One-time purchase? Non-catalog item? Looking for new vendors? Maybe it’s a product or service you haven’t purchased before, or you need to find local or minority-owned vendors. No matter the project size, timing, or amount, hear from a panel of customers who have used Ariba Discovery to fulfill a wide range of tactical spend and indirect purchases. This session will focus on the use cases and opportunities for indirect/tactical spend and the challenges buyers face in these scenarios. Customer panelists will focus why they chose Ariba Discovery and how it fits with their current sourcing and procurement processes. In addition, customers will explain how they use Ariba Discovery across a variety of internal teams and departments to augment their current processes.

1. #AribaLIVE
Tactical Spend? Indirect Purchase?
Reasons for Choosing Ariba Discovery
Chris Wang, Director of Marketing, Ariba Discovery
@AribaDiscovery
April 10, 2014
© 2014 Ariba – an SAP company. All rights reserved.
@ariba

2. Agenda
• Ariba Discovery for Indirect Spend
• Best Practice Sharing
• Q&A
2 © 2014 Ariba – an SAP company. All rights reserved.

3. Insight-Driven Personal Shopping
• We all do price, quality, and service comparisons in our
personal lives to make the best purchasing decisions:
© 2014 Ariba – an SAP company. All rights reserved.3

4. Insight-Driven Personal Shopping
• Whatever personal shopping need, there’s likely a website
providing insights:
© 2014 Ariba – an SAP company. All rights reserved.4

5. Insight-Driven Business Spend
• In business, insights and technology enable us to buy effectively
and optimize spend:
© 2014 Ariba – an SAP company. All rights reserved.5
Discovery Execute & MonitorStrategy Design
Business
Requirements
Analysis
Supply
Market
Analysis
Sourcing
Strategy
Development
Supplier
Selection
Contract
Implementation
Achieve Business Goals
Change Management Strategies

6. • Indirect Spend is a significant operating cost driver, but often
neglected or placed on back burner or auto-pilot
Indirect Spend – A Huge Opportunity
© 2014 Ariba – an SAP company. All rights reserved.6
*Source: Using Technology to Streamline Tactical Sourcing. Patrick
Connaughton and Kurt Albertson The Hackett Group. 4/29/2013.
The Hackett Group found
43% of indirect spend is
tactical and optimization can
lead to purchasing cost
reduction by 2-5%.*

7. Technology Plays a Key Role
• Technology tools have biggest impact on cost savings:
© 2014 Ariba – an SAP company. All rights reserved.7
Source: *Tactical Sourcing Survey, The Hackett Group, 2011. Tactical
sourcing capabilities used.

8. Insufficient Technology Tools
• While we consult expert websites in our personal lives to make
smart purchasing decisions, business buyers typically try to find
insights the traditional way:
© 2014 Ariba – an SAP company. All rights reserved.8

9. Insufficient Technology Tools
• But Internet searches are time-intensive and ineffective when
trying to conduct supply market analysis and identify and
qualify suppliers:
© 2014 Ariba – an SAP company. All rights reserved.9
Unqualified search results
Need to visit supplier websites
Find right contact person
Possibly get a quote

10. Benefits of Technology Tools
• Leveraging technology tools for supplier discovery and qualification
delivers significant reductions in cycle time:
“While most companies take 2-3 weeks to source tactical spend, world-class
companies have reduced the total cycle time to just a few days or even hours.“*
Days
21
14
7
0
Most companies World-class companies
*Source: Using Technology to Streamline Tactical Sourcing. Patrick
Connaughton and Kurt Albertson The Hackett Group. 4/29/2013.© 2014 Ariba – an SAP company. All rights reserved.10
5 days
2-3 weeks
Time spent on supplier
research typically makes
up over 30% of total
sourcing cycle time.**
**Source: Aberdeen Group eSourcing.

11. Leading Technology Tool
• Quickly discover and qualify new sources of supply with
Ariba Discovery
Discover new suppliers in days or hours, not weeks
Compare multiple bids for every project
Easily import suppliers into other Ariba solutions
© 2014 Ariba – an SAP company. All rights reserved.11
*Identifying and qualifying suppliers. Based on documented customer
experiences ** 2011 Ariba GSO Case Study
Save up to 90% of time and 75% of cost*
Lower spend by 15% on average**

12. Strong Supplier Network
• Ariba Discovery has grown exponentially with more suppliers
than ever before
© 2014 Ariba – an SAP company. All rights reserved.12
2012 2013 2014
500K
750K
1.2M
Agriculture, Farming
& Fishing, 1% Construction &
Engineering, 11%
Culinary Equipment, Food &
Beverage, 3%
Education, Organizations &
Clubs, 3%
Electronics & Electrical
Components, 5%
Energy, Drilling &
Mining, 2%
Facilities &
Maintenance, 7%
Industrial Equipment, 5%
Industrial Services, 5%
IT &
Telecomm, 9%
Marketing &
Communications, 7%
Medical, Heathcare &
Lab Equipment, 4%
Office Supplies
& Printing, 4%
Other Products, 5%
Paper, Packaging &
Containers, 3%
Parts & Components, 5%
Professional Services, 12%
Raw Materials &
Chemicals, 4%
Vehicles, Transportation &
Logistics, 5%

