and Marketing Reach
in Your 2013 Business Initiatives
Moderated by Chris Wang, Director of Marketing, Ariba Discovery
May 8, 2013 – Washington, DC
© 2013 Ariba, Inc. All rights reserved.
3. #AribaLIVE
What is Ariba Discovery?
• The premier service for matching business buyers and
sellers globally
© 2013 Ariba, Inc. All rights reserved.3
50 PERCENT OF THE
GLOBAL 2000
OVER 3,000 BUYERS
“I’m looking for…”
“I can offer that!”
4. #AribaLIVE
How Does It Work for Buyers?
• Buyers describe needs in a posting and get matched to sellers
Create a posting Review proposals Make selection
Describe your buying
need in a posting
Receive offers from sellers
who offer what you need
Review proposals and
choose the best offer
Find relevant new sellers faster and easier than
through traditional search methods
© 2013 Ariba, Inc. All rights reserved.4
5. #AribaLIVE
How Does It Work for Sellers?
• Sign up and get an email notification for every new lead
1. Create your profile 2. Get lead notification 3. Submit your proposal
Register and create your
company profile
Get notified when buyer postings
match your profile or when a
buyer contacts you – it’s free
Submit your proposal to the
buyer to build new relationships
and win business
Reach target audience faster and easier than
traditional marketing and sales channels
© 2013 Ariba, Inc. All rights reserved.5
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What can I use it for?
• Finding trading partners for any product or service
Over 730K buyers and sellers
More than 20K categories
Nearly 200 countries
36% of sellers with global reach
Over 40K green and diverse sellers
o 16,000 Women-Owned
o 11,000 Minority-Owned
o 5,000 Veteran-Owned
o 4,700 Small Disadvantaged
o 13,000 Green
Buyers can search for green and diverse sellers
© 2013 Ariba, Inc. All rights reserved.6
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Diverse Buying Needs
© 2013 Ariba, Inc. All rights reserved.8
IT &
Telecom 10%
Professional
Services 8%
Construction &
Engineering 8%
Facilities &
Maintenance 7%
Parts &
Components 7%
Industrial
Equipment 6%
Marketing &
Communications 6%
Raw Materials &
Chemicals 6%
Other 42%
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Buyers
Sellers
Ariba Discovery
Ariba Procurement
(P2P)
How Can I Use It?
© 2013 Ariba, Inc. All rights reserved.9
Ariba Sourcing
(On-Demand, On-Premise)
• Ariba Discovery can be accessed from multiple Ariba solutions
Ariba Discovery
(Website)
Ariba Sourcing
(Proposals)
Ariba Discovery
(Leads)
Ariba Contract Mgmt
(Contracts)
Ariba Network
(Orders & Invoices)
10. #AribaLIVE
© 2013 Ariba, Inc. All rights reserved.10
New Forms of Buyer-Seller Interaction
Sourcing Initiatives
Buyer
• Large spend of $100K - 50M
• Conducted by Sourcing managers
• Find new sellers through postings on
Ariba Discovery
Seller
• Receive buyer posting leads
• Respond to buyer postings
• Interact with buyers to form
relationship
Spot Buys
Buyer
• Smaller spend of $5K - $100K
• Conducted by procurement
managers, plant managers, spot
buyers
• Fulfill non-catalog, rush order, or
unplanned purchasing projects
Seller
• Quick quotes to meet buyer needs
• Showcase detailed, unique
capabilities in profile
• Pursue final sales fast
Market Intelligence
Buyer
• Interested in supply market
intelligence for new markets or supply
roadmap
• Most relevant sellers are contextually
presented to buyer based on buying
activities and seller capabilities
Seller
• Drive awareness to prospects through
targeted messaging (ProfilePitch) and
comprehensive profile
• Have buyers contact you when your
ProfilePitch gets their attention
11. #AribaLIVE
Seller Profile Page
• Buyers
Review profiles of sellers
who responded to learn
more about capabilities
and credentials
Preview profile in
seller searches
• Sellers
Submit your profile with
every proposal
Show up with profile in
buyer search results
Promote your profile to
targeted buyers
© 2013 Ariba, Inc. All rights reserved.11
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More Value for Buyers and Sellers
© 2013 Ariba, Inc. All rights reserved.12
BUYER VALUE
• Achieve incremental savings of 15%
• Reduce costs up to 75% for seller
identification and qualification
• Save up to 90% of time for seller
identification and qualification
• Make better, more informed seller
selection decisions
SELLER VALUE
• Tap into over $5B USD buying volume
right in Discovery
• Maintain high visibility in front of real
