The Benefits of Collaborative Business Commerce with Cargill …event.lvl3.on24.com/.../cargill_summit_deck_template_v13.pdf · Cargill Supplier Summit The Benefits of Collaborative

Cargill Supplier SummitThe Benefits of Collaborative Business Commerce with Cargill

March 2017

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© 2016 SAP SE or an SAP affiliate company. All rights reserved. 2

Agenda

Welcome and Introductions

Overview of Cargill Initiative

Impact and Benefits

Ariba Network

Solutions for Suppliers

Supplier Fees

Tools & Resources

Next steps

Q&A


Megan GreivesSupplier Communication

Specialist

SAP Ariba


Linda VeneckNorth America Supplier

Enablement Lead

Program Maestro

Cargill

Drew DorkoNetwork Deployment Lead

SAP Ariba




Impact and Benefits

Ariba Network


Supplier Fees

Tools & Resources

Next steps

Q&A

Agenda

CargillE-invoicing project


“Program Maestro strives to achieve best-in-class

performance based on industry benchmarks for efficiency

(cost to perform) and effectiveness (adherence to process)

through design and technical enablement of a best

practice source-to-pay process using technology

solutions with a common data foundation.”

Program Maestro




Impact and Benefits

Ariba Network


Supplier Fees

Tools & Resources

Next steps

Q&A

Agenda


The Landscape is Changing

$40 billion in marketing

spend is migrating from print

to online

There are more devices

connected to the Internet than

there are people on Earth

42% of all B2B spend

is electronic

85.3% of buyers go online

to research purchases

Online payments for

e-commerce to reach $31.4B,

growing at 20% per year

Leading companies place 60%

of their orders electronically

through supplier networks

*sources available in appendix


Where Do I Start?

“It hit so fast that everyone wants to

know what do we do now. How do

we approach this?”

“We are forced to support many

platforms, many “standards””

“We spend hours chasing invoices

and still don’t know when we’ll get

paid”

“Customers demand. We only

have time to react.”


What If…

…you could track

invoice and payment

status in real time

and accelerate

receivables

…you could get

your products

and services in

front of active

buyers

…you could

streamline

communications and

interactions with

customers


…fueling operations, connections and

collaborations in a highly scalable, global

and secure environment

Ariba Network

connects people, systems, and

processes between companies to

simplify business commerce…

for collaborative innovation in the

digital economy


Networked Economy Fueled by Hyperconnectivity

$65 trillionGlobal businesstrade by 20203

2.5 billion Connected people on

social networks by 20201

75 billion Connected devices

by 20202

1. eMarketer Report: "Worldwide Social Network Users: 2013 Forecast and Comparative Estimates

2. Morgan Stanley: 75 Billion Devices Will Be Connected To The Internet Of Things By 2020

3. Source: Catalyst Strategies Analysis


SAP Ariba Delivers Solutions to Suppliers

• Ariba Discovery™

• Ariba Network

(via catalogs)

FIND buyers

ready to buy

• Ariba Sourcing

and Contracts

• Ariba Network

• Supplier

Integration

ACCELERATE the sales cycle

PREDICT and

APPLY cash

• Ariba Network

• Ariba Supplier

Mobile App

IMPROVEcustomer retention

• Ariba Network (via

invoicing and early

payment discounts)

• AribaPay™


Supplier

Procure-to-Pay Cycle via Ariba Network


PO Flip ® - Your Way to Invoice

>> supplier.ariba.com <<

Access your PO via

your Ariba Network

account.

Pre-populate PO

data into the

invoice.

Adjust tax and

shipping

information when

appropriate

Review final

invoice and send

Monitor the real

time invoice status

54321


Subscription Offerings

Standard

Continues our see-value-first model providing a no-cost service for occasional

transactors and suppliers just getting started

Bronze

Helps suppliers differentiate and build stronger customer relationships with

catalog-driven collaborative commerce

SilverOffers expanded technical support to encourage suppliers to embrace

automation

GoldDelivers complete collaborative commerce optimization –

bundles of tools, services, and support for suppliers utilizing Ariba Network

as a multi-million dollar channel

PlatinumOptimizes collaborative commerce for suppliers utilizing Ariba Network as a

$10M+ channel

Subscription Offerings for Ariba Network Suppliers Differentiate – Grow – Automate


