Today’s networked economy never sleeps. And to make the most of it, your company can’t either. Ariba Discovery™ gives you a valuable leg up in this brave new world by acting as an “always-on” marketing campaign—conveying a clear message about your business that reaches potential buyers round the clock. The question is, does it say what your prospects and customers want to hear? In the next couple of days we will be sharing five strategies that can help you ensure that the answer is yes.
Strategy #1: Deliver what buyers really want.
Extensive input from Ariba Discovery buyers shows that the following elements matter most when comparing sellers online:
- A fully completed profile. Ariba Discovery introduces your business to thousands of companies ready to buy what you sell, and your profile is one of the first things they see. Failing to complete your profile is like going on a date half dressed—you might get a reaction, but it probably won’t be the one you’re looking for. Take the time to provide all the information requested—paying special attention to your company headline and description as well as your commodities, industries, and the geographic territories you serve—so your completion score reaches 100 percent. This not only puts your best foot forward to potential customers, it also helps increase the relevance and quality of the matches you get. Follow the tips in this brief YouTube video to make sure your profile is top-notch.
- Your Dun & Bradstreet credit and risk scores.* Risk management is a key component of the vetting process when buyers seek new sellers. By providing the information they require up front, you save buyers time and strengthen your credibility, increasing the likelihood that you’ll be
shortlisted for potential projects.
- References from other customers. Buying organizations are eager to learn about your business track record, and no one tells the story better than your happy customers. You can easily request references right within Ariba Discovery by going to the References tab under My Discovery (these step-by-step instructions will walk you through the process). The recommendations you receive will appear on your profile page, where prospective customers can review them to tip the scales in your favor. Be sure to keep your references current,
since the “last updated” information is visible there as well.
- Green initiatives and diversity certifications. The growing emphasis on sustainability and diversity has sharply increased demand for sellers with green initiatives and diversity certifications, a trend that will only continue to grow. If you’re a woman-, veteran-, or minority-owned business or have SDB or ISO certification, include that information in your Ariba Discovery profile and upload any certificates that you have.* Doing so can give you a decided advantage over competitors who lack these credentials.
In the Next Blog: Strategy #2: Proactively manage new Ariba Discovery business opportunities