Understanding and Assumptions

Prospect is based in Indonesia with a large footprint and presence in

Taiwan, Indonesia, Malaysia and Vietnam, all foresaid Geographies are in
scope
Prospect is from Manufacturing industry vertical
Prospect has already seen product demo and bought into the Coupa value
proposition
Scope has been confirmed to be Source to Pay
Analytics, Inventory, Budgeting, Expense Management have been
considered out of scope
Organizational change Management has been considered out of scope
Audience is a combination of IT and Business representatives
Assuming that I am a Coupa employee- have used publically available
presentation
template and coupa related material for presentation
1
coupa.com

Coupa Spend Management Suite

Source-to-Pay

Agenda

Coupa Overview

Connected Enterprise

Process Coverage

Supplier Network

Key Differentiators

Support Services

Unified Cloud
Platform

Learning &
Optimization

Implementation
Approach

Trust Coupa

Success Team

Accreditations &
Customers

coupa.com

Coupa Overview
FOUNDED IN 2006
HQ IN THE CAPITAL OF TECHNOLOGY INNOVATION:
SILICON VALLEY, CA
500+ GLOBAL CUSTOMERS IN OVER 100+ COUNTRIES
Valued at More than USD 1 Billion
17 Offices in 12 Countries and growing
290+ Technology and Implementation Partners World
Wide
800 + Employees Worldwide
Our Mission To Deliver Savings-As-A-Service that
Delivers Profitability
4

coupa.com

What We Are Today

coupa.com

Coupa
Savings-As-A-Service

Connected Enterprise

Coupa Overview

Process Coverage

Supplier Network

Key Differentiators

Support Services

Unified Cloud
Platform

Learning &
Optimization

Implementation
Approach

Trust Coupa

Success Team

Accreditations &
Customers

coupa.com

Coupa Spend Management Suite

coupa.com

Generic Procurement Process Flow

Coupa Fitment
Contract
Management
Supplier
Informati
on

Supplier
Supplier
Informatio
Informatio
n
n

Contract
Contract
Negotiatio
Negotiatio
n
n &
&
Authoring
Authoring

Supplier
Supplier
short
short
Listing
Listing
Requirem
Requirem
ent
ent &
&
Specificati
Specificati
on
on

Invite
Invite
Bid/RFQ
Bid/RFQ

Sourcing

Compare
Compare
Quote
Quote &
&
Select
Select
Vendor
Vendor

Catalogue
Catalogue
Listing
Listing
Self
Self Service
Service
//
Expense/Ma
Expense/Ma
terial
terial
Requisition
Requisition
s
s
Place
Place
Purchase
Purchase
Order
Order

Inventory
Inventory
Check
Check

Procurement
Invoicing

Track
Track &
&
Receive
Receive
Shipment
Shipment

Invoice
Invoice
Processing
Processing

Payment
Payment
Authorizat
Authorizat
ion
ion

Analytics

Procurem
Procurem
ent
ent &
&
Spend
Spend
Analysis
Analysis

Inventory

Up Stream
8

Down Stream
coupa.com

Coupa
Savings-As-A-Service

Connected Enterprise

Coupa Overview

Process Coverage

Supplier Network

Key Differentiators

Support Services

Unified Cloud
Platform

Learning &
Optimization

Implementation
Approach

Trust Coupa

Success Team

Accreditations &
Customers

coupa.com

Key Differentiators

User Adoption
Best Platform Adoption
Rates
delivers true spend
under mgmt (88%
Coupa vs. 40% Others)
Learn Once, Know
Everywhere
Industry leading
usability and
consistency for minimal
training

10

Coupa Supplier
Network

Better ROI &

Lower TCO

More Electronic
Transactions Get
unparalleled supplier
adoption

Highest Return on
Investment
with average time to
value of < 6 months

Better Supplier
Relationship
Avoid
mix ups and handle
status inquiries &
issues electronically

Lower Total Cost of

Ownership No upfront
costs; Pay monthly
subscription as per
usage

coupa.com

Key Differentiators

Mobility
100% Mobile Platform
drives full adoption and
fastest approval cycle
times (<1 day)
Notifications &
Approvals
auto Notifications Let
every one in chain know
the status

11

Single Unified
Platform
Singular Organic
Platform
Each app informs one
another
and no integration cross
module
Strategic Extension to
ERP(s)
Very flexible integration
model
for todays and future
needs

Cloud Driven
Success
Rapid Deployment
Multitenant Cloud
Solution easy to Deploy
Rapid Rate of
Innovation
3-4 business
maintainable
platform releases per
year

coupa.com

Enhancing User Experience

Features

12

Benefits

Consumer
Shopping
Interface

If an employee can answer the question

what do you need?, they know how to
use Coupa. Its that simple.

