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Winning Business on Ariba Discovery

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SAP Ariba
SAP Ariba

This session will feature a panel of Ariba Discovery sellers sharing their stories about how they have used Ariba Discovery to find new business and craft winning responses to grow their overall business.

Business
1  sur  41
#AribaLIVE @ariba Winning Business on Ariba Discovery K. Alexander Ashe, Spendology Sam Crawford Sr., Armed Forces Rehab & Renovations Jonah Manning, PeopleOps April 8, 2015 © 2015 Ariba – an SAP company. All rights reserved.
#AribaLIVE @ariba SPENDOLOGY K. Alexander Ashe, CEO © 2015 Ariba – an SAP company. All rights reserved.2 Smarter You. Smarter We. @spendology
#AribaLIVE @ariba Spendology: Smarter You. Smarter We. © 2015 Ariba – an SAP company. All rights reserved.3 Spendology develops apps, software, and services that activate financial intelligence in people and organizations Consumer. Smarter You: • Millennial Customers • Social Content • Mobile Apps Business. Smarter We: • Digital Soapbox • Resources • Consulting • Custom Software Development Digital Soapbox Attract Millennial Customers @spendology
#AribaLIVE @ariba Smarter You. • Consumer apps that activate financial intelligence • Millennial customer-base • Instant Budget App: Quickly create a personal budget • Rent vs. Own Calculator App • Gas vs. Electric Car App © 2015 Ariba – an SAP company. All rights reserved.4 @spendology
#AribaLIVE @ariba Smarter We. © 2015 Ariba – an SAP company. All rights reserved.5 How does a consumer Fintech company enter the B2B market? @spendology
#AribaLIVE @ariba Develop a Competitive Service Offering © 2015 Ariba – an SAP company. All rights reserved.6 Employees need the Decision Rights to prevent or resolve problems and delight customers Identify and eliminate process and service issues related to Millennial service offerings Provide internal tools that show the ROI of engagement efforts and enable customer relationship management
#AribaLIVE @ariba Winning Business on Ariba © 2015 Ariba – an SAP company. All rights reserved.7 • Leverage core capabilities • Identify low-hanging fruit • Solicit and review feedback • Deliver excellent service from response to project completion Digital Engagement Service Excellence Aspirational Branding Digital Dashboard Millennial-focused Services
#AribaLIVE @ariba The Customer Decision Journey 8 Source: The Consumer Decision Journey, McKinsey & Co. © 2015 Ariba – an SAP company. All rights reserved. @spendology
#AribaLIVE @ariba Achieving Customer Delight 9 • Transparent pricing • Deliver enterprise savings • End-to-end logistics and order fulfillment © 2015 Ariba – an SAP company. All rights reserved. @spendology
#AribaLIVE @ariba Achieving Customer Delight (cont.) 10 • Anticipate the customer’s issues and uncertainties • Communicate concerns quickly and effectively • Resolve problems before they happen © 2015 Ariba – an SAP company. All rights reserved. @spendology
#AribaLIVE @ariba Highlights © 2015 Ariba – an SAP company. All rights reserved.11 15 projects with Bank of America via Ariba Discovery Selected for Google Developers Startup Launch CEO invited to speak at AribaLIVE Conference @spendology
#AribaLIVE @ariba Results © 2015 Ariba – an SAP company. All rights reserved.12 >90% 34% 25X Customer satisfaction rating Win rate on invited Ariba Discovery projects Increase in annual B2B revenue @spendology
#AribaLIVE @ariba Lessons Learned • Understand your company’s goals and capabilities • Select “stretch” projects that leverage core capabilities while building new service offerings • Achieve customer delight by anticipating customer needs and solving problems before they happen 13 © 2015 Ariba – an SAP company. All rights reserved. @spendology
#AribaLIVE @ariba Next Steps • Use Ariba Discovery’s partnership request feature to work with existing clients to offer new services • Develop, source and launch new services using Ariba Discovery Buyer • Leverage track record developed on Ariba Discovery to pursue “Leap” opportunities 14 © 2015 Ariba – an SAP company. All rights reserved. @spendology
#AribaLIVE @ariba https://www.spendology.net Email: kashe@spendology.net Twitter: @spendology © 2015 Ariba – an SAP company. All rights reserved.15 @spendology
#AribaLIVE @ariba Winning Business on Ariba Discovery Sam Crawford, CEO & Founder, Armed Forces Rehab & Renovations April 8, 2015 © 2015 Ariba – an SAP company. All rights reserved.
