Case Study: Lapine Group acquires new customers with 75% fewer resources with SAP Ariba

Acquiring New Customers with 75 Percent Fewer Resources

Lapine Group is a women-owned management consulting firm serving financial services, travel, and consumer products. The company faced a time-consuming, resource-intensive new-customer process—relying on word-of-mouth and networking, struggling to compete with larger firms, and finding it hard to identify efficient lead-generation tools and women-owned opportunities.

By using Ariba Network and Ariba Discovery to signal credibility, surface active buyer leads, and highlight their women-owned status, Lapine Group won a $50,000 engagement and shortened the sales cycle dramatically—reducing effort from 20 to 5 person-days (about a 75% reduction) and closing deals in a quarter of the usual time; they also discovered five suitable vendors via an RFP on the platform.

Lapine Group

Judy Honig

Managing Partner