the art of supplier onboarding

The Art of Supplier Onboarding

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Presenters

Andrés SuayHead of Network Growth Marketing

Mihir NanavatiSenior Vice President of Product

Agenda

▪ Intro

▪ Onboarding Process

▪ Success Stories

▪ Digital Marketing Examples

▪ Product Demo

Why is supplier onboarding so

critical to your success?

Total

supplier

base

Existing

suppliers

New suppliers

PO or high frequency

suppliers

Non-PO or low frequency

suppliers

PRIMARY ON-BOARDING APPROACH

Event-driven onboarding

PO “flip” to invoice

CloudScan

Campaign-based onboarding

White glove

Marketing automation

Supplier Registration

Composition of supplier base determines approach

5 unique keys to onboarding success

1. Modern marketing automation

2. “White glove” service

3. Superior supplier value

4. Consultative excellence

5. Event-based supplier onboarding

5 unique keys to onboarding success

1. MODERN MARKETING AUTOMATION

SUPPLIER

Email Campaigns

Direct Mail

Web

Presence

Webinars

DisplaySEM

PR

Social

5 unique keys to onboarding success

2. “WHITE GLOVE” SERVICE

5 unique keys to onboarding success

Free

Many ways to interact

Get paid faster

Online profile

Easy to use

Use with own suppliers

Transparency

Use with all customers

3. SUPERIOR SUPPLIER

VALUE

4. CONSULTATIVE EXCELLENCE

• Strategy development for multi-country

deployment

• Supplier communication best practices

5. EVENT-BASED SUPPLIER

ONBOARDING

Onboarding Process

Principles of a good onboarding campaign

We know your suppliers are precious to you, and onboarding is an

ongoing process. We encourage you to take joint responsibility for

onboarding to ensure long-term success.

Joint journey

Enforcing e-invoicing as a mandatory requirement will dramatically

increase supplier participation.Enforcement

Tailoring approach and approach to suppliers based on key

characteristics yields better results.

Supplier segments and multi-channel

onboarding

The campaign must be “high-energy” in order to build momentum quickly, and all communication should be authentic: simple, honest and to-the-point

Momentum and

authenticity

Status change, instant messaging and personal recognition are the best

way to motivate your suppliers

Give something

back

A good data set is vital to starting the process successfully. Ultimately, the time taken to reach the right decision-maker is the most important factor in achieving fast onboarding rates

Good data

On-boarding effectiveness improves exponentially when good email

contact data is available

Total unique suppliers = w - x

Email addresses = w – x - y

Valid email addresses = z

Need to enrich current supplier master data with valid email contact info.

After removing invalid, duplicate

and generic email addresses

Total suppliers in file = w

Campaign-based onboardingIntegration

Method

PR

Segmentation

of suppliers

based on

invoice

volume

Personal Workshop Webinar Email

campaign

Direct Mail

Extra small

(1-35)

Small

(36-120)

Medium

(121 – 600)

Large

(601 – 3000)

Extra large

(>3000)Upon customer

approval and budget

Standard offering

Web UI

Web

UI/Clou

dScan

Web UI

SFTP/F

TPS

API or

SFTP/F

TPS

API or

SFTP/F

TPS

Note: Campaign effectiveness depends on quality of data available (e.g., % of email addresses)

