Case Study: Integrated Building Maintenance achieves 35% more prospects and 20% more qualified leads with SAP Ariba

Gaining 35 Percent More Prospects and 20 Percent More Qualified Leads

Integrated Building Maintenance, a U.S. commercial property services firm committed to environmentally responsible operations, struggled to find buyers with immediate purchasing needs: its email, online and social marketing produced many website inquiries but few active opportunities, and several e-procurement platforms failed to showcase the company’s differentiators.

By adding Ariba Discovery and the Advantage Plus package to its long-standing Ariba Network presence—complete with email alerts, unlimited responses, consulting and event engagement—the company boosted visibility, emphasized its tech capabilities and green initiatives, and improved its profile. Results included a 35% larger prospect funnel, leads about 20% more qualified, average buyer response rates of 15%, a secured $500K snow-removal contract with potential expansion to $1.4M, and shortlisting by another major retail chain.

Integrated Building Maintenance

Taylor Gifford

National Sales