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Interested in expert e-commerce advice? Unsure how to optimize your account? Confused about a customer request? Never fear—help is here! Ariba offers a wide range of support services to assist you with these questions and more. This handy guide will help you choose the right resources so you can get answers fast.

 

Support Teams

Ariba Customer Support

  • What is it? If you have questions about registration, how to log in/reset your password, account navigation, the Supplier Membership Program (SMP), or how to use Ariba solutions and services, contact Ariba Customer Support. Support is available in multiple languages via live chat, webform, and phone between 8:00 p.m. Sunday and 8:00 p.m. Friday, Eastern Time, to help you resolve problems or point you to appropriate resources.
  • How can you access it? Log into your Ariba account, click on Help/Help Center, click Support Center in the right-hand column, and then follow the directions to reach support resources or personnel. (Note that you can still access Help/Help Center to obtain support even if you are not able to log into your account.)

Ariba Enablement Help Desk

  • What is it? The Enablement Help Desk is designed to help you quickly and effectively meet customer requests to begin transacting over the Ariba® Network. Enablement experts are available via phone to answer your questions, provide advice and assistance, and point you to useful resources that make it easier complete the onboarding process.
  • How can you access it? You can reach the Enablement Help Desk by dialing toll-free 1.800.974.4899 between 8 a.m. and 5 p.m. Eastern Time, Monday through Friday.[i]

 

Commerce Assistance

  • What is it? If you’re at the Select, Premier, Enterprise, or Enterprise Plus subscription level, you can maximize your e-commerce capabilities and benefits via customized services and support from the Commerce Assistance team. These collaborative commerce experts can help you with:
    • Customer acquisition: Fine-tune your Ariba profile to win new business, claim your free Ariba Discovery response(s), and proactively connect with more customers over the Ariba Network
    • Customer retention: Implement catalog and back-office integration strategies to increase relationship stickiness
    • Account management: Adopt best practices to drive greater efficiencies within and across customer accounts

If you’re an Enterprise or Enterprise Plus seller, the team can also help you take advantage of SMP package features like:

  • Ariba Ready program membership
  • Integration of your back-end system to the Ariba Network through an Ariba Integration Connector, powered by Dell Boomi
  • Catalog data cleansing and enrichment
  • Technical consultation services
  • Free pass to the Ariba LIVE conference[ii]
  • How can you access it? You can reach the Commerce Assistance team by sending an email to commerceassistance@ariba.com.

 

Ariba Seller Technical Support

  • What is it? If you’re a Premier or an Enterprise or Enterprise Plus seller, you can get 24/5 technical support for fast assistance with account configuration, catalog formatting and validation, integration of your back-end systems with the Ariba Network, and similar requests. You can also receive 24/7 technical support for production-down problems and other high-priority technical issues.
  • How can you access it?
    • For general technical support, log in to your Ariba account, click on Help/Help Center, and click Support Center in the right-hand column. You can then submit your tech support request via webform, live chat, or phone, and a support representative will connect you with the appropriate Ariba Seller Technical Support team member based on the nature of your issue.
    • For high-priority/weekend technical support, follow the steps above to access the Support Center, then use the phone option to receive the appropriate assistance.

 

Strategic and Technical Consulting Services

  • What is it? When you’re ready to integrate your back-end systems with the Ariba Network—which lets you achieve the fully automated, “touchless” order-to-cash processing that maximizes e-commerce benefits for you and your customers—you can contract with the Electronic Supplier Integration Management (ESIM) team to receive personalized consulting on technical implementations, solution testing and troubleshooting, PunchOut configuration, strategic planning, and other B2B e-commerce areas. Additional options include:
    • Integration Express Consultation in which you create an integration playbook that captures your current integration process and capabilities on the Ariba Network along with your requirements for a “fast track” integration, helping you work with customers in the way that’s best for you (for Premier, Enterprise, or Enterprise Plus sellers)[iii]
    • Seller Integration Engagement where you receive technological guidance, proven frameworks, and even sample code to drive success in automating your connection to Ariba (for Enterprise and Enterprise Plus sellers)[iv]
  • How can you access it? To learn more about strategic and technical consulting services, contact the Commerce Assistance team at commerceassistance@ariba.com.

