If your collaborative commerce program is established and you are now wondering, “now what?”, this session is for you. Ariba customers are managing and automating their spend in many categories beyond the indirect areas where many start. Procurement and invoicing processes vary for different supplier industries and global geographies. In this session, you will learn best practices to develop programs and enjoy collaborative commerce benefits in categories including: Facilities Maintenance/ Repair/ Operations, Insurance Claims, Engineering and Construction Services Telecom, and Legal.

1. Getting More Out of Your Ariba
Investment: Leveraging All Spend in Ariba
(ASIA) Network Growth Strategies
Geeta Menon Sr. Director, Network Commerce Enablement
Dennis Glenn, Manager, Procurement Systems
Gary Kearns, Director of IT Business Analyst and Quality Assurance
Wednesday, March 19, 1:30pm – 2:45pm, Brera 2
#AribaLIVE
@ariba
© 2014 Ariba – an SAP company. All rights reserved.

2. Topics
Introduction
MRO
Complex Services
Direct Materials
Insurance Claims
Freight
Media
Wrap Up
2
© 2014 Ariba, an SAP Company. All rights reserved.

3. Summary of ASIA Initiatives
$ 486 B
Jun 7, 13
ThomasNet (MRO)
● Use ThomasNet to create and manage highquality, level 2 procurement contract catalogs to
accelerate network commerce
$ 952 B
Sep 5, 13
Facilities Mgt
● Manage, repair and operate facilities including
buildings, food & beverages, cleaning, furniture &
fixtures, and security
$ 80 B
Dec 6, 13
advertising, public relations, marketing, print and
promotion goods & services using Ariba
Mar 6, 14
Retail Merchandise
Manage planning and procurement of Goods for
Sale in the retail industry using Ariba solutions
$ 222 B
Jul 3, 13
Maximo (MRO)
● Connect customer back end Maximo systems
to the Ariba network to unlock MRO spend in
asset-intensive industries
$ 313 B
Direct
● Use blanket purchase orders to manage forecast
and consumption based process for direct, bulk
and VMI goods
$ 191 B
Jun 5, 14
Contract Labor
● Use sourcing, time sheet and contract invoice to
manage contingent labor, tech, consulting,
translation, professional services
learning and development through Ariba services
procurement solutions
$ 113 B
through integration of Ariba and 3rd party/SAP
solutions
$ 91 B
road/ rail/ water transportation/ warehousing/
storage using Ariba
$ 35 B
spend through seamless integration of Ariba and
Tymetrix solutions
telecom and network spend through integration of
Ariba and Tangoe solutions
$ 329 B
© 2014 Ariba, an SAP Company. All rights reserved.
May 1, 14
ICT Support
● Manage procure to pay process related to ICT
infrastructure and service desk through
integration of Ariba and ServiceNow
TBD
Jan 2, 14
Fleet
● Manage fleet, dealers, vehicle purchase,
conversion, hire and lease using Ariba and 3 rd
party solutions
Other - Fuel ($ 1.8 B), Utilities, Airlines Catering, Financial Services, Pharmaceuticals, Sub Contract Mfg, Accenture AP, Medical/ MedAssets,
Ventyx ($ 10 B), Travel ($ 36 B), HR, Real Estate Construction & Lease, Chemicals, Subscriptions, Capital/Asset Mgt $ 159 B)
3
Feb 6, 13
Tangoe (Telecom)
● Manage procure to pay process related to
Jul 10, 14
Tymetrix (Legal)
● Manage procure to pay process related to legal
Nov 7, 13
Freight
● Manage sourcing, procurement, invoicing for air/
Apr 3, 14
Training
● Manage training spend including those related to
Aug 1, 13
Insurance
● Manage P2P related to property insurance claims
Jan 9, 14
engineering, construction and field operations
services
TBD
$ 52 B
Oct 3, 13
Engineering, Construction and Field Ops Services
● Manage planned and unplanned spend on
Media
● Manage media spend incl. provision of
TBD
$ 67 B

4. MRO - Goods and Services
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© 2014 Ariba, an SAP Company. All rights reserved.