Actionable
Email
Notification
s

Coupas notification emails are directly

actionable with no login required.
With a single click, managers can review
and approve POs, invoice payments and
expense reports,
Suppliers can create an invoice or
acknowledge an order right from the
emailed PO.

BusinessOwned
Configuratio
n

From a platform-wide approval workflow

engine to drag and drop custom fields for
any object, Coupa is business-configurable
without requiring IT.

One User
Experience

Learn once, know everywhere. Coupa has a

consistent interface that requires minimal
training.

100%
Mobile

Full browser functionality on any device

iOS and Android apps to enhance the
mobile experience for key functions
coupa.com

Coupa
Savings-As-A-Service

Connected Enterprise

Coupa Overview

13

Process Coverage

Supplier Network

Key Differentiators

Support Services

Unified Cloud
Platform

Learning &
Optimization

Implementation
Approach

Trust Coupa

Success Team

Accreditations &
Customers

coupa.com

Coupa Unified Platform

14

coupa.com

Features of Coupa Platform

FEATURES

BENEFITS

One Code Line

One code line means no custom one-offs, which

increases innovation, simplifies support and speeds
updates for all customers.

Pre-Integrated
Applications

Stop fighting with poorly integrated software.

Every component of the Coupa platform is pre-integrated
and designed to work with the rest of the platform.
Subscribe to what you need; add on later with simple
configuration

One Instance, Many

ERPs

One Coupa instance, unlimited back ends and charts of

accounts. One interface layer across all your ERPs, means
unparalleled business agility, visibility, adoption and
compliance.

One Administration

From drag and drop custom fields for any object to a

platform-wide approval workflow engine, Coupa provides a
one stop shop for business-owned configuration

One User Experience

Learn once, know everywhere. Coupa has a consistent

interface across the entire platform.

100% Mobile

Full functionality on any device, iOS and Android apps to

enhance the mobile experience for key functions, and
coupa.com
actionable notifications for direct action from email.

15

Coupa
Savings-As-A-Service

Connected Enterprise

Coupa Overview

16

Process Coverage

Supplier Network

Key Differentiators

Support Services

Unified Cloud
Platform

Learning &
Optimization

Implementation
Approach

Trust Coupa

Success Team

Accreditations &
Customers

coupa.com

Project Governance

Steering Committee
STEERING COMMITTEE.

(meeting bi-weekly)

Business Critical Design Decisions

Business Critical Impact decisions
Overall Business Case
Final go/no-go for rollout

Core Team/Program Board

(weekly

meetings)

Overall management of the programme

o Plan , costs, resources, business case etc

CORE TEAM

Develops designs and solutions for

recommendation to Steering
Manage risks/issues
Recommends go/no-go to Steering
Committee

Function Streams

17

(Weekly Meetings)

Day to day management of the programme delive

for the individual function stream
Review design, project plan with respect to projec
impact
Providing Business and Functional Area expertise
advice
coupa.comManagement of Risk and Issues

Roll Out Strategy

A phased cut-over & phased implementation balances the risk of new system adoption with the
necessity of committing an organization to change. An example phased approach is something like
what we have outlined below.
Phase I: Create real business transactions
Highlight to your management and to your users that you bought the system and in a few days are able
to create real Purchase Orders through Coupa.
Customers have been able to go through the on-line training and Quickstart to achieve early successes in
a matter of a couple of days!

Phase II: Bring on divisions/departments

As you have started with immediate business success in Phase I, start the process to rollout to new
divisions, departments, and or even by commodity. We can guide you in recommendations on how to
conduct this rollout.
Customers have brought on other groups within a couple of weeks of Phase I, after they have been
trained and business processes were ironed out.

