The great thing about Ariba is that it can be sold into any industry as every company

buys things! Finance, HLS, M&C and PS all make purchases. In addition, while and
SAP solution it can be sold into non-SAP customers.
Business driver: reduce procurement spend and compliance with procurement

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policies.

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gO
On the business side, the key buyer is procurement. Some time CPO or reports into
COO or CFO. The other key stakeholder is IT.

i ni n
Know successful if they view Ariba as a solution to reduce their procurement spend

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and they ask for a second call

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Fo

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Read benchmark . . . first and second.
Key variations in the discussion may focus on indirect materials and services or direct
materials or both. Ariba can cover both, but historically indirect and the direct capability is
growing.

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Look for a reaction of interest. Oftentimes this is an application white space. Look for

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opportunities to take this to the business if dealing with IT.

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Find out from the customer what their ERP back end is. What spend categories are they

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focused on.

a i n
Customer may ask is there more than anti-corruption and the answer is yes . . . . leading full

r
T
blown procurement suite to help leverage your spend and get best price

Fo r

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Centers around the FCPA or the Foreign Corrupt Practices Act. Two main provisions: one that
addresses accounting transparency and another concerning bribery of foreign officials.
Companies engaging in M&A in emerging markets face a uniquely increased level of
regulatory and corruption risk.[7]

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The solutions is based on four key pillars

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gO
Template library . . . pre-built templates that can be configured for different categories of
spend, business unites and geographies to ensure compliance.

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Security . . . the ability to segment access and approvals to ensure compliance,

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r a
Reporting and can provide deep visibility into transactions and spend to audit and flag non-

T
compliant transactions

Fo r
Again, Ariba integrates with any ERP back end to provide a holistic end-to-end solution.

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Read 1, 2, 3, 4, 5.
Reaction: continued interest.
Find out from the customer if they have any of these issues today. Probe to see
where the pain points are or if there are other ones.

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The customer may ask details around the solution and if there is a migration path from

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previous versions of SAP procurement and the answer is yes. They may ask if

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compatible with other ERPs or back end and yes.

i ni
T r a
Fo r

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Deep and large Ariba practices
100+ and 25+
Really the only Ariba partner with our own Ariba IP, FCPA, 50+ solutions accelerators

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Sample benefits . . . helped one customer save 60 M in compliance fined and in

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general our FCPA solutions facilitates faster delivery at a better price point through a

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leverage-able IP solution.

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Continued interest. Look for more practical questions related to timeline, effort and

r a i n
cost. You should try to defer these questions to the second call. They may ask if the
statistics provided are general to Ariba or specific to FCPA and they are specific to

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FCPA. And of course we can also have a more general discussion in second call.

Fo
If they have a solution in place today and what it is. What categories of spend are of
interest? What countries to they operate in?
How do we deliver if Ariba is new to SAP? 15 years and pre-dates SAP’s purchase.
We have service model that blends off and on to give the right price point.
Remember the goal is to get a second call so there is no need to answer everything.

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The client referenced in the case study is Pfizer. They were looking to address challenges in
understanding and enforcing FCPA regulations. They were having trouble with availability and
accessibility of data for audit trails. Processes where not in place and so there where
insufficient checks to ensure policy adherence.

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We worked with Pfizer to integrate their spend management with their global procurement

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system to ensure adherence to anti-corruption compliance processes, tracking and reporting

n
needs.

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T r a
The key benefits delivered where standardization to anti-corruption compliance activities

r
across regions/markets. Improved compliance with both local and federal regulations and

Fo
reduction in compliance incidents. Intuitive UI and multi-lingual support ensured adoption thus
increased compliance by employees and vendors. This in turn increased reputation and brand
value.

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The key again is to get second call with one of our experts.

Good signs are that they are anxious to discuss solution

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Need to want better control and leverage of procurement spend.

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gO
They should have some categories in spend in mind as a place to start. These are
good sign.

ni n
If the customer does not have a solution in place or is looking to replace an existing

i
a
solution good candidate.

T r
Two next steps

Fo r
Get the second call where we can provide a more detailed description of our offerings
After that we can look at a Discovery Session where we can define a business case
and propose a potential solution to bring benefits to the Procurement space and add
value to the business/

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We are excited to have Ariba as part of this program.
If you have an opportunity, you can reach out to Baskar Radhakrishnan, Millind Vagal
or Tim Clark to discuss further. Or our Sales Enablement information such as the
quizzes and other collateral

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Remember let’s get those second calls and those discovery discussions

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All the best and we look forward to working with you.

i ni n
T r a
Fo r

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