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SAP Ariba Solutions for SuppliersSupplier Enablement Made Easy 2016 SAP SE or an SAP affiliate company. All rights reserved.Table of Contents2Introduction3How Suppliers Get Enabled onAriba Network4Enablement by Ariba Supplier EnablementServices Team5Enablement by Buyer via Automated Process6Enablement by Buyer via Manual Process7Supplier Subscriptions and Pricing7How It Works7What’s the Value?9Resources9Online Resources9Live Resources9Supplier Information Portal10Support for Suppliers After Going Live11Enablement FAQs11How Long Does It Take to Be Enabled toTransact on Ariba Network?11What Are the Relationship Risks with MyCustomer if We Don’t Get Enabled on Timeor Choose Not to Get Enabled at All?11Whom Do I Contact if I Am Having Issueswith the Enablement Process?12What Is Integration, What Are the Benefits,and How Do I Get Integrated?12What Are Catalogs, How Will They Help Me, andHow Do I Implement Catalog Functionality?13Conclusion

IntroductionThank you for your participation on Ariba Network, and welcome to the world of supplierenablement! Enablement is our term for preparing a supplier to actively transact commerce withtheir customers – and our goal is to make theprocess of getting enabled on Ariba Networkeasy, so you can more quickly work with yourexisting customers and find new ones.Your customer asked you to be on Ariba Networkbecause you are a strategic part of their business.We want to ensure that you get up to speed assmoothly as possible.The objective of this document is to provide acore set of content such as FAQs, the valueSAP Ariba solutions offer to you as a supplier,and guidance on how to best get enabled, nomatter which method your buyer chooses.Please note that we use the terms supplier andvendor interchangeably to refer to you, and whenwe use the term buyers, we are referring to yourcustomers. 2016 SAP SE or an SAP affiliate company. All rights reserved.2 / 13

How Suppliers Get Enabledon Ariba NetworkThere are multiple ways that suppliers begin theirlifecycle on Ariba Network:Buyer invites supplier to join1 and start transacting onAriba NetworkBuyer invites supplier to a2 sourcing eventSupplier chooses to register3 on Ariba NetworkSupplier startstransacting withbuyer(s)Supplier is placed in freeStandard-level subscription1 and takes advantageof benefitsSupplier exceedsfive documents andUS 50,000 withone buyer2Depending on documentcount and technologyusage, supplier is placedin higher-level subscrip tion and takes advantageof enhanced benefitsThis document covers all three ways in which abuyer can choose to have you enabled as theirsupplier.In this document, we are focusing on #1 in thediagram above, where a buyer invites you to joinAriba Network. Once you’re invited, the way youget enabled to work with buyers can vary: Enablement by the Ariba Supplier EnablementServices team Enablement by your buyer via an automatedprocess Enablement by your buyer via a manualprocessThe choice of how a buyerinvited supplier is enabled onAriba Network is up to the buyer.1. Subscriptions are offered in all countries globally exceptBrazil, Chile, and those in Southern Africa (Botswana, Lesotho,Mozambique, Namibia, South Africa, Swaziland, and Zimbabwe).To learn more about subscription benefits, go t/pricing.2. For regional information on pricing thresholds and fees, go t/pricing. 2016 SAP SE or an SAP affiliate company. All rights reserved.3 / 13

USUALLY SUPPLIER-FACINGUSUALLY BUYER-FACINGENABLEMENT BY ARIBA SUPPLIER ENABLEMENTSERVICES TEAMWe maintain a large professional staff dedicatedsolely to managing the supplier enablementprocess. For a particular buyer project, multiplemembers of the Ariba Supplier Enablement Services team are assigned based on the needs ofeach supplier and the project as a whole. Whilenot all team members may interact directly withsuppliers, they are all a vital part of the process.Supplier Enablement Lead (SEL)Network Growth Manager (NGM)The SEL manages buyer projects that enable theirsuppliers to interact through Ariba Network withmaximum benefit. The SEL designs enablementprojects for success by independently managingbuyer and supplier enablement interactions,ensuring that teams have appropriate resources.The NGM drives the buyer towards their project goalswhile coordinating the internal resources and teaminteractions that focus on driving maximum benefitfor the buyer on Ariba Network. An NGM has multiplebuyer engagements going on simultaneously.Electronic SupplierIntegrationManager (ESIM)The ESIM managesthe onboarding ofelectronically integrated suppliers(cXML, EDI, CSV)to Ariba Network.Supplier ProgramCoordinator (SPC)Strategic OutreachManager (SOM)Supplier Manager(SM)Training Lead(TL)The function of theSPC is to reporton, and audit, theenablement process between abuyer and theirmultiple suppliers.The SOM engageswith strategicsuppliers in theenablement process – those havingmultiple buyingrelationships orhigh volumes onAriba Network.The SM engageswith less strategicsuppliers in theenablement process to ensure asmooth transitionto Ariba Network.The TL is responsible for training andeducating buyersand suppliersabout the benefitsof transacting onAriba Network.The enablement process generally follows this m)Uploadsuppliersinto AribaNetworkTradingRelationshipRequestletter sentto suppliersOutreach tosuppliers nsettingsTransacting“Go-Live” 2016 SAP SE or an SAP affiliate company. All rights reserved.4 / 13

