Sunnyvale, CA & Atlanta, GA

Ariba is a $450 Million Software-as-a-Service (SaaS) Company and Operating Unit of SAP (NYSE: SAP)

  • Need to transition from antiquated market positioning (spend management) to “Cloud Commerce” on the Network in order to maximize shareholder value and accelerate revenue growth
  • Lacked the support required to develop and enable the global sales organization on a new go-to-market platform, including training new account managers and further developing existing sales talent
  • No consistency in sales process limiting the ability to scale globally, improve productivity and achieve forecast accuracy
  • Acquired by SAP at end of 2012 for $4.3 billion (from market capitalization of $718 million in 2009) after transforming company through the Ariba Commerce Cloud positioning, a corresponding buyer-level messaging framework and sales kit for engaging clients with a consistent, differentiated message
  • Ramped revenue growth from 3% YoY in 2009 to a CAGR of 11% (2009-2012) fueled by the training of over 225 members of the global sales and service organization with the Ariba Commerce Cloud positioning and related sales playbooks
  • Instituted a custom sales methodology that was configured in the Sales Force Automation system ( resulting in greater productivity and higher forecast accuracy

“Mereo’s ability to understand the business that we’re in, the market we’re after and the specifics around selling what we sell – and then tailor the revenue performance blueprint to all those facets has been a game changer for Ariba.”

Chief Operating Officer & Senior Vice President, Global Sales Operations