13. Analyze, Discover, Qualify
Create Posting on Ariba DiscoveryConduct Analysis on Ariba Discovery
RFP PhaseRFI PhaseSupply Market Analysis
Create a posting in just a few minutes
Target all matching suppliers (or invite selected)
Share requirements publicly
Receive offers from qualified suppliers
Compare all offers in single location
Preview suppliers by category or keyword
Review supplier profiles
Message interesting suppliers for more details
Include relevant suppliers in Posting
Find suppliers with existing transacting relationships on the Ariba Network
Review rich supplier profiles with Ariba Network activity data
Access objective third-party financial and risk information
Planned Purchases Unplanned Purchases
Fully integrated with Ariba Sourcing™ On-Demand
and Ariba Procurement
13 © 2014 Ariba – an SAP company. All rights reserved.

14. • Find suppliers for every need
Different Buying Situations
© 2014 Ariba – an SAP company. All rights reserved.
Spot sourcing/
3 bids & buy
Compliance
3-Bids & Buy
Meet company
requirements
Find qualified vendors fast
for stock-out, quality
problems, or other
unexpected needs
Unanticipated
Rush Orders
Unstable
services markets
Unstable
Services Markets
Find quick replacement
for markets with
quick turnover
Low-cost
country sourcing
Low-cost
Country Sourcing
Keep costs low to
enhance margin
Specialized seller
requirements
Specialized
Requirements
Meet diversity
requirements, or
customized product
requirements
New commodity
areas
New Commodity
Find necessary expertise
to launch new product/
service or enter new
market
14

15. Suppliers – Global and Local
• International Supplier Base
Over 30% of suppliers are
headquartered outside of
the United States
More than 36% of suppliers have
global reach in addition to
serving locally and regionally
© 2014 Ariba – an SAP company. All rights reserved.15
Other, 5%
Asia-
Pacific, 15%
Europe, Middle
East &
Africa, 10%North
America, 69%
Latin
America, 1%
Geographic distribution
of suppliers

16. Diversity and Green Suppliers
16
• Find over 80,000 diverse suppliers
Find small businesses that are already
on the Ariba Network and reduce
on-boarding efforts
Highlight diverse and green
requirements in postings or during
preview and get matched to diverse
suppliers
See available qualifications on
supplier profile pages
© 2014 Ariba – an SAP company. All rights reserved.

17. Buyer Successes in Key Categories
17
Reduced time to find suppliers
from 4-8 weeks to days or hours
Up to 58% cost savings through
competitive bidding
Solves challenges by tapping into
supplier expertise
Received 10 bids/posting and
found 5 new suppliers
95% unit cost saving for new
product launch
Gained predictability by working
with quality suppliers
Connects with suppliers in a few
days instead of weeks
15% cost saving across different
categories
40% productivity increase
Retail High Tech Manufacturing Chemicals
Received first responses
within 24 hours
20% cost savings for packaging
Delivered savings 3x initial
investment in Ariba Sourcing
© 2014 Ariba – an SAP company. All rights reserved.

18. More Benefits from SAP Integration
• Ariba® Spot Quote for easier supplier identification and qualification:
ERP system generates automated RFQ and publishes it in Ariba Sourcing
Suppliers (invited/matched by Ariba Discovery) provide responses through Ariba Sourcing
Responses are sent back automatically to the source system
© 2014 Ariba – an SAP company. All rights reserved.18

19. More Benefits from SAP Integration
• Ariba® Spot Quote – Benefits:
Reduction in processing time for spot quotes through highly automated process
New supplier discovery via Ariba Discovery provides increased saving potentials
Quick ROI due to out-of-the-box configuration of templates/integration adapters, plus
zero implementation and training
Bundled customer support for supplier participants and Sourcing administrators
Robust out-of-the-box integration with SAP ERP and Oracle E-Business Suite
© 2014 Ariba – an SAP company. All rights reserved.19

20. How Ariba Discovery Works
© 2014 Ariba – an SAP company. All rights reserved.20

21. How Ariba Discovery Works
© 2014 Ariba – an SAP company. All rights reserved.21

22. How Ariba Discovery Works
© 2014 Ariba – an SAP company. All rights reserved.22

23. How Ariba Discovery Works
© 2014 Ariba – an SAP company. All rights reserved.23

24. How Ariba Discovery Works
© 2014 Ariba – an SAP company. All rights reserved.24

25. Integration with Ariba Sourcing
• Easy access directly from Create menu
“Market Research Posting” (RFI) or “Quick Quote Posting” (RFP)
© 2014 Ariba – an SAP company. All rights reserved.25

26. Integration with Ariba Procurement
26
Sourcing Initiatives
#AribaLIVE
• Easy access, use with or without a requisition
To create posting without requisition, click on “Create” menu and
select “Quick Quote Posting”, then click on “Post Now” button
Create requisition under “Create Non-catalog Item”, then click on
“Start Now” button to create a posting

