How to Bring Suppliers to the Ariba Network

Gareth Young, Senior Manager, Network Enablement SAP Ariba (SAP)
Oscar Ferreira, Head of Business Administration, Shared Service Center, Infineon
Gary George, Head of Technical Services, HH Global
Olaf Schrader, Director Network and Seller Solutions, SAP Ariba (SAP) / June 14, 2016
How to Bring Suppliers to the Ariba Network
Public

© 2016 SAP SE or an SAP affiliate company. All rights reserved. 2Public
Agenda
2Public© 2016 SAP SE or an SAP affiliate company. All rights reserved. 2Public
Welcome and Introduction
A View from a Buyer
A View from a Supplier
Supplier Enablement Innovations
Questions and Answers

Welcome and Introduction
Gareth Young, Senior Manager, Network Enablement

Supplier Enablement –
Deploying a Global Approach
Oscar Ferreira
June 14th

Part of your life.
Part of tomorrow.
We make life easier, safer
and greener – with technology
that achieves more, consumes
less and is accessible to
everyone. Microelectronics
from Infineon is the
key to a better future.

Infineon at a glance
Financials Market Position
Business Segments Employees
› Automotive
› Industrial Power Control
› Power Management & Multimarket
› Chip Card & Security
Strong technology portfolio with more than 25,000
patents and patent applications (as of Sep. 2015)
527 377 620 897
FY 12 FY 13 FY 14 FY 15
[EUR m]
# 2 # 1
Automotive Power Smart card ICs
# 2
Strategy Analytics
April 2015
IHS Inc.
September 2015
IHS Inc.
July 2015
Europe
14,533 employees
About 35,400 employees worldwide
(as of Sep. 2015)
Americas
3,682 employees
Asia/Pacific
17,209 employees
33 R&D locations
20 manufacturing locations
Revenue Segment Result Margin
15.5%14.4%
9.8%
13.5%
3904 3843
4320
5795
Copyright © Infineon Technologies AG 2016. All rights reserved.

A journey around the world
U. S. Dresden Kulim
Warstein
Regensburg Austria Malacca
Singapore
Munich
20122013201420152016

Where we stand today
Supplier enablement development
› Electronic invoice
program considers all
suppliers
› Ratio considers all
incoming invoices from
3rd parties
› In 3rd year reached
more than 50% of total
invoice volume
0%
10%
20%
30%
40%
50%
60%
70%
0
200
400
600
800
1000
2012 2013 2014 2015 2016
Suppliers e-Invoice Ratio
*
* As of end of April 2016

What we have learned
› People Engagement
› Strong collaboration among
internal stakeholders
› Clear communication with
suppliers
› Definition of roles and
responsibilities between Buyer
and SAP Ariba
› Ambitious target definition
› Strong support from local
stakeholders
› Clarify local requirements
› Verify current processes with
suppliers and adjust whenever
necessary
› Leverage potential of digital
transformation
› Start with quick wins from
global suppliers
Key Success Factors When going global

© 2016 HH Global Ltd all rights reserved. Proprietary and confidential.
HH Global –
Supplier Enablement – How to Bring Suppliers to the Ariba Network

Head of Technical Services – HH Global
Who Am I?GaryGeorge
HeadofTechnicalServices
As the head of a Technical Services and delivery team, my team designs, builds
and supports internal and external client technical implementations. We aim to
deliver flawless technological execution leading to an increase in internal revenues
for the delivered services.
I’m always striving to automate the business process to ensure maximum
efficiencies and delivering on clients’ business requirements effectively and
efficiently.
I’m a highly driven person who is results oriented and committed to team
building, with a strong capability of adapting to the ever-changing industry around
him, keeping team members confident and motivated whilst remaining
technologically savvy.

About HH Global
HH Global delivers outsourced procurement programmes within print, secondary packaging
and creative production services
650+
Employees and
growing
Global
32 countries with
local offices
Client focused
Portfolio of leading brands:
Google, Bayer, HP, HSBC
$500M+
Spend under management
Independent
And growing organically
Delivery excellence
Quality, sustainability, security ISO,
PRINCE2 and Six Sigma
Technology
Best-in-class technology

Our global footprint
Americas
49%
EMEA
38%
APAC
13%
Percentage of global revenue
Canada Toronto • Calgary
USA Bedford, NH • Bridgewater, NJ
Cambridge, MA • Chicago, IL • Denver, CO
Fairfield, CT • Horsham, PA • Kansas City, MO
Mooresville, NC • Mountain View, CA
New York, NY • Parsippany, NJ • Santa Clara, CA
Seattle, WA • Titusville, NJ • Whippany, NJ
Argentina Buenos Aires
Brazil São Paulo
Chile Santiago
Columbia Bogota
Ecuador Quito
Mexico Mexico City
Peru Lima
UK Sutton • Wakefield
Ireland Dublin
Germany Munich • Dusseldorf
France Paris
Netherlands Amsterdam
Spain Barcelona
Belgium Brussels
Italy Bergamo
Poland Warsaw
Turkey Istanbul
Russia Moscow
Sweden Stockholm
South Africa Johannesburg
India Mumbai • Chennai • Gujarat • Delhi
Hong Kong
China Beijing • Guangzhou • Shanghai
Japan Tokyo
Taiwan Taipei
Australia Sydney
Singapore
Malaysia Kuala Lumpur
Korea Seoul
Indonesia Jakarta

