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What Buyers Are Looking for in Spot Quote Responses

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Information about What Buyers Are Looking for in Spot Quote Responses
Business & Mgmt

Published on February 20, 2014

Author: Ariba

Source: slideshare.net

Description

Have you wondered why you’re not getting the results from Ariba Discovery that you’d like? This session will cover what buyers are looking for in a Seller Commerce Cloud Profile to help you get invited to spot buy events targeted to what you can provide! A panel of successful Discovery Sellers will discuss the importance of their profile and how to best respond to buyer spot buy postings.
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#AribaLIVE What Buyers Are Looking for in Spot Quote Responses Cal Miller, Vice President, Business Development, Blue Marble Media, Inc. Erwin Fritz, Manager Support Division, Triple C International Keerthika Nagarajan, CEO & Manager, Delta Multimedia Services Jaime Castro, eBusiness Manager, Finning South América © 2014 Ariba – an SAP company. All rights reserved. @ariba

WHAT BUYERS ARE LOOKING FOR IN SPOT QUOTE RESPONSES Cal Miller, Vice President, Business Development, Blue Marble Media, Inc. © 2014 Ariba – an SAP company. All rights reserved.2

© 2014 Ariba – an SAP company. All rights reserved.

New Business Development Options • Cold calls • Govt & industry purchasing organizations (pay membership fees) • Biz–Dev outsourcing services / independent sales reps • Buying mailing lists & email lists • RFPs / RFIs (need to be invited) • Network events • And there is Ariba Discovery... © 2014 Ariba – an SAP company. All rights reserved.4 (We’ve all tried most of these)

Cost to Develop New Business • Time / in-house resources / outside resources • Travel / out-of-pocket money • Wasted efforts on unqualified prospects • Coordination of email, snail mail, calls, tradeshows, etc. • Webinar sponsorships • Sales consultants © 2014 Ariba – an SAP company. All rights reserved.5 We all know the REAL cost is more than budgeted, so here are some common (and often ineffective) uses of marketing money.

© 2014 Ariba – an SAP company. All rights reserved. Is there a better way? Is there an option that makes business sense & can net a measurable ROI? Yes... Ariba Discovery. And it really works.

Benefits of Ariba Discovery • Time saved, efficient, professional, good value and access to large companies • The best benefit...long-term plan strategy / building blocks approach / cost management and savings • “Good House Keeping Seal” for large companies © 2014 Ariba – an SAP company. All rights reserved.7 The best reason for sellers to use Discovery is that it is a practical and cost-efficient marketing strategy for long term… it really makes sense

Navigating the Network • Your Profile / References / Attachments • Responding to an introduction request – do‘s & don‘ts • Managing your account • Getting help – lots of support to assist you! © 2014 Ariba – an SAP company. All rights reserved.8 To make Ariba Discovery work, you have to do your part ... it is not a magic genie that just brings in revenue ... it’s a collaborative solution

Make a Plan • Develop your messages (high level and strategic) • Organize your message support docs • Follow up! © 2014 Ariba – an SAP company. All rights reserved.9 So how does Ariba Discovery work for Sellers? What about a single “Spot Buy” scenario?

QUESTIONS? © 2014 Ariba – an SAP company. All rights reserved.10

#AribaLIVE Triple C International Erwin Fritz, Manager Support Division March 18th © 2014 Ariba – an SAP company. All rights reserved. @ariba

Erwin Fritz, Manager Support Division © 2014 Ariba – an SAP company. All rights reserved.12 WHAT BUYERS ARE LOOKING FOR IN SPOT QUOTE RESPONSES

Triple C International © 2014 Ariba – an SAP company. All rights reserved.13 Chilean company founded in 2008 Created to provide solutions to the mining industry in supplies procurement and logistics Services Parts supply, pieces and components for the mining industry (OEM) Supplies for mining camps (OEM)

Process Chart © 2014 Ariba – an SAP company. All rights reserved.14 ARIBASELL Parts Supplier and Specialized Purchasing end-to-end e-Commerce purchase platform Client: Has Assets that Need Parts User: Mine Site Final (Assets) Customer who needs solutions Buyer: Purchase Agent BUY

Why the Company Began with QMarket • Our clients had implemented their purchase system with Qmarket and our bases where designed to work in e-Commerce • Initial Supplier Mindset: was to work with Qmarket to grow and serve our Clients in a more efficient way • The Supplier can have access to more business opportunities (Plant, Camps, Mine) © 2014 Ariba – an SAP company. All rights reserved.15

Company Growth Since 2008 © 2014 Ariba – an SAP company. All rights reserved.16 2008 2009 2010 2011 2012 2013 320% 178% 27% 5% Triple C International (US$ Sales) 163%

Qmarket Features — Most Useful • Efficient relationship between Buyer and Supplier — decreases process requirement time • Ensures transparency in the Sourcing processes • Full time transactions, 365 days a year independent of geography, language or currency • Ability to communicate technical questions and receive responses through the system © 2014 Ariba – an SAP company. All rights reserved.17

Qmarket Features — Most Important © 2014 Ariba – an SAP company. All rights reserved.18 • The whole purchase history • Expansion of the supply market • Administrative cost reduction in the buying process • Better evaluation of offers • Spot vs. Planning

Qmarket Features — What’s Missing • One platform to manage requirements and purchase orders (now, there are two platforms) • Buyer should be required to provide a complete description of the part/equipment as a quote requirement: © 2014 Ariba – an SAP company. All rights reserved.19 Manufacture name Model number Serial number Equipment model compatibility

• Support request should addressed before tender closes: If the supplier ask for support we need a feedback before closed the tender time • Short time to reply for quotation • Buyers must know holidays outside of the country when request for quotation • More part of the requirements are Spot and Critical. If we change to Planning needs, the Benefits are: Cost reductions and good Demarche Qmarket Features — What’s Challenging © 2014 Ariba – an SAP company. All rights reserved.20

