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1、?2012Ariba,Inc.Allrightsreserved.SellerSummitOverviewMarch20131SellerSummitOverviewBuyersandAribapartnertoeducatethebuyer’ssellersonthevalueandopportunitiesofusingtheAribaNetwork.?2012Ariba,Inc.Allrightsreserved.2BenefitsofSummitsforBuyersProvidesaplatformforbuyerstosharetheirinitiat

2、ivedirectlywiththeirsellers.ProvideAribaanopportunitytointroducetheAribaNetworkandthevaluethatsellersreceive.Helpstoeasethetransitionforsellers.Clearlystatesnextstepsandacalltoactionforsellers.Providesaforumforthesellertoaskgeneralquestionsabouttheinitiative.ExplainsNetworkTransactio

3、nFeesandSubscriptionPackagesupfront.?2010Ariba,Inc.Allrightsreserved.3BenefitsofSummitsforSellersGivessellersclarityontheirbuyer’sinitiativeandmessagedirectlyfromtheirbuyer.EducatessellersabouttheAribaNetworkandthevalueandgrowthpotentialavailabletothem.Providessellerswithanunderstand

4、ingthatthereisafeestructureandtoplanaccordingly.Informssellersaboutthesubscriptionpackagesandgivesthemageneralunderstandofwhatofferingsareavailabletothem.Providessellersaplatformtoaskgeneralquestions.Helpssellersunderstandswhattheirbuyer’sexpectationsandwhatthenextstepsare.?2012Ariba

5、,Inc.Allrightsreserved.4SuccessfulSellerSummitsInclude5CoreMessages:AnOverviewoftheBuyer’sInitiative.TheValuePropositionoftheAribaNetwork.TheGrowthPotentialforSellersontheAribaNetwork.AnOverviewofAribaNetworkFeeStructure.TheBuyer’sExpectations&SellerNextSteps.?2012Ariba,Inc.Allrights

6、reserved.5TypesofSellerSummitsInordertosupportandaddthegreatestimpacttobuyers’goals,thereareseveraltypesofsellersummitsavailable.Thecoremessageforthesesummitsaresimilarbutwillbeexpandedtoincludethespecifictypechosen.NewEnablement-NewSellerstotheCustomerregardlessofAribaNetworkactivit

7、y.Adoption–Onholdsellers,orsellersthatarein“readytotransact”statusforasignificantperiodoftime.InvoiceCompliance–CustomerwouldlikethesellerstobegininvoicingontheNetwork.Integration–Customerisrecommendingintegrationcapabilitiesfortheseller.Catalog–Customerwouldlikesellerstobeginusingac

8、atalogontheN