5. MRO - Power of Catalogs and ThomasNet
MRO is an important, but often overlooked spend category that lends itself well to catalog-driven procurement
Accounts for approximately 16% of COGS
50% of MRO is not on-site when needed
Catalogs deliver “Consumerized B2B Commerce”
Improves buying experience for end users, making it easier and faster to find exactly what’s needed.
Focuses procurement to on-contract items, reducing maverick spend and increasing compliance
Streamlines Buying and Selling processes
Increases stickiness and wallet share for Suppliers
Delivers a “perfect PO”, which helps increase the ROI for their existing investment in Ariba
Our partner, ThomasNet, develops high-quality content that drives the catalog procurement process
Has existed for 112 years and creator of high-quality, attribute-rich, parametrically refinable procurement content
Supports Level 2 Punchout catalogs that provide greater flexibility for dynamic and complex pricing and spot buying
Category expert and hosting and technology provider
Not a distributor/supplier – they don’t “sell” MRO or a GPO or 3rd party negotiator
5
© 2014 Ariba, an SAP Company. All rights reserved.

6. MRO - Maximo Adapter
Connect Maximo users to suppliers via the Ariba Network
Maximo adapter for connectivity with the Ariba Network
for Collaborative Commerce & Collaborative Finance
Trading Partners
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•
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•
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Adapter built on Maximo Integration Framework and leverages integration capabilities and error handling
Includes necessary object structures, enterprise services, publishing channels, end points and handlers to transact with the Ariba Network
Pre-configured Maximo e-Commerce functionality, screen design, escalations/ notifications, and error management
Delivered by Maximo/IBM as a services offering - no additional Maximo software to buy
Connect Maximo directly to Ariba Network or via Requisition Import into Ariba Buyer On Premise and On Demand
© 2014 Ariba – an SAP company. All rights reserved.

7. MRO/Facilities Mgt - Services Procurement
Robust Bidding
All Spend Types
•
•
Simple/Complex, Offsite/Onsite, Contract/Non-Contract,
PO/Non-PO, Labor/Non-labor, Item master/Free text,
Planned/Unplanned, Goods/Services
Standard or Blanket PO issued based on Contract, Catalog,
Bid or Requisition Import from inventory mgt system (autogenerated by reorder point trigger)
•
•
Collaborative Requisitions
Responses, evaluation, selection, award, order
transmission
SOW Management - Milestones, Service Levels
•
Configurability
•
Configurable by location and supplier, e.g. invoice approval
process only for a photocopying service, vs. SOW, bidding,
and invoicing for a repair supplier
Supplier Management
•
•
•
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Survey, Benchmarking and KPIs
Attachments - Safety, Insurance certificates
On-boarding and off-boarding
© 2014 Ariba – an SAP company. All rights reserved.
Time & Material Sheets
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•
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Time card entry, Authorization for Payment and Integration
with ERP
Table of Rates
Compliance to Rate Cards/Contracts/Labor Law

