Out of Policy T&E Spending Is Easier than Ever

1. #AribaLIVE @ariba Out of Policy T&E Spending Is Easier than Ever Christopher Juneau Sr. Director Marketing, Concur @cajseattle Ralph Colunga Sr. Director Travel, Concur April 8, 2015 © 2015 Ariba – an SAP company. All rights reserved.

2. #AribaLIVE @ariba 2 Companies spend 10% of annual budget on business travel T&E is a significant spend category… do you know the specifics on how and where it gets spent? © 2015 Ariba – an SAP company. All rights reserved.

5. #AribaLIVE @ariba Today’s Traveler 5 Source: Oct. 2013 Google Travel Study of 11,000 Travelers The travel industry needs to make it more simple, personal, and mobile when trying to attract, convert, and retain travel customers Travelers consult four channels when researching a trip 71% consider a personal recommendation for a trip very important before making a decision 59% want to book travel products whenever and wherever they can © 2015 Ariba – an SAP company. All rights reserved.

6. #AribaLIVE @ariba When investment in business is on the rise, travelers prize efficiency and productivity Today’s Traveler 6 Source: ITM 2014 Industry Outlook – Trends in Corporate Travel © 2015 Ariba – an SAP company. All rights reserved.

8. #AribaLIVE @ariba Policy compliance Duty of care Supplier data/management Travel analytics Savings achieved Five Key Tenants of any Managed Corporate Travel Program 8 1 2 3 4 5 © 2015 Ariba – an SAP company. All rights reserved.

11. #AribaLIVE @ariba Smartphone Tidal Wave Travelers leverage multiple sources of information with their mobile phones * PhoCusWright 11 • Flight tracking • Travel reviews • Itinerary management • Taxi reservations Provides convenience and efficiency before and during travel © 2015 Ariba – an SAP company. All rights reserved.

13. #AribaLIVE @ariba Apps Dominate 13 The lead of apps is undeniable. On smartphones, travelers opened apps an average of 25 times per day, while visiting only nine different mobile websites. What's more, travelers spent over two hours in smartphone apps every day.” –The Web is Dead: Long Live the Mobile Web PhoCusWright, February 2015 © 2015 Ariba – an SAP company. All rights reserved.

14. #AribaLIVE @ariba Travel Is a Long Tail, But… 14 6% 1% 1% 4% 4% 4% 5% 10% 14% 22% 30% Other Retail Shopping Travel Video Maps News and Weather Music Data Call/Messaging Games Email Social Media Total Time Spent on Apps (Smartphone Only) Note: Data represents smartphone activity only; research based on 1,232,473 mobile website and application sessions collected on smartphones and tablets from 1,026 U.S. leisure travelers, June 1–June 30, 2014. Source: Phocuswright Inc. © 2015 Ariba – an SAP company. All rights reserved.

16. #AribaLIVE @ariba Suppliers Want to Direct Connect with Corporate Travelers—B2T • Potentially higher margin and greater company savings • Loyalty with direct traveler relationship • Market direct vs. via mandated corporate program 16 © 2015 Ariba – an SAP company. All rights reserved.

17. #AribaLIVE @ariba The Rise of the Sharing Economy Cannot Be Denied or Ignored 17 Property listings for business travelers on Airbnb Listings on general Airbnb site Bookies by business travelers in 2013, according to Lex Bayer, head of global payments and business development at Airbnb2 Increase in Airbnb transactions captures in Concur expense reports in 2014 versus 20133 The proportion of traveling employees at global cloud computing company Salesforce.com who have asked to book a room through Airbnb4 Airbnb market valuation June 2014, compared with U.S. $9.5 billion valuation for Hyatt, founded 19575 500K 800K 8% 2,700% >10% $10B 34,000 cities | 190 countries | 17 million guests1 1 Airbnb, September 9, 2014 2 Airbnb on Uber on the business travel itinerary, Financial Times, August 8, 2014 3 Concur, July 29, 2014 4 Interview with Ralph Colunga, senior director global travel, meetings, and expense, Salesforce for this white paper, August 27, 2014 5 Hyatt CEO sees no threat from fast-growing Airbnb, Yahoo Daily Ticket, June 2, 2014

18. #AribaLIVE @ariba The Rise of the Sharing Economy Cannot Be Denied or Ignored 18 The number of cities where Uber currently operates1 The number of countries where Uber currently operates2 Increase in the number of Uber transactions captures in Concur expense reports in 2014 compared with 20133 Black car and taxi rides in New York City booked by employees of a well-known consulting firm through Uber in first half of 2014 (second half of 2013: 3%)4 Uber market valuation, August 20145 100 45 50% 9% $17B 1 Uber allies? BBC, June 9, 2014 2 Uber, September 14, 2014 https://www.uber.com/cities 3 Concur, July 29, 2014 4 The Beat, July 31, 2014 5 Do high valuations for Uber, Snapchat, and Buzzfeed herald a new tech bubble?, The Guardian, August 16, 2014

19. #AribaLIVE @ariba Shadow Spend on All Categories Is Potentially Massive Enterprise/ Global Companies Large Companies Mid-Size Companies Average Air Spend $24.5M $4.7M $1.1M Air Leakage 12% 15% 28% * + or – 3% 19 © 2015 Ariba – an SAP company. All rights reserved.

21. #AribaLIVE @ariba We Need to Think Differently About the Evolution of Corporate Travel Management 21 • Allows success in social, mobile, and open environments • Empowers employees to focus on revenue generation • Fuels company growth Employee-centric travel programs Simpler travel and expense programs © 2015 Ariba – an SAP company. All rights reserved.

22. #AribaLIVE @ariba Imagine How Your T&E Program Can Help Reduce Employee Friction • Allow for greater flexibility of choice • Create transparency which = compliance • Engage traveler opinions 22 © 2015 Ariba – an SAP company. All rights reserved.

23. #AribaLIVE @ariba Imagine How Your T&E Program Can Help Reduce Employee Friction • Develop supplier uber service experiences • Practice process simplicity • Reward good T&E behavior 23 © 2015 Ariba – an SAP company. All rights reserved.

24. #AribaLIVE @ariba What Should Your Top Areas of Focus Be for Your Travel Program in 2015? • Maintain and improve travel program compliance • Make it “all about the traveler” • Get closer to your internal stakeholders • Integrate travel and expense programs 24 © 2015 Ariba – an SAP company. All rights reserved.

25. #AribaLIVE @ariba What Should Your Top Areas of Focus Be for Your Travel Program in 2015? • Align with like-minded suppliers • Simplify and adjust your policies and processes • Stay connected to your peers and share best practices 25 © 2015 Ariba – an SAP company. All rights reserved.

27. #AribaLIVE @ariba Discussion Topics • Can a traditional procurement approach work for T&E spending? • What should a company’s mobile strategy be? • How do you develop an “app strategy”? • How can you accommodate the “sharing economy” with negotiated supplier contracts? • How can you measure how you are doing? 27 © 2015 Ariba – an SAP company. All rights reserved.

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