We have noticed a trend towards
electronic processing, so we’re
embracing this change and
ensuring that we’re prepared for our
clients to transition to it.
SAP Ariba Growth
Transition to automated processes
0
5
10
15
20
25
30
2008 2011 2015 2016
Clients
Spend
HH Global has been on a seller’s
journey from a simple 1 client
engagement to 11 clients over the
past 8 years.
In 2017, the revenue and clients are
set to increase again.

Ready, Steady, Go…
Enabling the Seller to Buyer relationship
1
AGREE
Engagement with the key
team members on both
Buyer and Seller sides to
agree to the process,
timelines and
stakeholders in the
process along with any
supplier business impact.
2
IMPLEMENT
Start the enablement
process, connect the
accounts, and test the
process.
Set up seller users who
require access to the
process, create
distribution groups for PO
notifications and ensure
the routing is correct.
4
STEADY STATE
Monitor and support daily
operations.
Ensure the invoicing and
payments processes are
working correctly.
3
RAMP UP
Work with the seller’s end
users ensuring that the
seller end-users are
engaged with the
SAP Ariba
implementation team.
Work through ‘then and
now’ processes to provide
comfort for both teams.

What works…
Lessons we have learned
Relationship is everything
Who is managing the overall process? They need to engage with the sellers
Communication throughout the Buyer & Seller organisations is paramount
If the intentions are not clear, the sellers will hit problems with their daily engagements in the Buyer’s organisation
Buyers need to train everyone in the new process
Some sellers (like us) will know more than the people we are engaging with
Issue resolution is in everyone's interest
There will be problems, make sure you have a process and ownership of how to address them.

• Clear planning communication
• Seller process understanding
• Stakeholder reporting requirements addressed
• Remember some sellers may be new to this
and need help
Buyer advice
From the seller’s perspective
Avoid
Success
• Buyer project team engaged at all levels
• Buyer stakeholder training
• Documented workflows addressing every process
• Giving deadlines that are unrealistic
• Not addressing the Buyer’s end-user requirements
• Not implementing a change management programme
• Addressing goals that do not fit with the way
your organisation operates
• Failure to listen to feedback – one size does
not fit all!

(c) 2016 HH Global Ltd. - All Rights Reserved. HH Global, the HH Global logo and the HHub logo are registered trademarks or
trademarks of the HH Global Ltd Group of Companies. All other trademarks are the property of their respective owners.
HH Global is the trading style of the HH Global Ltd Group of Companies. HH Global Limited. Registered Office: City House, Sutton
Park Road, Sutton, Surrey. SM1 2AE. United Kingdom. Registered in England & Wales No. 04680562.

Supplier Enablement Innovations
Olaf Schrader, Director Network and Seller Solutions

Legal Disclaimer

Agenda supplier onboarding features
Vision, Goal, and Value
Deep Dive
High-Level Road Map

Supplier onboarding overview
Vision
 Automate network enablement to be faster and
touchless, and to work on exceptions only
 Remove all friction from enablement and collaboration
 Give all suppliers a choice of how they want to
leverage the Ariba Network to perceive value in line
with their needs
Goals
 Incentivize buyers to enable all their suppliers
organically with minimal effort and change impact
on both sides
 Automate supplier data and contact collection
 Provide an optimized “touch” during supplier
registration and account setup; which is touchless
for most suppliers
 Deliver integrated training and collaboration in the
process for onboarding and ongoing

Customer value
Buyers
 Drives faster enablement of suppliers and
ROI realization
 Allows the buyer to turn off parallel processes
 Reduces workload to handle supplier inquiries,
processing of inbound documents
 Allows for work on exceptions only, through the
leveraging of automation technology
Suppliers
 Choice for all suppliers – of how they want to
leverage the Ariba Network to perceive value in line
with their needs
 Low change impact for lightly enabled suppliers 
get started easy, simply, free, and with minimal
change management

Ariba Network
Light versus full enablement  Supplier segmentation
Helpdesk & Support
M2M integration
Mobile Portal
Full transaction set
Innovations
AribaPay
Spot Quote
Interactive email
Free, simple
Upgrade by Choice
REGULAR PORTAL ENABLEMENT NEW! LIGHT ENABLEMENT
$
A B C
500
Suppliers
1500
Suppliers 5000 Suppliers
No compulsion
...
Buyer
Eliminate
friction
Full Ariba Network
functionality
Interactive email
No Ariba Network
registration
€$ ¥
Crucial for
business case

