Many companies focus on management of indirect, direct, or temp labor spend, but few have mastered the art of managing all their spend from one platform. In this session, learn how business leaders are enabling collaboration across internal departments and with their suppliers to develop tightly integrated sourcing, procurement, and payment strategies for all of their spend.

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@ariba
Strategies for Managing All Spend in a
Networked Economy
Ashley B. Miller, Group Vice President, Sourcing Business Information Office,
SunTrust Bank
@ashleybmiller124
April 8, 2015
© 2015 Ariba – an SAP company. All rights reserved.

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SunTrust Bank at a Glance
© 2015 Ariba – an SAP company. All rights reserved.2
SunTrust Banks, Inc., with total assets of $190.3 billion, is one of the nation's leading financial
services holding companies.
Through its flagship subsidiary, SunTrust Bank, the company provides deposit, credit, trust and
investment services to a broad range of retail, business and institutional clients. Other subsidiaries
provide mortgage banking, asset management, securities brokerage, and capital market services.
Atlanta-based SunTrust enjoys leading positions in some of the most attractive markets in the
United States and also serves clients in selected markets nationally. We are committed to Lighting
the Way to Financial Well-Being for our clients. It is our purpose as an organization, and we do it by
putting our clients’ interests first. We strive to understand our clients’ individual circumstances and
provide personalized advice and services that meet their unique banking, borrowing, and investing
needs.
SunTrust’s more than 1,500 retail branches and 2,240 ATMs are located primarily in Florida,
Georgia, Maryland, North Carolina, South Carolina, Tennessee, Virginia, West Virginia and the
District of Columbia. In addition, SunTrust provides clients with a full selection of technology-based
banking channels including online, state-of-the-art customer services centers, and through the latest
mobile devices.
SunTrust’s Internet address is www.suntrust.com.
@ashleybmiller124

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Spend Profile for a Financial Services
Organization
© 2015 Ariba – an SAP company. All rights reserved.3
@ashleybmiller124

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Current State Before a Spend
Management Strategy
• Lack of Robust Spend Visibility
 Limited Product/Line Item Visibility
 Imperfect Visibility into What Was Being Purchased and at What Price
• No Formal Means for Spend/Contract Compliance
 Contracts were Negotiated, but Limited Ability to Match Invoices to
Contract Terms
 No Automation to Match Compliance
• No Centralized Contract Repository
 Contracts were all over the bank which made it difficult to determine which
suppliers we had contracts with
• No Place to Store Sourcing Project Documents and Deliverables
© 2015 Ariba – an SAP company. All rights reserved.4
@ashleybmiller124

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Goals of a Successful Spend
Management Program
• Contract Compliance
 Ensures financial stewardship & expense management of Supplier Spend
 Invoices are matched to negotiated Contract Rates with preferred suppliers
• Spend Visibility
 Implement processes and reporting that ensures detailed information on our Spend (What
was bought, How much was paid, How many received, Who consumed, Supplier utilized)
© 2015 Ariba – an SAP company. All rights reserved.5
The Path to Success
• Identify & Solution Commodities
• Enable Suppliers Electronically
• Transact Electronically
• Implement Continuous Improvements

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Ensuring Value Realization
© 2015 Ariba – an SAP company. All rights reserved.6
Value Lever Reporting Metric
Price Reduction Sourcing Project Savings %
Rebate Dollars
Spend Compliance % of POs on Catalog or Contract
% of Invoices Reconciled to PO or Contract
% of Addressable Spend with Preferred Suppliers
Process Improvement % of POs on Catalog
% of Electronic Invoices
Invoice Cycle Time
Cash Management Invoice Time to Approval
Average Days Payable Outstanding
Supplier Management & Leverage # of Suppliers That Make up 80% of Addressable Spend
Build a Scorecard and Measure Results
@ashleybmiller124

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Best Practices & Key Learnings
• Have Senior Leadership involved and supportive of a spend management strategy
• Have a small team of people who understand the tools and business processes
• Create a No PO or C, No Pay policy to let suppliers know you will not pay them without a
PO# or C# in advance
• Create a Category Onboarding plan
• Cease accepting paper invoices for suppliers where you have an Ariba relationship
• Understand what commodities work best with each Procurement solution (Catalog, Non-
Catalog, Contract Compliance, Services Procurement)
• Important to create a strong connection/line of communication between sourcing,
procurement, AP
• Realize P2P strategies for services likely requires a phased approach with a solution that
matures in cycles of process improvement
• Realize…THE VIEW IS WORTH THE CLIMB!
© 2015 Ariba – an SAP company. All rights reserved.7
@ashleybmiller124

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Next Steps for SunTrust Bank
• Contract Compliance and Spend Visibility Using a Spend
Management Tool
 Continue to strive to achieve more spend under management
 We are currently at 93.4% spend under management but we want more
• Continuous Improvement, Continuous Improvement, Continuous
Improvement
• Never Be Satisfied
 Work on continuing to tweak Ariba to make it work better for us
so that we can be more efficient and effective
© 2015 Ariba – an SAP company. All rights reserved.8
@ashleybmiller124

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APPENDIX
© 2015 Ariba – an SAP company. All rights reserved.9
@ashleybmiller124

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Ariba Solutions Deployed at SunTrust
© 2015 Ariba – an SAP company. All rights reserved.10
Supplier Performance Management
Risk Questionnaires
Sourcing
Project Management: Reporting, Project Cycle time, Project
Artifact storage, etc
Standardization in Process & Templates: Sourcing Library
Performance of RFI, RFP, & Auctions
Document Archival
Savings Tracking
Contract Management
Contract Administration: Storage, Archival, & Retrieval
Establishes linkage between Master & Sub-Agreements
(approx. 23,000 agreements)
Contract Compliance: Invoice to Contract Match
Reporting: Expiring Contracts, Contracts by Supplier, LOB, etc
Approvals for contracts electronically routed (PCAR)
Procurement
Catalog & Non-Catalog Purchase Orders: Punch-out, supplier
hosted, custom workflow, etc.
Services Procurement in use for Consulting, Print, Recruiting,
Training (collaboration feature not currently in use)
Accounts Payable
Invoice Processing: Invoices matched to PO and/or Contract
Invoice Workflow: Exception handling, approvals, receipt
verification
Payment Terms: Prompt Payment Discounts
Ariba Network
eBilling: 95% volume of invoices are eBilled & about 50% of
spend is eBilled
Electronic issuance of POs, Contracts, etc
Electronic Supplier Connectivity: EDI, cxml, csv uploads
Catalog Maintenance: Supplier managed

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SunMart/Ariba Overview
© 2015 Ariba – an SAP company. All rights reserved.11
SUNTRUST SUPPLIER
LOB
Identifies
Need
Supplier
Order
Fulfillment
and
Invoicing
“Ariba Procure-to-Pay”
Outbound POs / Contracts
Inbound eInvoices
Invoices are electronically
“matched” to applicable
PO/Contract and validated for
price, quantity, etc.
Requisition PO
Contract
Request
Contract
Invoice matching
and approval
routing (where
applicable)
Accounts Payable
Oracle Supplier Master
Approved Invoices
Daily Export
Benefits:
• Controls: Houses Supplier Information that Supports Financial Controls
related to transactions with the Supply Base
• Management: Provides Management Information that is Fundamental to
Managing the Supply Base
• Supplier Visibility: Electronic Linkage to Suppliers through the Ariba
Network ensures efficient and effective transactional relationship among
buyers and sellers
Supplier Data
Daily Import