SEM/

Display

All onboarding efforts run in parallel

Week 1 Week

40Week

35

Week

30

Week

25

Week

20

Week

10

Week 5 Week

45

Email data enrichment

Week

15

Premium Suppliers outreach Premium Suppliers integration

Long Tail automated campaigns

Premium VIP supplier onboarding

Data quality

“Long Tail” onboarding

Email data enrichment Email data enrichment

Event-based onboarding

PO Flip CloudScan

If PDF streaming – start campaigns with

available email address

PR

EM

IUM

SU

PP

LIE

RS

Workshop /

webinar

invitation

Supplier

workshops /

webinar

Supplier

follow-up

weekly

Q&A

webinar

dial-in

Supplier engagementOn-going supplier support

Week 1 Week 9Week

8

Week 7Week 6Week 5Week 4Week

3

Week 2 Week

10

1 on 1

Supplier on-boarding

1 on 1

Supplier integration

High touch personal communications with premium

“White Glove” suppliers

Success Stories

3. World’s largest sports apparel brand:

36X faster than competitor

1. Global distribution and logistics

firm: 0% to 48% e-invoices

2. World’s largest healthcare

provider: 75X faster than leading

competitor

Tradeshift leads the industry in onboarding

1. World’s largest healthcare provider: 75X FASTER THAN

leading competitor

• Prior to Tradeshift, only 100 of NHS’s

suppliers were electronically onboarded by a

leading competitor over 4 years

• Tradeshift has already onboarded 2,794

suppliers in 18 months

• CloudScan is the next tool to be used to

convert suppliers from paper to e-invoices

Tradeshift leads the industry in onboarding

• Phase one: from zero to 48% of the 3M

invoices in scope

• 1.4M invoices now received

electronically

• 33% of the labor time in scope has been

reduced

• 21 of 63 FTEs handling invoices were

redeployed

• Invoice handling increased from 4,000 to

6,000 per person, per month

2. Global logistics provider: 0% TO 48% E-INVOICES

Tradeshift leads the industry in onboarding

3. World’s largest sports apparel brand: 36X

faster than leading competitor

• Prior to Tradeshift, 8% (350) of North

American suppliers (4,400) were

onboarded by leading competitor over

4 years

• Tradeshift has already onboarded

94% (4,176) of the suppliers in 16

months

• Full scope of 5,000 workflow users are

already live after 7 months

• On track for total business case

savings of $30M, with additional risk

avoidance savings TBD

Tradeshift leads the industry in onboarding

Digital marketing examples

Example: http://de.tradeshift.com/supplier/dhl/

Tools to onboard suppliers: landing page

Tools to onboard suppliers: Olark (example)

Can also be implemented on your own sites

Tools to onboard suppliers: info on your own site

Example: http://www.sbs.nhs.uk/home/working-with-suppliers

Events Driven Onboarding

Various product events drive supplier onboarding

Receiving Purchase Orders Sending PDF invoices as email attachments

From scanned paper invoices Supplier initiated connection request

Receiving Purchase Orders

Receiving Purchase Orders

Receiving Purchase Orders

Receiving Purchase Orders

Sending PDF invoices as email attachments

Sending PDF invoices as email attachments

Sending PDF invoices as email attachments

Sending PDF invoices as email attachments

Sending PDF invoices as email attachments

From scanned paper invoices

From scanned paper invoices

From scanned paper invoices

From scanned paper invoices

Supplier initiated connection requests

Supplier initiated connection requests

Supplier initiated connection requests

Supplier initiated connection requests

Supplier initiated connection requests

New Supplier Sign Ups

“There is a very common and big pain around managing Vendor Master

Data / Supplier Portal. It’s something that usually has no owner, very

painful to update - garbage in/garbage out. Not a simple database

problem, it’s an upstream problem reliable on business users to comply

upstream. Some people are using third party firms to manually clean

up data. And people would love to have this problem taken care of

magically - if we could provide a supplier portal that each supplier could

update their own info including W9/W8, this would be a data-as-a-

service that would be very valuable.”

- Tradeshift buyer

Eltec Inc. requires your company Staples Advantage to

join the Eltec Supplier Network on Tradeshift

As a supplier to Eltec Inc. you must complete the supplier registration via Tradeshift to be

able to do business with Eltec.

After completing the supplier registration it will be validated by Eltec Inc. within 5-7

business days. Any questions you may have can be sent to your contact person Mihir

Nanavati, mna+salesus_buyermaster@tradeshift.com, or simply as a reply to this email.

Total

supplier

base

Existing

suppliers

New suppliers

PO or high frequency

suppliers

Non-PO or low frequency

suppliers

PRIMARY ON-BOARDING APPROACH

Event-driven onboarding

Campaign-based onboarding

Supplier Registration

Summary

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✔

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The Art of Supplier Onboarding

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• Slides and recording will be sent out afterwards