Case Study: CED achieves new customer wins and higher win potential with SAP Ariba’s Ariba Discovery

Finding New Well-Matched Opportunities and Increasing Potential to Win

CED, a supplier of electrical products to customers ranging from residential contractors to federal agencies, struggled to find well-matched new customers, make prospects aware of its full product range, and frequently spent time preparing quotes without a clear understanding of buying intent.

By creating an AribaDiscovery profile with appropriate commodity codes after learning about it from a government customer, CED began receiving daily, highly relevant opportunities from buyers they wouldn’t have found otherwise. The company won a $15,000 sale with repeat potential, secured several smaller new-client orders, and now spends less time on low-probability quotes by focusing on higher-potential opportunities.

CED

TJ

Sales Specialist