For years, Pratt Pande watched as companies move the
manufacturing of products that his Atlanta-based company could
produce overseas to take advantage of favorable exchange rates and
lower labor costs. Now, he’s seeing things come back. His company,
Proforma IdeaPress, a leading provider of promotional products,
printing services, business documents and eCommerce solutions,
recently won over $500,000 in new business that had previously been
awarded to a foreign competitor. And the best part is, he didn’t
have to go looking for it. It came to him through Ariba Discovery™,
the premier service for matching business buyers and sellers
globally delivered by Ariba, Inc., (Nasdaq: ARBA), the world’s
business commerce network.
“We are extremely price competitive, but the trend among
companies has been to outsource to China and other regions where
they could manufacture cheaply,” Pande said. “We registered with
Ariba Discovery to improve our visibility among decision makers,
and it has really opened up the market for us.”
Delivered via the Ariba® Network, Ariba Discovery provides
selling organizations with access to real decision-makers in the
world’s leading buying organizations and allows buyers to tap into
a high-quality supply base. Using the service, sellers can identify
valid buying opportunities faster and more cost-effectively than
other marketing methods, boosting overall sales and marketing
success. And in the case of Proforma, convert them into hard dollar
results.
By simply responding to a Request for Proposal for iron-on
transfers posted to Ariba Discovery, Proforma was able to connect
with a buyer in an active purchasing cycle and ultimately win a
contract worth over $500,000.
“Before, we used to use more traditional marketing strategies,
like attending networking events, to try and get to the right
decision makers and it took several touches and lots of gate
keepers,” Pande said. “With Ariba, you can connect with the right
people much faster.”
Proforma was able to go from response to contract in just two
weeks using Ariba Discovery. “A lead like that would have taken us
a good two months to secure before,” Pande said.
As a result of the new business that Proforma has won, the
company is expanding both its operations and its competitive
advantage. “We are actively hiring and growing our operations. Plus
we were able to add a new capability in terms of product line,
which we can now market to other customers,” Pande said.
This is what Ariba Discovery is all about, says Rob Mihalko,
Vice President of the service. “When you get right down to it, we
live in a networked world – one that connects us to communities
that help us learn, share, and do business better. By tapping into
digital communities like the Ariba Network and leveraging services
like Ariba Discovery, companies like Proforma can spend less time
finding business and more time growing it.”
In the past 12 months, more than $3 billion in new business
opportunities were offered through Ariba Discovery, over 15 million
leads distributed, and more than 15,000 matches between buyers and
sellers made. To learn more about how your organization can benefit
from the service, visit http://discovery.ariba.com
About Proforma
With more than 30 years of experience, Proforma remains clearly
focused on providing solutions to North American businesses for
their graphic communications needs. A leading provider of
promotional products, printing services, business documents, and
eCommerce solutions, Proforma has received numerous awards and is
recognized as one of the top five largest companies in our
industry. Proforma serves approximately 50,000 clients through more
than 750 member offices in North America. The Proforma Worldwide
Support Center is located in Cleveland, Ohio. www.proforma.com.
About Ariba, Inc.
Ariba, Inc. is the world’s business commerce network. Ariba
combines industry-leading cloud-based applications with the world's
largest web-based trading community to help companies discover and
collaborate with a global network of partners. Using the Ariba®
Network, businesses of all sizes can connect to their trading
partners anywhere, at any time from any application or device to
buy, sell and manage their cash more efficiently and effectively
than ever before. Companies around the world use the Ariba Network
to simplify inter-enterprise commerce and enhance the results that
they deliver. Join them at: www.ariba.com
Copyright © 1996 – 2012 Ariba, Inc.
Ariba, the Ariba logo, AribaLIVE, Ariba.com, Ariba.com Network,
Ariba Spend Management. Find it. Get it. Keep it. and PO-Flip are
registered trademarks of Ariba, Inc. Ariba Procure-to-Pay, Ariba
Buyer, Ariba eForms, Ariba PunchOut, Ariba Services Procurement,
Ariba Travel and Expense, Ariba Procure-to-Order, Ariba Procurement
Content, Ariba Sourcing, Ariba Savings and Pipeline Tracking, Ariba
Category Management, Ariba Category Playbooks, Ariba StartSourcing,
Ariba Spend Visibility, Ariba Analysis, Ariba Data Enrichment,
Ariba Contract Management, Ariba Contract Compliance, Ariba
Electronic Signatures, Ariba StartContracts, Ariba Invoice
Management, Ariba Payment Management, Ariba Working Capital
Management, Ariba Settlement, Ariba Supplier Information and
Performance Management, Ariba Supplier Information Management,
Ariba Discovery, Ariba Invoice Automation, Ariba PO Automation,
Ariba Express Content, Ariba Ready, and Ariba LIVE are trademarks
or service marks of Ariba, Inc. All other brand or product names
may be trademarks or registered trademarks of their respective
companies or organizations in the United States and/or other
countries.
Ariba Safe Harbor
Safe Harbor Statement under the Private Securities Litigation
Reform Act 1995: Information and announcements in this release
involve Ariba's expectations, beliefs, hopes, plans, intentions or
strategies regarding the future and are forward-looking statements
that involve risks and uncertainties. All forward-looking
statements included in this release are based upon information
available to Ariba as of the date of the release, and we assume no
obligation to update any such forward-looking statements. These
statements are not guarantees of future performance and actual
results could differ materially from our current expectations.
Factors that could cause or contribute to Ariba's operating and
financial results to differ materially from current expectations
include, but are not limited to: the impact of the credit crises on
Ariba’s results of operations and financial condition; delays in
development or shipment of new versions of Ariba's products and
services; lack of market acceptance of Ariba's existing or future
products or services; inability to continue to develop competitive
new products and services on a timely basis; introduction of new
products or services by major competitors; the impact of any
acquisitions, including difficulties with the integration process
or the realization of benefits of a transaction; the impact of our
disposition, including the potential disruption of our ongoing
business; the ability to attract and retain qualified employees;
long and unpredictable sales cycles and the deferrals of
anticipated orders; declining economic conditions, including the
impact of a recession; inability to control costs; changes in the
company's pricing or compensation policies; significant
fluctuations in our stock price; the outcome of and costs
associated with pending or potential future regulatory or legal
proceedings; the impact of our acquisitions and dispositions,
including the disruption or loss of customer, business partner,
supplier or employee relationships; and the level of costs and
expenses incurred by Ariba as a result of such transactions.
Factors and risks associated with its business, including a number
of the factors and risks described above, are discussed in Ariba's
Form 10-Q filed with the SEC on February 7, 2012.
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