Phase III: Layer on different business flows and integrations

Now that you have brought on a variety of groups within the system, the next phase is to layer on the
more complex business processes and also any integrations that you may want to incorporate with 3rd
party systems

18

coupa.com

Coupa- Implementation Methodology

Gover
n
Activities
Identify
Project
Identify Project
Team
Team
Develop
Develop Project
Project
governance,
governance, Project
Project
Plan
Plan
Define
Define Success
Success
Metrics,
Metrics, Roles
Roles &
&
Responsibilities
Responsibilities
Schedule
Schedule Weekly
Weekly
Status,
Status, Executive
Executive
Steering,
Steering, and
and
Project Kickoff
Kickoff
Project
Deliverables
Meeting
Meeting
Create
Detailed
Develop
Change
Create a
a Change
Detailed
Develop
Statement
management
Statement of
of Work
Work
management
Strategy
Project
Plan
&
Project
Plan
&
Strategy
Charter
Charter
Requirement
Requirement
gathering
gathering
templates
templates
Communication
Communication //
Training
Training Strategy
Strategy &
&
Templates
Templates
19

Align
Activities
Project
Kick off
off
Project Kick
Hands-on
product
Hands-on product
workshops
workshops
Review
Review of
of SOW
SOW
Business
Process
Business Process
Analysis
Analysis
Finalization
Finalization of
of
Change
Change
management plan
plan
management
Discussion
on
Discussion on Roll
Roll
Out
Strategy
Out Strategy

Deliverables

Configu
Project re
Management

Deploy

Integra
te

Activities

Activities

Activities

Configuration
Configuration of
of
Sandbox
Sandbox as
as agreed
agreed
during
during align
align phase
phase
Creation of
of
Creation
Configuration
Configuration
Document
Document
Coupa
Coupa led
led hands
hands on
on
training
training
Migration
Migration of
of setup
setup
data
in
the
data in the sandbox
sandbox
env.
env.
Finalization of
of
Finalization
Integration
Integration
Deliverables
requirement
requirement
Standalone
Standalone
configured Sand
Sand
configured
box
environment
box environment
Configuration
Configuration
Document
Document
Training
Training Document
Document

of
Identification
Identification of
Business
objects
Business objects to
to
be
integrated
be integrated
Map
Map Data
Data from
from
Coupa
to
target
Coupa to target
systems
systems
Build
Build Integrations
Integrations
Unit
&
Unit & Integration
Integration
Testing
Testing
Supplier
Supplier
Enablement
Enablement
Coupa
Coupa Integration
Integration
Training
Deliverables
Training

Acceptance
User
User Acceptance
Testing
Testing
CutCut- over
over and
and Move
Move
to Production
Production
to
Collection
Collection of
of Data
Data
for
optimization
for optimization
Hypercare
Hypercare and
and
Transition
to
Transition to
Customer Success
Success
Customer

Integration
Integration
Requirement
Requirement
Document
Document
Integration
Integration
architecture
architecture
diagram
diagram
Unit
Unit &
& Integration
Integration
Testing
Testing completion
completion
document
document

Final
Sign off
off
Final Sign
Document
Document
Data
Data Migrated
Migrated to
to
Production
Production

Coupa
Coupa sandbox
sandbox
(testing)
(testing)
environment
environment
Document
Document Outlining
Outlining
the Key
Key Decisions
Decisions
the
for
for your
your Business
Business
flows
flows
Online
Online Training
Training
Starts
Starts
Change
Finalized
Finalized SOW
SOW

Deliverables

Management

coupa.com

How Coupa Professional Services Helps you

Coupa will work with you to tailor the implementation as you see fit for your
organization.
Helps you in defining success metrics and your project plan
Work with you to develop a change management strategy that's right for your company, executive involvement,
and then document and track the strategy as part of the project plan
Conduct Hands-On workshops for the project team as a part of aligning your goalsand your success metrics with
the best practices we have seen first hand through the use of our technology.
We work with you to complete Business process analysis. We will use this information to provide advice on
thebest practices and help you decide on how Coupa will be used in your company.
Configure the Coupa application as per the signed off Business Requirements
Help you in finalizing the integration requirements and carry out integration of Coupa with other ERPs
Carry out Master Data set up
Support to Supplier Enablement
Create Documents Business Analysis , Configuration
Support to User Acceptance testing
production system setup and configuration, including all the supplier setups we did as part of the on-boarding
process.
Collection of Master and transaction data to optimize the system post Go-Live
Transition to Customer Success team