Supplier value
Complexity
Paper
Interactive
e-mail
Portal and
PO flip
Suppliers
Ability to capture all data
quickly in the Ariba Network
and to create a touchless
process for infrequent,
simple transactions
Simple, fast, efficient upload of
transaction data into the Ariba
Network for suppliers to provide a
great amount of detail or large
number of invoices
End-to-end integration for
a truly touchless process
and gaining visibility into
procurement activity
File upload
Machine to
machine
Access to all of the features
and benefits of the Ariba
Network for suppliers
across the globe regardless
of technical sophistication
Low volume
– light
enablement
High-volume
or strategic
suppliers
Multiple enablement channels

Deep Dive
1. Interactive E-Mail
2. Supplier Enablement Planner and Dashboard
3. Collaboration Framework
High-Level Road Map

1. Interactive e-mail – order
 For suppliers with limited transactions annually and no need
for integration, catalogs or advanced document types
 No upfront supplier enablement
 no registration
 no change management  supplier use their existing email
account and a web browser
 Suppliers receive Interactive e-mail – Orders, which allow the
unregistered Supplier to easily fulfill their orders:
 create Order Confirmation
 create Invoices
 get payment visibility notifications
 Support suppliers as they need to use other capabilities or
features based on the transaction trends
…
…

Interactive e-mail road map
IE – order (enhancements)
 Allow suppliers to provide bank details
 Support automated reminders to confirm Orders
 Advanced shipping notification (ASN)
IE – invoice status (new)
Invoice-status based
• provide invoice status to supplier via email
• independent on how the invoices was sent (paper,
email, e-Invoice, …)
• for PO and Non-PO invoices
Allows suppliers to
• ask questions
• create corrections electronically (e-Invoice)
• get paid early (dynamic discount, Supplier Chain
Finance)
• Create next non-PO invoices electronically (e-
Invoice)
November 2016+

2. SE planner and dashboard – SE automation 2.0
Overview
Buy side
 Automated vendor import
 All buy-side and SAP Ariba solution planning work is
done online  always current and with improved
security
– SE segmentation
– Matching in the Ariba Network
– Buy-side approval
– Monitoring and management of SE
Sell side
 Light registration – portal or mobile
 Online-managed duplicate accounts and merge
 Dynamic SE task assignment

SE planner and dashboard road map
 Dashboard with heat maps and drill down to monitor
and manage SE status
 Direct SAP ERP integration through “supplier
management” (SM)
 Segmentation and matching
 Online adjustment and approval (supporting mass
actions)
 Decentralized contact data collection
 Smart waves
 Improved SE activity and task management
 Dynamic SE task assignment
 Separation of tasks into buyer versus 3rd-party owned
 Custom tasks
 Online status reporting
November 2016+

3. Collaboration framework overview
Goals
 Bring and store offline conversations between buyers
and sellers into the Ariba Network
 Both trading partners can send, receive, and view
messages through various channels, like mobile, e-
mail, or on Ariba Network Online
 Users may be unregistered or registered ( Online)
 Routing of a collaboration is based on “intelligence”
and context, thereby enabling the requestor to initiate
a collaboration without knowing whom the request will
be sent to
Core use cases
 Unstructured messages in context of a document
 Structured broadcast to all or to a subset of trading
partners

Unstructured collaboration
in context of a document
Unstructured messages in context of a document
• For exception cases when buyers and sellers
need to collaborate to resolve issues, clarify, or
ask questions: buyers and sellers need to discuss
and confirm expectations
E.g. collaboration based on Purchase Order
1. Supplier can initiate collaboration.
2. Buy side (requisitioner, procurement agent)
receives collaboration request and replies
3. Supplier receives response
4. Further “ping-pong” can occurs.
All messages are stored on the Ariba Network.
Email Channel
Online Channel

Structured broadcast to suppliers
Structured broadcast to all or to a subset
of trading partners
• allows buyers or suppliers to send broad
communications to their trading partners
E.g. during Supplier Enablement
1. Buyer selects suppliers
2. Buyer Creates and sends message
3. Suppliers receive message
4. Optional buyer can allow the supplier to
start follow-up collaboration (unstructured)

Deep Dive
High-Level Road Map

Supplier onboarding road map
 Light enablement using
Interactive Email – order
Early 2017
November
2016
March
2016  IE-order: SEPA Payment details
 Embedded collaboration on PO and
Invoice
 Mobile Registration
 Quicker password recovery
 Supplier enablement (SE) planner
and dashboard
 Embedded collaboration for other key
document types
 Quicker, simplified registration (Portal)
 New light enablement flows using
interactive e-mail: Invoice Status with
Non-PO Invoice support

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