e-Invoicing drives significant organizational value and is a now must have for large organizations. Yet all too often this value is not fully realised as the project is viewed in the context of a single department, or other success factors are not properly planned for. Discover how AXA has leveraged Global e-Invoicing as a strategic value driver, integrating it in their broader procure to pay process to drive cross-functional value and adoption. Ensure your project is a resounding success by learning best practices and lessons learned in key areas such as change management (both internal and external) and supplier onboarding. AXA Outsource Webinar June 2013 speakers/presenters: • Markus Lack, Head Procurement Switzerland, AXA • Dr Heinz Schäeffer, CPO NORCEE [Northern and Central Eastern Europe], AXA • Boris Boeckem, Head of NORCEE Procurement Bus. Development & Support, AXA • Richard Downs, Director, Solutions Marketing – EMEA, Ariba • Jamie Liddell, Editor, Outsource

1. Breaking Down Silos
e-Invoicing Success as Part
of a Holistic P2P Process
Heinz Schaeffer - CPO NORCEE, AXA
Markus Lack - Head of Procurement Switzerland, AXA Switzerland
Boris Böckem - Head of NORCEE Procurement Bus. Development & Support, AXA

2. Agenda
 AXA Company Background
 Problems with a Silo’d Approach to e-Invoicing
 AXA e-Invoicing Challenges & Strategy
 Supplier Enablement & Change Management
 Lessons Learned & Next Steps
Page 2 © AXA - all rights reserved

3. AXA – First Global Insurance Brand
AXA – First Global Insurance Brand
Page 3 © AXA - all rights reserved

4. Page 4 © AXA - all rights reserved

5. Prices &
Terms
CostSourcing &
Ordering
Value
Spend
Management
time
Spend
Intelligence
Transaction
Management
Negotiations Sourcing
&
Contracting
Risk
Management
Supplier
Management
Analysis
Category
Management
Expense Control
Visualisation
Prediction
Alternatives
Performance
Management
Planning-to-Settle
Process
Process Automation
Reliable technical and organisational
support of the Procure-to-Pay Process
The Changing Focus of Procurement
Page 5 © AXA - all rights reserved

6. The Framework
 Set-up the Organisation
 Create Awareness
 Deliver Performance
Procurement @ AXA
Page 6 © AXA - all rights reserved

7. Agenda
 AXA Company Background
 Problems with a Silo’d Approach to e-Invoicing
 AXA e-Invoicing Challenges & Strategy
 Supplier Enablement & Change Management
 Lessons Learned & Next Steps
Page 7 © AXA - all rights reserved

8. Problems with a Silo‘d e-Invoicing Approach
 Value limited if only exchanging the invoice (vs. full P2P w/PO)
‒ Reduced process cost savings
‒ Compliance difficult to enforce
‒ More difficult to drive high levels of e-Invoicing
‒ Difficult to extend value via early payment discounts without PO / contract match
‒ Supplier Onboarding less effective
 More difficult to obtain necessary stakeholder buy-in
‒ Internal Audit, Legal, Tax, etc.
 Internal adoption limited
‒ Change management one of the key obstacles – best with cross functional support
Page 8 © AXA - all rights reserved

9. Agenda
 AXA Company Background
 Problems with a Silo’d Approach to e-Invoicing
 AXA e-Invoicing Challenges & Strategy
 Supplier Enablement & Change Management
 Lessons Learned & Next Steps
Page 9 © AXA - all rights reserved

10. AXA e-Invoicing Strategy and Message
 Key Questions:
‒ Which Business (non critical items) is qualified for e-Invoicing?
‒ How to determine Suppliers for e-Invoicing?
‒ Definition of Priorities / Waves / Timelines
‒ What Stakeholders to involve (internal Customer, Buyers, etc.)
‒ How to include e-Invoicing standards in negotiations?
 Key Messages to Suppliers:
‒ e-Invoicing is a win-win!
‒ Large Suppliers can use full automation/Back-End Integration
‒ Small Suppliers can achieve a high degree of automation
(ePO  PO-flip  eInv)
‒ Invoice status is traceable at any time
‒ It‘s not only usable for the relationship with AXA
‒ It‘s not always for free (AN fee), but value exceeds cost
Page 10 © AXA - all rights reserved

11.  Ariba Invoice in place since July 2010
 Target:
50% e-Invoicing rate by end of 2012 and 60% by end of
2013
• 1st
Phase: former ERS Supplier
• 2nd
Phase: all Supplier with more than 10 invoices per year
• 3rd
Phase: Supplier in Ariba Contract Compliance
 One person (for Germany and Switzerland) in charge of
preparation of Supplier enablement
AXA e-Invoicing Deployment
Page 11 © AXA - all rights reserved

12.  Follow all Tax and Legal Rules  now compliance is enabled!
 Convince internal Audit, TAX and Legal Dpt. to approve electronic Invoicing
 Involve Buyers in the enablement process and train them on the e-Invoicing
approach
 First steps in „real usage“
• get familiar with the AN
• learn from issues and questions from pilot suppliers
 Convice Suppliers to move to e-Invoicing
 Convince Suppliers to use AN for e-Invoicing
• AN Awareness (Ariba and AN not always known in Germany)
• integration in internal processes
• easy to use
• win-win situation and business case
• Small Supplier  issues with technical Implementation
• overcome „fears“ on supplier side
AXA e-Invoicing Challenges
Page 12 © AXA - all rights reserved

