Executive Support: Sr. leadership support: need to utter one vision andone direction for everyone. Professional buyers need to communicate the same vision to all of their suppliers.


Clean Up Your Own Records First: normalization of PO’s, vendor record database, DUNS number, the right supplier contact, etc.


Prioritize Suppliers: Always use the 90/10 rule, concentrate on 10% of suppliers for creating 90% of errors, identify priority not just by volume but by problems (paper suppliers)


Communicate: plan ahead, use various training programs, hold many suppliers communications (recorded webinars, notifications), have your buyers work closely with your suppliers, show them the value and benefits, stand firm with your position (“we want you to do it this way”)


Show The Full Picture: Should always think about how to fully enable suppliers, including PO, punch-out, catalog, invoice, etc.


Value to Suppliers: Strengthens your business relationship, faster payment, payment status, access to other Ariba customers.




Beverly Dunn is a Customer Success Manager with Ariba. All customers are invited to join the private Customer Success group on Ariba Exchange, where you can access the Customer Success  Spotlights, Lunch 'n Learn Webinar calendar and replays, and the  Ariba Knowledge Nuggets.