 

Online Communities and Information

Ariba Exchange User Community

  • What is it? The Ariba Exchange User Community has replaced the former Help section in your account. It offers Ariba documentation and tutorials on an extensive array of subjects along with a “Popular Topics” area, product and status alerts, access to phone and live chat[v] support, and options to share feedback. Intuitive self-help tools, simple navigation, and fast and effective search functionality make it easy to find the information you need. (Check out this overview for details.)
  • How can you access it? Click Help in the upper right-hand corner from any page in your account, then click Help Center from the dropdown. For a brief primer on key community features along with helpful navigation tips, read “How to Use the Ariba Exchange User Community.”

 

Ariba Answers

  • What is it? Ariba Answers is an online resource center where you can find videos, recorded webcasts, case studies, white papers, and other materials designed to answer a wide range of “how-to” questions about Ariba and the Ariba Network—from getting started to improving your sales and marketing efforts. For example, you can get responses to queries like:
    • How do I list my business on Ariba?
    • How can I find leads?
    • What does my bill mean?
    • How do I connect with other customers?
    • How do I create a catalog?
  • How can you access it? Go to the Ariba Answers web page and click on “I’m a Supplier.”

 

Ariba Exchange

  • What is it? Ariba Exchange is a collaborative, web-based community where you can ask questions, share insights, and exchange information on a wide range of subjects with your peers, prospects, customers, and others engaged in B2B e-commerce. It provides a great way to network and build valuable relationships that can make your job easier.
  • How can you access it? Go to the Ariba Exchange home page, then register and log in to participate.


Online Training

Live Demos

  • What is it? Live demos are webinars led by knowledgeable instructors who provide practical, detailed information on how to expand your e-commerce capabilities and maximize your Ariba Network presence. Each demo typically lasts an hour, with about 45 minutes of prepared presentation and 15 minutes at the end for questions. Current topics include:
    • Introduction to the Ariba Network for Sellers
    • PunchOut for E-Commerce Managers
    • Integrating with Your Customers through cXML
    • Maximizing your Enterprise/Enterprise Plus Benefit Options
    • Ariba Network Functional Presentation
    • Creating Electronic Catalogs
  • How can you access it? To see a list of available demos and to sign up, go to this live demo registration page or this one.

 


[i] Toll-free Enablement Help Desk support is currently provided in English to sellers in the United States and Canada.

[ii] Free Ariba LIVE pass is available to Enterprise Plus sellers.

[iii] The Integration Express consultation is currently provided in English for sellers utilizing cXML and/or EDI (ANSI X12 and EDIFACT) with at least one customer on the Ariba Network.

[iv] The Seller Integration Engagement is currently provided in English, French, and German. Enterprise sellers receive four consulting hours, and Enterprise Plus sellers receive eight.

[v] Live chat is currently provided in English on a 24x5 (Monday through Friday) basis to Ariba Network sellers, with rollout to other seller groups scheduled in upcoming months.

 


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Connecting efficiently with customers can make or break your success as a seller. But in today’s global economy, that’s not always so easy. Managing orders, invoices, and other processes across diverse systems, data formats, and geographies can be very challenging, especially if you’re a small or midsized seller. Sure, the right technologies can help solve the problem—but which strategies will work best for your company?

 

Automating your back end is an obvious first step, one most small sellers can afford. And joining open, global B2B platforms like the Ariba® Network gives you a many-to-many way to transact with multiple customers and grow your business.

 

Yet the best results come from integrating the two—helping you supercharge your e-commerce efficiency with touchless transacting so you can compete effectively with even much larger organizations. And thanks to a recent collaborative effort spearheaded by a small seller, now there’s a great new integration option available. Here’s how it happened and what it means for you.

 

 

 

 

 

 

 

 

 

The first step: Automating for efficiency

For TIPS, a small company based in Austria that develops highly reliable, customized microchip testing solutions for corporate customers worldwide, the adoption of SAP Business One has proven vital in supporting the company’s rapid growth. A complete ERP system designed to help small to midsized companies maximize back-end efficiency, SAP Business One offers a cost-effective way to automate management of sales, warehousing and production, inventory, purchasing, financials, customer service, human resources, and other core business functions (see sidebar).

 

After more than a decade of use, TIPS had streamlined its processes significantly through SAP Business One. For example, the company was able to quickly generate accurate orders, goods receipts, and paper invoices by “flipping” them directly from sales quotes—which, due to the non-standard, specialized nature of TIPS products, were extremely detailed and complex—and easily comply with the diverse tax and legal requirements involved in billing and shipping to an international client base.

