Procurement is increasingly looked upon to not just drive further cost reductions, but also help mitigate risk, meet sustainability targets and support a range of other objectives. World class organizations are transforming themselves to rise to the challenge and continue delivering greater results. Automation is a key enabler for such transformations, streamlining processes and freeing employees from tactical work. Join this session to hear how Fujitsu, the leading Japanese information and communication technology (ICT) company, leveraged an integrated suite to empower its staff and transform the function into a strategic value driver.

1. Leveraging Technology to Transform
a Purchasing Organization
Andrew Croston
Chief Procurement Officer
Fujitsu
© 2013 Ariba, Inc. All rights reserved.

2. Delivering Measurable Benefits
Value to Companies of All Sizes, Industries, Regions
Supplier ValueBuyer Value
Sourcing
Procurement
Process
AP Process
Compliance
WCM &
Discount
3-9%
Process
Savings
$3-20
Savings/
Document
1-8%
Spend
Savings
Total
Savings
Faster
Payment
AR Process
Processing
Orders
Sales &
Marketing
Increased
Revenue
15-75%
Time
Savings
15-75%
Process
Savings
5-32%
Revenue
Increase
Total
Savings
Source: Ariba customer surveys and interviews
2 © 2013 Ariba, Inc. All rights reserved.

3. Ariba Collaborative Value Chain – Direct, Indirect,
Services
3
•Spend Data
Enrichment
•Spend
Analysis
•Contract
Collaborat
ion
•Authoring
•Repository
•Requisition
Ownership
•Catalog
Compliance
•Contract
Compliance
•Approv
al
Workflo
w
•PO
Collaborat
ion
•PO
Transmissio
n
•Goods &
Services
Receipt
•Invoice
Receipt
•Invoice
Compliance
•Invoice
Approval
•Exception
Workflow
• Awareness
Marketing
•Lead
Collaborat
ion
•Proposal
Collaborat
ion
•Bidding
Opportunit
y
•Contract
Collaborat
ion
• Contract
Repository
•Catalog
Collaborat
ion
•Catalog
Syndication
•Requisition
Collaborat
ion
•Specificati
on
Negotiation
•Order
Collaborati
on
•Order
Status
•Invoice
Delivery
•Invoice
Collaborat
ion
•Supplier Info;
Performance Mgmt;
Supplier Research
•Company Profile Mgmt
•Customer Account Management
Buyer’s Processes: Analyze to Pay
Supplier’s Processes: Market to Cash
•Payment
Collaborat
ion
•Discount
Collaborat
ion
•Payment
Collaborat
ion
•Payment
Visibility
•Working
Capital
Collaborat
ion
•Category /
Project
Mgmt
•RFI / RFP /
Auction
Collaborati
on
•Savings
Tracking &
Pipeline
© 2013 Ariba, Inc. All rights reserved.

4. Speaker Bio - Andrew Croston
© 2013 Ariba, Inc. All rights reserved.4
• Andrew Croston is the Chief Procurement Officer at Fujitsu Services. Andrew
is currently moving the procurement organisation towards a new operating
model to drive consistency and efficiency across the UK and International
team. The initiative includes centralising 3rd party contracts, standardising
strategic sourcing methodologies as well as a wider Procure to Pay project.
Andrew’s background is in large public and private sector procurement
programmes for Her Majesties Revenue and Customs, the Ministry of Defence
and Corus Steel. He also set out ‘how to procure the London 2012 Olympic
Games’ working for the Olympic Delivery Authority (ODA). Andrew is a Fellow
of the Chartered Institute of Purchasing (CIPS) and Supply and also a
member of the CIPS Management Council.

5. 5
In this Session

6. Fujitsu in Context
6 © 2013 Ariba, Inc. All rights reserved.

7. 7
Long and Winding Road

8. Global Footprint

9. Global Footprint

10. Why Ariba?

11. Transformation Enabler

12. Managing Complexity
Procurement
as a Service
Procurement
Bid
ManagementStrategic + Complex

13. Challenges

14. In Summary

15. 15

16. Please Complete Session Survey
© 2013 Ariba, Inc. All rights reserved.16
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