Supplier Fees

Transaction Fees

Billed every quarter

0.155% of transaction volume

Capped at $20,000/year (per Relationship)

Subscription Fees

Billed once a year

Annual Document Count

Across All Customer Relationships

Subscription Annual Fees

5 to 24 documents Bronze $50

25 to 99 documents Silver $750

100 to 499 documents Gold $2,250

500 and more documents Platinum $5,500

Examples

Volume Subscription Transaction Total Annual

60 documents | $35K Standard - $0 $0 $0

4 documents | $500K Standard - $0 $0 $0

60 documents | $500K Silver - $750 $775 $1525

5 and more documents? More than $50K? Usage

NO NO FREE

YES NO FREE

NO YES FREE

YES YES CHARGEABLE

• FREE for all suppliers to join and begin transacting

• No surcharges for suppliers with multiple divisions or business units

• Documents are considered Purchase Orders, Invoices, Service Entry Sheets, and Service Entry Sheet Responses

• Chargeable suppliers transacting less than 250,000 USD in annual financial volume will be assigned to the Bronze level irrespective of annual document count


SAP Ariba Supplier Community & Resources

Account Managers for

Strategic Suppliers

Exchange User

Community

Seller Commerce Consulting

Team

24x5 Global Support

Product Investment

Service & Training

Resources


Catalog Management

• Improve Purchase Order

Accuracy

• Accelerate Responsiveness to

Customers

• Encourage Compliance to

Procurement Processes

• Enhance Cash Flow


Introducing Ariba DiscoveryTM:

Matching suppliers to buyers that are ready to buy

“I’m looking for . . .” “I can offer that!” “Perfect match!”

US$3 billion+ in postings

20,000+ categories

4,000+ buying organizations

1,000,000+ suppliers


Seller Integration

Dell Boomi

Pre-built adapters for supported accounting

systems (QuickBooks, Sage 50, Microsoft

Dynamics) – Gold Level

cXML

Most commonly used; Ariba’s native format; direct

connection with automatic validation

( >100 invoices/month) – Silver Level

EDI

(VAN or AS2)

Interface with Ariba through your VAN or using

EDI over the internet

(>500 invoices/year) – Silver Level

SAP Business

OneAdapter for sellers using SAP Business One– Silver Level

SAP SD

Add-On

Free seller add-on for SAP sellers using the Sales

and Distribution Module– Silver Level

CSVPO/INV/OC/ASN

(>20 invoices/month)

According to the Hackett Group,

3.5% of invoices contain errors; this can be

reduced to 1% through B2B process

automation or up to 2.3% via use of e-

invoicing through a portal

Paystream Advisors and the Aberdeen

Group approximates the typical paper

invoice processing cost at $10.54; the costs

for “best in class” organizations drops 50%

to $5.29 per invoice, driven by e-invoicing

and electronic disbursements

Staples and HP see 99.9% customer

retention when they integrate


SAP Ariba Supplier App

Network Access On-The-Go!

• Confirm Orders

• Track Existing Orders

• Access User Community

Available in the Apple iTunes App Store or

Google Play


SAP Ariba Strategic Payables

• Apply your cash faster

and more efficiently

with rich remittance

advice

• Enhance your

receivables reporting

Apply Cash

• Access accelerated

payments and on

demand cash flow

• Improve your Days

Sales Outstanding

(DSO)

• Control when you will

be paid

Control Cash Flow

• Gain visibility into

invoice approval

• Track and trace

payment status

• Predict when

payments will be

received

Predict Payment Arrival

Your one stop solution housing all of your receivables needs.


Supplier Information Portal and Exchange User Community


• Customer Support: http://www.ariba.com/help/ariba-

answers/contact-us/ariba-customer-support-phone-numbers

• (8:00 pm ET Sunday - 8:00 pm ET Friday)

• Enablement Help Desk: 800-974-4899

• (M-F, 8A-5P ET)

• Seller Commerce Consulting Team:

[email protected]

• Live Demos: http://www.ariba.com/resources/live-demo

Additional Resources




Impact and Benefits

Ariba Network

Solutions for suppliers

Supplier Fees

Tools & Resources

Next steps

Q&A

Agenda


Project Notification

Letter

Attend Supplier Summit

Accept Trading

Relationship Request

Configure Account Go-Live

Next Steps

1 2 3 4 5

Only 2 simple steps to start transacting online...