20

coupa.com

Coupa
Savings-As-A-Service

Connected Enterprise

Coupa Overview

21

Process Coverage

Supplier Network

Key Differentiators

Support Services

Unified Cloud
Platform

Learning &
Optimization

Implementation
Approach

Trust Coupa

Success Team

Accreditations &
Customers

coupa.com

Coupa Customer Success Model

Identify your Success

Success

Goals

Deployment

Definition of your Success

Goals
Identification of Success
Metrics

Identify

Deploy

Can you realize savings in

other areas
Do we need to identify
22
new Success Goals

driven

Decisions support your Success

Goals
Dont replicate business
inefficient & ineffective
processes. SIMPLIFY!

Success
Goals

Assess your Success

Goals

Goals

Measure your Savings

Review

Measure

progress!

Quarterly Savings Success

Reviews
Define and record your
coupa.com
adoption
priorities for the

Your Coupa Success Team

Once your firm becomes a Customer of Coupa. Coupa will provide you a team of
professionals who will work hard along with you to make sure that you are successful
with Coupa.
Customer Success
Managers

Technical Account
Managers

Technical Support

Your Customer Success

Manager (CSM) works with you
at a strategic level to maximize
Coupa
During implementation Team
will meet with you to measure
and document your top metrics
that define Success and
measure progress
Team will meet you periodically
post implementation to review
progress, refine goals
keep you up to date on current
offerings and ensure strategic
alignment.
CSM will be responsible for
listening your needs and
bringing resources from Coupa
to meet those needs and
23
ensure success

Ourin-house solutionsteam
with high technical aptitude,
extensive Coupa product
knowledge and a deep
understanding of purchasing
and procurement.
They listen to your needs and
act as a bridge with Coupa
Product Management,
Development, Operations,
Sales or anyone else at Coupa
Example of how TAM help
customers
Assistance in Coupa
Expansion
Helps in Integrating
Coupa
Address recurring issue
Identify and helping to
eliminate manual

To help resolve all of your post

implementation issues and
questions with a tactical focus
on Coupa Service,
Integrations, and Operations
related requests
The Technical Support team is:
If you have any
questions or are having
problems operating the
Coupa system
Point of contact for the
Coupa administrator and
any designated support
contact(s)
If you have questions
about Coupa
functionality or would
like to discuss best
practices
coupa.com

Coupa
Savings-As-A-Service

Connected Enterprise

Coupa Overview

24

Process Coverage

Supplier Network

Key Differentiators

Support Services

Unified Cloud
Platform

Learning &
Optimization

Implementation
Approach

Trust Coupa

Success Team

Accreditations &
Customers

coupa.com

Coupa Integration
Coupa platform is highly flexible and allows its customer to integrate Coupa with any
3rd party software in market.
Coupa supports integrations with third-party systemssuch as SAP, Oracle, NetSuite, Emptoris, Bank Card
integrations with AMEX, BOA, etc. to name a few
Through these integrations, Coupa allows its customers to build streamlined workflows while continuing to
leverage different systems that offer best-in-class capabilities in their domain.
Coupa offers integration through following 2 ways
1. Flat File Integration
2. REST API

Flat File Integration

In the standard flat file integration approach, the data from Coupa is extracted into a pre-defined format and
deposited on a Coupa hosted SFTP site. The middleware on the client side picks up the file, transforms that data
and loads it into ERP. The data from ERP is extracted and transformed into Coupa standard file formats and
deposited on the Coupa hosted SFTP by the client middleware system. Coupa then picks up the file and loads
thedata into Coupa.

