Case Study: B&H Photo achieves 300% sales growth with SAP Ariba solutions

B&H Photo Driving Top-Line Growth Through Online Marketing and Ariba Punchout

B&H Photo, a New York–based retailer of cameras, video, audio, computers and electronics, faced stalled account growth because its 500‑item CIF catalog was obsolete and hard to use. When a major customer required transactions over the Ariba Network, B&H saw an opportunity to expand online marketing, improve procurement integration, and drive top-line growth while reducing costs.

B&H implemented SAP Ariba solutions — deploying Ariba Punchout, joining the Ariba Ready Platinum program, using Ariba Discovery, forming an internal marketing team, and replacing the CIF with a 40,000‑item punchout catalog. The changes boosted sales 300% in three years, increased per‑order revenue through upselling and cross‑selling, cut the sales cycle by 75%, accelerated payment cycles by 20–30 days, generated about $200K in additional business from Discovery, and expanded account access without growing headcount.

B&H Photo

Barry Eisenberg

Business Development Contracts & e-Procurement