Ariba Network

Seller Enablement is a PROGRAM,

not a project
Session 2

2012 Ariba, Inc. All rights reserved.

Elements for consideration in a successful

Supplier Enablement Program
Resources

Stakeholder Management

Program Cadence

2012 Ariba, Inc. All rights reserved.

Resources: Critical Program Elements for a

Buyer
AN
Administration

Transaction Rules
Supplier Maintenance
User Account Maintenance
Maintain Supplier Portal
Enablement Documents

Compliance
Supplier Enforcement
Business Process (end user)
Enforcement

Reporting

Track Supplier Status

Invoice Reporting
PO Reporting
Score Card Metrics

Buyer

Testing
Data Collection

Obtain Supplier Information

Update Vendor Master

Supplier
Engagement

Complete Upload File

Maintain Tracking Tasks
Trigger Tasks
Monitor Review Progress

Send Test POs

Validate Incoming Invoice
Supplier Feedback
Validate Exceptions
Re-Test

Training
Training Material Upkeep
Supplier Training
End User Training

Communication
Internal Approvals if
Necessary
Supplier Go Live
Notifications
Internal Communications

Resources: What are the key coordination

points for your Network Lead?
NETWORK LEAD
Define goals
and objectives

Executive
Sponsor

Approve
Network
Strategy

Define
Policies and
Procedures

Implement
Policies and
Procedures

Program
Evaluation

Continuous
Improvement

Procurement

Accounts
Payable

IT

Training

Selecting your Network Lead is a critical aspect of

Network Adoption Success.
4

2013 Ariba, Inc. All rights reserved.

Resources: What should the Network Lead

expect from the various departments?
Executive
Sponsor

*Procurement

*Accounts
Payable

IT

Approve the goals and objectives

Assist in gaining access, buy-in, and support to
Procurement/AP/IT/Training as the program progresses
Market the successes of the program internally

Define and implement seller escalation process

Define and implement seller testing process
Define and implement seller go live process
New vendor addition process
Maintain rule changes and log ins

Coordinate vendor master data collection

Define and implement seller escalation process
Update Vendor Master Records
Collect W-9 as appropriate

Support collection of vendor master data

Troubleshoot during seller testing process
Implement seller go live process

*Depending on your organization, Strategic Sourcing, Tax, and Legal will need to support some aspects of these responsibilities.
5

2013 Ariba, Inc. All rights reserved.

Resources: What skills and competencies

are required for the Network Lead?

Ability to influence others

Project Management Skills
Problem solving skills
Facilitation skills
Expert level understanding of business systems
specific to internal business processes

2012 Ariba, Inc. All rights reserved.

Example buyer team organizational charts

Procurement

CEO

CEO

AP

CFO

CPO Sponsor

CPO
Network
Enablement
Lead

Buyer
Stakeholder

Buyer
Stakeholder

CFO

VP, Finance

AP
Stakeholder

IT
Stakeholder

Director, AP
Sponsor
Network
Enablement
Lead

Matrix

CPO

CFO
Buyer
Stakeholder

Director,
Procurement

Director IT
Sponsor

Director AP

Network
Enablement
Lead

Buyer
Stakeholder

Buyer
Stakeholder

AP
IT
2012 Ariba, Inc. All rights reserved.
Stakeholder
Stakeholder

Buyer
Stakeholder

AP
Stakeholder

IT
Stakeholder

Elements for consideration in a successful

Supplier Enablement Program
Resources

Stakeholder Management

Program Cadence

2012 Ariba, Inc. All rights reserved.

Purpose of Buyer Stakeholder Session

Customers often embark on a Collaborative Commerce journey without fully

understanding why and without key internal support.

The purpose of a Buyer Stakeholder Session is to share the following with key
stakeholders:

The goal is to conclude the session with:

Heres what you bought Solution Overview

Heres why you bought it Corporate Agenda
Heres your corporate stance Compliance Policy
Heres your responsibility
Awareness of the Flight Plan and stakeholder acceptance
Understanding and support of the Compliance policy
Expectation of support for supplier escalations

2012 Ariba, Inc. All rights reserved.

Logistics of a Stakeholder Sessions

Who?

Procurement representative
AP representative
IT representative
Training representative

When?

