Kate Vitasek's presentation on the new economics of commerce given at the San Francisco Ariba Commerce Summit 2011.

1. San Francisco
October 25, 2011
1 ** Ariba Confidential© 2011 Ariba, Inc. All rights reserved.

2. The New Economics of
Commerce
- Kate Vitasek
10.25.11

3. AribaLIVE 2012 – Las Vegas
(April 10-12)
Gum packs
Scratch-off cards
Belly band on
journal books
3 © 2012 Ariba, Inc. All rights reserved.

4. Best Practices in Buyer-Seller
Collaboration
A Panel Discussion
© 2011 Ariba, Inc. All rights reserved.

5. Buyer Perspective on Collaborating
with Sellers
How Enterprises Plan to Communicate with Sellers*
Less Today’s communication methods
80% manual Planned methods
• 72% of buyers rate
supplier enablement as a Less B2B
top priority EDI Channel
60%
• 30% of buyers are tasked
to reduce costs in the % of Respondents
source to pay process
40%
• Electronic
sourcing, ordering and
invoicing has become the
preferred means of buyer- 20%
seller communication
0%
Email Fax Phone EDI Supplier XML
networks
*SOURCE: Aberdeen Group
N=1,400
5 © 2011 Ariba, Inc. All rights reserved.

6. Seller Perspective: Great Results!
What Benefits Are you Gaining from eCommerce and Online Channels?
Best-in-Class Sellers Increased revenue from
new customers
• Gain an average of
Increased revenue from
28% increased sales in existing customers
new accounts
Increased retention rates
• Gain 32% increase in
existing accounts Greater sales/account
management productivity
• Increase retention
rates by 33% Greater customer satisfaction
Better differentiation of your
products/services offering
0.0% 20.0% 40.0% 60.0%
Best-in-Class
All Others
N=166
6 © 2011 Ariba, Inc. All rights reserved.

7. Introductions
• Mike Meiring
eEnablement Services Manager
• Robert Calvert
B2Bi Program Manager
• Jason Kurtz
Vice President, Network and
Financial Solutions
7 © 2011 Ariba, Inc. All rights reserved.

8. 8 © 2010 Ariba,2010 All rights reserved. reserved.
© Inc. Ariba, Inc. All rights