Rest API Integration

With the API approach, the client middleware system calls theCoupa REST API to extract data from Coupa,
transforms the data and loads it into ERP. The data from ERP is extracted and transformed by the middleware and
then loaded into Coupa usingthe Coupa REST API

25

coupa.com

Integration Services
Our integration team brings many years of experience as well as an extensive toolset to your project to make
sure that your integration phase goes smoothly.
we will work with you to design, build, and test the integration
Each Coupa implementation includes a data modeling exercise to define the data flows needed to support endto-end business processes across Coupa and the necessary 3rd party systems.
Integration with Multiple ERP - Together with our customers, weve integrated with over 60 ERP software
systems. Managers and analysts get a consolidated view of spend and savings opportunities across the entire
company.
The typical business objects that are brought into Coupa from a 3rd party system are:
Suppliers
Accounts
Users
The typical transactional objects that are brought into the 3rd party system from Coupa are:
Invoices
Invoice Payments
Purchase Orders
Expense Reports (Expense management only)

26

coupa.com

Coupa
Savings-As-A-Service

Connected Enterprise

Coupa Overview

Supplier Network

Process Coverage

27

Key Differentiators

Support Services

Unified Cloud
Platform

Learning &
Optimization

Implementation
Approach

Trust Coupa

Success Team

Accreditations &
Customers

coupa.com

Coupa Open Business Network &

Supplier Enablement
Coupa Open Business
Network

Coupa Supplier Enablement

Coupa has many different ways to interact with your suppliers, such as:
o Coupa Supplier Network
o cXML
o EDI
o Spreadsheet
In case any of the supplier is already interacting electronically, Coupa will use the same method and format to
interact with that Supplier

Infrequent or change averse suppliers may choose to use Coupa patent-pending Supplier Actionable Notifications,
or to simply send Email to your Coupa inbox

Coupa enablement experts will work with you to determine the best way to work with you and your
suppliers like In some cases we help companies on-board all their suppliers, contacting each of them to explain the options
available to them and the benefits of transacting online.
In other cases contact a subset of your suppliers, or train your internal teams on how to engage
with suppliers
coupa.com
28
and explain the benefits.

Coupa
Savings-As-A-Service

Connected Enterprise

Coupa Overview

Supplier Network

Process Coverage

Support Services

Key Differentiators

29

Unified Cloud
Platform

Learning &
Optimization

Implementation
Approach

Trust Coupa

Success Team

Accreditations &
Customers

coupa.com

Coupa Support Services

Coupas support team is there to smooth out bumps in the road, as well as to adjust plans and
configurations as priorities change and new opportunities emerge.
Coupa Support is a skilled, global team dedicated to solving any issues that you run into after go live.
We work with you to understand the problems you run into and find ways to get them solved so that you can get
back onto the road to success as fast as possible.
Support engineers work closely with Coupas operations and development teams to isolate issues and provide
speedy resolutions as only a true cloud provider can.

Global Support
We are a global organization of certified experts operating in multiple languages in different support centers
around the world. With multiple support centers across the globe, we have you covered any time, any day of
the week.

Online Support Portal

Support Portal includes an online knowledge base and a variety of best practices and other resources, as
well as letting customers submit support tickets.

Live Phone Support

Customers can feel sure knowing that they can turn to a live Customer Success agent to help them with
questions on their usage of Coupa

Designation of Support Contacts

Each customer will designate a Coupa administrator and establish one or more Coupa experts within their
organizations who can answer questions and resolve issues as needed when they arise from employees
within the company. When needed, the designated support contacts will contact the Coupa support team for
assistance.
30

coupa.com

Coupa Support Services

Support Levels
Coupa offers three different support levels to best meet your needs. Whether you need many support
contacts or fast response times, we have you covered. Our structure is built to support the largest
companies in the world to smaller companies.

Severity Levels

Well defined severity levels help to ensure that any issues that customers may experience are prioritized
appropriate

Coupa Severity Levels are as follows

Level 4: Service Requests such as sandbox refreshes, SSO setups, etc..

Level 3: Error that results in common functionality experiencing an intermittent problem or a consistent
failure in less common functionality.

Level 2: Serious error that results in a major function of the Service suffering a reproducible problem causing
either major inconvenience to users or consistent failure in common functionality.

Level 1: Severe error that results in the Service being completely unavailable and halting transactions with
no workaround.

31

coupa.com

Coupa
Savings-As-A-Service

Connected Enterprise

Coupa Overview
Process Coverage

Supplier Network

Key Differentiators

Support Services

Unified Cloud
Platform

32

Learning &
Optimization

Implementation
Approach

Trust Coupa

Success Team

Accreditations &
Customers

coupa.com

Coupa Learning
Coupa offers a multitude of learning solutions to help its customers be successful. Customers have
access to free, self-paced, online learning of the Coupa Suite.
Learning Event
Every week one can attend a free webinar covering different topics including new releases and customer stories.

