The document outlines the agenda for the Ariba LIVE 2014 Financial Services Industry Track, which includes a panel discussion on procurement excellence in the financial services industry. The panel will feature representatives from ING, Union Bank, and MetaProcure discussing their organizations' procurement strategies and lessons learned. Breakout sessions will also cover innovation in financial services procurement and an industry roundtable.

1. #AribaLIVE
Financial Services Industry Track
– Ariba LIVE 2014
Tuesday, March 18
Yaletown 3
© 2014 Ariba – an SAP company. All rights reserved.

2. 3:00 PM – 3:15 PM Welcome – Ariba Live Financial Services Track Overview
Mike Cowles, COO, Financial Services, SAP
3:15 PM – 4:15 PM Panel Discussion - Procurement Excellence in Financial Services
Industry
Moderated by Andy Eagle, Manager, Solution consulting, SAP
Cloud
James McDonald Director of Procurement Operations for ING
Tony Orlando, Vice President of Accounts Payable and
Procurement Operations (P2P), Union Bank
Roy Anderson, Executive VP, Procurement Services, MetaProcure
4:15 PM – 4:45 PM Networking Break
4:45 PM – 5:00 PM Innovation Showcase – Financial Services Industry
5:00 PM – 6:00 PM Industry Roundtable for Financial Services
6:00 PM – 7:15PM Financial Services Networking Reception
Financial Services Resources
Industry Track
Tuesday, March 18, Ariba LIVE 2014
© 2014 Ariba – an SAP company. All rights reserved.2

3. Introducing Financial Services Customer
Panelists
© 2014 Ariba – an SAP company. All rights reserved.3
James
McDonald
Director of
Procurement
Operations for ING
Tony Orlando
Vice President of
Accounts Payable and
Procurement
Operations (P2P)
Roy Anderson
Executive Vice
President

4. #AribaLIVE
ING
James McDonald
Director of Procurement Operations for ING
© 2014 Ariba – an SAP company. All rights reserved.
@ariba

5. FINANCIAL SERVICES PANEL
James McDonald, Director – Procurement Operations, ING U.S.
© 2014 Ariba – an SAP company. All rights reserved.5

6. ING U.S. Background
• Procurement/Finance structure
• Centralized Procurement
• Decentralized buying
• Centralized Accounts Payable (AP),
Atlanta, GA
• Systems
• Ariba Buyer (Invoicing) 9r1
• Ariba Network (330 active supplier
relationships)
• PeopleSoft Financials (AP, GL) 9.1
6
• Our company
• Vision to be America’s Retirement Company
• To become Voya Financial beginning in April 2014 (NYSE: VOYA)
• 7,000 employees
• $850M total spend, $500M PO spend
© 2014 Ariba – an SAP company. All rights reserved.

7. Key Areas Driving Strategy
Capturing controllable
spend on PO
Integrating PO and
Invoice processes
Electronic invoicing/
Straight-through-
processing
Establishing
standardized P2P
policies and processes
by expense type
Building governance
over P2P process in
decentralized buying
model
© 2014 Ariba – an SAP company. All rights reserved.7

8. Procurement Strategy
8
Goal Solution Solution details
Establish P2P
standardized
processes/policy
“Procurement
Guide”
All controllable
spend requires PO
• Comprehensive listing of all expense types with
associated process and tool referenced
• Invoices without PO for a controllable expense
type were rejected and PO forced to be entered
and approved prior to resubmitting invoice
Capturing spend on
PO
Straight-through-
processing
Ariba Buyer
- AP policy for PO
invoices
Ariba Invoice
eInvoicing
Non-PO processing
• ImplementedAriba Buyer to capture all spend to
begin consolidating spend onto one platform
with associated workflow controls.
• Greater visibility of spend both in process and
reporting to assist Sourcing
• Embracing the “1:many” low-maintenance
integration to Ariba Network (over 330
active suppliers)
• Distributed Keying via Ariba eForm
© 2014 Ariba – an SAP company. All rights reserved.

9. Procurement Strategy
9
Goal Solution Solution details
Build governance Procurement
Operations
• P2P process and technology owner ensures
“somebody watching the shop” at all times
• Focus is on the customers’ needs
and satisfaction - #1 metric is
customer satisfaction
• Build compliance through education
and awareness
• Manage supplier enablement campaigns to
increase eInvoicing and Pcard suppliers
• Manage Pcard program and all Ariba
enhancement requests and issues
Enhance value PCard
Manage compliance
• $65M program, over 62K transactions/yr
• Various solutions include Ariba-embedded
ghost cards and single-use accounts
• Drive compliance through “awareness
campaigns” and active reporting
© 2014 Ariba – an SAP company. All rights reserved.

10. Key Achievements
• Significant FTE
reduction/redeployment
• Early pay discounts capability
• PCard rebate revenue
• Procurement policy compliance
Cost Savings
© 2014 Ariba – an SAP company. All rights reserved.10

11. Key Achievements
Results #
Electronic straight through invoices 78%
Active AN-e-Invoicing suppliers 330
Invoices converted to Pcard 58%
Invoices per AP FTE 15,000
• Receipt-to-approve days: automated workflow via e-procurement
• Invoices per full-time staff: touch-free e-invoices
Process efficiency
Best Practices
• Use PO and e-invoicing
• Align AP with Procurement
• PCard 2011 Innovation Award
recipients (JPMC)
11 © 2014 Ariba – an SAP company. All rights reserved.