8. Spotlight on GAF
Connect Maximo to Ariba Network to Unlock MRO Spend
Situation
•
Long buying process (search/ source
maintenance part off paper/ web
catalogs); non compliant (based on
personal preference)
•
Invoice reconciliation process for MRO
spend was very resource intensive
•
Only 8% of their invoices did not
require some type of intervention.
•
Receiving both paper invoices as well
as through scanning.
•
High invoice processing costs and
delays/ procurement time wasted
•
Maximo for MRO e.g. power
transmissions; PeopleSoft (Aspen) for
3rd party, drop-ship, finished goods
e.g. fasteners
Solutions
•
•
GAF worked with Ariba to enable
business commerce collaboration
that improves supplier interactions,
while optimizing procure-to-pay
(P2P) processes and improving
visibility into transactions
APC punch-out from Maximo to
supports catalog search, source,
order from preferred suppliers for
better speed and negotiating power
•
PO flip to Invoice and smart invoice
business rules utilized for automatic
validation, touch-less processing
•
Plant users/store personnel handle
day-to-day purchases, so buyers
only get involved for approvals
Results
•
800 suppliers are currently
transacting on the Ariba Network
which represents 60% of the GAF
MRO suppliers (80% of spend)
•
GAF has achieved 66.2% straightthrough processing (STP) - goal is
80%; before the Ariba Network,
Aspen allowed GAF to achieve 8%
STP.
•
•
Of the invoices that do not straightthrough process, GAF is still
achieving a savings since touching
electronic invoices is still more
efficient than paper-based or
scanned invoices.
Direct materials is the next
focus area
At GAF plant sites, Fastenal has MRO vending machines with VMI. Prior to APC, GAF would set up a blanket PO and Fastenal
would send monthly summary invoices with attached details. These invoices would be manually reconciled and would take a lot of
time. Now, Fastenal can post a quote in APC and GAF can punch out to Fastenal and turn the quote into a detailed line item PO.
This allows a line item invoice to be created for each issuance of an MRO supply from the vending machine that then matches
automatically to the detailed PO – 100%STP!
8
© 2014 Ariba, an SAP Company. All rights reserved.
Company Profile
Founded in 1886, GAF is one of North
America's largest manufacturers of
commercial and residential roofing
systems, shingles, flashing, vents,
decking, and wrought iron balusters.
Ariba Commerce Cloud
Features
Ariba PO & Invoice Automation and
Procurement Content
IBM Maximo adapter for POs and Liaison
PeopleSoft adapter for invoices

9. Spotlight on GAF - Solution Architecture
GAF Firewall
PO and Invoice Automation
Catalog Shopping
Catalog Management
Electronic Capture:
Web Entry, XLS Upload,
EDI and XML
Adapter Service
Maximo
PO
Export
PeopleSoft
POs, COs, Cancel
Supplier
Supplier
Supplier
Receipt
Export
Supplier
Supplier
Aspen
Scanning
Aspen 360
Aspen
3-Way
matched
Invoice
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© 2014 Ariba – an SAP company. All rights reserved.
Indexing
Indexed
eInvoice
Scanned
Invoice
Aspen
Indexing
Paper
Invoice
Supplier

10. Complex Services - Self-Managed or Outsourced
Engineering, Construction and Field Operations Services
General Services
• Cleaning (incl.):
• General
• Toilets
• Internal/ External Glass
• Internal/ External Jetty
• Dust Mats
• Pest control
• Security
• Landscaping/ Plants
• Energy and Water
• Waste mgmt. process
• Reception/Office
Services
10
General +
• Fabric (inc)
• Painting
• Decoration
• Tiling (floor & ceiling)
• Doors
• Janitorial
• Locks
• Domestic plumbing
• Pans
• Sinks
• Drains
• Hand driers
• Re-lamping
• Normal
• Emergency
• Illuminated signs
• Fit Out
© 2014 Ariba, an SAP Company. All rights reserved.
On-site Services
• HVAC
• Lighting control
• Electrical services & test
• Emergency reactive
response
• Boiler repairs
• Asset maintenance
Specialist Services
• Installation and Civil
Engineering
• Terminal structure
• Roofing
• Lighting protection
• Fire &Life Safety
• Detection
• E/light control
• Sprinklers
• Fire doors
• Electrical services & 5
yearly’s
• Asbestos removal
• Ductwork cleaning
• Access equipment
• Escalators/Elevators
• Workshop degreasers
Off-site Services and
Consulting
• Asbestos management
• PUWER
• Structural
• Slip testing

11. Complex Services - Invoice against Contract
Requester
Adapter
Field
Approver
Req  PO
PO & Invoice Auto
BPO *
OC
Approval &
Workflow
Invoice Approval
Financial
Approver
Invoice
Status
Adjustments
Supplier
Invoice
Status
Blanket POs may be masked budgetary POs or unmasked using price masking indicator
Blanket POs are supplier level contract allowing supplier to choose from catalog
Blanket PO is collaborative invoice flag triggers new contract invoicing approach
© 2014 Ariba, an SAP Company. All rights reserved.
BPO
OC
Contract Invoicing
Pay Proposal /
Schedule
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Supply
Side
Price Sheets
Catalog Management
Supplier
Remittance
Advice