Accept Trading Relationship Request Letter3

Currently, you can use Ariba Network's on-demand

solutions with the following certified browser versions:

• Apple Safari 4 -9 (Apple Mac OS)

• Microsoft Internet Explorer 9, 10, and 11 (32 bit)

• Microsoft Edge 25

• Google Chrome 51-53

• Mozilla Firefox 46-48


4

• Enter your Tax ID Number

• Set up Email Notifications for:

Orders (Order Routing)

Invoices (Invoice Routing)

Configure Your Account


5 Go Live – Summer 2017

Q&APlease submit your questions using the Q&A Widget

Business-related questions? [email protected]

System-related questions? Requests for [email protected]

Check out our website and our YouTube channel for more information!

http://www.ariba.com/suppliers/ariba-network-for-suppliers

https://www.youtube.com/user/AribaSpendManager/videos

mailto:[email protected]


http://www.ariba.com/suppliers/ariba-network-for-suppliers

https://www.youtube.com/user/AribaSpendManager/videos

Thank you

Appendix


Benefits sellers gain

FIND BUYERS

READY TO BUY

30% growth in

existing accounts

35% growth in

new business

ACCELERATE THE

SALES CYCLE

75% faster deal

closure

75% order processing

productivity gains via

cXML

80% increase in order

accuracy through

PunchOut

IMPROVE CUSTOMER

RETENTION

15% increase in

customer retention

Up to 99% renewal

rates

PREDICT AND

APPLY CASH

64% reduction in

manual intervention

62% decrease in

late payments

68% improvement in

reconciling payments



Here’s what suppliers say

Real-time visibility and

improved cash flow

Invoices paid as

quickly as 4 days

50% higher conversion

rate with 11% increase

in lines per order

Grew existing

account 300%Won new

€500K deals

99% average fill rate with

98% on-time delivery rate

15% increase in

customer retention

Accelerated deal

cycle by 75%

FIND buyers ready to buy ACCELERATE the sales cycle

PREDICT and APPLY cashIMPROVE customer retention


Supplier Fee Schedule

Transaction Fees



Capped at €15 500/year (per Relationship)

Subscription Fees

Billed once a year




5 to 24 documents Bronze €45

25 to 99 documents Silver €670

100 to 499 documents Gold €2 000

500 and more documents Platinum €4 900

Examples


60 documents | €35K Standard - €0 €0 €0

4 documents | €500K Standard - €0 €0 €0

60 documents | €500K Silver - €670 €775 €1445

5 and more documents? More than €44 600? Usage

NO NO FREE

YES NO FREE

NO YES FREE

YES YES CHARGEABLE



• Documents are considered Purchase Orders and Invoices


Supplier Fee Schedule

Transaction Fees



Capped at £13 200/year (per Relationship)

Subscription Fees

Billed once a year




5 to 24 documents Bronze £35

25 to 99 documents Silver £500

100 to 499 documents Gold £1,500

500 and more documents Platinum £3,770

Examples


60 documents | £30K Standard - £0 £0 £0

4 documents | £500K Standard - £0 £0 £0

60 documents | £500K Silver - £500 £775 £1275

5 and more documents? More than £34,250? Usage

NO NO FREE

YES NO FREE

NO YES FREE

YES YES CHARGEABLE



• Documents are considered Purchase Orders and Invoices


Subscription Level Description

Standard The no-cost Standard subscription level provides the tools you need to manage your key order-to-cash documents on

the Ariba Network. It includes reporting functionality, document repository and status, account administration,

PunchOut and CIF catalogs, and toll-free webform access to Ariba customer support.

Bronze This subscription level offers unlimited proposals and one free response to a buyer RFI/RFQ posting through Ariba

Discovery. Personalized guidance from our supplier commerce consulting team helps you optimize your account

for better collaboration with multiple customers. You get access to collaborative commerce training courses and can

showcase your expertise by displaying digital badges that denote your specific e-commerce capabilities.

Silver You receive two free sales opportunity responses on Ariba Discovery, unlimited use of EDI and cXML-based

integration protocols, and unlimited post-deployment technical support, enabling you to automate the submission

and receipt of order-to-cash documents between your systems and your customers via the Ariba Network.

