Discover new business relationships today. The old ways to find suppliers – consultants, trade shows, even Web searches – can’t keep up with today’s fast-moving digital economy. The smart money is on Web-based supplier networks and automated buyer/seller matching tools. There’s none better – or bigger – than the Ariba Network, more than 1.9 million connected companies strong. And no matching service surpasses Ariba Discovery. This free service makes supplier search easy, instantly connecting you with high-quality product and service suppliers who are ready to compete for your business and cut your supply costs and risks. Don't miss this session to learn the ins and outs of this free tool that can help you address your everyday business needs.

1. Chris Wang, SAP Ariba (SAP) / Michelle Tapia, Ariba Discovery / August 31, 2016
Ariba Discovery 101 –
An Introduction for New Buyer Users
Public

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Important information
This information reflects the status of SAP Ariba solution planning as of June 2016. All such
information is confidential information (per the contract between our companies), and must not
be further disclosed, as stated in the confidentiality clause of that contract. This presentation
contains only intended guidance and is not binding upon SAP or Ariba to any particular course
of business, product strategy, and/or development. Its content is subject to change without
notice. SAP and Ariba assume no responsibility for errors or omissions in this document. SAP
and Ariba shall have no liability for damages of any kind including without limitation direct,
special, indirect, or consequential damages that may result from the use of these materials.

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Agenda
Introductions
Ariba Discovery: Insights
Demo
Q&A

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Introductions
 Chris Wang
Senior Director, Product Marketing, SAP Ariba (SAP)
 Michelle Tapia
Manager, Global Buyer Adoption, Ariba Discovery

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B2B e-commerce is evolving rapidly1
1. Information from a Frost & Sullivan study (http://ecommerceandb2b.com/b2b-e-commerce-trends-statistics/)
2. This number is exclusive of electronic data interchange (EDI) transactions
© 2016 SAP SE or an SAP affiliate company. All rights reserved. 5Public
E-commerce is huge.
B2B e-commerce will hit US$12 trillion in sales worldwide by 2020,
up from $5.5 trillion in 20122.
B2B e-commerce sales almost double B2C.
Customer-facing front-end B2B e-commerce will reach $559 billion –
that number excludes EDI transactions.
We are facing the consumerization of B2B.
80% of companies implementing B2B e-commerce believe that their
customer expectations have changed due to B2C practices.
Buyers want enhanced search.
76% of B2B buyers listed enhanced search as one of their top three features,
with 48% of B2B sellers citing enhanced search as a top technology priority.
B2B buying decisions are key.
57% of the buying process is done prior to engaging with sales.
B2B sites should be sales tools assisting the buying process.

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Driving compliance
(three bids and buy)
Specialized requirementsNew commodity
• Compliance in lower-priority commodities
outside strategic sourcing coverage
• Company-wide requirements for three bids
• Traditional search tools that do not identify
e-business technical abilities, minorities,
veterans, women-owned resources, and
green certification
• Expertise difficult to find
• Enterprises not yet invested in it
Unanticipated rush ordersSecondary sourcesLow-cost country sourcing
• Cycle time of traditional process
too long to address stock-outs or
quality problems
• Approved vendor lists quickly becoming
outdated for service markets where
personnel turnover is high
• Higher demand for supplier risk
management
• Lack of enterprise resource or expertise
ASAP!
High importance of supplier discovery
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Send
Quote
Automation

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What can this mean for your business?
TACTICAL spend
• 20% of indirect spend
• Both recurring and nonrecurring
spend, often undermanaged
• 80% of suppliers
• 1–4 weeks
STRATEGIC spend
• 80% indirect spend
• Planned and managed spend
• 20% of suppliers
• 4+ weeks
Source: “Spot Buy Software: A Modern Approach to Managing Tail Spend,” The Hackett Group, April 2016.
1. 47% of revenue is spent on goods and services (industry average) based on SAP Ariba
industry commodity spend profiles and benchmarking from Ariba Spend Visibility.
2. “Indirect Procurement: Too Many Missed Opportunities,” A.T. Kearney, 2010.
3. “Shining a Light on ‘One-Off’ Purchases,’” Procurement Leaders, 2016.
Potential spend coverage for Ariba Discovery
in Forbes Global 2000 companies
$18T
Addressable
spend²
$9T
Tactical
spend3
US$38.4T
Revenue1
47% of Global 2000
revenue is spent on
goods and services
(industry average).
$1.8T
Ariba Discovery
opportunity
50% of addressable
spend is indirect
(industry average).
20% of indirect spend is
tactical spend (that can
be addressed by Ariba
Discovery).
Suppliers
20% 40% 60% 80% 100%
$$$$
$$$
$$
$

