Implementing a Supplier Enablement program is not just about connecting the sellers to the network, but is really changing the way that you have been doing business with your sellers. This session will highlight best practices in driving this change, and also give attendees the opportunity to discuss their unique challenges and leverage the group to develop a strategy.

1. Solution Workshop: The Network:
Reconsidering the Way You Do Business
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2. #AribaLIVE
Buyer Best Practices
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Establish “C” level
sponsorship for the
program
Define the seller
participation policy
Offer incentives to the
sellers for their
participation
Establish consequences
if the sellers choose not
to participate
Leverage “C” level to
announce the program
to the company
Provide trainings to
buyer stakeholders
virtually / onsite
Create FAQ and Cube
Cards for buyer
stakeholders
Conduct 1:1 seller
meetings to introduce
the program
Link the team’s bonus’
to the program’s
success
Create a “hot line” for
program questions
Define and implement
a seller escalation
process
Conduct a Steering
committee meeting to
track program progress
Define and implement
a buyer escalation
process
Conduct Seller Summits
to roll-out and train a
group of sellers
Centralizing
processes for orders
and invoices

3. #AribaLIVE
Seller Best Practices
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Establish policy for Sales
to support preferred
e-commerce channels
Designate an
ecommerce contact
Document
e-commerce
requirements if any
Complete and maintain
updated Ariba Network
Cloud Profile
Define your e-commerce
strategy (i.e. automate or
not, catalogs or
not, etc.)
Define your e-commerce
stakeholders (e.g. Sales,
AR, IT, Treasury)
Define the process for
working with those
stakeholders
Establish e-commerce
communication
Create a Customer
scorecard of your
e-commerce
compliance

4. #AribaLIVE
Case Study 1 – Buyer Scenario
• You have been assigned to a special project within your company to manage an
e-commerce initiative. This project started 2 months ago. Your sponsor for this is
a Director in Procurement. Documents that are in scope include POs, Change
POs, Cancel POs, Order Confirmation, Advance Ship Notices, and Invoices.
You’ve been asked to prepare training content for the internal team in advance of
sellers being contacted about the program. What do you do? Please address:
Who are you training? What are their function/roles?
Who is leading the training?
What elements of policy should be defined in advance of this training?
What content should be reviewed during this training?
Expected outcome of this training
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5. #AribaLIVE
Case Study 2 – Seller Scenario
• You are responsible for the e-commerce strategy within your
organization. You have created a list of requirements to qualify
a customer for e-commerce. Implementation of this process has
been challenging due to poor communication and unclear
accountability. Please provide a plan for improving the
e-commerce results.
© 2013 Ariba, Inc. All rights reserved.5

6. #AribaLIVE
New Customer Success Center –
Coming Soon
• Expansion of Ariba.com
• Designed to help buyers and sellers transact faster and
easier via resources, support, and an open forum to
connect with peers
© 2013 Ariba, Inc. All rights reserved.6
• Content for Buyers
• Change mgmt best
practices
• How to message to your
suppliers
• Answers to day-to-day
transacting questions
• Content for Sellers
• Getting started for those
new to Ariba
• Understanding the
benefits and costs
• Get answers questions
about your Ariba bill

7. Questions?
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8. #AribaLIVE
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