Collaborative Commerce: The Seller Perspective
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Successful collaborative business commerce requires active and engaged sellers. In this session, you will hear from leading sellers on how they have incorporated best practices and strategies to streamline their customer enablement process and get the most out of their customer relationships using Ariba. Barry Eisenberg, Business Development, Contracts & e-Procurement - B&H Photo Matthew Mendel, Manager, National Accounts - Mrs. Fields Randy Bloom, Corporate Sales Manager - EBSCO 2012 Ariba Commerce Summit in San Mateo
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Collaborative Commerce: The Seller Perspective
- 1. Collaborative Commerce: A Seller Perspective Rob Mihalko VP Marketing, Ariba Inc, An SAP Company © 2012 Ariba, Inc. All rights reserved.
- 2. Buyer – Seller Business Collaboration Challenges SELLER: MARKET-TO-CASH Market Bid Sell Contract Fulfill Invoice Collect Limited Lost Narrow Poor Manual Limited Delayed awareness of negotiation View of visibility into ad hoc visibility payment opportunities history Value compliance collaboration Identify Source Select Contract Procure Receipts Pay BUYER: DISCOVER-TO-PAY 2 © 2010 Ariba, Inc. All rights reserved.
- 3. Buyer – Seller Business Collaboration Challenges Manage Customer and Collaborative Business Processes In One Place SELLER: MARKET-TO-CASH Market Bid Sell Contract Fulfill Invoice Collect Efficient Value-Based Fair Streamlined Error-Free Best Trading Trading Compliant Bidding Contracting Invoicing & Payment Partner Partner Orders Environment Process Visibility Terms Discovery Decisions Identify Source Select Contract Procure Receipts Pay BUYER: DISCOVER-TO-PAY Easy B2B eCommerce Enablement 3 © 2010 Ariba, Inc. All rights reserved.
- 4. Buyer’s Top Strategic Goals for Supplier Networks 41% 37% 31% 4 © 2012 Ariba, Inc. All rights reserved. Source: Aberdeen Research, “Supplier Networks v2.0” April, 2012
- 5. Happier Customers, Stronger Relationships 5 © 2012 Ariba, Inc. All rights reserved. Source: Selling Power Survey, 2011
- 6. What Are the Ingredients for Business Collaboration Success? 6 © 2011 Ariba, Inc. All rights reserved.
- 7. Introductions • B&H Photo Barry Eisenberg Business Development - Contracts & e-Procurement • Mrs. Fields Matthew Mendel Manager, National Accounts • EBSCO Randy Bloom Corporate Sales Manager 7 © 2012 Ariba, Inc. All rights reserved.
- 8. Questions? 8 © 2011 Ariba, Inc. All rights reserved.
- 9. Thank You! 9 © 2011 Ariba, Inc. All rights reserved.
Editor's Notes
- And this notion is supported by market research……Aberdeen did a study that suggested that more and more buying organization are taking a strategic point of view in looking at improving their collaborative business processes…..In this case, 41% of the respondents are looking to Optimize Supplier Collaboration as a top goal, which hinges on the ability to understand how to effectively communicate with suppliers and to optimize efficiency, accuracy and profitability. This is followed closely by moving to interact with their suppliers electronically (ay 37%),. This is especially true for p2p based transactions, such as purchase orders, payments and change orders…. For example, 72% of respondents indicated they are using purchase orders through a supplier network, which suggests buyers are seeing collaborative networks as the best approach towards increasing automaton with their trading partners.And increasing automation (at 31%) also increase transparency for all trading partners, which supports reduced costs and increased efficiencies across the supply chain (i.e. identifying where a payment is, finding an order number, recognizing a supplier ID).
- And now taking the seller point of view, Ariba recently conducted a market research study with Selling Power to indentify the characteristics and performance drivers for best-in-class organizations relative to levels of ecommerce adoption. And pretty much across the board best-in-class organizations performed better in terms of Increased revenues from new and existing customers Increased retention rates Greater sales / account management productivity Greater customer satisfaction anBICs consistently reported a higher level of benefits than less mature organizations, bearing out the importance of a more comprehensive e-commerce strategy in driving greater overall ROI.
- …with that backdrop….what are the ingredients for business collaboration success……
- Well….to do this, I would like to introduce our distinguished panel for leading sellers, who will provide insights to the ingredients to collaborate business commerce success, for both buyers and sellers….First from B&H Photo, Barry Eisenberg…….Next Matt Mendel, manager of national accounts for Mrs. FieldsAnd finally we have Randy Bloom at EBSCO, who oversees corporate sales….Thank you for joining us today…Let’s start our panel discussion by having each of you telling the audience a little about your company.