10

Just before campaigning to the sellers will begin

Ongoing throughout the program

2012 Ariba, Inc. All rights reserved.

Example agenda for a Buyer Stakeholder

Session

11

Introductions

Executive Sponsor/CEx

Corporate Initiative

Executive Sponsor

Ariba Network Overview

CEx

Compliance Policy Overview

CEx

Key Stakeholder Expectations

Executive Sponsor

Seller Value Proposition OverviewSE Lead/NG

Lunch/Break
Electronic Invoicing Demo

SE Lead/NG

Hands-on Training activity

SE Lead/NG

Q&A

CEx/Executive Sponsor

2012 Ariba, Inc. All rights reserved.

About this Project - Example

Includes all Spend categories with the exception of:

Government
Charities
Utilities
Freight

Includes all divisions with the exception of Charter Services

Will result in the automation of our PO and Invoice processes as well as

increase spend under Catalog management. These processes will complement
our current Sourcing and Contracting practices.

Go-Live is scheduled for June, 2012

Copyright 2013

Page 12

Corporate Goals for Collaborative

Commerce - Example
Within 18 months:

95% addressable Spend under Management

25% improvement on realization of payment term discounts

Less than 25% of supplier transactions via paper

Invoice-to-Pay cycle time at 60 days for 95% of invoices
75% reduction in inbound supplier calls to AP
Improved contract compliance and 50% improvement on
realization of contractual volume discounts

Copyright 2013

Page 13

Corporate Compliance Policy - Example

During this process we can expect:

30% of suppliers will require Buyer follow-up at some point in the

process

70% of suppliers will enable within 4 months

50% of suppliers will transact within 6 months of enablement

Diligence and timeliness of response will improve our enablement

results.
We will hold suppliers accountable for program compliance.
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2012 Ariba, Inc. All rights reserved.

Your Role in Our Success

15

Confirm current and immediate future business with targeted suppliers on

Flight Plan.

Discuss the initiative and Corporate Compliance policy with suppliers.

Follow-up promptly to any escalations from Network Lead.

Distribute POs via the Ariba Network only.

Do not circumvent the electronic invoicing process.
Ensure that all new contracts include the Collaborative Commerce clause.
Ensure that you are using the updated RFx templates that include our
Collaborative Commerce expectation.

2012 Ariba, Inc. All rights reserved.

Your Role in Our Success

Know where to go for questions and escalations:
Non-Compliance

New Supplier Setup

Jane Doe Buyer Supplier Enablement; jdoe@buyer.com

Supplier Questions
Buyer Supplier Enablement team; einvoicing@buyer.com

Ariba Enablement/SMP Questions:

SE Lead/NG name; buyerenablement@ariba.com

16

2012 Ariba, Inc. All rights reserved.

Elements for consideration in a successful

Supplier Enablement Program
Resources

Stakeholders

Program Cadence

17

2012 Ariba, Inc. All rights reserved.

Supplier Enablement Framework

Strategy

Confirmation and initiation

of next wave of sellers
Alignment on weekly
cadence
Quarterly results review

Build in production
Data transfer
Go live strategy per
supplier group

Next Wave
Planning

Buyer Goals and Objectives

Defined program KPIs
Network Enablement Strategy

Go Live
Cutover

Supplier
Campaigning

18
2012 Ariba, Inc. All rights reserved.

Buyer project notification letter sent

Seller contact and business validation
AN Value proposition
Seller Training
Escalation Process

Design

Network Rules
Adapter mapping
Buyer Compliance Policy
Flight plan completion

Communication
Plan

Seller communications
Internal communications
Seller escalation process
Buyer Stakeholder training

Technical
Build/Test

System build
EDI/cXML mapping guides completed
Unit Test
Integration Testing support

Example Adoption Timeline

Wk 1

Wk 2

Wk 3

Wk 4

Wk 5

Wk 6

Wk 7

Wk 8

Wk 9

Wk

13

Wk 10 Wk 11 Wk 12

Wk 14 Wk 15

Wk 16 Wk 17

Steering
Committee

Wave 1

Seller Introduction, Seller Training, Seller Ready,

Close Sellers

Project Notification

Wave 2

Seller Introduction, Seller Training, Seller Ready

Project Notification

Wave 3

Seller Introduction, Seller Training, Seller Ready

Project Notification

Wave 4

Project Notification

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2012 Ariba, Inc. All rights reserved.

Seller Introduction, Seller Training, Seller R

Communication is key

Communicate with your suppliers

Communicate with your employees
Communicate with leadership teams
The message has 3 points :

20

We are changing the way we do business

This change is not an exercise or short term project. This program
represents fundamental change to our business and is not temporary i.e.;
we will not return to a paper based process after our Ariba Network
deployment.
Every employee and supplier , regardless of role, is expected to understand
how they are impacted and do their part to ensure the success of the
program .

2012 Ariba, Inc. All rights reserved.

Questions?

21

2012 Ariba, Inc. All rights reserved.