decision-makers, with budget and
ready to buy
• Cost effective lead source versus
traditional methods
• New sales channel, comprising
15-50+% of revenue for many sellers
14. #AribaLIVE
About Caesars Entertainment
• Caesars Entertainment owns, operates, or
manages casino entertainment facilities
primarily under the Caesars, Harrah’s, and
Horseshoe names
52 casinos in 13 states and 7 countries
68,000 employees and 58,000 slot machines
3 million square feet of gaming space and 42,000 hotel rooms
Owns and Operates World Series of Poker
Casino planned for Baltimore in 2014
© 2013 Ariba, Inc. All rights reserved.14
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Caesars’ Challenges
• Finding local diverse suppliers to meet stringent
regulatory requirements
• Laborious supplier identification process via
phone, email, and sales meetings
• Sourcing team and diversity group needed to find
ways to do more in less time during
• Add additional suppliers to auctions on Ariba
Sourcing™ to increase competition
© 2013 Ariba, Inc. All rights reserved.15
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Caesars and Ariba Discovery
• Used Ariba Discovery to quickly find suppliers that
meet specific needs
Easy to evaluate, compare, and respond to proposals in a
single location with exactly the details needed
Can easily add new suppliers to their supplier database on
Ariba Sourcing and invite suppliers to sourcing events
Engage quickly with awarded suppliers because they are
already set up on the Ariba Network
Facilitates overall sourcing process from supplier discovery
to contract delivery
© 2013 Ariba, Inc. All rights reserved.16
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Caesars and Ariba Discovery
• Created several successful postings with very
good supplier participation (Avg. 5+ responses)
Diversity: Found local CO2 supplier that also provided most
competitive offer, considerably reducing sourcing cost
Baked Goods: Saved 10% in overall cost on a multi-million
dollar project by finding a new supplier
Cut time to find low-cost country suppliers of banquet
chairs by 50%, moving quickly over to prototype review
Pens: Received fantastic number of high-quality responses
from all over the world
© 2013 Ariba, Inc. All rights reserved.17
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About LLT Bar Code & Label
• Providing labels, printers, mobile computers, and
more for more than 15 years
Went to market by printing 1,000,000 catalogs each year
A Bemis Company
Stow, OH
11M+
13 Employees
BBB Accredited
© 2013 Ariba, Inc. All rights reserved.18
$8
$9
$10
$11
$12
2009 2010 2011 2012
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LLT’s Challenges
• Connecting with new buyers effectively
High cost and declining response rates for direct marketing
activities involving list purchases, cold calls, and catalogs
Difficulty competing with larger office suppliers with higher
brand awareness and nationwide retail presence
Hard time getting a foot in the door with large buying
organizations that have corporate purchasing programs
© 2013 Ariba, Inc. All rights reserved.19
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LLT & Ariba Discovery
• Using Ariba Discovery to easily discover new
leads and connect with Global 2000 companies
Signed up for the Advantage Plus package to respond to
unlimited buyer postings at no additional cost
• Results
Responded to an RFP by a popular national retailer
and won two-year contract for $400,000 in business –
much larger and longer contract than initially published
© 2013 Ariba, Inc. All rights reserved.20
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Maximize Your Impact as a Buyer
© 2013 Ariba, Inc. All rights reserved.22
1. Add critical details in your posting to allow faster seller response
2. Give seller feedback on their bidding process and your decision
3. Provide more guidance to sellers through Q&As and messages
4. Review seller ratings and customer references
5. Share your buyer portal URL broadly to increase awareness of
your buying opportunities
• Top 5 things to do to get what you need fast
23. #AribaLIVE
Maximize Your Impact as a Seller
© 2013 Ariba, Inc. All rights reserved.23
1. Update your profile and contact details
2. Get the commodities and territories right
3. Provide customized responses
4. Invite more references
5. Promote your profile to buyers
• Top 5 things to do to leverage your company