Customer e-Learning
Customers can access Coupa's e-learning library through our Customer Learning Portal.e-Learning portalhas
courses designed to help you become successful in your Coupa role, whether you're new to the project team on the
implementation, have questions surrounding how an object works, or would like to learn more about other Coupa
products in the Coupa Suite - we have eLearning content available at your fingertips.

Keep it Simple
Coupas Keep it Simple Webinarsareone hour where customers share their success stories. The purpose of the Keep
it Simple Webinars areto share how other customershave been able tosimplify theircomplex process, met a critical
business need, or solvea logistical challenge by using Coupa.

Coupa Certification
Coupa offer in-person certification training throughout the year. Our Certification courses will teach you all the skills
needed to set up and optimize a Coupa Suite. You'll learn about settings, configurations, roles, ideal workflows and
best practices to mapping your business processes to Coupa.

33

coupa.com

Optimizing Coupa
Cloud Health Checkup
The Coupa Cloud health check is designed to assist Coupa customers with identifying areas of improvement, and
promote the efficient and effective use of the Coupa cloud software solution
Key Activities of Health check up are Configuration and Solution usage analysis
Coupa Configuration review
Success Metric Review
Business Process Review
Coupa Cloud Solution recommendations

Halftime with Technical Account Manager

Halftime is used to review the initial game plan and determine if adjustments need to be made to optimize
success for the rest of the game.
Lets take a halftime break and really think about your current implementation of Coupa and how we might make
adjustments to ensure ongoing success. The Coupa Technical Account Management team is a group of experts in
on-the-ground best practices Coupa configurations.

Measuring Success
How to quantify success so you can show the value of your work using dashboards, benchmarks, and create your
own savings program!
Benchmarking - With meaningful benchmark analysis, you can learn from the experience of others and apply
that learning to making more informed spend management decisions
DashBoard - With real-time graphical views, Coupas Dashboards provide critical insights to spending
management performance, supplier performance, liquidity and more.
Learn to manage your suppliers by optimizing your processes, greater data management, and understanding
your supplier base

34

coupa.com

Expand Usage - he key to success with Coupa is ensuring people are using it to find what they need.

Coupa
Savings-As-A-Service

Connected Enterprise

Coupa Overview
Process Coverage

Supplier Network

Key Differentiators

Support Services

Unified Cloud
Platform

Learning &
Optimization

Implementation
Approach

Trust Coupa
Accreditations &
Customers

Success Team

35

coupa.com

Coupa Cloud Security

Hosted on the Amazon (Global No. 1 Cloud Infrastructure

Provider) EC2 Elastic Compute Cloud with multiple
failovers and disaster recovery systems.
AES-256 bit encryption.
Databases are partitioned for each customer and
database infrastructure is segregated from the
application servers and the internet.
Highly secure multiple layers of operational and physical
36security are in place to ensure the integrity and safety of
coupa.com

Coupa Cloud Architecture

The Coupa Cloud leverages the best of the Amazon.com AWS Virtual Private Cloud
Service

37

coupa.com

Coupa
Savings-As-A-Service

Connected Enterprise

Coupa Overview
Process Coverage

Supplier Network

Key Differentiators

Support Services

Unified Cloud
Platform

Learning &
Optimization

Implementation
Approach

Trust Coupa
Accreditations &
Customers

Success Team

38

coupa.com

Coupa
Trusted By Global Leaders

39

coupa.com

Few Industry Accreditations

Coupa is the most customercentric organization with the

most
flexible
product.
It isQ2smaller
The Forrester
Wave:
eProcurement,
2014
by
Duncan
Jones,
May
23,
2014
than the other leaders but growing
faster, fuelled by a strong
Coupa is the most
commitment
to its customer-centric
customers
organization with the most flexible
success
product.
It is smaller
than the
and
providing
the product
andother
leaders but growing
faster,
fuelled by
organization
to deliver
on this
a strong commitment
to customers
its
commitment.
Reference
customers
success and
and providing the
praised
its usability
product and organization
configurability
system to deliver on
this commitment.
administrators
canReference
make changes to
customers
praised its usability and
smart
forms
configurability
system
or
approval workflows
in minutes
administrators
make
changes
that
would takecan
days
or weeks
in to
smartof
forms
or approval
workflows in
most
the other
products.
minutes that would take days or
weeks in most of the other products.
40