#AribaLIVE @ariba ARMED FORCES REHAB & RENOVATIONS Sam Crawford, CEO & Founder © 2015 Ariba – an SAP company. All rights reserved.17
#AribaLIVE @ariba Who We Are © 2015 Ariba – an SAP company. All rights reserved.18 Our Mission Connecting the right-skilled Veterans to support commercial and residential construction projects, and provide superior customer service Our Vision Veteran Crews in all 50 states by 2016 Our Competition Other construction companies of all sizes in 49 cities, 12 states
#AribaLIVE @ariba What Differentiates AFR&R • Hard working veterans that care about achieving the exact specifications expressed by clients • Veterans Administration/ADA certified © 2015 Ariba – an SAP company. All rights reserved.19
#AribaLIVE @ariba Business Challenges © 2015 Ariba – an SAP company. All rights reserved.20 Close Rate6 1 Before Ariba Discovery
#AribaLIVE @ariba Starting on Ariba Discovery • Reluctant to try – started 6 months ago • With Keaton found business on Ariba Discovery – fell in LOVE • Ariba Discovery delivered credible leads • Has opened up new business channels © 2015 Ariba – an SAP company. All rights reserved.21
#AribaLIVE @ariba Top 3 © 2015 Ariba – an SAP company. All rights reserved.22 DislikesLikes • Keaton • Toll free customer support • Future growth I have no dislikes about Ariba Discovery at all. I am that comfortable.
#AribaLIVE @ariba Results © 2015 Ariba – an SAP company. All rights reserved.23 100+ RESPONDED TO • Ariba Discovery gets me in on opportunities early and on first name basis with potential customers • Priceless Opportunities 50%Shortlisted 30%WIN RATE
#AribaLIVE @ariba Lessons Learned • Dream com true! Ariba Discovery opens up incredible doors that enables him to bid on huge jobs • Speed and ease of getting questions answered • You CAN teach an old dog new tricks © 2015 Ariba – an SAP company. All rights reserved.24
#AribaLIVE @ariba Recommendations • Trust Keaton, he is more than just a name and number • Don’t hesitate! Set up or refine your profile today so you can start mining the relevant leads ASAP • Be open to exploring leads that do not look like they are in your sweet spot, because they may be © 2015 Ariba – an SAP company. All rights reserved.25
#AribaLIVE @ariba Next Steps © 2015 Ariba – an SAP company. All rights reserved.26 Upgrading to AdvantagePlus 50 states by 2016 Customer for Life – Never want to be without Ariba
#AribaLIVE @ariba © 2015 Ariba – an SAP company. All rights reserved.27 http://ArmedForcesR&R.com Email: godfather.afc@gmail.com Phone: 330-949-6242
#AribaLIVE @ariba Winning Business on Ariba Discovery Jonah Manning, Founder & CEO, PeopleOps April 8, 2015 © 2015 Ariba – an SAP company. All rights reserved.
#AribaLIVE @ariba © 2015 Ariba – an SAP company. All rights reserved.29 “Find out what others hate doing and be really good at it.” – My Dad
#AribaLIVE @ariba PEOPLEOPS Jonah Manning, Founder & CEO © 2015 Ariba – an SAP company. All rights reserved.30
#AribaLIVE @ariba What Does PeopleOps Do? © 2015 Ariba – an SAP company. All rights reserved.31 Our selling strategy is simple.
