Ariba Gains a Competitive Edge with Salesforce and the AppExchange

"Salesforce is the backbone of all sales and marketing functions for Ariba. Everyone’s looking for efficiencies and a competitive edge and we get both through integration with Salesforce and by test driving and downloading applications from the AppExchange."

Overview
Challenge
  • Needed to gain a competitive edge
  • Wanted opportunity and activity tracking to boost productivity 
  • Required a flexible, easy-to-use, and customizable solution
Solution
  • Ariba selected Salesforce Enterprise Edition and deployed it to hundreds of users. Using Salesforce, Ariba is able to follow up on all leads from its Web site within a few hours with same business day maximum response time. A number of AppExchange applications have extended the power of Salesforce companywide.
Results
  • Strong adoption means users log into Salesforce an average five times a week
  • Salesforce has become the backbone of the sales and marketing function for the company
Full Story

Spend management solutions are vital to companies of all sizes and many of them rely on solutions from Ariba, Inc. to manage their operations. The company works to ensure customers achieve self-sufficiency and measurable business performance improvements by delivering spend management solutions. So when the company began looking for a customer relationship management system, salesforce.com, the leader in on-demand CRM, was a natural choice. Using Salesforce Enterprise Edition, Ariba gained a competitive edge and the ability to generate dashboards and reports to track sales and marketing efforts, among other things.

Ariba took things a step further and extended the Salesforce platform well beyond sales force automation. The company has downloaded and installed numerous applications from the AppExchange marketplace, gaining capabilities for everything from e-mail marketing to customer data integration.

A One-Stop Shop for Applications

Adding new applications is as easy as clicking a button; deciding which of the hundreds of applications to choose from is the hard part. At Ariba, the AppExchange is the first place Michele McMahon, a director at Ariba, says she looks when she needs a tool or is struggling from a functionality standpoint. On the AppExchange site, McMahon reads the descriptions and ratings and then downloads the applications they’re interested in to take advantage of free trials.

Salesforce’s on-demand model makes it easy for companies like Ariba to test drive an application before purchasing. In fact, McMahon says she often downloads an application and puts stakeholders on the free trial to help justify the cost. This not only makes it easy to get executive backing for a purchase, but ensures there are no surprises after the application is purchased.

Free Trials Make the Purchasing Process Easy

When purchasing any new application, McMahon says a free trial is always the first thing she looks for. Next, she wants to know if the product integrates with Salesforce. Because Salesforce is so vital to Ariba’s sales and marketing efforts, McMahon says all potential vendors are asked whether there is a standard interface with Salesforce.

“Salesforce is the backbone of all sales and marketing functions for Ariba,” McMahon says. “ Everyone’s looking for efficiencies and a competitive edge and we get both through integration with Salesforce and by test driving and downloading applications from the AppExchange.”

Diverse Needs, Diverse Applications

When it needed an e-mail marketing system, Ariba again turned to the AppExchange for a solution. Again, integration with Salesforce was a key requirement. After exploring the different applications available on the AppExchange, Ariba decided to download and test drive ExactTarget’s ExactTarget for AppExchange, which allows users to view real-time tracking information at the lead and contact level, as well as at an aggregate level. 

Now, the Ariba marketing team uses ExactTarget to send e-mail to customers. When a customer clicks through, ExactTarget automatically sends an alert to an inside sales person who can then place a timely call to that customer. ExactTarget also provides executives with key metrics such as open rates and click-through rates so that future marketing messages can be honed for effectiveness.

“Online marketing is extremely important for Ariba,” McMahon explains. “ExactTarget has allowed us to approach prospective customers, but to also capitalize on click-throughs.”

Ariba has also taken advantage of many of the free applications among the more than 700 in the AppExchange marketplace. For example, Ariba is currently test driving Salesforce for Google AdWords, another free app that allows Ariba to measure the effectiveness of its Google advertising campaigns and Web site lead generation activity.

“If there is a need in our organization, we automatically turn to the AppExchange,” McMahon says. “The AppExchange makes me look like a hero to my boss. The free trial process makes it easy to justify the cost savings and takes the risk off of me. It also makes it a really easy buying decision because I’m not spending a lot of time trying to justify add-ons.”


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