12. Lessons Learned/Key Insights
• Ensure strategy drives efforts and resource allocation
Make eInvoicing and AP automation a priority
– Identify strategic goals; build into employee objectives
Look to redeploy processors as automation enablers
– Ariba Network enablement, PCard growth
Aggressively manage compliance
– Mandated training
– Compliance KPIs
12 © 2014 Ariba – an SAP company. All rights reserved.

13. Future Plans
• Improve reporting
Data Warehouse reporting
• Continue efficiency and value efforts
Continue Ariba Network campaigns
Implement Ariba ICS
Dynamic discounting
Utilize Ariba Value Realization to optimize use of Ariba
13 © 2014 Ariba – an SAP company. All rights reserved.

14. #AribaLIVE
Tony Orlando
Vice President of Accounts Payable and Procurement
Operations (P2P), Union Bank
© 2014 Ariba – an SAP company. All rights reserved.
@ariba

15. • Headquartered in San Francisco, UnionBanCal Corporation is a financial holding company with assets of $105.9 billion
at December 31, 2013. Its primary subsidiary, Union Bank, N.A., is a full-service commercial bank providing an array of
financial services to individuals, small businesses, middle-market companies, and major corporations. The bank
operates 415 retail branches in California, Washington and Oregon. The bank operates commercial branches in Dallas,
Houston, Atlanta, New York and Chicago, as well as two international offices. Union Bank, N.A., is a full-service
commercial bank, providing a broad mix of financial services to businesses and individuals
• Among the bank's markets are consumer, small business, middle market, real estate, corporate, correspondent, and
trade finance
• The bank also offers investment and financial management, trust services, private banking, insurance services, and
global custody services
• HighMark® Capital Management is the bank's investment management subsidiary
• UnionBanCal Corporation is a wholly-owned subsidiary of The Bank of Tokyo-Mitsubishi UFJ, Ltd., which is a
subsidiary of Mitsubishi UFJ Financial Group, Inc. Union Bank is a proud member of the Mitsubishi UFJ Financial
Group (MUFG, NYSE:MTU), one of the world's largest financial organizations. Customers have access to more than
600 Union Bank ATMs and 425,000 Star® and MasterCard® ATMs throughout the U.S., as well as over 1.7 million
MasterCard ATMs worldwide
© 2014 Ariba – an SAP company. All rights reserved.15

16. #AribaLIVE
Roy Anderson
Executive Vice President, Procurement Services, MetaProcure
© 2014 Ariba – an SAP company. All rights reserved.
@ariba

17. Internal Change Management – Lessons
for Financial Services
Roy Anderson
randerson@metaprocure.com

18. So little
money!

19. The Transformation RoadmapLong
term
businessplans
Decision
PointSupplierRisk
M
anagem
ent
SupplierInnovation
SupplierCollaboration
StrategicSourcing
RFP
Purchase
OrderInvoice
3 years 2.5 years 2 years 1.5 Years 1 year 180 days 90 days 30 days 30 days late
The transactional spaceThe next generation strategic space
Internal Team Focus

20. Moat Builders
Moat builders
20
Not in my job description
Not make here
Winner take all

21. Give Credit to everyone
It is amazing what you can accomplish if you do not care who
gets the credit.
Harry S. Truman
21
http://www.brainyquote.com/quotes/keywords/credit.html#ZFsb1lRxmriokPIv.99
Credit you give yourself is not worth having.
Irving Thalberg

22. Change Enablers
Leadership Team
Internal Rotation
Industry Expertise
Leadership
Organization /Infrastructure
Center led
Category expertise
Analytics
OGSM
Staffing / Personnel Development
Clear Vision and Mission
Individual development plans
Organized internal and external training program

23. Organization, Process and Technology
Organization Strategy
Alignment with Corporate Strategy and Objectives
Vision and Goal Setting
Resource Plan with Job Descriptions
Organizational Design
Skills Assessment
Development Plan & Training
Recruiting Plan
Individual Performance Metrics
Processes and Tools
Spend & Opportunity Assessment Toolkit
Strategic Sourcing Toolkit
Supplier Development Toolkit

24. Process Design
What key processes will the “new” procurement organization include?
Category Management
Sourcing Execution
Transactional Procurement
Supplier & Contract Management
In Source
Strategic Skills
Business Unit integration
Out Source
Transactions
Technology
One off transactional work
Aggregation drives value
*Sourcing Interest Group (SIG) Procurement Transformation on the Fast Track: Doing More with Less, February, 2010
Denali Group John Evans Managing Partner, Alpar Kamber Partner

25. Internal Team
Build cross-enterprise executive relationships
Current Goals and Objectives
3-year plans
Integration of Supplier strategy
Build spend teams to drive cross department savings
Activate Procurement steering committee
Supplier Relationship Management
Integration with LOB goals and objectives
Long-term savings development
Optimization of core supplier base
Dynamic Scorecarding with defined goals and objectives

26. Roy Anderson
EVP Procurement Services
678-218-1627
randerson@metaprocure.com
Twitter: @procureguyvp

27. Questions for Our Panelists
© 2014 Ariba – an SAP company. All rights reserved.27