 

 

Meeting challenge with innovation

So when one of its largest customers decided to move to paperless accounting and requested that TIPS start billing them through the Ariba Network, the company was in a quandary. The options initially presented for TIPS—to submit the customer’s 100+ invoices per month through the Ariba Network web portal, or upload them to the Ariba Network in batches via CSV or cXML—all required manual data conversion or even re-entry of invoice data, a time-consuming task that TIPS was understandably reluctant to take on. While this would reduce costs and add payment efficiency for the customer, it seemed a step backwards for TIPS, adding an extra layer of work to their current paper-based process supported by SAP Business One.

 

Determined to find a better approach, TIPS approached SAP and Ariba and asked: Could we integrate our SAP Business One application to the Ariba Network directly, enabling straight-through electronic processing of invoices for our customer? The answer was yes—if they were willing to help pioneer a unique pilot project to make integration possible not only for TIPS, but other sellers as well. Eager to meet its customer’s needs, TIPS agreed, and the team effort began.

 

 

Collaborating for mutual benefit

The strong commitment to success shared by TIPS, its customer, SAP, and Ariba proved instrumental in making the integration work. Biweekly meetings hosted by Ariba kept all players in touch and on track.

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A task list of clear responsibilities and deadlines helped the team achieve specific milestones, including:

 

  1. Upgrading TIPS to a more current version of SAP Business One
  2. Enabling the SAP Integration Framework to connect the TIPS instance of SAP Business One to the customer’s ERP system through the Ariba Network
  3. Helping the customer define and update their invoicing requirements and processes in Ariba, then mapping them to the SAP Integration Framework
  4. Creating a playsheet to capture the necessary inputs and requirements, making the process easily repeatable for future sellers wishing to integrate
  5. Leveraging lessons learned by exchanging wins and best practices with participants in a concurrent SAP Business One/Ariba integration pilot

 

After final testing and installation, go-live was successfully achieved in December 2013.

 

 

Reaping the benefits: Efficiency, transparency, and speedy payment

The integration has transformed efficiency for both TIPS and their customer, making previously manual processes truly touchless. “During the sales process, we can now automatically check our delivery notes against the customer´s purchase orders to ensure that the ship-to address, shipment terms, tax requirements, payment terms, and similar details are accurate,” says Michael Hrobath, general manager of purchasing for TIPS. “After that, the invoice is a simple ‘copy-to’ job—only one checkbox has to be activated for transmission to Ariba.” Invoices go directly from SAP Business One to the customer’s ERP through the Ariba Network, eliminating the effort and expense required to print and mail paper bills or track down lost invoices. The need to double-check delivery notes and POs is gone as well, saving TIPS about five hours a week.

 

The overall ease and speed of the process have led TIPS to shift from weekly invoicing to immediate invoicing, sometimes only seconds after generating delivery notes. And since the customer’s three-point invoice validation process also occurs electronically, cycle times have plummeted, resulting in significantly faster payments for TIPS.

 

Just as important, clear visibility into invoice status via the Ariba Network portal tells TIPS what’s happening with each invoice—whether it’s been received, approved, or is still in process—and exactly when they’ll get paid. This not only lessens dunning work, but dramatically improves the company’s ability to monitor and manage working capital. The result? A smoother, steadier income stream that helps TIPS better allocate its budget and organize projects more efficiently.

 

Because of these good experiences, TIPS has extended invoicing over the Ariba Network to other entities and customers. “We now manage about 60% of our invoices over Ariba,” says Michael, noting that this has boosted savings and efficiency even higher.

 

 

The mouse that roars: Helping small sellers deliver world-class e-commerce

The new integration package makes it simple for any seller using SAP Business One to integrate with customers through the Ariba Network—enabling the touchless transacting that can take your collaborative commerce capabilities to a world-class level. In addition to invoicing, invoice status, remittance advice, and credit notes, the integration package supports fully automatic processing for purchase orders, order confirmations, and advance ship notices, with support for RFQs and quotes currently being developed.

 

 

Learn more

For additional information on how SAP Business One works and the benefits it provides, go to the SAP Business One website. For questions about the new integration package, check out this overview or contact Domnic Savio Benedict at SAP SE (domnic.savio.benedict@sap.com).

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The perfect order: your customers want it, and you strive to achieve it—but all too often, factors outside your control can derail it. And as your customer base becomes more global and value chain relationships get more complex, delivering “the right product, to the right place, at the right time, in the right quantity, to the right customer” may feel like an increasingly elusive goal.