coupa.com

Few Industry Accreditations

Coupa is the most customerMagic Quadrant for Procure-to-Pay Suites for

centric
organization with the
Indirect Procurement
most
product. It is smaller
24 Marchflexible
2015 | ID:G00271544
than the other leaders but growing
Coupa is
positioned
in the Leaders
faster,
fuelled
by a strong
quadrant as atoresult
of high scores on
commitment
its customers
product functionality and customer
success
satisfaction,
well
as an impressive
and
providingasthe
product
and
growth in both
scope
organization
to solution
deliver on
this and
customer base,
includingcustomers
outside the
commitment.
Reference
primary its
market
in the
U.S. Coupa's
praised
usability
and
overall customer
score is
configurability
satisfaction
system
3.54 (on a scalecan
of 0
to 4,changes
with 4 to
administrators
make
being the
highest and an average of
smart
forms
3.10).
or
approval workflows in minutes
that would take days or weeks in
most of the other products.

41

coupa.com

Thank you

Methodology

Step 1: Kick Off

Step 2: Analysis

Step 3: Setup &

Configure

Step 4: Supplier
Enablement

Step 6: Training

Step 7: UAT

Step 8:
Go Live Deployment

Step 9: Transition
to Customer
Success

Step 5: Integration

Coupa Implementation team will work with you throughout the project
Coupa will partner with you for long term success
Detailed Statement of Work was created to guide project work deliverables
and define roles/ responsibilities

43

coupa.com

Analysis Phase

Key Activities:

Series of workshops to identify/ define business requirements

Review the as-is process and define the best practice to-be model

Validate understanding of needed configuration and data requirements

Identify data source systems and integration needs

Key Deliverables:
Business Process Document

Key Participants:
Core Project Team

44

Subject Matter Experts

coupa.com

Configuration Phase

Key Activities:

Set up and configuration of Test environment

Complete configuration

Complete master data loads

Validate configuration and design decisions for system functionality (UAT)

Key Deliverables:
Configuration Document

Key Participants:

Administrators of Coupa

Core Project Team

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coupa.com

Supplier Enablement Phase

Key Activities:

Review existing supplier data

Agree on the criteria for suppliers for initial set-up

Create supplier strategy based on review

Define process for enabling new suppliers

Training suppliers

Ongoing supplier enablement management

Key Deliverables:

Sample supplier communication template

Low touch supplier presentation

High touch suppliers enabled

Key Participants:

Procurement team

Vendor Management team

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coupa.com

Integration Phase

Key Activities:

Define integration requirements and business rules

Map data for integration planning

Set up and configure test environment

Develop unit test strategy

Execute unit test

Key Deliverables:

Integration Requirement Document

Integration Architecture Diagram

Key Participants:

47

IT integration resources

coupa.com

Training Phase

Key Activities:

Develop training strategy to support system roll out

Develop change management strategy

Create training documents and learning aids

Identify key users for training

Execute delivery of training

Key Deliverables:
Training material for roll out

48

Key Participants:

Trainers

Change Management Team

coupa.com

Testing Phase
Key Activities:

Conduct/ support UAT end to end testing

Provide resources for testing

Assist in issue resolution

Address issues and retesting efforts

Sign-off on system operation and functionality

Key Deliverables:

UAT test scripts

UAT issue tracker spreadsheet

Key Participants:

49

Core Project Team

Administrators of Coupa

Testers

coupa.com

Go Live Phase

Key Activities:

Move test system to production (MTP)

Execute on communication strategy to user base

Transfer training material to user base

Go-Live Support - HyperCare

Key Deliverables:
Training material for roll out

50

Key Participants:

Support Desk

Administrators of Coupa

Change Management Team

coupa.com

Coupa Roles & Responsibilities

Role

Responsibility

Project Sponsor

Main point of contact to ensure customer success.

Project Manager

Responsible for overseeing the implementation

of the application.
Helps plan meetings and should have a strong
understanding of the overall goals of the
implementation and Coupa features and
functions.
Works with the customer team during all phases
of the implementation including business
process analysis, training, integration, etc.

Coupa Success
Manager

Coupa Integration
Architect

Works with IT to define integration format and

mappings. Works with Coupa integration engineers to
program integrations.

