Client: 

Ariba

Location: 

Sunnyvale, CA & Atlanta, GA

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

Challenges
  • 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
Results
  • 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 (Salesforce.com) 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.”

MARK SCHMITZ
Chief Operating Officer & Senior Vice President, Global Sales Operations