#AribaLIVE @ariba When it Comes to Finding New Business © 2015 Ariba – an SAP company. All rights reserved.32
#AribaLIVE @ariba We Are A Boutique…but Global © 2015 Ariba – an SAP company. All rights reserved.33 © 2015 Ariba, Inc. All rights reserved. Miami San Francisco Singapore Paris London
#AribaLIVE @ariba © 2015 Ariba – an SAP company. All rights reserved.34
#AribaLIVE @ariba In Less than One Year © 2015 Ariba – an SAP company. All rights reserved.35 Shortlisted Success Rate DOZEN PROJECTS 11M WORTH an estimated In Revenue 2xRevenue Growth 1 10OUT OF FOR A
#AribaLIVE @ariba PeopleOps Evolved © 2015 Ariba – an SAP company. All rights reserved.36 PeopleOps is a boutique (but global)
#AribaLIVE @ariba Lessons Learned • Don’t just rely on ‘Matched Leads’ • Don’t be afraid to fight for fair reviews © 2015 Ariba – an SAP company. All rights reserved.37
#AribaLIVE @ariba Recommendations • Go upstream • Cultivate your own network of channel partners • Channel your inner Hemingway © 2015 Ariba – an SAP company. All rights reserved.38
#AribaLIVE @ariba Next Steps © 2015 Ariba – an SAP company. All rights reserved.39 We are hiring like crazy and planning a few small offices in Europe, West Coast, North East, and Asia.
#AribaLIVE @ariba © 2015 Ariba – an SAP company. All rights reserved.40 http://www.peopleops.com Email: jmanning@peopleops.com Twitter: @jonahmanning
#AribaLIVE @ariba QUESTIONS © 2015 Ariba – an SAP company. All rights reserved.41

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Winning Business on Ariba Discovery

  • 1. #AribaLIVE @ariba Winning Business on Ariba Discovery K. Alexander Ashe, Spendology Sam Crawford Sr., Armed Forces Rehab & Renovations Jonah Manning, PeopleOps April 8, 2015 © 2015 Ariba – an SAP company. All rights reserved.
  • 2. #AribaLIVE @ariba SPENDOLOGY K. Alexander Ashe, CEO © 2015 Ariba – an SAP company. All rights reserved.2 Smarter You. Smarter We. @spendology
  • 3. #AribaLIVE @ariba Spendology: Smarter You. Smarter We. © 2015 Ariba – an SAP company. All rights reserved.3 Spendology develops apps, software, and services that activate financial intelligence in people and organizations Consumer. Smarter You: • Millennial Customers • Social Content • Mobile Apps Business. Smarter We: • Digital Soapbox • Resources • Consulting • Custom Software Development Digital Soapbox Attract Millennial Customers @spendology
  • 4. #AribaLIVE @ariba Smarter You. • Consumer apps that activate financial intelligence • Millennial customer-base • Instant Budget App: Quickly create a personal budget • Rent vs. Own Calculator App • Gas vs. Electric Car App © 2015 Ariba – an SAP company. All rights reserved.4 @spendology
  • 5. #AribaLIVE @ariba Smarter We. © 2015 Ariba – an SAP company. All rights reserved.5 How does a consumer Fintech company enter the B2B market? @spendology
  • 6. #AribaLIVE @ariba Develop a Competitive Service Offering © 2015 Ariba – an SAP company. All rights reserved.6 Employees need the Decision Rights to prevent or resolve problems and delight customers Identify and eliminate process and service issues related to Millennial service offerings Provide internal tools that show the ROI of engagement efforts and enable customer relationship management
  • 7. #AribaLIVE @ariba Winning Business on Ariba © 2015 Ariba – an SAP company. All rights reserved.7 • Leverage core capabilities • Identify low-hanging fruit • Solicit and review feedback • Deliver excellent service from response to project completion Digital Engagement Service Excellence Aspirational Branding Digital Dashboard Millennial-focused Services
