Achieving the next wave of sourcing performance requires an optimal balance of cost savings, risk mitigation and performance management. With rising inflation, global competition, and tightening supply markets, e-sourcing alone is not enough. Organizations must embrace a step change to make sourcing “strategic” in their respective organizations to be competitive. Join this session to hear from world-class organizations who leverage Ariba's technology, network, and capabilities to build a strategic sourcing program and deliver sustainable savings with optimal risk mitigation and high performance.

1. Collaborative Sourcing in the
Networked Economy
© 2013 Ariba, Inc. All rights reserved.
Speakers:
T. Blazy – Bouygues Telecom
F. Boehme – Source:net
Moderator:
Sundar Kamakshisundaram – Ariba, an
SAP Company

2. #AribaLIVE
Agenda
• Introduction
• Panel Discussion
• Key Takeaways
• Q & A
© 2013 Ariba, Inc. All rights reserved.2

3. #AribaLIVE
World Class Procurement Excellence
…is essential to be competitive
© 2013 Ariba, Inc. All rights reserved.3
>85% Spend Under Management
6+% Annual Recurring Savings
72% Compliant Spend
Source: Ardent Partners CPO Rising 2012
Are you World Class?

4. #AribaLIVE
Top Challenges for CPO’s
© 2013 Ariba, Inc. All rights reserved.4
Source: 2012 CPO Agenda, Aberdeen Group
61% of you will have
increased cost
savings targets
44% of these targets will
be greater than
5%
Creating procurement
process efficiencies is
the top priority for CFO’s
& CPO’s

5. #AribaLIVE
In the race for procurement efficiency, inter-
enterprise collaboration is improving
productivity and profits
© 2013 Ariba, Inc. All rights reserved.5
41%
Improved collaboration across
silos
55%
Better information
sharing
24%
increased
revenue
77%
Increased access
to knowledge
63%Increased marketing effectiveness
43%
Greater market
share
8%
Higher margins
“Networked enterprises were 50% more likely than their peers to have increased
sales, higher profit margins, gain market share, and be a market leader.”
*Source: McKinsey on Business Technology, Spring 2011 – “The Rise of the Networked Enterprise”

6. #AribaLIVE
Agenda
• Introduction
• Panel Discussion
• Key Takeaways
• Q & A
© 2013 Ariba, Inc. All rights reserved.6

7. #AribaLIVE
The Panel Team
Speakers: T. Blazy, Bouygues Telecom
F. Boehme, Source:net
© 2013 Ariba, Inc. All rights reserved.7
Moderator : Sundar Kamakshisundaram,
Sr. Director – Solutions Marketing, Ariba, Inc

8. Collaborative Sourcing in the
Networked Economy
© 2013 Ariba, Inc. All rights reserved.
Thierry Blazy – Bouygues Telecom

9. #AribaLIVE
Bouygues Telecom
A French company
with experts at the
service
of its customers
© 2013 Ariba, Inc. All rights reserved.9

10. #AribaLIVE
13.1 million
customers
trust us with their
digital lives
© 2013 Ariba, Inc. All rights reserved.10

11. #AribaLIVE
Our Mobile customers (1/2)
© 2013 Ariba, Inc. All rights reserved.11
An operator capable of satisfying all the needs and usages of its
customers
1.5 million
Business & Corporate customers
(including Broadband services)
More than 1 million
Sim-Only/Web-Only customers
11.3 million Mobile customers
including:
1.8 million active MVNO customers including:&

12. #AribaLIVE
Our Fixed Broadband and Very-
High-Speed customers (2/2)
© 2013 Ariba, Inc. All rights reserved.12
A dynamic operator in a fast-growing market
2009
2010
2011
2012
0.3 million
customers
0.8 million
customers
1.2 million
customers
1.8 million
customers
Acquisition of a
Fixed network
in July 2008
Highlights of 2012:
 605,000 new broadband and very-high-speed
customers joined Bouygues Telecom in 2011
 Acquisition of Darty Telecom

