Globalizing Your Supplier Account

PUBLIC
March 22, 2017
Cyril Long, HP Inc. and Eddison Moreno, Hewlett Packard Enterprise
Jenna Sandusky, SAP Ariba Solutions
Kevin Bonaventura, SAP Ariba Solutions
Globalization of Your SAP Ariba Supplier
Account
HP Inc.

2PUBLIC© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ
Introductions
The Hewlett Packard Story
 Cyril Long, HP Inc.
 Eddison Moreno, Hewlett Packard Enterprise
Global Account Organization Best Practices
 Jenna Sandusky, SAP Ariba solutions
Q&A
Agenda
Buyer Supplier

Long-time relationship with SAP Ariba solutions
 Acquisition of other companies
 Diverse product and services relationships
 Rogue ANIDs
The clean-up
 ANID alignment
 Customer alignment to ANIDs
 Closing unused/rogue ANIDs
 Beginning hierarchy ANID assignments
Hewlett-Packard Company
Historical background
HP Inc.

Timeline
 Separation announcement: May 2015
 Logical separation: August 1, 2015
 Legal separation: November 1, 2015
Effects of SAP Ariba solutions
 No hierarchy in many areas
 No complete list of all ANIDs
 Cohesive ANID management missing
Before separation
HP Inc.

Teams
 Account teams
 Catalog team
 Contract and proposals
 Financial team
 Order entry teams
 Web invoicing teams
Systems
 Diverse order management systems
 Differing integration levels
People
 Company assignments within teams
 New resources
 Attrition
Challenges
HP Inc.

Knowledge transfer
 Best practices
SAP Ariba solutions
 Rogue ANIDs management
 Hierarchy implementation (Multi – Org)
 Customer classification and relocation
Action plan

Customer communication
 Timeline
 Information is key
 Right audience
 People assigned to contact the customer
Action plan

People/teams
 People, roles, and companies (HPI/HPE)
 Information
 Training
 Management of internal users of SAP Ariba
solutions
 Management of change
Action plan

Systems
 Cloning
 Logical separation management
 Problem management
Action plan

Results
 800+ customers were contacted
 160+ HP Inc. ANIDs
 120+ Hewlett Packard Enterprise ANIDs
 Rogue ANIDs were virtually eliminated
 Hewlett-Packard Company was able to successfully split into HP Inc. and Hewlett Packard Enterprise

Teams
 Acquisition/spinoff of companies
Systems
 TSA exits
Customer relationships
 Customer alignment to ANIDs
 POs/contract on wrong ANIDs
HP Inc.
What happened after company separation
HP Inc.

Acquisition/spinoff of companies
Systems
SAP Ariba solutions
 Consolidation of ANIDs
 Level 2 punchout
Hewlett Packard Enterprise
What happened after company separation

Teams
 Stabilization of teams
Systems
 Consolidation of global OMS
Customer relationships
 Minimize changes for customers
HP Inc.
What’s next?
HP Inc.

Setup hierarchy
 Complete early
Align users with ANIDs
 Make sure users have access to correct ANIDs
Record contracts
 Identify contract ANID changes early
Customer contact
 Contact customers early and often
HP Inc.
Lessons learned
HP Inc.

Global processes
Improvement of current functionality
Complete separation activities for the services
and software segments
Focus on e-commerce
What’s next?

SAP Ariba solutions
 Centralized team
 Hierarchies
Company
 Identify the right people
 Customer profile
 MOC documentation
 Customer communication
Lessons learned

Thank you.
Contact information:
Cyril Long
Sr B2Bi Specialist
cyril.long@hp.com
1-281-927-8393
Eddison Moreno
B2Bi Manager
eddison.Moreno@hpe.com
+57-1-393-0169
HP Inc.

PUBLIC
March 22, 2017
Jenna Sandusky, SAP Ariba Solutions
Account Organization Multi-Orgs and
Account Hierarchies

 Account Consolidation Options
 Benefits of a Multi-Org
 Multi-Org Invoice Example
 Best Practices
 How to Get Started
Agenda

Account hierarchy:
 Single sign-on access from parent
 Visibility into all accounts
 All accounts have their own membership
 Alternative option for companies with different
cost centers
 Organize your accounts while still having
individual invoices
Multi-org:
 Single sign-on access from parent
 Visibility into all accounts
 One membership covers all accounts
 Relationship cap ($20,000) is across all ANIDs
 Streamline global accounts – invoice is billed in
currency of parent
Account hierarchies and multi-orgs

 One quarterly inclusive invoice for all accounts
 One annual membership
 Relationship cap ($20,000) across all accounts
 Assigned billing representative
 Organize global accounts
 Most parent account membership benefits trickle
down to child accounts (integration)
Benefits of a multi-org consolidation

Multi-org invoice example
The multi-org supports different
currencies.
Relationship fee cap of
$20,000 has been met with
Buyer C
Since the fee cap with Buyer C was met
by parent account, amount due is $0.00

How to choose a parent account
 Usually the largest account
 Parent account MAD determines billing cycle and timing of consolidation
Designate an individual to manage the multi-org
 This person is typically the administrator of the parent and will have single sign-on access to all accounts
Contact child accounts prior to consolidation
 Child accounts no longer receive SAP Ariba invoices
Review how accounts and entities within your company are split
 Fee caps are reviewed on a per multi-org basis. If you have two multi-orgs, caps will not be reviewed from
one to another.
 Each multi-org will also pay its own membership
Multi-org best practices

Account hierarchy
 Choose account hierarchy from the drop down section in
your account
 Review matches and link accounts
Multi-org
 For managed accounts: Contact your account manager
to compile a list of accounts
 For non-managed accounts – Contact the seller
commerce consulting team
CommerceAssistance@sap.com
 Log a ticket with customer support through the help tool
within your account
How to get started

Public
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Thank you.
Jenna Sandusky
Seller Commerce Consultant
jenna.sandusky@sap.com
412-297-8546

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