| Name: Jim Steele|
Title: Exec-VP Ariba Worldwide Sales
Company: Ariba Inc.
Location: Mountain View, Calif.
In Steele, Ariba got what it sought—a technology sales veteran—to oversee its 540 salespeople.
That’s a daunting task. While Ariba has begun to run in the black, some of its exchange clients are taking in less revenue than your average fancy restaurant.
BtoB: How will you lead Ariba’s sales force?
Steele: There is such a clutter in the b-to-b marketplace. Everyone’s claiming leadership. It’s confusing to our customers. Everybody’s sales pitch starts to look alike. We need to be very clear about what differentiates Ariba from the rest of the pack: the ability to execute.
BtoB: You oversaw IBM’s Asia-Pacific telecom business. How important is Asia to Ariba?
Steele: Asia is our fastest-growing region. Not too long ago, Ariba hired a president for our Japan operation and another executive to run the rest of Asia-Pacific. There’s lots of marketplace and consortium opportunities there. Ariba has great brand acceptance in Asia and we can leverage on that quickly.