As progress depends upon earlier actions, itis imperative that you respond to all communi cations from the Ariba Supplier EnablementServices team right away in order not to delaythe flow for your customer and your customer’sother suppliers.Process Flow Definitions Supplier Summit: An online or live trainingsession where an Ariba Supplier EnablementServices team member educates you and othersuppliers on the process of getting started,transacting, and obtaining support on AribaNetwork. Session presenters may includebuyers as well, discussing their reasons formoving to Ariba Network for their procurementprocess and why this transition benefits theirvendors. A key element of the Supplier Summitis the opportunity for the attendees to askquestions, so that full understanding is ensured. Trading Relationship Request: A letter toyou generated by Ariba Network that includesinformation and links for connecting to AribaNetwork. Also known as the TRR, the letter isspecific to a particular buyer-supplier relationship and is the most important document foryou to get started on Ariba Network. Go-Live: The time at which you are ready toaccept purchase orders from your customerand convert these purchase orders to invoices.Go-Live marks the turning point from workingmanually with a customer to workingelectronically.ENABLEMENT BY BUYER VIAAUTOMATED PROCESSWe have built functionality into Ariba Network thatallows buyers to enable you using an automatedprocess. When buyers choose to self-enable, weencourage them to use this automation. From ahigh-level standpoint, the buyer uploads theirvendor master with as much accurate informationabout all of their suppliers as possible, and thenselects the suppliers they would like the systemto invite to transact.When you receive the invitation to transact, youshould follow all instructions explicitly, including: Attend a Supplier Summit; if one is not offered,you should ask the buyer if one will be held Create an Ariba Network profile or link theinvitation to an existing profile you mayalready have Enter parameters for order routing Upload catalogs (optional) Test your relationshipThe final step, testing, is a vitally important stepin the process. You should receive test purchaseorders from your buyer, and then flip each intoan invoice or several invoices, to ensure that theround-trip process works properly. 2016 SAP SE or an SAP affiliate company. All rights reserved.5 / 13

ENABLEMENT BY BUYER VIA MANUAL PROCESSSome buyers will invite you to transact via amanual process. While we do not encourage thismethod, a buyer may have specific reasons forchoosing to use it.The manual process will generally involve stepssuch as these: The buyer sends an e-mail to you with a personalized link to supplier.ariba.com, where you areasked to create a profile on Ariba Network. You create a profile and then inform the buyerby e-mail. The buyer finds you on Ariba Network andconnects with you.If you are enabled this way, we encourage you tocomply with buyer requests, and to ask the buyerfor an invitation to a Supplier Summit to becomemore familiar with the enablement process anduse of Ariba Network. 2016 SAP SE or an SAP affiliate company. All rights reserved.6 / 13

Supplier Subscriptions and PricingSupplier subscriptions3 are designed to help youtake full advantage of the e-commerce capabilitieson Ariba Network and are tailored to the level ofbusiness you conduct on it. As your use of AribaNetwork grows, your subscription level grows withyou – providing ever-greater functionality, tools,and services to increase your opportunities for collaboration, automation, and marketing exposure.HOW IT WORKSYou begin transacting on Ariba Network at theStandard subscription level for no cost, no matterhow many buyer relationships you initially have.Once you cross the transaction thresholds offive documents and US 50,000 (or non-USequivalent) in at least one customer relationshipannually, you are enrolled in a paid subscriptionat the Bronze, Silver, Gold, or Platinum level. Eachsubscription includes a wide array of featuresand resources, including access to educationand support, e-commerce consulting, integrationservices, and the ability to upload catalogs ontoAriba Network for ease of ordering by customers.To see detailed information about subscriptionsand pricing as well as the benefits and resourcesprovided at each level, go to pricing.WHAT’S THE VALUE?There are four main value propositions with proofpoints and an array of customer testimonials thatAriba Network offers to you as a supplier. Hereare some statistics about the benefits that we’velearned from working with our supplier customers over the years:Benefits Suppliers Gain1 Find buyers ready to buy 30% growth in existing accounts 35% growth in new business2 Accelerate the sales cycle 75% faster deal closure 75% order processing productivity gainsvia cXML 80% increase in order accuracy through theAriba PunchOut solution3 Improve customer retention 15% increase in customer retention Up to 99% renewal rates4 Predict and apply cash 64% reduction in manual intervention62% decrease in late payments68% improvement in reconciling payments75% order processing productivity gains3. Subscriptions are offered in all countries globally exceptBrazil, Chile, and those in Southern Africa (Botswana, Lesotho,Mozambique, Namibia, South Africa, Swaziland, and Zimbabwe).To learn more about regional pricing on Ariba Network, go t/pricing. 2016 SAP SE or an SAP affiliate company. All rights reserved.7 / 13

What suppliers tell us includes the following:Here’s What Suppliers Say1 Find buyers ready to buy2 Accelerate the sales cycleB&H Photo, Video, & Pro AudioGrew existing account 300%ProformaAccelerated deal cycle by 75%EASIWon new 500,000 dealsMSC Industrial Supply Co.50% higher conversion rate with11% increase in lines per order3 Improve customer retention4 Predict and apply cashEBSCO Information Services15% increase in customerretentionbig-giantInvoices paid as quickly as four daysProComReal-time visibility and improvedcash flowStaples99% average fill rate with98% on-time delivery rateYou can access a wide array of customer testimonials at www.ariba.com/customers/customer-case-studies. 2016 SAP SE or an SAP affiliate company. All rights reserved.8 / 13