Case Study: Proforma IdeaPress achieves 40% faster lead time with SAP Ariba (Ariba Discovery)

Getting Hot Leads Drives Down Lead Time by 40 Percent

Proforma IdeaPress, a Proforma franchise and leading supplier of print and promotional products, faced challenges identifying buyers with current purchasing needs and expanding accounts within large organizations. Traditional marketing and purchased leads produced low-quality matches, the new-customer process required many touches, and the company lacked visibility across enterprise buying teams.

By adding Ariba Discovery to its existing Ariba Network workflow (including the Discovery Advantage package), Proforma IdeaPress began receiving targeted lead alerts, greater buyer visibility, and tools to highlight its Green Initiative status. The company won multiple contracts — including a $500K+/year deal and a $200K+ project, was shortlisted for a $1M order, hired six new employees and expects to add three more — and cut average touches per lead by 70% and lead time by 40%.

Proforma IdeaPress

Pratt Pande

Owner