The company secured a $500k snow removal contract that they have since expanded to $1.4M. They were also shortlisted by another leading retail chain. Through the Ariba Discovery service, they have greatly increased their prospect pool and lead conversion rates. They received business and leads through the Ariba Network for years and signed up for additional Discovery services to get more leads. This has expanded their lead funnel by 35% and leads are 20% more qualified than from other sources.

1. Challenges Solutions Results
• Secured a $500K snow removal
contract from a leadingretail chain
and recentlybid to provide
additionalservices at more
locationsto expand the contract to
over $1.4M
• Got shortlisted by another leading
retail chain
• Greatly increased prospect pool,
receivingbuyer response rates of
15 percent on average and high
lead conversion rates – much
higher than through other lead
generation methods
• Grew the number of matches by
making use of the Advantage Plus
package’s consultingservice,
receivingvaluable feedback on
how to maximizethe impact of its
profileand posting responses
• Had trouble identifyingbuyers
with current purchasingneeds,
as marketingactivitiesfocused
on email campaigns, online
marketing, and social media
with only limitedfocuson
e-procurement tools
• Leads comingin through
the company’s website often
did not represent active
buying opportunities
• Evaluated several
e-procurement platformsthat
did not meet expectations,
providingthe company with no
opportunityto highlight its
distinguishingcharacteristics
• Received businessand leads
through the Ariba® Network for
many years and signed up for the
Ariba Discovery™ service to
receive additionalleads from
new buyers
• Receivesan emailnotification
every time a new matchinglead
is posted on Ariba Discovery
• Signed up for the Ariba
DiscoveryAdvantage Plus
package for an unlimitednumber
of free responses and maximum
visibilitywith buyers
• Capitalizeson the opportunity
to differentiateitselffrom its
competitorsby highlightingtech
capabilities,green initiatives,and
broad service lines
• Leverages Ariba LIVE and the
Commerce Summitevents to
collaborate with buyers and keep
a pulse on sourcingtrends
Profile
Integrated Building
Maintenanceprovides multiple
property services for
commercialbuildingsacross the
United States. The company has
an Environmental Policyand is
dedicated to pursuing methods
to deliverbuildingservices with
as littleenvironmentalimpact
as possible.
Ariba Solutions
 Ariba Discovery
 Ariba Network
Gaining 35 Percent More Prospects
and 20 Percent More Qualified Leads
“We were trying to ramp up our e-procurement efforts and saw Advantage Plus as a great opportunityto gain
insights onwhat to do better – especially early on. We just had our consultationas part ofthe package, and it
was absolutely worth it. As soonas we implemented the recommendations, an influx of new matches started
comingthrough.”TaylorGifford, NationalSales, Integrated Building Maintenance
“Ariba Discovery has expanded our
lead funnelby 35 percent. Plus,
due to the collaborative nature
of this service, leads are typically
about 20 percent more qualified
than those comingfrom other
e-marketing sources.”
TaylorGifford, NationalSales,
Integrated BuildingMaintenance
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