Leading sellers are using B2B e-commerce to automate their business collaborations with customers. E-commerce enables them to reduce costs associated with manual document keying, to drive up customer satisfaction through faster, more accurate response rates to customer purchase orders, and to achieve cleaner, more accurate invoices. Join this panel of leading sellers as they discuss when and how suppliers can leverage the different transactional and integration options available on the Ariba Network.

1. Norbert Kriegler, IBM Europe; Ester Galindo, Lyreco Iberia / June 14, 2016
Using E-Commerce to Automate Your Collaborative
Business Transactions
Public

2. 2
Client Success
Norbert Kriegler
Private Digital Commerce Sales
Manager DACH
IBM Digital Sales

3. 3
Norbert Kriegler –
Manager Private Digital Commerce Sales DACH and B2B
eProcurement Program Lead Europe, IBM
As Manager of Private Digital Commerce Sales for Germany,
Austria, and Switzerland, Norbert is leading a team of Digital
Commerce Sales Consultants with the mission to apply digital
solutions for a personalized commerce experience with
IBM. Prior to his current responsibility he held various positions
within IBM, mostly web and online commerce sales related with
focus on IBMs European B2B eProcurement program.

4. 4
Company Overview
 IBM is a globally integrated technology and consulting
company headquartered in Armonk, New York.
 Operations in more than 170 countries.
 Innovation is at the core of IBM's strategy and focus is on five
growth initiatives - Cloud, Big Data and Analytics, Mobile,
Social Business and Security.
 Today, IBM is much more than a “hardware, software, services”
company. IBM is now emerging as a cognitive solutions and
cloud platform company.

5. 5
IBM (as a supplier) and SAP Ariba
 First Ariba implementation in 2000
 Ariba Ready Platinum Supplier
 Today supporting more than 150 customers
 Almost $4B per year of spend per year
 Processing more than 50 000 documents
 Started with non catalog orders, catalogs and
order response came later, began true integration for
Intel Servers and PC in 2005)
 Changing product portfolio leads to re-engineering
of approach

6. 6
Procure to Pay with B2B integration
Source
Order &
Expedite
Manage
(Services)
Receive Reconcile
& Pay
Market
& Bid
Receive &
Acknowledge
Order
Deliver
(Services)
Ship
(Advance
Ship Notice)
Invoice &
Receive
Payment
BUY: Source to Pay
The CPOs’ agenda for process integration with preferred
suppliers
SELL: Market to Cash
Creating client value, while capturing internal
efficiencies
Inter-Enterprise
Integration
Gain efficiencies and
reduce costs
• Automate Transactions: reduce manual
processing of orders and invoices
• Automate Requisition Approvals:
preapprovals and exception routing
embedded in system – freeing field
sales time
• Simplify contract management:
enable simple, repetitive transactions within
complex deals and contracts
Strategic Partnership
• Create Competitive Barrier: through shared
investment of global, integrated processes
• Create Differentiated Value: demonstrate
client value delivered by IBM as a preferred
supplier who supports client goals for
efficiencies
• Create Client Loyalty: by supporting client
eProcurement strategy and improve ease of
doing business

7. 7
Digital buying journey
Identify Discover Learn Try Buy Deploy Renew, Expand
eProcurement
eOrdering / eInvoicing
eShops & Catalogs
Buy
Collaboration Portals
Collaborate, co-work and
share documents in a
secure environment
Share
Contract Management
Inventory Management
SoW Management
RFS Management
Manage
Contract Negotiation and
Signing, RFQ & RFP
Management
Negotiate
Smarter Sourcing
Less time processing
e-mail, leaving more
time for actual work.
Source

8. 8
Value Increases with Integration

9. 9
Client System
EDI/Non EDI
Procure to Pay with B2B integration
Speed up procurement processes and
increase management and control over
spending throughout the organization
 Faster cycle times: Electronic order
processing speeds up the procurement
process
 Centralized spending controls
 Lower costs and improved efficiency
 Powerful electronic integration and
adaption to customers standard
procurement processes
 Connectivity with leading eProcurement
solution providers and proprietary
systems
IBM B2B
Collaboration
Network

10. 10
Best Practices and Lessons Learned
 Implement a standard digital engagement program
flexible enough to respond to different customer
engagement types
 Leverage existing digital tools and processes to
facilitate different kinds of integration requirements
 Have a plan and process in place to address
customized work
 Communicate your capabilities early and create “Core
Capability” documentation so TP’s know what they
can expect