13. 2004 2005 2006 2007 2008 2009 2010 2011 2012 2013 .....
e-Purchase Order e-Invoice
Paper-based Processes
50%
SAP
Phone
Letter
e-Mail
ERS
Scan/
OCR
Workflow
P2P
Responsibility
e-Invoicing
Ariba
Invoice
Supplier
Enablement
Ariba
Buyer
Ariba
Contract C.
Supplier
Portal
Electronic Processes
Contract
Mgmt.
AXA e-Invoicing Journey
Compliance
Transparency
Page 13 © AXA - all rights reserved

14. Agenda
 AXA Company Background
 Problems with a Silo’d Approach to e-Invoicing
 AXA e-Invoicing Challenges & Strategy
 Supplier Enablement & Change Management
 Lessons Learned & Next Steps
Page 14 © AXA - all rights reserved

15.  Emails
‒ Individualized
‒ Templatized
 Supplier Handbook
‒ Specific to process
‒ Detailed How-To Information
 Online Informational Portal
‒ Links to Tutorials
‒ Technical documentation
‒ Process information
‒ Contacts
Supplier Enablement@AXA
Page 15 © AXA - all rights reserved

16. Change Management / Communication
Supplier
AXA Support Team
 Individual Mail „Welcome Letter“
 „Some“ technical and individual Support
 Guide / Handbook customized for AXA
 Supplier Information portal (Access from AN) with
relevant Links, Information and Contact Details
 Web-Based-Training Material
AXA Professional Buyer (Sourcing)
 During SRM activities
 Included in Sourcing Events
 During Negotiations
 Individual Support
 Follow-up, Reminder, Escalation
Ariba
 Standard Communication
 Detailed technical Support by Ariba Support Team
 General information material
Page 16 © AXA - all rights reserved

17. Agenda
 AXA Company Background
 Problems with a Silo’d Approach to e-Invoicing
 AXA e-Invoicing Challenges & Strategy
 Supplier Enablement & Change Management
 Lessons Learned & Next Steps
Page 17 © AXA - all rights reserved

18. Lessons Learned
 Best Practice: Full P2P process under one owner
 e-Invoicing in Europe is much easier since 2013
 SEPA can increase benefits of e-Invoicing for multi-country companies
 Technical Implementation is easier than gaining Stakeholder Buy-In
 Change Management is KEY internal Clients and Supplier
 Provide support to Suppliers!
 Identify right Supplier partner
 Leverage Ariba supplier enablement support
 KPI: less than 5 days average processing time for e-Invoices
e-Invoicing brings benefits to all Stakeholders, if deployed
as part of a full P2P process with cross-functional support
Page 18 © AXA - all rights reserved

19. Next Steps
 Extend e-Invoicing scope
(Target: 75 – 80% of relevant invoices)
 Enable „Dynamic Discounting“ to show further benefits
for the suppliers and for AXA
 Provide Supplier Portal as a hub for Communication,
Data Exchange, E-Sourcing Events, Information
Material, etc.
 ...
Page 19 © AXA - all rights reserved

20. Breaking Down Silos
e-Invoicing Success as Part
of a Holistic P2P Process
Heinz Schaeffer - CPO NORCEE, AXA
Markus Lack - Head of Procurement Switzerland, AXA Switzerland
Boris Böckem - Head of NORCEE Procurement Bus. Development & Support, AXA

21. Your Trading
Partners
Your
Applications
1+ million
Trading Partners
65+ million
Annual Invoices
190
Countries
>60%
Global 2000 use the
Network
$450B
In Annual
Commerce
40+ million
Annual Purchase Orders
• Supplier Discovery, Strategic Sourcing &
Contracting
• Procurement & Order Collaboration
• Collaborative Invoice to Pay
• Dynamic Discounting, Supply Chain & Receivables Financing
• Marketing, Sales, Servicing & Fulfillment
• Bill Presentment & Payment
The Ariba Network
Addresses all trading partners, processes and back-end systems, simply
BUY
MANAGE CASH
SELL
© 2013 Ariba, Inc. All rights reserved.21

22. Thank you & Questions
Website : Ariba.com
Blog : TheNetworkedEconomy.com
YouTube : youtube.com/AribaSpendManager
Twitter : twitter.com/Ariba
LinkedIn : linkedin.com/company/Ariba
Facebook : facebook.com/AribaInc
© 2013 Ariba, Inc. All rights reserved.22
Richard Downs
Director, Solutions
Marketing – EMEA
RDowns@ariba.com
+44 7584 488 762
To learn more about our solutions, let’s keep in touch!
International SAP Conference for Financial Services
London, UK, 8-10 July 2013
International Cash and Treasury Management
Barcelona, Spain, 16-18 October 2013
e-Invoicing & e-Billing - EXPP Summit
Warsaw, Poland, 23-24 September 2013