Lessons Learned © 2014 Ariba – an SAP company. All rights reserved.21 Good Practices Transparency Efficiency of our services

Recommendations © 2014 Ariba – an SAP company. All rights reserved.22 • Buyers under Category Manager Discipline: Electrical, Mechanical and Instrumentation for Mine and Plant will improve the purchase demarche • To share estimation of the demand for the next year, so the buyer can create a strategy to reach competitive prices • Acknowledgement of the Lost Opportunities of tenders, e.g., LT or Price • Recognition of the Supplier with loyal purchases and help to expand the business with more clients

QUESTIONS? © 2014 Ariba – an SAP company. All rights reserved.23

#AribaLIVE What Buyers Are Looking For Keerthika Nagarajan, CEO & Manager, Delta Multimedia Services March 18, 2014 © 2014 Ariba – an SAP company. All rights reserved. @ariba

WHAT BUYERS ARE LOOKING FOR IN SPOT QUOTE RESPONSES Keerthika Nagarajan, CEO & Manager, Delta Multimedia Services © 2014 Ariba – an SAP company. All rights reserved.25

Who Is Delta Multimedia Services? • Specialize in web design, maintenance, SEO, printing, audio video, & retail services • Ecommerce — national and international © 2014 Ariba – an SAP company. All rights reserved.26

Ariba Discovery © 2014 Ariba – an SAP company. All rights reserved.27

Results © 2014 Ariba – an SAP company. All rights reserved.28 2012 20% 60% 5% 2013 %Increase 40% Dec Feb Apr Jun Aug Oct • Research of products • Increased consistency of bidding 0%

Ariba Discovery Features © 2014 Ariba – an SAP company. All rights reserved.29 Proposals Leads Beginning With Discovery Potential Buyers Certifications Sales Territories Commodities

Lessons Learned © 2014 Ariba – an SAP company. All rights reserved.30 Response TimeCheck Leads

QUESTIONS? © 2014 Ariba – an SAP company. All rights reserved.31

#AribaLIVE What Buyers Are Looking for in Spot Quote Responses Johann Wrede, Senior Director, Product Marketing, SAP © 2014 Ariba – an SAP company. All rights reserved. @ariba

WHAT BUYERS ARE LOOKING FOR IN SPOT QUOTE RESPONSES Johann Wrede, Senior Director, Product Marketing, SAP © 2014 Ariba – an SAP company. All rights reserved.33

of the buying process is completed before a first interaction with sales. 57% SOURCE - CORPORATE EXECUTIVE BOARD © 2014 Ariba – an SAP company. All rights reserved.34

TO BE IN THE GAME Front Office EFFICIENCY INTERNAL FOCUS Inside - Out TO WIN THE GAME Front Office EFFECTIVENESS CUSTOMER FOCUS Inside - Out TO CHANGE THE GAME Customer EXPERIENCE CUSTOMER ENGAGEMENT FOCUS ON 1:1 Outside - In STRATEGICTACTICAL CRM has evolved. © 2014 Ariba – an SAP company. All rights reserved.35

• Drive operational excellence • Empower employees & partners • Deliver on your promises EXECUTION INSIGHT • Understand customers • Identify opportunities • Predict their needs & behavior EXPERIENCE Interact with customers 1:1 in the moment when it matters across channels & touch points Turning insight into action. © 2014 Ariba – an SAP company. All rights reserved.36

To engage buyers like never before. Be strategic to reach your audience. Collaborate for speed and quality. Deliver a great experience. © 2014 Ariba – an SAP company. All rights reserved.37

Be strategic to engage your audience. • MINE YOUR CUSTOMER DATA Accelerate discovery of new insights and anticipate customer behaviors. • GET THE BIG PICTURE Understand the ‗voice of the market‘ with social, reviews, news, and other sources. • TRACK THE COMPETITION Understand successes and failures, what your competitors are doing – and how to win. © 2014 Ariba – an SAP company. All rights reserved.38

Collaborate for speed and quality. • LEVERAGE COLLECTIVE WISDOM Be social and quickly collaborate in the context of business processes across your enterprise. • SHARE DOCUMENTS Work as a team to create, maintain, and share the supporting documents that help win business. • PRESERVE THE PAST Get conversations out of email and into a searchable knowledgebase. © 2014 Ariba – an SAP company. All rights reserved.39

Deliver a great experience. • KNOW YOUR CUSTOMER Build a complete profile of your customer, and make each interaction personalized and a value- add for them. • MAKE WINNING REPEATABLE Define and reinforce your sales methodology and recommend activities. • BE RESPONSIVE Never again say, ―I‘ll get back to you‖ with information at your fingertips anywhere, anytime. © 2014 Ariba – an SAP company. All rights reserved.40

BENEFITS • Improved sales effectiveness • Increased user adoption • Full productivity on the road SOLUTION • SAP Cloud for Sales OBJECTIVES • Provide a 360 degree view of accounts • Bring a fresh approach to account and sales management © 2014 Ariba – an SAP company. All rights reserved.41 At a Glance

WEB MOBILE EMAIL CALL CENTER MARKET PLACE INTERNET OF THINGS CONTACT CENTER POS MARKETING CHANNELS DIGITAL GOODS SOCIAL INDUSTRIES SALES SERVICE MARKETING COMMERCE SOCIAL PREDICTIVE ANALYTICS HANA AS A PLATFORM With Customer Engagement Solutions from SAP © 2014 Ariba – an SAP company. All rights reserved.42

QUESTIONS? © 2014 Ariba – an SAP company. All rights reserved.43

THANK YOU © 2014 Ariba – an SAP company. All rights reserved.44

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