  • 8. #AribaLIVE @ariba The Customer Decision Journey 8 Source: The Consumer Decision Journey, McKinsey & Co. © 2015 Ariba – an SAP company. All rights reserved. @spendology
  • 9. #AribaLIVE @ariba Achieving Customer Delight 9 • Transparent pricing • Deliver enterprise savings • End-to-end logistics and order fulfillment © 2015 Ariba – an SAP company. All rights reserved. @spendology
  • 10. #AribaLIVE @ariba Achieving Customer Delight (cont.) 10 • Anticipate the customer’s issues and uncertainties • Communicate concerns quickly and effectively • Resolve problems before they happen © 2015 Ariba – an SAP company. All rights reserved. @spendology
  • 11. #AribaLIVE @ariba Highlights © 2015 Ariba – an SAP company. All rights reserved.11 15 projects with Bank of America via Ariba Discovery Selected for Google Developers Startup Launch CEO invited to speak at AribaLIVE Conference @spendology
  • 12. #AribaLIVE @ariba Results © 2015 Ariba – an SAP company. All rights reserved.12 >90% 34% 25X Customer satisfaction rating Win rate on invited Ariba Discovery projects Increase in annual B2B revenue @spendology
  • 13. #AribaLIVE @ariba Lessons Learned • Understand your company’s goals and capabilities • Select “stretch” projects that leverage core capabilities while building new service offerings • Achieve customer delight by anticipating customer needs and solving problems before they happen 13 © 2015 Ariba – an SAP company. All rights reserved. @spendology
  • 14. #AribaLIVE @ariba Next Steps • Use Ariba Discovery’s partnership request feature to work with existing clients to offer new services • Develop, source and launch new services using Ariba Discovery Buyer • Leverage track record developed on Ariba Discovery to pursue “Leap” opportunities 14 © 2015 Ariba – an SAP company. All rights reserved. @spendology
  • 15. #AribaLIVE @ariba https://www.spendology.net Email: kashe@spendology.net Twitter: @spendology © 2015 Ariba – an SAP company. All rights reserved.15 @spendology
  • 16. #AribaLIVE @ariba Winning Business on Ariba Discovery Sam Crawford, CEO & Founder, Armed Forces Rehab & Renovations April 8, 2015 © 2015 Ariba – an SAP company. All rights reserved.
  • 17. #AribaLIVE @ariba ARMED FORCES REHAB & RENOVATIONS Sam Crawford, CEO & Founder © 2015 Ariba – an SAP company. All rights reserved.17
  • 18. #AribaLIVE @ariba Who We Are © 2015 Ariba – an SAP company. All rights reserved.18 Our Mission Connecting the right-skilled Veterans to support commercial and residential construction projects, and provide superior customer service Our Vision Veteran Crews in all 50 states by 2016 Our Competition Other construction companies of all sizes in 49 cities, 12 states
  • 19. #AribaLIVE @ariba What Differentiates AFR&R • Hard working veterans that care about achieving the exact specifications expressed by clients • Veterans Administration/ADA certified © 2015 Ariba – an SAP company. All rights reserved.19
  • 20. #AribaLIVE @ariba Business Challenges © 2015 Ariba – an SAP company. All rights reserved.20 Close Rate6 1 Before Ariba Discovery
  • 21. #AribaLIVE @ariba Starting on Ariba Discovery • Reluctant to try – started 6 months ago • With Keaton found business on Ariba Discovery – fell in LOVE • Ariba Discovery delivered credible leads • Has opened up new business channels © 2015 Ariba – an SAP company. All rights reserved.21
  • 22. #AribaLIVE @ariba Top 3 © 2015 Ariba – an SAP company. All rights reserved.22 DislikesLikes • Keaton • Toll free customer support • Future growth I have no dislikes about Ariba Discovery at all. I am that comfortable.