12. Direct Materials
How our customers handle this today
•
Stock must be optimal in terms of availability and cost
♦
♦
♦
•
Bulk commodities can leverage Price Basis Quantity
♦
•
e.g. if the Price Basis is $123.45 for 1000, the Unit Price calculates to be 0.12345 without needing 5 decimals on the
PO and Invoice
Scenarios supported today
♦
♦
♦
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Customers may give replenishment role to vendors (VMI)
Inventoried Indirect and MRO share similar characteristics
Forecast collaboration, Bill of Material processing, and Delivery Scheduling have to be supported
AN - PO/CO – OC – ASN – INV (GR viewable) w/ order collaboration
AN - BPO – OC – PO/CO – ASN – INV (GR viewable) w/ forecast collaboration
SNC Portal + AN – includes above and more advanced SCM collaboration
© 2014 Ariba – an SAP company. All rights reserved.

13. Direct Materials - Industrial Manufacturing
Company
PO and Invoice
Automation for Direct
Buyer
Cincom
Suppliers
Procure to Pay for
Corporate Indirect
High Volume
Suppliers
MAPICs
Low Volume
Suppliers
JBA
In-house
Supplier Network
Collaboration for Direct
13
© 2014 Ariba, an SAP Company. All rights reserved.
Suppliers with
Advanced SCM
Transactions

14. Direct Materials - Collaborative Processes

Product Design
collaboration
Contracts and
Agreements
Management
Planning and
Forecasting
Product Design
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


Forecast/Order Forecast
Collaboration
Consumption Based
Inventory replenishment
(VMI/SMI)
Demand signal exchange
Shared consumer insight
and visibility
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

Supplier Management
Sourcing
Contract Management
Buying and Order
Management
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

Focus of
Discussion
Order Collaboration (incl.
Subcontract PO)
Delivery Schedule
Collaboration
Invoice and Payment
collaboration

Quality Collaboration

Category Management

Transportation Tendering
(delivery and Returns)

Promotion Collaboration

Promotion execution (ReX)

Merchandising
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


Technology, Master Data, Analytics and Intelligence
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© 2014 Ariba, an SAP Company. All rights reserved.
Merchandising and
Promotion
Execution
Transportation &
Logistics
Track and Trace
Freight Invoice collaboration
Transportation and Logistics
Contracting and Tendering
Direct Store Delivery

15. Insurance Claims - Procurement
Scenarios
•
Homeowners Burglary Claim
•
Claim handler needs to procure replacement of electronics, other household goods for a policyholder who
had a home burglary
•
Homeowners Fire Claim
•
Claim handler needs to procure replacement of appliances, electronics, household goods and also procure the
services of a general contractor to repair the policyholder’s fire-damaged house
•
Auto Claims
–
Claim handler needs to procure services of auto repair shop, towing, car rental for policyholder and perhaps for other
party as well
•
Catastrophe Claims
•
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Claim management needs to procure services of multiple independent adjusters, general contractors, generators,
other emergency goods to respond to a large storm
© 2014 Ariba – an SAP company. All rights reserved.

16. Insurance Claims – Using Ariba Network
Goods / Service Providers
Notice of Loss
Policyholder
Insurance Carrier
Property Replacement / Service Request
Estimates / Inv-Payment Request
Contract / Rate Validation
Claim Handler
Vendor Performance Feedback
SAP Claims Management
or Non-SAP Claims System
Service
Payment
16
© 2014 Ariba, an SAP Company. All rights reserved.

17. Freight - Invoice Gap Analysis - Logistics
Provider
17
© 2014 Ariba, an SAP Company. All rights reserved.

18. Freight - Network RFQ via SAP TM –
Oil and Gas Company
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© 2014 Ariba, an SAP Company. All rights reserved.