Supplier
Enablement
Manager

Works with the customer team to analyze, identify

and enable high touch suppliers and train the
customer on low touch enablement.

51

Name

coupa.com

Customer Roles and Responsibilities

52

Role

Responsibility

Project
Sponsor

Responsible for attending critical milestone meeting, and decision maker for
the project

Project Manager

Responsible for overseeing the implementation of the application.

Helps plan meetings and should have a strong understanding of the overall
goals of the implementation and Coupa features and functions.

Procurement
Business Process
Owner

Responsible for designing and approving business process flows for all
procurement processes.

Finance Business
Process Owner

Responsible for designing and approving business process flows for all Finance
related processes.

IT Integration Owner

Responsible for managing the integration between Coupa and internal

systems.

Trainer / Change
Management

Responsible for receiving the Coupa Train the Trainer training and training
end users on how to use the service. Also responsible for internal
communications required for the project.

Coupa Admin

This is the team who will administer Coupa going forward. They will receive
special training and involvement in the configuration process.
coupa.com

Implementation Best Practices

Best Practices Around
Technology is not
Strategy

Executive Leadership

Begin by Benchmarking
Focus on Success
Communication and
Change Management
Become a Coupa Expert
Account Structure

Key Focus areas / Enablers

Have a plan, know what you spend & ensure that process development efforts are
accepted by all stakeholders. Company must devise a comprehensive plan for
deployment as well as clearly define goals & milestones
Consistently engage executives.
With regular updates of the project status, executives can be better prepared to help you
navigate obstacles.
Selection & deployment of technology will be easier, if internal processes are mapped,
well-defined & made efficient as much as possible before start
Never Lose focus of the end goal
Be very careful about what does and does not get communicated to the larger
organizationbeyond the project team.
Make sure that core project team become expert in Coupa It will help organisation to
keep a regular reality check of configuration
Its best to have the same account structure in Coupa as the company have in their
Financial system.

Clarify user accountability and behaviours required.

Organisational Engagement Mandate trainings of all end users/buyers.
Maintain communication and engagement to improve the reputation of buying
Suppliers are partners
53

Supplier participation has been a thorn in the side of many e-procurement initiatives.
Effective procurement rests on managing and developing relationships between buyers
and suppliers.
coupa.com

Typical KPI Improvement with Coupa

Procurement

Pre-Coupa
% spend captured in P2P
system

With
Coupa

< 30%

> 80%

% user2 adoption of system

< 30%

> 90%

% spend through catalogs

< 20%

> 50%

% spend that is preapproved

< 30%

> 60%

% spend under contract

< 40%

> 70%

% compliance with contracts

< 40%

> 90%

% of POs sent electronically

< 20%

> 40%

Requisition to PO cycle time

> 7 days

< 1 day

Strategic / Transactional Mix

20%/80%

80%/20%

1: Spend = all addressable spend except wages, rent, utilities, amortization / depreciation, other areas where spend savings is not
possible
2: % of licensed / intended users who are actively using the Procurement system
coupa.com
54
All information is based on Coupas experience with prospective and existing customers and external benchmarks, wherever

Typical KPI Improvement with Coupa

Invoicing

Pre-Coupa

With
Coupa

< 5%

> 10%

$15-30

30% lower

> 20 days

1 3 days

% of Invoices received electronically

< 20%

> 40%

% of Invoices with inaccuracies

> 15%

< 3%

20%/80%

50%/50%

% early pay discount capture1

Cost per Invoice
Invoice OK to Pay cycle time

Strategic / Transactional Mix

1: % of addressable spend for which early pay discounts are currently captured
All information is based on Coupas experience with prospective and existing customers and external benchmarks, wherever available

55

coupa.com

Key Differentiators
Upgrade and Refresh Cost
Forced Migration More Capex

IT Staffing Cost
Retention Availability Recurring

Integration Costs
Middleware Lic. APIs

Implementation Costs
TTM Skill retention Support staff

Application License
Capex Sunk Cost AMCs Scaling up costs

Database, Web/App Servers

Dev & Runtime Licenses More AMCs

Hardware Costs
DC DR Facility Service Desk Power AMC

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coupa.com

 On Demand
Monthly Subscription
Pay as you Grow
Evergreen & Fresh
57

coupa.com