1. S
Growing Your B2B
Business Online
Moderated by Chris Wang,
Director of Marketing, Ariba Discovery
Las Vegas, April 12, 2012
© 2012 Ariba, Inc. All rights reserved.

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

3. What Is Ariba Discovery?
• The premier service for matching business buyers and
sellers globally
Over 700K buyers and sellers
More than 20K categories
Over 190 countries
Innovative matching engine
Advanced collaboration capabilities
Rich seller profiles and lead management tools
Over $1.5B USD in business opportunities
More than 30K green and diverse sellers
3 © 2012 Ariba, Inc. All rights reserved.

4. More Value for Buyers and Sellers
BUYER VALUE SELLER VALUE
• Achieve incremental savings of 15% • Tap into over 3B 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
4 © 2012 Ariba, Inc. All rights reserved.

5. Introducing Our Panel
.
Leanne Melton, Strategic Supply Base Manager
.
Proforma IdeaPress: Pratt Pande, Vice President
Proforma Quicksilver: Geoff Becker, EVP of Sales
Brett Mauser, Director of Strategic Sourcing
5 © 2012 Ariba, Inc. All rights reserved.

6. Plaid and Its Challenge
• Large and diverse manufacturer of creative
do-it-yourself products
• Had moved production to China 12 years ago to
capitalize on favorable exchange and labor rates
• Challenges
Surviving against competitors’ lower prices and shorter lead times
Identifying and qualifying alternative sources
of supply without international sourcing staff
Assessing legitimacy, capabilities, and
reliability of sellers on Chinese Internet sites
6 © 2012 Ariba, Inc. All rights reserved.

7. Plaid and Ariba Discovery
• Started using Ariba StartSourcing to manage events and
Ariba Discovery to find new sellers
• Results
Found local seller that was only two miles away
Considerably reduced production costs
Cut lead times from 120 days to 30
Improved quality and marketability
Is considering seller for additional products
7 © 2012 Ariba, Inc. All rights reserved.

8. Proforma IdeaPress and Its Challenges
• Top-ranking supplier of print and promotional products with
15,000 product manufacturers in the U.S.
• Challenges
Competing with overseas manufacturers
Getting to the right decision makers
Increasing visibility with buyers in large organizations
Getting high-quality leads through traditional
marketing activities and reverse auctions
Expanding existing accounts across the
entire customer organization
8 © 2012 Ariba, Inc. All rights reserved.

9. Proforma IdeaPress and Ariba Discovery
• Was already on the Ariba Network and started using Ariba
Discovery to easily identify leads
• Receives an email notification for every matching lead
• Maximizes visibility with the Advantage Package
• Results
Won over $700K in new business from two new customers
Shortlisted for a $1M order from a 3rd customer
Reduced number of touches per lead by 70%
Cut lead times by 40%
Expanded product lines and capabilities
9 © 2012 Ariba, Inc. All rights reserved.

10. Proforma Quicksilver and Its Challenges
• Needs to differentiate through service in an intensely
competitive commodity goods industry
• Challenges
Labor-intensive sales process involving cold calls and
customer references
Majority of customers are Fortune 500 companies
centralizing their buying activities to reduce cost
Finding economies of scale due to increasing
cost pressure
Competing with big players that have
high brand awareness
10 © 2012 Ariba, Inc. All rights reserved.

11. Proforma Quicksilver and Ariba Discovery
• Started to use Ariba Discovery to easily find new leads
• Uses Ariba Network and Ariba PunchOut catalogs to
showcase products and centralize customers’ orders
• Results
Won initial $10K business and thousands of dollars worth of
consecutive orders from a mid-sized buyer
Shortlisted for two orders worth $1.5M total by
two large buyers
Received two customer recommendations
Got the opportunity to further grow the business
11 © 2012 Ariba, Inc. All rights reserved.

12. Overview of Winn-Dixie/Bi-Lo
• Ninth-largest traditional supermarket chain in the U.S.
• 63,000 team members
• 688 grocery stores and 493 pharmacies
• Stores located in Alabama, Florida, Georgia, Louisiana,
Mississippi, North Carolina, South Carolina and Tennessee
12 © 2012 Ariba, Inc. All rights reserved.

13. Sourcing Organization
Direct – Indirect –
Merchandise Not for resale
200 Projects
$1.5B in Spend
7,000 Suppliers
16 Experienced Team members
13 © 2012 Ariba, Inc. All rights reserved. 13

14. Ariba History
• Sourcing Pro – Five Years
250+ RFPs
100+ Auctions
• Ariba Discovery – Two Years
100+ Discovery events
14 © 2012 Ariba, Inc. All rights reserved.

15. Use of Ariba Discovery
• Why we use Discovery
Simple three-step process, no training required
Easy to import suppliers from Discovery into Sourcing
• When we use Discovery
Great for smaller projects
Easy to discover new alternatives
Short data collection timeframe
• How we use Discovery
Very fast results, we leave postings open for ~1 week
We don’t use it to accept bids, but to filter those that we
want to invite to our RFP or auction
Easy to add them to events or our supplier list in Ariba
15 © 2012 Ariba, Inc. All rights reserved.

16. Categories Leveraging Discovery
Equipment &
Services IT
Construction
Vertical Balers Window cleaning Printers
Composting Grease trap services Routers
Signs and Lighting Electrical Services Switches
Store Decor Plumbing services UPS
Self Service kiosks Common Area Batteries
Maintenance Wiring/cabling service
Security guards
HVAC Maintenance
16 © 2012 Ariba, Inc. All rights reserved.

17. Success with Ariba Discovery
• Discovery helped identify new suppliers that won business
with Winn-Dixie
UPS – Distributor with competitive pricing
UPS Batteries – Distributor with best pricing and delivery options
Printers – Local distributor in our operating area with outstanding
service and delivery
Common Area Maintenance – Single provider
that could support our Winn-Dixie stores at
best pricing and service model
17 © 2012 Ariba, Inc. All rights reserved.

18. Sharing Best Practices
• Showcase your company
Optimize your online profile and references
• Interact with active buyers
Best practice on responding to leads
• Maximize your presence
Build your brand on Ariba Discovery
18 © 2012 Ariba, Inc. All rights reserved.

19. Maximize Your Impact
• The Top 5 things to do to leverage your company
1. Update your profile
2. Get the commodity right
3. Update contact information
4. Invite more references
5. Build your premium brand
19 © 2012 Ariba, Inc. All rights reserved.

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20 © 2012 Ariba, Inc. All rights reserved.