Gold You receive unlimited free sales opportunity responses through Ariba Discovery. You can reap the benefits of

automated “touchless” transacting with integration adaptors to connect supported accounting systems to Ariba

Network for automated document exchange. Priority access to the supplier commerce consulting team gives you

personalized, expert advice and resources to make the most of your Ariba Network subscription.

Platinum Make collaborative commerce a competitive advantage with extensive connectivity solutions, support, and validation

services that help you provide a fully automated and seamless collaboration. A pass to SAP Ariba Live gives you

access to in-depth e-commerce insights plus exceptional opportunities to network with key prospects and customers.

Subscriptions Overview


FAQ

Q: Why is my buyer asking suppliers to transact with them electronically?

A: Your buyer wishes to move away from conducting commerce via hard copy and manually transmitted purchase

orders, change orders, advance ship notices, invoices and more. Your buyer has selected the Ariba Network

as the preferred platform for sending documents such as these.

Q: What infrastructure do I need to use the Ariba Network?

A: A regular Internet connection and a web browser are the only requirements.

Q: How do I register on the Ariba Network?

A: Ariba and your buyer are contacting suppliers in phases during the rollout and will send you a Trading

Relationship Request Letter when is it time to convert to the new process. This letter will explain how to register

on the Ariba Network and the steps to take to create your account.


FAQ

Q: What do I need to know when transacting with my buyer through the Ariba Network?

A: It is important to review the information, training materials, and reference documents provided on your buyer’s

Supplier Information Portal. To access the Supplier Information Portal:

• Log into your Ariba Network account at https://supplier.ariba.com

• From the Administrator drop-down menu, select Customer Relationships

• Locate your buyer and click the Supplier Information Portal link next to their name

Q: What if I don’t want to participate?

A: Your buyer is committed to the success of this initiative and is working hard to make the transition as seamless

for suppliers as possible. Suppliers that are asked to participate are considered strategic for ongoing business

and are thus expected to comply with this process change as a requirement for continuing the relationship.

https://supplier.ariba.com/


FAQ

Q: How secure is the Ariba Network?

A: The Ariba Network uses Secure Hypertex Transfer Protocol (HTTPS) for all communication between

procurement applications, suppliers, and the Ariba Network. HTTPS is the standard for secure Internet

communication and uses Secure Socket Layer (SSL) with RSA Labs encryption. Additionally, accounts on the

Ariba Network are password protected.

Q: What do I do with paper invoices that have already been printed or sent to the buyer?

A: Until any testing is complete and you have been notified to begin sending “live” invoices through your Ariba

Network production account, you will continue to submit invoices the same way you have done so previously.

Q: What if I have more questions about registration, account navigation or how to use Ariba solutions and

services?

A: Simply contact Ariba Customer Support. Support is available in multiple languages via live chat, webform and

phone. In your account, click on Help/Help Center, click Support Center in the right-hand column and then

follow directions to reach support resources or personnel.


Welcome letter from your customer

Trading Relationship

Request Letter Sent to

Your email

Landing Page

Open the Invitation Letter that you received at

your email address from

[email protected] and

scroll to the section Action Required and click

on the link Click here to proceed. You will

be redirected to the landing page

In case you did not receive the letter, please

check your spam folder and enable

[email protected] as a

trusted resource

Two Possibilities:

First Time User – select Register

Now to start the registration and create

a new Ariba Network Account

Existing User – log in using you

current Ariba username and password

in order to accept the relationship

1

2

1 2




Registration: Basic Company Information

Please fill in all fields marked required

with an asterisk.

Once this section is complete, please

scroll to the bottom of the page to the

next section



Configure your account


Configure Order Routing

On your Order Routing Screen,

select how you would like to

receive your Purchase Orders from

your Customers


Configure Invoice Routing


Logging In

http://supplier.ariba.com/

http://supplier.ariba.com/


Landscape is Changing Sources

1. “85.3% of buyers go online to research purchases.” - Enquiro B2B survey

2. “There are more devices connected to the Internet than there are people on Earth” -

The Social Skinny

3. “Online payments for ecommerce to reach $31.4B, growing at 20% per year” - -World

Payments Report 2012 from Capgemini, RBS and Efma

4. “Leading companies place 60% of their orders electronically through supplier

networks” - Aberdeen Research “Supplier Networks v.2.0 – A Look At Commerce In the Cloud“

– 2012

5. “$40 Billion in marketing spend is migrating from print to online” - eMarketer