 

If you’re nodding your head, you’re not alone. For example, 70% of sellers lack visibility into customer orders and confirmed receipt of goods[i]—key to the perfect order—and it’s no wonder. The need to manage information among an ever-growing array of customers, contract manufacturers, and distributors using disparate technologies across many geographies not only impedes visibility, but makes B2B collaboration difficult for sellers and buyers alike. The result? Performance and service levels suffer as you struggle to comply with customer requirements.

 

The Ariba Collaborative Supply Chain solution can help. By delivering powerful new capabilities to support direct materials supply chain collaboration through the Ariba® Network, Ariba Collaborative Supply Chain provides the visibility, information, and control you need to meet customer demands and achieve the perfect order.

 

 

 

 

 

 

 

How can the solution benefit my business?

With flexible features that streamline and simplify the collaboration process, Ariba Collaborative Supply Chain enables you to:

 

  • More easily fulfill complex customer requirements. Do your customers have multifaceted requirements on exactly how you fulfill and package orders? Purchase order collaboration extensions allow you to provide an unprecedented level of detail in POs, including dozens of item characteristics and product packaging descriptions. This helps ensure that what you send and bill for complies with your customers’ guidelines, increasing their satisfaction and reducing returns.

 

  • Efficiently consolidate shipments. Do you struggle to prioritize and consolidate direct materials shipments so you can send orders in the most efficient manner while still meeting customer due dates? Drawing from a single system of record, ship notice due lists provide real-time information on items due for shipment based on customer, ship-to location, product, PO, and due date. Filtering and grouping capabilities allow you to rapidly organize and prioritize shipments of hundreds of thousands of items from numerous buyers and multiple POs, making it easier to meet specific customer requirements. You can also create ship notices directly from the ship notice due list and consolidate shipments to maximize efficiency and cut costs.

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  • Rapidly respond to changes in customer demand. Do you need a better way to stay on top of constant demand shifts in a high-volume manufacturing environment? Scheduling agreement releases give your customers an automated, efficient way to share their near-term firm requirements, mid-term “tradeoff” requirements, and longer-term forecast requirements. As a result, you gain the transparency you need to understand ongoing demand so you can fine-tune production levels and meet expectations.

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Transforming B2B collaboration

With Ariba Collaborative Supply Chain, you can say goodbye to the inefficiency of manual collaboration and cumbersome point solutions. Designed to help you ramp up quickly and realize results fast, the solution provides the resources you need to:

 

  • Onboard efficiently. Intuitive self-service tools plus access to 24x7 support from Ariba enablement experts make onboarding easy, allowing you to quickly connect with customer systems and processes without spending big bucks on hardware or software. The solution also operates through the Ariba Network—the world’s largest B2B trading community, already used and understood by thousands of buying organizations—increasing ease of adoption even more.

 

  • Collaborate broadly. By providing a single network-based platform for you and your customers to manage direct materials transactions, Ariba Collaborative Supply Chain lets you “connect once, collaborate with many,” so you can handle order-to-cash collaboration with myriad customers in real time. Open electronic communication tools simplify interactions, shortening cycle times and giving you greater agility to meet shifting customer needs. Multiple connectivity options, including automated two-way and portal-based collaboration, give you the flexibility to interact in the way that works best for your business. The solution also offers industry-specific collaboration and business processes for retail, consumer products, and discrete manufacturing, with other industries to be added over time.

  • Access actionable intelligence. Ariba Collaborative Supply Chain supports automatic validation and reconciliation of configurable business rules, enabling you to instantly identify errors and fix them before they escalate into big problems. Automated dashboards and reporting put key order metrics at your fingertips, while comprehensive analytics and data based on community transactions provide the information you need to benchmark against KPIs, drive improvement, and consistently deliver the perfect order. Real-time visibility gives you and your customers a shared view of the truth, aligning expectations on contractual terms and pricing and helping you make better-informed decisions together.

 

 

How do I get started?

Your customers who adopt Ariba Collaborative Supply Chain will invite you to use the solution and explain their preferred onboarding process. Simply follow the guidelines they provide to get up and running quickly.

 

 

Learn more

Additional solution capabilities will be introduced in the coming months, so visit this web page often to check out new developments and see how Ariba Collaborative Supply Chain can help you achieve the perfect order.

