This document discusses the benefits of suppliers joining the Ariba Network. It includes presentations from representatives of Bechtle, Misumi, and cSubs about their experiences as suppliers on the Ariba Network. Bechtle discusses the ease of use, scalability, and financial benefits of being on the Network. Misumi outlines their growth from $2 million to $4.1 million in transactions since joining in 2012. cSubs discusses how the Network acts as a force multiplier by allowing them to stand shoulder-to-shoulder with larger competitors and leverage SAP Ariba's marketing opportunities. All three representatives emphasize the Network's role in streamlining processes and providing transparency.

1. March, 2017
Martin Meyer, BechtleJohn Romano, MisumiKen Redler, cSubs
How to Talk to Your Suppliers About the
Value of Joining Ariba Network

2. SAP Ariba & Bechtle
A strong partnership for IT procurement
Las Vegas, NV | March 2017 | Martin Meyer

3. |
Martin Meyer – Bechtle AG.
SAP Ariba Live 3
Head of e-Procurement.
Member of the supervisory board.
Joined Bechtle in 1992.
Cofounded Bechtle’s business segment “IT e-Commerce” in 1993.
Cofounded Bechtle’s customer-specific IT procurement portals (bios®) in 1998.
Areas of responsibility:
Strategical development of all bios® procurement portals.
Management of B2B Integration projects.
e-Procurement trainings for employees.
March
2017

4. |
Bechtle AG.
SAP Ariba Live 4
Bechtle Opens the Door to the Future.
The Bechtle Group has 70 system houses in Germany,
Austria and Switzerland and is one of Europe's leading IT
e-commerce providers with trading companies in 14
countries.
Founded in 1983, the company currently employs over
7,700 people.
Bechtle is a manufacturer-independent company that
provides one-stop shopping for all the IT infrastructure and
operation needs of its more than 73,000 industrial, public
sector and financial market customers.
Bechtle has been quoted on the stock exchange since 2000
and is listed in the TecDAX technology index since 2004.
In 2016, the company generated a revenue of approximate
3.1 billion euros.
March
2017

5. |
Past to present.
March
2017
SAP Ariba Live 5
1995
• Launch of the first
Bechtle
E-Commerce
Shop
1998
• Launch of our
procurement
platform „bios®“
• First SAP certified
supplier for OCI in
Germany
2001
• First Account on
Ariba Network
2016
• MultiOrg Structure
• > 38 accounts
• > 120 customer
relations on Ariba
Network
• > 130K orders
• > 80K invoices
• > 100m EUR client
spend

6. |
Benefits for Bechtle as a Supplier.
Ease of use / set up / fees
Scalable, fast and seamless integration for both sides of the business
Fair, value-based fee model, scaling with business
MultiOrg setup for further reduction of annual fees
Non technical / financial benefits
Short track to valuable and qualified new tenders / customers / opportunities
Streamlined, cost-effective internal processes
Full transparency on the whole lifecycle of transactions
Trusted Partnership
Case studies, success stories
Early access to new SAP Ariba programs (e.g. Spot Buy, Global Reference)
March
2017
SAP Ariba Live 6

7. |
Any questions?
Learn more at
bechtle.com
March
2017
SAP Ariba Live 7

8. ISO 9001:2015
 Parts manufacture with 16 Million Precision Components
 80 Sextillion Part Configurations
 Industries served: Factory automation; Packaging, Automotive, Consumer goods, Aerospace,
Medical, Industrial Machine shops, Semiconductor, 3D printing and more.
 9,628 Employees
 220,000 Customers in 28 Countries
 400 Global partner facilities

9.  High quality, high precision products and services
 Low, competitive pricing with no setup costs
 Short, reliable lead times with same day shipping (stock items)
 CAD Engineering, eProcurement & Distribution automation solutions
 Local sales & engineering support, plus live chat @ MisumiUSA.com
A Total Solution Partner
QUALITY POLICY
March 2017SAP Ariba Live 9

10. MISUMI & SAP Ariba
Became Platinum
Seller
2012
$2M over
Ariba Network
Joined the
Ariba® Network
April
2015
December
2015
May
2015
$4.1M over
Ariba Network
March
2017
March 2017SAP Ariba Live 10

11. 11
Where are we now?
Trading Relationships
58 114
2013 2014 2015
43,180
$20,793
$34,192
$2M
PO Volume
5
2012
March
2015
Dec
2015
27
PO Value
Transactions
Dec
2016
2016
$4.1M
36
67,319
March 2017SAP Ariba Live

12. SAP Ariba
22%
Why SAP ARIBA?
 Largest B2B marketplace
 The most flexible with enterprise-apps.
 Global trusted name
 Seamless integration process
 High quality SAP Ariba Discovery leads
 Innovative business strategy
 SAP Ariba Live !!!
12

13. Questions?

14. Ken Redler
CTO at cSubs since 2004
Previously CEO of web software firm in NYC
Background in software product development,
design, writing
Frequent speaker on e-commerce, licensing,
technology
At cSubs, responsibilities include:
Technology, product strategy and evangelism
Research and development
Enterprise integration projects, e-procurement
Operations, IT, and security concerns

15. About cSubs
Information Management
Procure, negotiate, analyze, and use information resources
A non-traditional e-procurement category
30 Years in the industry
Small Company in a Big-Company Game
Technology as Key Strategy
Force multiplier and competitive advantage
A “horizontal”, not a vertical
Clients in banking, insurance, healthcare, pharma,
advertising, manufacturing, media
Award-winning majority woman-owned
business
Inc5000 Fastest Growing, WBENC Star, WBE

16. A Force Multiplier
Stand shoulder-to-shoulder with competitors of all sizes
Imprimatur of SAP Ariba
Presentment of company and brand as part of trusted infrastructure
SAP Ariba marketing opportunities
Power of stickiness, defaults, and findability
Appearance in internal search results for your category
Higher compliance
Single sign-on and PunchOut
Reduce friction, create stronger user engagement,
open doors to the enterprise
Leverage the investment
Part of a go-to-market strategy

17. Understanding Costs
Up-front investment
Seller Portal
CIF
PunchOut and full integration
Recurring costs
Soft: per integration, marginal
costs approach optimal
Hard: transactional

18. Complexity and
Uncertainty are
the Enemies
Predictability
Intermediated relationship
Seller and buyer both build to an interface
The SAP Ariba layer projects best practices onto both parties
There’s a there there
SAP Ariba offers a test environments, queueing and re-trying,
PunchOut simulation, fast-failing, PO flipping fallback
Documentation and support
Predictable and relatively easy integration
RFP response predictability
Insight into cash flow
See problems early
Know where invoices, POs, and payments are
Avoid black holes

19. Questions?

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