B 2 B D J Kim Ariba Korea

B 2 B 추진 전략과 선진 구축 사례 D. J. Kim Ariba Korea A R I B A® C O N F I D E N T I A L 2001

구매전략 - 주요 현안(2) 4 Sourcing 전략 다양성 부족 품목 Volume Concentration Best Price Global Sourcing Relationship Restructuring Spec Improvement Direct Material Global Leaders Indirect Services Capital 품목 Direct Material Indirect Followers Services Capital A R I B A® C O N F I D E N T I A L 2001 5

구매전략 - 주요 현안(3) 4 구매 프로세스 개요 Identification New Item Sourcing Planning Execution Procurement Identify Potential suppliers Identify Cost Saving Opportunity Feasibility Assessment Review supplier market Request Contract Approve Obtain Supplier Info. Qualify Suppliers Contract Mgmt. Develop Sourcing Strategy Distribute RFQ Pay Bid / Nego. Select Supplier A R I B A® C O N F I D E N T I A L 2001 Order Receive Q&A Prioritize Sourcing Items Supply Management Write RFQ Identify New Sourcing items Contact Potential suppliers Existing Item Sourcing Contract Management 6 Highly time consuming & inefficient process Evaluate and Manage Suppliers Improve Supplier performances

구매전략 - 주요 현안(3) 4 Traditional Sourcing processes are costly for businesses: Manual processes are problematic, time consuming Supplier identification activities are tedious Writing RFQ and disseminating it manually requires extensive amount of labor work Duplicate Q&A needs non-productive irritating jobs Bidding/Selecting Supplier asks lots of work Price dependent on individual negotiation skills Negotiation with global suppliers in different time zone and communication is awful Poor sourcing knowledge results in higher cost for purchasing Effort is limited by constrained purchasing resources Sourcing is critical but highly time consuming job and requires many resources and labor work. Automating the process is essential to the sourcing activities A R I B A® C O N F I D E N T I A L 2001 7

구매전략 - 주요 현안(3) 4 Traditional Procurement processes are costly for businesses: Paper intensive works(PR, PO etc. ) Long time for Approval Lack of Control due to decentralized procurement No Economies of Scale • Lost Savings to Buyers Maverick Buying Procurement is paper intensive and highly time consuming repeatable job. It requires many resources and labor work. Automating the process is essential to the procurement activities A R I B A® C O N F I D E N T I A L 2001 8

AGENDA B 2 B 개요 B 2 B 필요성 구매 전략 e. Procurement 추진 사례 12

e. Procurement - e. Procurement 개념 B 2 B 공급업체 ENTERPRISE 전자 구매 조달 Internet e. Procurement Public Marketplace 통합 공급망 관리 (SCM) 전사 자원 관리 (ERP) 2001 물류 서비스 13 Internet 고객 Internet 금융 서비스 A R I B A® C O N F I D E N T I A L 고객 관계 관리 (CRM)

e. Procurement - Sourcing/Procurement Process 4 구매업무는 시간과 노력이 많이 요구되나 정보기술에 의해 개선할 영역이 많음. Internet enabled process automation Identification Planning Execution Contract Management Existing Item Sourcing Identify Potential suppliers Contact Potential suppliers Identify New Sourcing items Obtain Supplier Info. Identify Cost Saving Opportunity Review Supplier Market Develop Sourcing Strategy Feasibility Assessment Qualify Suppliers Distribute RFQ Request Contract Approve Contract Mgmt. Order Q&A A R I B A® C O N F I D E N T I A L 2001 Select Supplier Ariba Sourcing 14 Evaluate / Manage Suppliers Improve Supplier performances Receive Pay Bid / Nego. Prioritize Sourcing Items Supply Management Ariba Analysis Write RFQ New Item Sourcing Procurement Ariba Contract Ariba Buyer Ariba automates key processes with VCM solutions

e. Procurement - Procurement Value Chian 4 구매는 기업활동의 전체에 연계 4 구매업무의 주요 성공요인은 적기에 최적의 Supplier 선정 4 효율적 구매 프로세스 적용 4 협력업체 평가 및 근거에 의한 최선의 구매전략을 지속적으로 실행하는 것 4 Procurement PRODU CTION R&D SALES OUT-BND LOGISTC A/S MANAGEMENT SUPPORT - MRO(Operation / Office Supplies) - New Item - New Supp. - MRP Item - Spot Item Optimized Suppliers A R I B A® C O N F I D E N T I A L 2001 Effective Contract Mgmt. - Logistics - Payment SVC Automated Purchasing Process 15 - MRO (MNT & RPR) Supplier Evaluation New Procurement Strategy

e. Procurement - Ariba Enablers 4 Ariba는 기업의 Value Chain을 개선하고 구매업무의 부가가치 창출을 지 원 Optimized Suppliers Effective Contract Mgmt. Automated Purchasing Process Supplier Evaluation New Procurement Strategy Ariba Commerce Service Network Ariba DT/ Sourcing Completed A R I B A® C O N F I D E N T I A L 2001 Ariba Contract Ariba Buyer Completing 16 Ariba Analysis Ariba Marketplace

e. Procurement - Ariba Value Chain World 4 VCM delivers a more robust and complete ‘end-to-end’ Value chain offering to produce greater ROI for our customers 4 Ariba’s VCM solutions on Ariba platform are network centric applications and are integrated with enterprise solutions and also with trading partners via ACSN Legacy System Leverage ERP SFA Ariba Common Platform APS Enterprise A R I B A® C O N F I D E N T I A L 2001 VCM Enablers Supplier Service Suppliers Ariba Sourcing Customers Ariba Buyer Marketplace Ariba Contract Partners Ariba Analysis Ariba VCM Solutions 17 Service Providers Network Centric communities

e. Procurement - Ariba 제품군 적용 분야 목적 Ariba Buyer q 일상 구매 활동 (PR Approval PO Payment) q Catalog-based Transaction q 구매 프로세스 개선 q 구매 간접비용 절감 Ariba Sourcing q 전자 입찰 (RFQ Biddin Nego Contract) q Quote-driven Transaction q 최적 업체 발굴 q 구매 단가 절감 q 다자간 거래 q Dynamic Trading q Catalog & Quote q Public Marketplace q 수익 창출 q Transaction Management q Catalog Management q 부가 서비스(Logistics, Payment) q 거래 편의성 제공 q 신규 공급업체 발굴 기회 q 협력업체 비즈니스 기회 확대 Ariba Marketplace ACSN A R I B A® C O N F I D E N T I A L 2001 18

Thank You So Much djkim@ariba. com 19