 


[i] Source: Viewpoint Commentary

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Whether you’re new to Ariba or a seasoned user, questions about your account, Ariba solutions, e-commerce, or other topics can arise at any time. To make sure you get the right answers—and to connect you with ideas and insights from other sellers and Ariba experts—we’ve launched the new Ariba Exchange User Community.

 

What is the Ariba Exchange User Community?

Created to replace Help@Ariba, the new Ariba Exchange User Community offers diverse features that make it easy for you to obtain the information you need, when and how you need it. Besides offering simpler navigation, better search functionality, and direct access to targeted content, the new community is designed to meet growing user demand for intuitive self-help tools along with multiple options for direct support. Resources include:

  • Popular Topics, content that other users have found the most helpful, which is displayed by contextual relevance (based on your Ariba commerce cloud account) and can be sorted by date
  • Learning Center, where you can browse through the full library of Ariba technical product documentation and tutorials
  • Support Center, which offers access to help from a variety of channels:
    • Phrase or keyword searches
    • Posting an online service request
    • Live chat with Ariba support staff*
    • Phone calls with Ariba support staff
  • Popular Tags and Common Troubleshooting Tags, which you can click to see resources on frequently queried topics
  • Feedback options:
    • A “post comment” feature that lets you share input and exchange opinions with other users about specific content items
    • “Like” icons you can use to thank the writer of any content item you found helpful
    • “Report a problem” webforms that allow you to alert Ariba about content errors or issues
  • Trust.ariba.com hotlink, where you’ll find notifications about product issues, planned downtime, and other status alerts

The community has already proved helpful to plenty of sellers, with more than 73,000 content item views since launch, and traffic continues to increase.

 

Tomorrow: How to get started

If you don't want to wait, go to our Supply Lines group to read the full article.

 

 

*Live chat is currently provided in English on a 24x5 (Monday through Friday) basis to Ariba Network sellers, with rollout to other seller groups scheduled in upcoming months.

When it comes to winning business, many sellers believe it’s all about price – but in B2B sales, that’s really not the case, says Sean Geehan, CEO and founder of the Geehan Group and author of The B2B Executive Playbook: The Ultimate Weapon for Achieving Sustainable, Predictable and Profitable Growth. During a session at Ariba LIVE 2014, Geehan outlined the unique characteristics of successful B2B sales organizations, why they need to strategize differently than B2C companies, and steps they must take to gain customer loyalty and drive lasting growth.

 


What makes B2B so different?

Strategies for B2B Success graphic 1.png

 

 

While B2B and B2C companies share many similarities, they differ in several key ways. First, B2B companies typically have far fewer customers than B2Cs—so when you apply the 80-20 rule to a B2B, 80% of revenue may come from just a handful of key accounts. And because of B2B’s high concentration of revenue, Geehan says, success “is going to be won or lost at the top: how we treat our major accounts, how we engage them, and how we design our future with them.”

 

Accordingly, best practices for B2B also differ markedly from B2C. “How you drive this difference within your B2B is what separates the decent companies from the great ones,” Geehan says. He recommends a proven, market-focused approach that engages customer decision makers in long-term strategic planning. The result? Retention rates improve by 25% and account growth triples. Here are 10 tips to help get you there.

 

 

 

 

 

 

 

Sell smarter, not harder: Maximizing ROI


Tip #1: Focus on retention and growth, especially at the top tier. While sales organizations typically spend about 60% of their budget on acquiring new customers, they could achieve much better ROI by growing existing accounts – with twice the margin, half the hassle, and no onboarding costs. “VMware grew from zero to about $6 billion in 14 years, and 80% of their marketing and sales efforts are going into current customers,” Geehan points out. “They know they can get to $10 billion by cross-selling and up-selling their current customer base.” Nurturing current customers – and paying extra attention to the profitable, top-tier accounts – makes more sense, especially when the cost of new acquisitions can be five to seven times greater than retention and renewal.

 

Tip #2: Capitalize on technology to maximize value from lower-tier customers. You can increase profitability with smaller customers by taking advantage of technology platforms like the Ariba® Network, which makes it easy to drive transaction efficiency and capture recurring revenue streams.

 

 

Use branding and positioning to drive margin opportunity


Tip #3: Avoid margin compression. Winning B2B sellers focus on margin more than price. “Make no mistake, the game is about getting a premium at the margin level,” Geehan says. You want maximum margin—more than anyone in your category—so you can continue to reinvest for the future, add value, and beat the competition.