11. 11
Norbert Kriegler
Private Digital Commerce
Sales Manager DACH
Mobile: 49-151 142 70 170
Phone: 49-70 34 643 2602
E-mail: kriegler@de.ibm.com

12. Using E-Commerce to Automate Your
Collaborative Business Transactions
Ester Galindo, SAP ARIBA LIVE, Madrid 14th June

13. Ester Galindo has been the eBusiness and Sales Support Manager in
Lyreco Iberia for the for the last 5 years. Ester leads the development
and deployment of eBusiness tools as an added value to Lyreco service
offerings. Before joining this position, she worked as eBusiness
Coordinator, working closely with clients, sales force and IT developers
in order to boost the growth of the electronic flows in Spain. She is also
responsible for the Bid management team.

14. AGENDA
eBusiness as part of Lyreco service offering
Lyreco and SAP Ariba solutions
Real cases: our approach
About Lyreco – company overview
Best practices and results

15. About Lyreco – Company Overview
WE SIMPLIFY YOUR LIFE AT WORK…WORLDWIDE
countries
42
Availability
99.4%
employees
10,000
Stocked
products
7,500
Boxes
everyday
230,000
vans and
drivers
1,700
orders/day
58,000 ISO 9001
ISO 14001
certifications
Group
turnover
2bn€
 B2B Office and Workplace
Supplies company
 + 8500 product references in stock
 24 hours delivery
 + 20.000 daily lines in Iberia
 + 50.000 clients in Iberia
 70% IBEX35 are Lyreco clients

16. About Lyreco – Company Overview
We provide you with the most
effective workplace products,
services and solutions !
ONE STOP
SOLUTION
ONE ORDER - ONE DELIVERY - ONE INVOICE - ONE REPORT
ONE
COMPANY,
ONE
SOLUTION

17. Access to
catalogue
PO processing
PO
acknowledgement
Advanced
Shipment Notice
Invoice
Accountancy
eBusiness as part of Lyreco service offering
Our goal:
to organize, standardize and AUTOMATE
the majority of Procurement transactions for
customer EFFECTIVENESS and EFFICIENCY

18. Lyreco and SAP Ariba solutions
Customer
PO
ASN
INV.
ORD
RSP
Punch
out
ECAT
Partners
since year
2000
175
top customers
connected
via SAP Ariba
solutions
300,000
orders via
SAP Ariba
solutions in
2015
1,350,000
order lines
via SAP Ariba
solutions
in 2015
>33M€
turnover
via SAP Ariba
solutions
SAP Ariba solutions complement Lyreco technological
skills so we are able to offer customers an end-to-end
automated process.

19. Real cases and Best Practices
REAL CASES OUR APPROACH
 SANTANDER / AQUANIMA,
sending to Lyreco more than
2.000 daily lines
 FERROVIAL SERVICIOS, sending
to Lyreco 16.500 yearly lines
 NAVANTIA, entire eprocurement
process needs
 AVON, international customer with
a personalized catalogue
 PO integration is the solution in order to
assure no discrepancies between both
systems and be able to deliver in
24 hours (= no manual keying)
 500 invoices sent monthly in cXML format
to SAP Ariba solutions
 Lyreco as a pilot supplier for an end-to-end
process: PunchOut, catalog, electronic
PO and invoices being developed (to be
deployed)

20. Best Practices and Results
BEST PRACTICES
 Understand customer process
perfectly — challenge when
necessary
 Simplify as much as possible
 Correctly define test scenarios
 Start from the beginning:
PunchOut  PO  invoice
CLIENT SAVINGS BASED IN:
 Minimum maintenance in e-catalogues: 90% of
electronic catalogues are PunchOut (on-line info)
 No discrepancies between what client ordered
and what is delivered: +500.000 yearly lines with
93,5% success being injected
 Online information about what will be delivered:
50% of our customers using this functionality
 Electronic matching in Ariba regarding invoices:
direct benefit for both, specially for clients.
Looking for the added value thanks to
automated transactions

21. Thank you!!!
Ester Galindo
E-Business & Sales Support Manager
Ester.galindo@lyreco.com
Andrés Cristóbal
E-Business Coordinator
Andres.cristobal@lyreco.com
Gemma Ginesta
E-Business Coordinator
Gemma.ginesta@lyreco.com

22. © 2016 SAP SE or an SAP affiliate company. All rights reserved. 22Public
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