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Traditional supplier discovery process
Suboptimal trading partner decisions
Is time consuming
Is resource intensive
Provides poor quality of information
© 2016 SAP SE or an SAP affiliate company. All rights reserved. 8Public

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Traditional supplier discovery process
TIME CONSUMING
FIGURE OUT POTENTIAL SUPPLIERS
RESEARCH WEB SITES
SEARCH FOR CONTACT DETAILS
FIND RIGHT CONTACT PERSON
CALL, LEAVE A MESSAGE, CALL AGAIN
FIND OUT IF THEY CAN DO IT
POSSIBLY GET A QUOTE

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“I’m looking for…” “I can offer that!” “Perfect match!”
Ariba Discovery: matching you with suppliers that offer products
and services you need
 >US$5 billion in buyer postings
 20,000 categories
 >4,000 buying organizations
 2 million suppliers in network

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Quick and easy process
Describe your buying needs; it takes
less than 10 minutes.
Save time and resources
Describe your buying needs in a posting,
and get matched to suppliers – it’s free!
Fast results
Receive quotes from interested
suppliers and compare multiple bids.
Selection of the best
Choose the supplier that best meets
your needs.
Find relevant new suppliers faster and more
easily than through traditional search methods.
© 2016 SAP SE or an SAP affiliate company. All rights reserved. 11Public

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Strong supplier community

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Find suppliers for common – or uncommon – things
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Specialty retailer: $3 million,
Pizza slice box and hot wing box
Major university: $75,000,
Championship rings
Consumer products company $1 million,
Shelf-stable fish
Specialty retailer: $500,000,
Mannequins
Luxury retail brand: $500,000,
Global mystery shopper
Hong Kong buyer: $1 million,
Straight and safety pins

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Find suppliers for common – or uncommon – things
© 2016 SAP SE or an SAP affiliate company. All rights reserved. 14Public
Major U.S. retailer: $1 million,
Artificial Christmas trees
Food distribution company: $1 million,
Peanuts in shells
Consumer products company: $1 million,
Toilet paper
Specialty retailer: $500,000,
Pickles
Major retailer: $500,000,
Organic dog treats
Beauty salon: $50,000,
Human hair

15. Free!
Post your buying needs
in 10 minutes, and get matched
to suppliers at no risk
Key benefits
© 2016 SAP SE or an SAP affiliate company. All rights reserved. 15Public
Fast and easy
Save up to 90% time and 75%
cost finding and qualifying
suppliers
Effective
Lower your cost by 15%, reduce
lead time, and improve quality
Trusted
Join other buyers who post
over US$5 billion a year in
business volume
Interactive
Communicate with buyers
and prospects in real time
Integrated
Easily bring suppliers into
your Ariba Sourcing,
Ariba Procure-to-Pay, or
Ariba Spot Quote solution
projects from the start

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Additional savings with more suppliers
Savings versus number of bidders
0%
5%
15%
20%
30%
25%
10%
2 3 4 5 6 7 8 9 10 11 12 13
Number of participants
Averagesavings
Average number
of participating
suppliers
Achievable savings
opportunities with
additional suppliers
Source: Ariba Sourcing customer averages; SAP Ariba services experience.

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How Ariba Discovery fits into the SAP Ariba solution suite
Supplier management
Plan Request Approve Order Receive Manage PayContractSourceBuyers
Sellers
Source and contract Request and buy Invoice and pay
Customer management
Confirm Fulfill Invoice Monitor CashContractMarket Bid Specify
Strategic
spend
Tactical
spend
SAP Ariba procurement solutions
Ariba Spot Buy (with Ariba Procure-to-Pay, Ariba Procure-to-Order,
and Ariba Procurement Content)
Ariba Sourcing with Ariba Discovery
SAP Ariba sourcing solutions
Ariba Quote Automation
SAP Ariba procurement solutions

18. Demonstration

19. Q&A

20. Thank you
Contact information:
Chris Wang, SAP Ariba (SAP)
Title
Address
Phone number
Michelle Tapia, Ariba Discovery
Title
Address
Phone number

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