 

Strategies for B2B Success graphic 2.png

 

Tip #4: Learn how customers see you, and align perceptions with reality. The way your top clients view you is pivotal to sustaining growth. In their minds, where does your company fall on this continuum?

Commodity supplier: These firms have achieved a level of operational efficiency.

Reliable supplier: At crunch time, you can really depend on these sellers to get the job done.

Problem solver: These event-driven thought leaders can help you figure things out and create best practices after a major change (e.g., technology disruptions or new regulatory requirements like Sarbanes-Oxley).

Trusted advisor: Without these really smart sellers, you’re likely to miss something essential and lose a competitive advantage.

Independent: A symbiotic relationship where if one partner isn’t successful, neither is the other.

Any mismatch between their perception and your capabilities is a lost opportunity to maximize margin—the Holy Grail. “This is where branding counts,” Geehan notes. For example, positioning your company as a problem-solving thought leader will make top customers more likely to want you to have margin, because they need you to stay in business.

 

 

 


Planning the future together


Tip #5: Educate customers about reinvestment and long-term value. By positioning yourself accurately with customers, you open the door to a new level of discussion – one that focuses on the best ways to bring them value. For example, you might say, “‘I’d love to do this for your company, but if I do, I’m not going to have the margin to reinvest,’” Geehan explains. “’So do you want to think of the short-term partnership, or do you want to think of the long-term partnership?’” When you engage customers for the long term, they stay with you “because they’ve got skin in the game, they’ve got emotional equity,” Geehan says. “They’re an extended part of your organization at that point in time.”

 

Tip #6: Adopt a forward-looking perspective. No more than a quarter of your time in customer meetings should be about what’s happened. “SLAs being met, on-time delivery? Send it in a report,” Geehan says. Instead, focus on what’s important to them right now and how you can help them get to a better place. “The only reason you’re going to be invited back to that executive meeting is because you’re forward-thinking, you understand their issues, and you’re going to help them think through that and enable that process,” he notes. “And it needs to be systemic across your company, and not just ‘we need these two gurus that fly around the country all the time.’”

 

Tip #7: Base your plans on customer and market input. “Listen to your customers at an intimate level, and plan accordingly,” Geehan advises. “But the plan needs to go through them.” And instead of letting a few heavyweights drive your direction, engage the market in the aggregate. For example, you can bring together an advisory council of 20-100 people who represent a sampling of the markets you serve. You need to understand what they want to do and why, what the payback is, and how it can differentiate them. This approach delivers:


  • Industry insight and direction
  • Sales, margin, retention, and account growth
  • Ideas for relevant innovation
  • Internal buy-in and external advocacy

Strategies for B2B Success graphic 4.png

 

Strategies for B2B Success graphic 3.png

 

Tip #8: Engage effectively with decision makers. Connecting directly with the appropriate decision makers on your customer side – purchasing, users, middle management, and/or top-tier executives – is essential to enable critical big-

picture conversations. If your sales team isn’t quite ready to have complex strategic discussions with their customers, they can:

 

  • Arrange expert presentations or offer consultations to give customers confidence in their ability to help them think things through
  • Suggest assessments, share research results, or walk customers through intelligent questions to spark future-oriented conversations and show market awareness

 

Tip 9: Follow the leaders. Successful B2B sellers make acquisitions and investments that directly align with the direction their main customers are going—but first, they ensure that those customers are outpacing their peers in both sales and margins. “It’s not just about doing innovations, but innovation that adds absolute value to the customer environment,” Geehan says. If customers don’t know what they want, you can reverse engineer by looking at their pains to determine the best ways to support them. “Maybe they’re not going to tell you ‘Go buy this company,’ but what they can say is, ‘Here’s a category we need help in.’”

 

 

Tip #10: Assess before you invest. Mitigate risk by carefully vetting the customers you partner with. “There’s bad business you need to walk away from; don’t sign for the dollars,” Geehan advises. Instead, make sure you align with customers on 1) feature and function, 2) trust and credibility (can they do what they say they’ll do?), and 3) whether their culture fits with yours. “You’ve got to make sure that the people you’re getting in bed with are going to be somebody you want to be in bed with for a long time, if they’re going to be 10-20% of your revenue,” Geehan notes. “If I’m going to invest in their company as a supplier, I don’t want to take on the business unless I know they’re going to be successful, and we have a long-term relationship that’s built in.”

 

Learn more

For more information on B2B success strategies you can use in your business, watch the full session on the Ariba Slideshare site.

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