©2009 Ketera Technologies, Proprietary and Confidential

7 Tips for Success eProcurement Implementation

November 17, 2009

©2009 Ketera Technologies, Proprietary and Confidential

Agenda

• Introductions

– Chris Newton – VP Marketing, Ketera

– Joe Ozuna – Manager, eProcurement, Con-way Enterprise Services

• Learning from Con-way’s experience

©2009 Ketera Technologies, Proprietary and Confidential

The Ketera Network

©2009 Ketera Technologies, Proprietary and Confidential

The Ketera Network

©2009 Ketera Technologies, Proprietary and Confidential

Con-way’s ExperienceeProcurement

©2009 Ketera Technologies, Proprietary and Confidential

Procurement Challenges

•Paper-based purchasing process

– Error prone & costly to maintain

– Hard to process orders for items with complex configurations (uniforms)

– No visibility into spending patterns

– No control over maverick spending

•Long time to settle invoices

•Limited resources

– Procurement

– IT

•Diverse and geographically dispersed organization

©2009 Ketera Technologies, Proprietary and Confidential

On-Demand Solution

•Procurement

•Catalog management

•Integrated P-card reconciliation

©2009 Ketera Technologies, Proprietary and Confidential

Results

•Over $300 million in spend managed

– 200,000 purchase orders

– 425,000 P-card purchases

– 2.6 million line items

•Invoice processing cost down 85%(from $35 to $5 per invoice)

•Maverick spend dropped significantly

©2009 Ketera Technologies, Proprietary and Confidential

Tips & Best PracticeseProcurement

©2009 Ketera Technologies, Proprietary and Confidential

Tip #1: Secure Executive Sponsorship

•Clear vision communicated to direct team and upper management

•Broad understanding of the “Big Picture”

@ Con-way:

• VP Procurement led initiative based on corporate business targets

©2009 Ketera Technologies, Proprietary and Confidential

Tip #2: Leverage On-Demand Solution

•Speeds time to ROI (maintains executive support)

•Achieve goals with limited resources

•Embedded industry standards and best practices

@ Con-way:

• Implementation only required minimal IT consultation

©2009 Ketera Technologies, Proprietary and Confidential

Tip #3: Be Prepared

•Work with IT to understand technical specifications

– Integration of Automated Payment tools(American Express) and Payables system (Oracle)

•Talk with Finance to understand requirements

•Focus on strategic suppliers

– Large transaction volume

– Large dollar amounts

– Technically capable of participating

©2009 Ketera Technologies, Proprietary and Confidential

Tip #4: Communicate the Plan

•Work with all stakeholders

– Senior Management

– Procurement

– Finance

– IT

– Pilot users

– Later adopters

•Inform them about upcoming changes

•Solicit continuous feedback

©2009 Ketera Technologies, Proprietary and Confidential

Tip #5: Build a Great Team

•Choose Team members carefully

– Must understand the vision and ultimate goal

– Must be motivated to make it a reality

•Enlist your “Power Users” as pilot users

– People who order a lot & will give honest, constructive feedback

©2009 Ketera Technologies, Proprietary and Confidential

Tip #6: Consider Adoption & Training

•Should feel like eCommerce shopping at home

– Should not look like an accounting system

•Minimal training requirements allow for a quick rollout

@ Con-way:

• 1800 users

• Across every state

• In large & small service centers

NO UI TRAINING REQUIRED

©2009 Ketera Technologies, Proprietary and Confidential

Tip #7: Lock-in early, demonstrable ROI

•Workflow for order approval routing

•New suppliers and services available

•Dramatically reduced invoice processing turnaround time

•Detailed visibility into what is being purchased

©2009 Ketera Technologies, Proprietary and Confidential

info@ketera.com

www.ketera.com

Questions?eProcurement