Increase Supplier Adoption with Storytelling
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You chose Ariba because you know the value your company receives from being on the Ariba Network. In this interactive session, you’ll learn storytelling principles and practices to accelerate the adoption of Ariba by your vendor network. Come learn how to frame the story, engage your suppliers, and turn them into true believers.
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Increase Supplier Adoption with Storytelling
- 1. Supplier Enablement How to Increase Adoption with the Right Story © 2013 Ariba, Inc. All rights reserved.
- 2. #AribaLIVE © 2013 Ariba, Inc. All rights reserved.2
- 3. #AribaLIVE © 2013 Ariba, Inc. All rights reserved.3 Perpetual misfit, nerd, outsider
- 4. #AribaLIVE Hi, I’m Michael Margolis • Title: CEO and founder of Get Storied • Specialty: Transformational Storytelling • Work with: CMOs & CEOs of Fortune 500/Inc500 • Clients: Bloomberg, Sanofi, Ariba, Bath BodyWorks © 2013 Ariba, Inc. All rights reserved.4
- 5. #AribaLIVE © 2013 Ariba, Inc. All rights reserved.5
- 6. #AribaLIVE © 2013 Ariba, Inc. All rights reserved.6 People don’t buy the product, service, or brand. They buy the story that’s attached to it.
- 7. #AribaLIVE © 2013 Ariba, Inc. All rights reserved.7 Storytelling starts with WHY.
- 8. #AribaLIVE 8 © 2013 Ariba, Inc. All rights reserved.
- 9. #AribaLIVE © 2013 Ariba, Inc. All rights reserved.9 The Networked Economy The Storytelling Economy =
- 10. #AribaLIVE 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 10 © 2013 Ariba, Inc. All rights reserved.
- 11. #AribaLIVE >4,500 global suppliers networked enabled 98%+ touchless invoicing -- integrated with 8 SAP systems worldwide 96%+ on-time payments – and enhanced discount capture 75%reduction in AP costs Global VAT and regulatory compliance – incl. in China >4,000 suppliers network enabled >500,000 electronic invoices/yr. – integrated with 7 SAP systems globally 70% global invoice volumes moved from paper to electronic – incl. non-PO >30% reduction in BPO costs Delivering Measurable Benefits to You © 2012 Ariba, an SAP Company. All rights reserved. Ariba Network: Extending Reach, Value of SAP 11
- 12. #AribaLIVE Your Audience? © 2013 Ariba, Inc. All rights reserved.12
- 13. #AribaLIVE Step into their Shoes… © 2013 Ariba, Inc. All rights reserved.13 “Every character should want something...even if it’s just a glass of water.” - Kurt Vonnegut
- 14. #AribaLIVE © 2013 Ariba, Inc. All rights reserved.14
- 15. #AribaLIVE Why Technology Adoption Fails • No common story at leadership level • People can’t find themselves in story • Self-validation trumps authenticity • Change is framed as a judgment of past • Culture & identity underestimated • Big promises are not made real and tangible • Story is lost in translation © 2013 Ariba, Inc. All rights reserved.15
- 16. #AribaLIVE Help Locate Oneself in Your Story © 2013 Ariba, Inc. All rights reserved.16
- 17. #AribaLIVE © 2013 Ariba, Inc. All rights reserved.17
- 18. #AribaLIVE Frame a Better Story (MASTER) • Motivations: In Service to Whom? • Audience: What’s on My Mind? • Stakes: Why Should I Care? • Trust: How Can I Believe You? • Empathy: Do You Understand My Pain? • Relationship: What Can I Be a Part of? © 2013 Ariba, Inc. All rights reserved.18
- 19. #AribaLIVE New Customer Success Center – (Coming Soon) • Expansion of Ariba.com • Designed to help buyers and sellers transact faster and easier via resources, support, and an open forum to connect with peers © 2013 Ariba, Inc. All rights reserved.19 • Content for Buyers ♦ Change mgmt best practices ♦ How to message to your suppliers ♦ Answers to day-to-day transacting questions • Content for Sellers ♦ Getting started for those new to Ariba ♦ Understanding the benefits and costs ♦ Get answers questions about your Ariba bill
- 20. #AribaLIVE © 2013 Ariba, Inc. All rights reserved.20 When people can identify with your story as their own, the need to persuade, convince, or sell disappears.
- 21. Questions? © 2013 Ariba, Inc. All rights reserved. 21
- 22. #AribaLIVE Please Complete Session Survey Go to Surveys © 2013 Ariba, Inc. All rights reserved.22 Select Session Click Choose one Rate Session Thank you for joining us
Editor's Notes
- And second, through the Ariba Network The network enables buyers and sellers to discover one another, connect and collaborate in one place – similar to Amazon Ariba’s network is unique both in terms of size and scope Nearly 1 million trading partners conducting almost $400 billion in spend across 190 countries
- Ariba’s On Demand applications and the Network generate measurable value to organizations Buyer’s experience significant savings that fall right to the bottom line Some savings are obvious (see above) but others less so. For example, a large Oil company was able to significantly cut inventory of replacement parts in its refineries due to the visibility into order status the network provided. This visibility not only enabled the managers to focus on the operations instead of whether a critical shipment was going to come, but also enabled them to reduce the excess inventory they needed as safety stock to ensure the refinery didn’t go down Suppliers experience savings through the automation of non-value added activities (like AR clerks having to call their customers each month to see when payments will be made) Suppliers also see top line growth from participation on the network – including net new business and increased wallet share with existing customers
- SAP customers have had significant success with Ariba Caterpillar’s AP group now touches fewer than 2% of invoices. That means 98% are accepted immediately or reconciled using pre-defined business rules and approved for payment without a human ever touching them. It is logical that as a result, it has reduced AP costs by 75% And, is compliant with all of the local tax and government regulations Deutsche Bank, who outsourced AP to reduce costs received an additional 30%+in savings after leveraging Ariba’s Network
- We are happy to announce a new customer success center currently in progress designed specifically for buyer and seller customers of Ariba’s PO & Invoice Automation solutions. The new content will be found on Ariba.com coming in mid-summer. A practical and straightforward approach will provide buyers with tips on how to get more out of your eCommerce initiative, while sellers will find information, support links, and resources to hear directly from others just like you – who sell on Ariba. Stop by the Ariba Business Network Center booth area in the Partner Pavilion where you can see an early version of the site and provide your feedback for what you’d like to see included.