13. #AribaLIVE
Purchasing Organisation
© 2013 Ariba, Inc. All rights reserved.13
Procurement Director
Telecom Network & Services
Commercial Products & Services
HighTech Product & Services
Service Center
& Purchasing Innovation
Procurement Performance
Sustainable Procurement
3000 Suppliers
50 Buyers

14. #AribaLIVE
Ariba On-demand Solution within
Bouygues Telecom
• Ariba upstream solution since end 2010 :
Sourcing, Supplier Information and Performance
Management
All commodities are sourced in Sourcing
350 sourcing events done today
500 internal users (buyers and team members)
1000 suppliers contacts
• Contract module to be deployed in 2013
© 2013 Ariba, Inc. All rights reserved.14

15. #AribaLIVE
Planning of introduction of Ariba
Solution
© 2013 Ariba, Inc. All rights reserved.15
• Previous situation
No on-line Sourcing tools
Heterogeneous process of sourcing in different purchasing entities
• Our Choice : Ariba On-Demand : Sourcing, Supplier, Contract
• Planning : 7 months to choose – 4 months to Implement
RFP
• Sourcing
• RFP
• POC with 4
suppliers
• Ariba choice (on
demand)
Project
• Training of project
team
• Workshops
• Ariba
development
Deployment
• Training of buyers
• GO LIVE of
WeBuy

16. #AribaLIVE
How we use ARIBA ?
© 2013 Ariba, Inc. All rights reserved.16

17. #AribaLIVE
INITIAL FEEDBACK
• Initial target to enter all new RFI/RFQ from the beginning was too
ambitious
• Creation of first sourcing events in the platform need time and
represents the major step to be climbed by the buyer !
• The 2 initial days training was considered as not sufficient by the
buyers to be confident enough and autonomous. Difficulty was we
had to explain the process implemented in the tool and the tool itself
• Management implication is mandatory to the adoption
• Individual objectives provided by the manager
• And Manager must be trained too !
• Do not be too ambitious at first => proceed step by step
• Keep it simple (supplier informations)
• you’ll need adaptation phases of your
implementation (NDA – one-2-one deal ...)
© 2013 Ariba, Inc. All rights
reserved.17

18. #AribaLIVE
CURRENT POSITIVE FEEDBACK
© 2013 Ariba, Inc. All rights
reserved.18
Record of exchanges with our suppliers for internal
auditing purpose
Buyers operational plan follow-up
– Activity monitoring
– Supplier & client data shared with purchasing department and
commercial department
Supplier data & process knowledge
– Supplier directory
– Unique NDA vs Specific NDA for each project
E-Auction
– For sell for buy

19. #AribaLIVE
CURRENT FEEDBACK : areas for
improvement
© 2013 Ariba, Inc. All rights
reserved.19
Not enough intuitivity and ergonomy. A lot of support is
needed for first time and occasional users
Limited customization possible because on cloud
ER Roadmap shared with all company

20. #AribaLIVE
Next steps
© 2013 Ariba, Inc. All rights
reserved.20
• End of this year with ARIBA or someone else..?
• 100 % of sourcing activity managed by Ariba-WeBuy
before end 2013
• Progressive use of advanced features
• Definition and deployement of Contracts Module

21. Collaborative Sourcing in the
Networked Economy
© 2013 Ariba, Inc. All rights reserved.
F. Boehme – Source:net

22. #AribaLIVE
Who is source:net?
Founded: 2002
Target: „Success and Efficieny in Procurement“
Improvement with Tools, Processes and Know-How
First provider of „SourcingOnDemand“ (Europe)
Marketplace for Airports „AirportSmart“
Clients: Multinational cooperations
Quelle: source:net GmbH

23. #AribaLIVE
source:net GmbH
Georgenstr. 19
D-80799 München
Florian.Boehme@SourcingOnDemand.com
Phone: +49 (0) 89 20 400 20 12
Thank you for your attention –
Questions?
Florian Boehme
Quelle: source:net GmbH
Foto

24. Questions?
Contact info:
Sundar Kamakshisundaram: sundar@ariba.com
© 2013 Ariba, Inc. All rights reserved.
24

25. #AribaLIVE
© 2013 Ariba, Inc. All rights reserved.25
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