  • 23. #AribaLIVE @ariba Results © 2015 Ariba – an SAP company. All rights reserved.23 100+ RESPONDED TO • Ariba Discovery gets me in on opportunities early and on first name basis with potential customers • Priceless Opportunities 50%Shortlisted 30%WIN RATE
  • 24. #AribaLIVE @ariba Lessons Learned • Dream com true! Ariba Discovery opens up incredible doors that enables him to bid on huge jobs • Speed and ease of getting questions answered • You CAN teach an old dog new tricks © 2015 Ariba – an SAP company. All rights reserved.24
  • 25. #AribaLIVE @ariba Recommendations • Trust Keaton, he is more than just a name and number • Don’t hesitate! Set up or refine your profile today so you can start mining the relevant leads ASAP • Be open to exploring leads that do not look like they are in your sweet spot, because they may be © 2015 Ariba – an SAP company. All rights reserved.25
  • 26. #AribaLIVE @ariba Next Steps © 2015 Ariba – an SAP company. All rights reserved.26 Upgrading to AdvantagePlus 50 states by 2016 Customer for Life – Never want to be without Ariba
  • 27. #AribaLIVE @ariba © 2015 Ariba – an SAP company. All rights reserved.27 http://ArmedForcesR&R.com Email: godfather.afc@gmail.com Phone: 330-949-6242
  • 28. #AribaLIVE @ariba Winning Business on Ariba Discovery Jonah Manning, Founder & CEO, PeopleOps April 8, 2015 © 2015 Ariba – an SAP company. All rights reserved.
  • 29. #AribaLIVE @ariba © 2015 Ariba – an SAP company. All rights reserved.29 “Find out what others hate doing and be really good at it.” – My Dad
  • 30. #AribaLIVE @ariba PEOPLEOPS Jonah Manning, Founder & CEO © 2015 Ariba – an SAP company. All rights reserved.30
  • 31. #AribaLIVE @ariba What Does PeopleOps Do? © 2015 Ariba – an SAP company. All rights reserved.31 Our selling strategy is simple.
  • 32. #AribaLIVE @ariba When it Comes to Finding New Business © 2015 Ariba – an SAP company. All rights reserved.32
  • 33. #AribaLIVE @ariba We Are A Boutique…but Global © 2015 Ariba – an SAP company. All rights reserved.33 © 2015 Ariba, Inc. All rights reserved. Miami San Francisco Singapore Paris London
  • 34. #AribaLIVE @ariba © 2015 Ariba – an SAP company. All rights reserved.34
  • 35. #AribaLIVE @ariba In Less than One Year © 2015 Ariba – an SAP company. All rights reserved.35 Shortlisted Success Rate DOZEN PROJECTS 11M WORTH an estimated In Revenue 2xRevenue Growth 1 10OUT OF FOR A
  • 36. #AribaLIVE @ariba PeopleOps Evolved © 2015 Ariba – an SAP company. All rights reserved.36 PeopleOps is a boutique (but global)
  • 37. #AribaLIVE @ariba Lessons Learned • Don’t just rely on ‘Matched Leads’ • Don’t be afraid to fight for fair reviews © 2015 Ariba – an SAP company. All rights reserved.37
  • 38. #AribaLIVE @ariba Recommendations • Go upstream • Cultivate your own network of channel partners • Channel your inner Hemingway © 2015 Ariba – an SAP company. All rights reserved.38
  • 39. #AribaLIVE @ariba Next Steps © 2015 Ariba – an SAP company. All rights reserved.39 We are hiring like crazy and planning a few small offices in Europe, West Coast, North East, and Asia.
  • 40. #AribaLIVE @ariba © 2015 Ariba – an SAP company. All rights reserved.40 http://www.peopleops.com Email: jmanning@peopleops.com Twitter: @jonahmanning
  • 41. #AribaLIVE @ariba QUESTIONS © 2015 Ariba – an SAP company. All rights reserved.41