Smart companies are leveraging online commerce channels and networks to improve performance and accelerate sales. They are finding new business, converting it into revenue, and enhancing customer relationships for sustainable future growth. In this session, learn how two leading companies are using the Ariba Discovery service to find business and reduce sales cycles, increase revenues, and dramatically improve their valued customer relationships. 2012 Ariba Commerce Summit in Cleveland.

1. Ariba Discovery –
Growing Your B2B Business
Commerce Summit, Cleveland, October 9, 2012
Moderated by Ceylan Thomson, Sr. Product Marketing Manager

2. Agenda
• What Is Ariba Discovery?
• Panel Introduction
• Best Practice Sharing
• Summary
• Q&A
2 © 2012 Ariba, Inc. All rights reserved.

3. High Importance of Seller Discovery
New commodity Specialized seller
New Specialized seller Spot sourcing/
Spot sourcing / Low-cost
Low-cost Unstable
Unstable Unanticipated
Unanticipated
areas requirements
commodity areas requirements 3 bids & buy
3 bids & buy countrysourcing services markets
country sourcing services markets rush projects
rush orders
• Expertise is • Traditional search • Company-wide • Expertise is • Approved vendor • Cycle time
difficult to find tools do not requirements difficult to find list quickly of traditional
• Enterprises have identify eBusiness for 3 bids • Enterprises have becomes process is too
not yet invested technical abilities, • Lower priority not yet invested outdated for long to address
in it minority, veteran, commodities in it services markets stock-outs or
women-owned, below strategic where turnover of quality problems
green certification sourcing team key staff is high
3 © 2012 Ariba, Inc. All rights reserved.

4. What Is Ariba Discovery?
• The premier service for matching business buyers and
sellers globally
Over 730K buyers and sellers
More than 20K categories
Over 190 countries
Innovative matching engine
Advanced collaboration capabilities
Rich seller profiles and lead management tools
Over $5B USD in business opportunities
More than 30K green and diverse sellers
4 © 2012 Ariba, Inc. All rights reserved.

5. More Value for Buyers and Sellers
BUYER VALUE SELLER VALUE
• Achieve incremental savings of 15% • Tap into over $5B USD buying volume
right in Discovery
• Reduce costs up to 75% for seller
identification and qualification • Maintain high visibility in front of real
decision-makers, with budget and
• Save up to 90% of time for seller
ready to buy
identification and qualification
• Cost effective lead source versus
• Make better, more informed seller
traditional methods
selection decisions
• New sales channel, comprising
15-50+% of revenue for many sellers
5 © 2012 Ariba, Inc. All rights reserved.

6. Introducing Our Panel
Karen Sherrill
Sr. Commodity Manager,
Indirect Products and Services
.d Kristopher Hart
Sales Account Manager
6 © 2012 Ariba, Inc. All rights reserved.

7. OSU & Its Challenges
• One of the largest and most diverse academic medical
centers in the country
• Challenges
Extremely paper- and tech support-intensive bidding process
Limited collaboration and visibility into sourcing projects
State requirement to issue public bid notifications, but limited
ability to reach 5K sellers in its database
7 © 2012 Ariba, Inc. All rights reserved.

8. OSU & Ariba Discovery
• Easily integrates with Ariba Sourcing and Ariba
Contract Management
• Uses Ariba Discovery to increase competition and find
new suppliers for a wide range of categories
• Results
Buyer Benefits: Identified a new supplier for linens and signage,
resulting in $2.5M in savings and better value over contract terms
Seller Benefits: Increased revenue beyond
one-time purchase; positioned for future growth
Environmental Benefits: Greened strategic sourcing
process with improved visibility and validation
8 © 2012 Ariba, Inc. All rights reserved.

9. LLT Overview
• Has been 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
$12
Stow, OH
$11
11M+
$10
13 Employees $9
BBB Accredited $8
2009 2010 2011 *2012
9 © 2012 Ariba, Inc. All rights reserved.

10. 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
10 © 2012 Ariba, Inc. All rights reserved.

11. LLT & Ariba Discovery
• Using the Ariba Discovery™ service to easily discover
new leads and connect with Global 2000 companies
Signed up for the Advantage Plus package to respond to
unlimited buyer postings and eIntros at no additional cost
• Results
Responded to an RFP by a popular national retailer
Won two-year contract for $400,000 in business – much larger
and longer contract than initially published
Got shortlisted and started relationships with two large buyers
Generated better return on investment (ROI) than any other
marketing channel used, considerably reducing time and
11
cost for lead generation and new customer acquisition
© 2012 Ariba, Inc. All rights reserved.

12. Questions?
12 © 2012 Ariba, Inc. All rights reserved.

13. Maximize Your Impact as a Buyer
• Easy seller identification
For any occasion, including spot sourcing, entering a new market,
or meeting diversity program requirements
• Quick seller vetting
Access relevant details to screen sellers and manage risks
• Integrated approach
Contact sellers directly to learn more
Upload sellers to sourcing database
Invite sellers to postings and events
13 © 2012 Ariba, Inc. All rights reserved.

14. Maximize Your Impact as a Seller
• The Top 5 things to do to leverage your company
1. Update your profile and contact details
2. Get the commodities and territories right
3. Provide customized responses
4. Invite more references
5. Network with buyers
14 © 2012 Ariba, Inc. All rights reserved.

15. Thank You!
15 © 2012 Ariba, Inc. All rights reserved.