Transcript Slide 1

CS
Introducing New
Supplier
Functionality
with the Seller
Information Console
Rob Mihalko, Vice President, Seller
Marketing & Ariba Discovery
Olaf Schrader, Senior Manager,
Ariba Network
© 2012 Ariba, Inc. All rights reserved.
Speaker Today
Rob Mihalko,
Vice President, Seller Marketing and Ariba Discovery
Ariba
Rob joined Ariba in April of 2004 as a Product Marketing manager for the
Ariba Network, where his first assignment was to launch the Supplier
Membership Program. Rob then expanded his role to lead Marketing for
the Ariba Network and played a key role in the launch and marketing of
Supplier Connectivity and Ariba's Financial Solutions, as well as our OnDemand Sourcing, Contracts, and P2P solutions. Rob now leads the Seller
Marketing and Ariba Discovery teams.
Prior to joining Ariba, Rob has held a variety of marketing, business
development and finance roles with technology companies and was a
management consultant with A.T. Kearney. Rob holds a BS in Industrial
Engineering from Stanford and an MBA from the Kellogg School of
Management at Northwestern University. Rob lives in the San Francisco
Bay Area.
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© 2012 Ariba, Inc. All rights reserved.
“Safe Harbor” Statement
This information reflects the status of Ariba solution planning as of
April 2012. All such information is the Confidential Information of Ariba
(per the contract between our companies), and must not be further
disclosed, as stated in the confidentiality clause of that contract. This
presentation contains only intended guidance and is not binding upon
Ariba to any particular course of business, product strategy, and/or
development. Its content is subject to change without notice. Ariba
assumes no responsibility for errors or omissions in this document.
Ariba shall have no liability for damages of any kind including without
limitation direct, special, indirect, or consequential damages that may
result from the use of these materials.
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© 2012 Ariba, Inc. All rights reserved.
You’re Seeing This in Your Personal Lives…
Networks Have Changed Your Personal Life
Shopping
Entertainment
Communication
& Collaboration
Research
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Numerous B2B Collaborative Technology
Options Exist
Point-to-Point Causes Inefficiencies
5
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Only Many-to-Many Delivers Better
Business Commerce
Enabled by Network-Centric Technology
Network-Centric
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Network-Centric Approach Conquers
Legacy Challenges
Static
Company
Profiles
•
•
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Duplicate, nonsynchronized profiles
across multiple
applications, updated
individually
Requires rekeying of
redundant information
for each event
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Disconnected
Processes
•
•
Cumbersome
registration with
separate Terms
of Use
Lack of
consolidated
dashboard to view
Buyer activity
Poor User
Experience
Missed Business
Opportunities
•
Multiple product
specific logins
with single roles
•
Inability to crossmarket to other
decision makers
•
Difficult
navigation
between
separate
solutions
•
Marketing isolated
to specific
environment (no
broad marketing
capabilities)
What if You Could Have…
Single Company
Profiles
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Unified Solution
in the Cloud
Comprehensive
Trading Partner
Discovery
Seamless User
Experience
•
Consolidated and
synchronized
profiles across Seller
Solutions
•
Simplified singlepage registration
with consolidated
Terms of Use
•
Single Login
with Linked
accounts with
multiple roles
•
Increased awareness
to real decision
makers in their
market
•
Simplified Profile
Management with
ability to link child
profiles to parent
•
View Seller
Sourcing events in
a single
collaboration
dashboard
•
Single Click
navigation
between Seller
Solutions
•
Key step toward
developing a
universal business
commerce directory
© 2012 Ariba, Inc. All rights reserved.
The New Normal Requires a
Network-Centric Solution
To meet demand of today’s business environment, companies are moving to
Collaborative Network-centric Solutions
“Collaborative Network-centric
Solutions” is multi-faceted and touches
many aspects of Business Commerce
Opportunity
Discovery
Order/Payment
Management
The Primary reasons your buyers use
Collaborative Network-centric Solutions:
•
•
•
•
•
•
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Optimize Supplier communications
Instill culture of supplier focused best
value solutions
Optimize catalog maintenance and
transaction efficiency
Provide suppliers with mutually beneficial
relationships
Ensure relationship transparency throughout
the network
Leverage network technical innovation
© 2012 Ariba, Inc. All rights reserved.
Supplier
Discovery
Collaborative
Commerce
Network
Supplier
Master
Management
Enablement,
Connectivity &
registration
Peer
Networking
Risk
Management
The Rise of the Networked Enterprise –
Enabled by Collaborative Technology
“Increasingly companies are
embracing collaboration as part
of their strategy to grow.”
77%
increased
access to
knowledge
55%
41%
improved
collaboration
across
silos
better
information
sharing
24%
increased
revenue
63%
increased
marketing
effectiveness
43%
greater
market
share
8%
higher
margins
“ Networked enterprises are 50% more likely to
have increased sales, higher profit margins, gain
market share, and be a market leader. ”
Source: McKinsey & Company, “The rise of the networked enterprise,
Web 2.0 finds it’s payday.” Survey of 4,394 executives. December 2010
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Sales Acceleration Management
SELLER’S MARKET-TO-CASH PROCESS
Market
Bid
Sell
Contract
Fulfill
Invoice
Collect
Solution
Ariba
Discovery
Sourcing
Contracts
Catalog
Collaboration
Order
Collaboration
Invoice
Collaboration
Working Capital
Collaboration
Technology
Ariba Seller Collaboration Console
Services
Ariba Sales & Marketing Programs
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© 2012 Ariba, Inc. All rights reserved.
Ariba Seller Solution Products & Services
Ariba Delivers a Unified Seller Experience
Your Place for Business Commerce
LEADS
ORDERS & INVOICES
Powered by
Ariba Discovery™
Powered by
Ariba® Network
CONTRACTS
PROPOSALS
Powered by Ariba
Contract Management
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© 2012 Ariba, Inc. All rights reserved.
• Accurate and timely seller information through single
company profiles
• Ease of access through a unified solution in the cloud
• Greater efficiency through a many-to-many
relationship approach
Powered by
Ariba Sourcing
Next-Generation Ariba Commerce Cloud
for Sellers
11s4 /12s1 Releases
Seller Collaboration Console
Ariba Cloud Profile
Collaboration Dashboard to centrally manage sourcing events
Single-click navigation and visibility across customers for ease of use
• Single Ariba profile for accurate supplier information and brand representation
• Consolidated information for elimination of redundant data entry
Single Page Registration and
Unified Terms of Use
•
•
Single sign-on across linked accounts for easier account management
Streamlined registration with Unified Terms of Use for consistency and faster
registration
Enhanced Account
Management
•
•
Central management of accounts for simplified user experience
Self-service administration for reduced administration efforts
Comprehensive
Seller Discovery Opportunities
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•
•
© 2012 Ariba, Inc. All rights reserved.
• Sourcing sellers moved to the Ariba Commerce Cloud for increased visibility
and greater supplier discovery opportunities
These Capabilities Deliver More Value to
Both Buyers and Sellers
BUYER VALUE
•
•
•
•
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Streamlined and unified
on-boarding process across Ariba
Commerce Cloud solutions
Increased completeness,
accuracy and timeliness of
seller profiles
Integration of seller lifecycle (from
identify, to bid, to transact)
Increased pool of qualified
suppliers with rich profile
information
© 2012 Ariba, Inc. All rights reserved.
SELLER VALUE
•
Easy access and navigation across
all solutions for all customers
•
Accurate information through
a centrally managed Ariba
Cloud Profile
•
Greater efficiency through simplified
registration and user management
•
Increased exposure to real decision
makers in their market
Speaker Today
Olaf Schrader
Senior Manager, Ariba Network
Ariba
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© 2012 Ariba, Inc. All rights reserved.
Today
Non-unified Profile, Login and Registrations for
Seller-Facing On-Demand Solutions
Supplier
Single Supplier Profile is
only used by Ariba Network
and Discovery
User Login
Supplier Profile
Registration is not unified
Individual
logins
and profiles
Sourcing &
Contracts
Sourcing
Discovery
(AD)
Network
(AN)
Sourcing
Buyers (1:n)
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© 2012 Ariba, Inc. All rights reserved.
Solution – Seller Console
Unified Profile and Login for Seller-Facing OnDemand Solutions
Seller
Single Login
11s4: Unified Seller Registration and
Improved Profile Management
Ariba Cloud Profile
Single Profile
active with 12s1
Discovery
(AD)
Network
(AN)
Sourcing &
Contracts
Sourcing
Buyers (1:n)
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© 2012 Ariba, Inc. All rights reserved.
Seller Console Release
•
Ariba Seller Console and single Cloud Profile will be
released in two steps