27. How to Get Started
27
• Getting started with Ariba Discovery is easy:
1. Contact us. We will show you how to get the right process set up.
2. Onboard and train team members. Assign user accounts and access permissions.
3. Try different categories. Create postings for different categories to increase success.
© 2014 Ariba – an SAP company. All rights reserved.
Ariba Procurement
(P2P)
Ariba Discovery
(Website)
Ariba Sourcing
(On-Demand, On-Premise)
discovery.ariba.com

28. Caesars Entertainment
• 52 Business Units across the United States
39 Properties in 13 US States
3 Tribal Properties
13 Corporate Business Units
• Approximately $2B Addressable Annual Spend
$.8B Managed through existing purchasing system
$1.2B Spend outside of any purchasing system
• Spend Breakdown
4 Portfolios
20+ Categories
© 2014 Ariba – an SAP company. All rights reserved.28

29. Supplier Engagement and
Management Objectives
• x
x
© 2014 Ariba – an SAP company. All rights reserved.29
Create Value through Competition
• Leverage markets and sourcing strategies to derive maximum value
Economic Inclusion
• Engage and Include Local, Minority, Veteran, and Woman-Owned Business
• Support local economies through doing business with local vendors
Maintain Strong, Mutually Beneficial Vendor Relationships

30. Supply Market Approach
• Ariba SIM
Supplier Profiles are maintained for all vendors who have participated in past events
and that CET is currently doing business with.
• Category Expertise
Category Managers maintain industry expertise, including a strong
understanding of key industry players.
• Ariba Discovery
Efficient method of identifying new vendors and easily including them in a Sourcing
Event with minimal FTE impact.
© 2014 Ariba – an SAP company. All rights reserved.30

31. Make the Most Out of Your FTE
• xx
• Xx
© 2014 Ariba – an SAP company. All rights reserved.31
Let The Software Search For You
Easy Compilation and Comparison Of Responses
Easy To Add Vendors Into Sourcing Event
Free Up FTEs To Do More

32. Driving Economic Inclusion
• Caesars Entertainment actively encourages diverse vendors to participate in
Sourcing Events.
• Ariba Discovery’s “Seller Preferences” allow Caesars to target vendors
based on:
Geography Specific
Small, Disadvantaged Businesses
Women-Owned Businesses
Minority Owned Businesses
Veteran Owned Businesses
Businesses with Green Initiatives
© 2014 Ariba – an SAP company. All rights reserved.32

33. Building a National Program
Through Transactional Competition
• Initiative Objectives: Develop a National program with preferred vendors who:
Have accepted Caesars standard Terms and Conditions
Meet Insurance Requirements
Can guarantee a reliable supply chain
• Obtain item level data and pricing.
Develop item master
Progressively reduce transactional touches
Leverage competition to find best pricing
© 2014 Ariba – an SAP company. All rights reserved.33

34. Building a National Program
Through Transactional Competition
• .
© 2014 Ariba – an SAP company. All rights reserved.34
Leverage Existing Supply Market
• Include Vendors From Ariba SIM
• Identify Gaps in Regional Vendor Base
Investigate The Unknown
• Utilize Ariba Discovery to identify new suppliers
• Actively reach out to Diverse/Local Vendor Bases, in support of Economic Inclusion
Develop Region Specific Preferred Vendor List
• Define Region Specific Preferred Vendor List, and monitor Compliance
• Periodically validate the Market via Ariba Discovery

35. Q&A
35 © 2014 Ariba – an SAP company. All rights reserved.

36. © 2013 Ariba, Inc. All rights reserved.36
Maximize Your Impact as a Buyer
1. Add critical details in your posting to allow faster seller response
2. Give seller feedback on their bidding process and your decision
3. Provide more guidance to sellers through Q&As and messages
4. Review seller ratings and customer references
5. Share your buyer portal URL broadly to increase awareness
• Top 5 things to do to get what you need fast

37. 37
Helpful Resources
• Resources on Ariba Discovery for Buyers
Live Demo Registration
http://www.ariba.com/resources/live-demo/ariba-discovery-for-buyers
Buyer Posting Tips Datasheet
http://exchange.ariba.com/docs/DOC-2366
Ariba Spot Buy (Tactical Spend) Datasheet
http://exchange.ariba.com/docs/DOC-2591
Ariba Discovery Customer Presentation
http://exchange.ariba.com/docs/DOC-2101
Quick Start Guide for Ariba Sourcing Buyers
http://exchange.ariba.com/docs/DOC-2592
Quick Start Guide for Ariba P2P/P2O Buyers
http://exchange.ariba.com/docs/DOC-2361
Quick Start Guide for Ariba Discovery Website Buyers
http://exchange.ariba.com/docs/DOC-2517
© 2014 Ariba – an SAP company. All rights reserved.

38. Thank You!
38 © 2014 Ariba – an SAP company. All rights reserved.