19. •
Freight – EDI Invoicing Support –
Pharmaceuticals Company
Needs
US Freight services provided by 47 providers including Fedex
10 of the high-volume providers required EDI support – the others could utilize the web portal or CSV upload for freight invoices
•
Solution
Build a generic (not provider -specific) EDI adapter using Boomi for Freight Provider Invoices - 110 Air, 210 Motor, 310 Ocean
Providers log in to Ariba Network and punch-into Invoice Pro to access the supplier-level blanket PO
Freight provider Contract Invoices are received in Invoice Pro through the Ariba Network using the Boomi Adapter, for
transformation of the Invoice documents from EDI to cXML formats
Users can view and approve the Contract Invoice in Invoice Pro
Consolidated Invoices need to be received as a “Single Invoice” that references multiple shipments and multiple fees for
each of the shipments
•
•
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Multiple surcharges/accessorials for the same line (weight surcharge + insurance + special handling + shipping for e.g.) handled
as separate service lines
Each child service line references the parent service line that it applies to (handled via an extrinsic supplierPartAuxiliaryID
© 2014 Ariba, an SAP Company. All rights reserved.

20. Media - Advertising Example – Financial
Services Company
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Use Services Procurement heavily for Marketing spend
Each Marketing campaign is attached to a unique code that
holds the budget
These codes allow reporting of actual vs. budget and track
compliance with suppliers
Monthly accrual is also derived across suppliers
Rate cards/collaborative requisition process – pass-through,
output and milestone items added from contract catalog
in response
Invoice against PO for billing
PO closed upon project completion to prevent further invoicing
against it
© 2014 Ariba, an SAP Company. All rights reserved.

21. •
•
•
•
•
Media – Pre-Publication and Market Data
Example – Media Company
Pre-publication includes Composition, Art, Design, Editorial, Media Tech, Reprints/ Photo, Pre-press, Downloading/
File Conversion, Production
Generic driver has custom fields for Complexity, Catalogs are scale-based (corporate policy rates across all suppliers
- collaboration used to negotiate actual pricing with the preferred suppliers), rate-based (specific to supplier) or
SOW-based (pricing based on milestones/terms)
ISBN(s) for the publication and account category(s) to which the commitment and final costs are captured
Market Data Subscription (e.g. Competitive, Brokerage, Clearing and Research Data providers like Bloomberg,
DACS, IRESS, Thomson Reuters, IRESS, ASX) fixed an recurring fee/ no release contracts allow suppliers to directly
invoice against the line items without the need for a PO
Usage tracking supported
Additional custom
fields: Rounds,
Colors, Page Size
and Dimensions
21
© 2014 Ariba, an SAP Company. All rights reserved.

22. Next Step – Design Partnership
Opportunity to provide
feature direction and
influence product
evolution
Pre-release access to
software
Ability to experiment
with new features prior
to production use
Establish a direct line of
communication to the
product development
organization
Opportunity to make
internal stakeholders
aware of and trained on
new features
Gain early insights into
product visions/ideas/
research projects
Opportunity to share
ideas, solutions and
best practices with
ecosystem of similar
SAP/ARIBA customers
and partners
22
© 2014 Ariba – an SAP company. All rights reserved.

23. Next Step - Category Enablement
•
Engineering
•
Solution
Consulting
Product
Management
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Services
Customer
Engagement
Executive
(+COE lead)
Appointment of 1-3 customer
representatives who understand the
business process and technology at play
Engagement with Ariba/SAP Center of
Excellence team:
o Kick-off workshop
o At peak, weekly 1-hour feedback sessions via
o
User
Centered
Design
Group
© 2014 Ariba, an SAP Company. All rights reserved.
o
o
WebEx/Conference call
Ad hoc availability via email or phone to answer
questions or provide clarifications
Willingness to provide input on functionality
At least 1 trip to Sunnyvale/Palo Alto, CA to
participate in feedback workshops

24. Wrap Up and Questions
#AribaLIVE
© 2014 Ariba – an SAP company. All rights reserved.