11s4 – Release of common features for all seller facing solutions
12s1 – Integration with Ariba On-Demand Sourcing and Contracts
–

includes moving all existing sourcing profiles to the Ariba Commerce Cloud
CD Sourcing and Contracts
No changes, separate login and single profile for each buyer are used
– Potential future enhancement
–
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© 2012 Ariba, Inc. All rights reserved.
Seller Console
Live Demonstration of the new Seller Console
•
•
•
•
•
•
•
Single-Page Seller registration
New Unified Terms of Use
Ariba Commerce Cloud Profile
Seller Single-Click navigation between Ariba Solutions
Central certificate management by Sellers
Enhanced Seller User and Profile Management
Improved Product Documentation
(for selected feature we will use screenshots)
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© 2012 Ariba, Inc. All rights reserved.
Inactive Warning
for all Ariba on Demand Seller Solutions and
Network Buyers
Starts after 29 min at
60 seconds
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© 2012 Ariba, Inc. All rights reserved.
Forgot
Username
•
•
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If multiple Usernames are
linked to a single email
address the response email
will now list them all
The Language will be based
on the first user account
Forget Password - Reset
• Forgot Password

The request wizard has now separate steps for secret question/answer and
Password reset
Current Password
Reset Flow
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© 2012 Ariba, Inc. All rights reserved.
Certificate Reminders
•
Reminders for Suppliers



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•
30 of days prior to expiration
15 of days prior to expiration
5 of days prior to expiration
Escalation reminder at
expiration* date
Reminder for Buyers using
Ariba Network


