1. Challenges Solutions Results
• Secured a $50,000 contract
through Ariba Discoveryto
conducta market research and
pricingstudy for Ariba
Discovery’sown marketing
team and the opportunityfor
follow-onbusiness
• Receivingleads to buyers with
an activepurchasing need
allowedLapine Group to close
the deal in a quarter of the time
compared to traditionallead
generation tools, reducingthe
number of people days from
20 to five
• Also used Ariba Discoveryas a
buyer by posting an RFP for
promotionalitems on the site
that allowed the company to
discoverfive relevantvendors
• Time-intensive,tedious, and
often discouraging new
customer acquisition
process focused on
word-of-mouth
and networkingwith
existingcontacts
• Difficultycompetingwith
larger firms withhigher
brand awareness, global
presence,and more
resourcesfor new customer
acquisitionefforts
• Challenges identifyinglead
generation tools that reduce
the effort on the sales cycle
• Hard time locating
opportunitiesreserved for
women-owned businesses
• Had been using the
Ariba® Networksuccessfully
to easily receivepayments
from customers
• Had just finished a consulting
projectfor a major financial
institutionto help implement
the Ariba Discovery™ service
• Started using Ariba Discovery
to easily discovernew
leads and connectwith
Global 2000 companies
• Havingexisting transacting
relationshipson the Ariba
NetworkprovidesLapine
Group with instantcredibility
when responding to leads
• Features on Ariba Discovery
allow buyers to easily identify
Lapine Group as a certified
women-owned business
Profile
Lapine Group is a women-owned
management consultingfirm
leveraging customer-centric
strategy, design, and technology
to develop and deploy solutions
for companiesin the financial
services, travel, and consumer
products industries.
Ariba Solutions
 Ariba Discovery
 Ariba Network
Acquiring New Customers with
75 Percent Fewer Resources
“As a vendor, the number one benefit of being on Ariba Discovery is access to a lot of buyers.
The service provides us with leads that we wouldn’t have access to otherwise. Plus, getting and
responding to a lead required far less resources than a normal sales cycle. The effort was really
low, which definitely matters to a company our size. We usually find new leads through word-
of-mouth and our sales efforts, both of which are very resource-intensive.With Ariba
Discovery, leads are pushed to us, allowing us to focus on our core business instead of chasing
leads.” Judy Honig, Managing Partner, Lapine Group
“We had a very good experience using
Ariba Discovery as a buyer. We did an
RFP for promotional items and found
five very useful sellers that we will
invite to our next sourcing event.”
Marci Mouritzen, Partner, Lapine Group
© 2013 Ariba, Inc. All rights reserved.1