|[January 29, 2013]
B&H Captures New Business Leads through Ariba
SUNNYVALE, Calif. --(Business Wire)--
Like many companies looking to generate leads, B&H
Photo, Video and Pro Audio, a leading retailer of imaging products,
relied heavily on direct marketing and inside sales. While these efforts
sparked some interest and requests for catalogs, they generally failed
to connect the company with buyers who were ready to make purchases.
Only a few percent of those targeted by B&H's e-mail campaigns, for
instance, actually responded to them. So the company began looking for new
channels through which it could turn up more qualified leads, and in
the process, boost its sales and revenue. And it found one in Ariba®
Discovery™, the premier service for matching business buyers and
sellers, offered by Ariba,
an SAP (News - Alert) Company and the world's business commerce network.
Delivered via the Ariba®
Network, Ariba Discovery simplifies the process of lead generation
by instantly matching buyer requirements to supplier capabilities. "With
minimal investment, we have already acquired more than $200,000 in new
business and many additional leads," said Barry Eisenberg, Business
Development - Contracts & e-Procurement, B&H Photo, Video, & Pro Audio.
And the company has done it in less time with fewer resources. "We
receive several qualified leads through Ariba Discovery every day and
are able to respond successfully within only 15 minutes," Eisenberg says.
Compared to email campaigns, the conversion rate that B&H gets from
buyers by using Ariba Discovery is "phenomenal," says Eisenberg. But the
quantity of leads isn't the real value of the service in his mind. "The
primary benefit is that they are qualified," he says.
In the past 12 months, more than $3 billion in new business
opportunities were offered through Ariba Discovery, over 15 million
leads distributed, and more than 15,000 matches between buyers and
selers made. And B&H stands poised to capitalize on this powerful
"Many companies doubted the Internet would ever become a viable tool for
business. But B&H knew better," said Tim Minahan Executive Vice
President, Network Strategy and Global Marketing, Ariba. "An early
adopter of the Ariba Network, B&H launched an online storefront through
which it has been able to more efficiently connect and collaborate with
its customers around the world. Using Ariba Discovery, B&H can gain fast
access to thousands of targeted buyers and expand its customer base, and
ultimately, its revenue."
B&H is the world's largest source for all of your Creative Technology (News - Alert)
needs including professional Photo, Video and Audio products. In
addition we also carry a vast selection of Security, IT, Multimedia,
Optics and A/V presentation equipment. We are a true "one stop shop" for
Corporate, Education and Government customers. For more information on
our products and services, visit: www.bhphotovideo.com/b2b.
About Ariba, an SAP Company
Ariba is the world's business commerce network. Ariba combines
industry-leading cloud-based applications with the world's largest
web-based trading community to help companies discover and collaborate
with a global network of partners. Using the Ariba® Network,
businesses of all sizes can connect to their trading partners anywhere,
at any time from any application or device to buy, sell and manage their
cash more efficiently and effectively than ever before. Companies around
the world use the Ariba Network to simplify inter-enterprise
commerce and enhance the results that they deliver. Join them at: www.ariba.com
As market leader in enterprise application software, SAP (NYSE: SAP)
helps companies of all sizes and industries run better. From back office
to boardroom, warehouse to storefront, desktop to mobile device - SAP
empowers people and organizations to work together more efficiently and
use business insight more effectively to stay ahead of the competition.
SAP applications and services enable more than 232,000 customers to
operate profitably, adapt continuously, and grow sustainably. For more
information, visit www.sap.com.
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