If a supplier's certificate has expired*
If a supplier changed a certificate
The buy side reminders are only send for established Ariba
Network relationships
* Certificates are kept downloadable by the supplier after the validity
expires but cannot further be downloaded by the buyer.
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© 2012 Ariba, Inc. All rights reserved.
Sample Supply-Side Reminder
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© 2012 Ariba, Inc. All rights reserved.
Buy-Side Certificate View
from Ariba Network
Note: only the most important
attributes are displayed to the Ariba
Network Buyer (not shown: Issuer,
Effective Date, Year of Publication)
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© 2012 Ariba, Inc. All rights reserved.
Link Parent Profile to Duplicated
Accounts
•
Business Problems
Seller A1
duplicated seller accounts are created by mistake and
have to be kept “alive”

•
Duplicated
Account
Link Profile
(11s4)
Why does this happen
Seller A
during registration for buyer initiated invites it is
possible that the invited user does not realize that a
seller profile already exist or

or
Duplicated
Account
Seller A2
Account Hierarchy
(existing)
if sellers merge their firms
In these cases sellers cannot ignore the duplicated
account, because transactions (Purchase Orders, Invoices,
Ariba Sourcing events, etc.) have already been exchanged

•
Separated
Business Units
Solution


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Seller AB
New feature added to existing Seller Account Hierarchy
(profile management for large seller organizations)
Now with “Link profile” feature we want to reduce their
maintenance to keep the profile the duplicated (child)
up to date. ONLY in this case the seller should use
“Share profile” feature
© 2012 Ariba, Inc. All rights reserved.
Seller AC
Separated
Business Units
 Feature demonstration
Account Hierarchy
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© 2012 Ariba, Inc. All rights reserved.
Request to Link as Parent of Child
For existing Parent
accounts only the child
option is displayed
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© 2012 Ariba, Inc. All rights reserved.
New Feature – Linking Parent
Profile to Child
Linking Profile Impact
on Child
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© 2012 Ariba, Inc. All rights reserved.
Email Send to Other Account Admin
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© 2012 Ariba, Inc. All rights reserved.
Account Linkage
Child Account
Confirmation Popup
will warn that Profile
will be overwritten (if
Linked Profile = Yes)
Name changed to
Parent Account name
User can review
Profile details
(including contacts) of
parent Account
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© 2012 Ariba, Inc. All rights reserved.
Parent Profile after Confirmation
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© 2012 Ariba, Inc. All rights reserved.
More Account Hierarchy Features
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© 2012 Ariba, Inc. All rights reserved.
Child Account Is “Read only” if
Profile Is Linked
Child with “read only”
display
Profile Fields excluded from sharing
• Property settings like electronic
Order/Invoice routing, etc.
• Users
• Email Notifications from “Alerts and
Notification” page
• Buyer Extended (non-common) SPQ
fields
• Supplier ANID and DUNS
• Buyer relationships
Contacts are shared but require additional
features on the Child
• Company level assignments need to be
maintained on Child level as the buyer
relationships are only linked to the Child
• This also requires that the child can add
new contacts for this purpose
All other fields are read-only
Subscriptions - existing Account linkage
allows to manage Subscriptions from
the Parent
OnDemand Sourcing SPQ required
common fields are “surfaced-up” to
the Parent account
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© 2012 Ariba, Inc. All rights reserved.
Contacts Are Not Shared
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© 2012 Ariba, Inc. All rights reserved.
User ID Linkage
Seller A2
Same user with access
to multiple seller profiles
Seller D
User Linkage
(11s4)
Seller AC
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© 2012 Ariba, Inc. All rights reserved.
 Feature demonstration
Summary
Account Hierarchy with parent profile linkage
and User ID linkage
Duplicated
Accounts
Linking Profile
(11s4)
Seller A1
Seller A
Seller A2
Account Hierarchy
(existing)
Seller AB
Separated
Business Units
Accounts
Same user with access
to multiple seller profiles
Seller D
User Linkage
(11s4)
Seller AC
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© 2012 Ariba, Inc. All rights reserved.
Solution – Seller Console
Unified Profile and Login for Seller facing
OnDemand Solutions
Seller
Single Login
11s4: Unified Seller Registration and
Improved Profile Management
Ariba Cloud Profile
Single Profile
active with 12s1
Discovery
(AD)
Network
(AN)
Sourcing &
Contracts
Sourcing
Buyers (1:n)
Buyers will access the single Supplier Cloud Profiles from the individual solution
Ariba Network, Discovery and with 12s1 also for On-Demand Sourcing and contacts
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© 2012 Ariba, Inc. All rights reserved.
The new Seller Console allows
sellers to centrally manage their user
accounts and company profile (Ariba
Cloud Profile) across all Ariba
OnDemand solutions
Actions to Take
•
•
•
•
•
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Login
Accept the new Term of Use
Complete their profiles
Link their IDs
Link their Accounts (administrator)
© 2012 Ariba, Inc. All rights reserved.
Q&A
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© 2012 Ariba, Inc. All rights reserved.