Better business commerce thru collaboration

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SAP Ariba

Business Technologie

Better Business Commerce
through Collaboration: Leading
Sellers Share the Secrets to
Accelerating Sales Online
A Panel Discussion

Introductions

• Schweitzer Fachinformationen
Alexander Graff, Head of
Corporate Business

• Questions

2 © 2012 Ariba, Inc. All rights reserved.

Seller Perspective: Impact of Online
Channels and eCommerce
Has the online channel changed Has it changed the skill sets
the way you sell? you look for in a sales professional?
(% answering Yes) (% answering Yes)

80.0% 80.0%
70.0% 70.0%
60.0% 60.0%
50.0% 50.0%
40.0% 40.0%
30.0% 30.0%
20.0% 20.0%
10.0% 10.0%
0.0% 0.0%
Best-in- All Others Best-in- All Others
Class* Class*

*Segmentation driven by
• Revenues derived through online channels
• Self-reported sophistication

N=26

© 2010 Ariba, Inc. All rights reserved.

Great Results!
What Benefits Are you Gaining from eCommerce and Online Channels?

Best-in-Class Sellers Increased revenue from
new customers
• Gain an average of
Increased revenue from
36.6% increased sales existing customers
in new accounts
Increased retention rates
• Gain 39.8% increase in
existing accounts Greater sales/account
management productivity
• Increase retention
rates by 48% Greater customer satisfaction

Better differentiation of your
products/services offering

0.0% 20.0% 40.0% 60.0% 80.0%

Best-in-Class
All Others
N=251

© 2010 Ariba, Inc. All rights reserved.

Business Commerce Is an
Evolutionary Process…
Innovative

Expand
Collaborative
Collaborative Commerce

Proactive Channel and
Business Value

Poise for
Create Growth
Processes,
Responsive Infrastructure
and
Address Resources
Reactive Additional
One-off
Comply with Requests
First Customer
Request

Enablement Transformation
Phases of Seller Evolution
© 2011 Ariba, Inc. All rights reserved.

Business Commerce Maturity Model

Mostly C’s: Mostly D’s:
Efficiency Driver Business Commerce
Innovator
Cost Savings Opportunity

Established processes: Aggressively Expanding:
Has established internal Committed to growth of eCommerce
processes and infrastructure as a channel, and encourages
to provide programmatic support customers to adopt.

Mostly A’s: Mostly B’s:
Newbies Growth Driver
Engages in Reactionary Mode: Engages as one-off projects:
Complying with a customer Engaging in eCommerce but
request or competitive pressure mostly as separate projects

© 2011 Ariba, Inc. All rights reserved. Growth Opportunity

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