Case Study: Ariba accelerates revenue growth and global sales enablement with Mereo

Ariba boosts revenue growth to 11% CAGR with Mereo

Ariba, a $450 million SaaS company, faced challenges transitioning its market positioning to "Cloud Commerce" and lacked the consistent sales processes and enablement needed to scale its global organization. They engaged services from Mereo, including Demand Progression and Sales Enablement, to address these issues.

Mereo implemented a new Ariba Commerce Cloud positioning, a messaging framework, and customized sales playbooks. They enabled over 225 sellers and instituted a custom sales methodology configured in Salesforce. These efforts helped transform the company, contributing to SAP's $4.3 billion acquisition of Ariba and fueling a revenue growth increase to an 11% CAGR over three years.

Ariba