Innovation and Customer Success - JULY 15, 2021 - INVESTOR OVERVIEW | Coupa Software
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Innovation and
Customer Success
J U LY 1 5, 2 0 2 1
© 2021 Coupa Software, Inc. – All Rights Reserved
L EG A L D I S C LO S U R E
This presentation and the accompanying oral presentations include forward-looking statements. All statements other than statements of historical facts, including
statements regarding our future results of operations and financial position, customer lifetime value, strategy and plans, market size and opportunity, competitive
position, industry environment, potential growth opportunities, business model, benefits from acquisitions, product roadmap, future product capabilities and our
expectations for future operations, are forward-looking statements.
These forward-looking statements are subject to a number of risks, uncertainties and assumptions, including: our limited operating history, which makes it difficult to
predict future operating results; the uncertain impact of the global COVID-19 pandemic; if we fail to manage our recent rapid growth effectively, we may be unable
to execute our business plan, maintain high levels of service, or adequately address competitive challenges; risks related to past and future business acquisitions,
including their integration with our existing business model, operations and culture; if we are unable to attract new customers, the growth of our revenues will be
adversely affected; because our platform is sold to large enterprises with complex operating environments, we encounter long and unpredictable sales cycles; risks
and liabilities related to breach of our security measures or unauthorized access to customer data; the markets in which we participate are intensely competitive; our
business depends substantially on customers renewing their subscriptions and purchasing additional subscriptions; if we fail to develop widespread brand awareness
cost-effectively, our business may suffer; and the impact of foreign currency exchange rates and global economic conditions. These and other risks and uncertainties
are described in “Risk Factors” and elsewhere in our most recently filed Form 10-K or 10-Q, which is available at https://investors.coupa.com and on the SEC’s website
at www.sec.gov. In light of these risks, uncertainties and assumptions, the forward-looking events and circumstances discussed in this presentation may not occur and
actual results could differ materially and adversely from those anticipated or implied in the forward-looking statements.
Although we believe that the expectations reflected in the forward-looking statements are reasonable, we cannot guarantee that the future results, levels of activity,
performance or events and circumstances reflected in the forward-looking statements will be achieved or occur. Moreover, except as required by law, neither we
nor any other person assumes responsibility for the accuracy and completeness of the forward-looking statements. Forward-looking statements represent our
management’s beliefs and assumptions only as of the date of this presentation. We undertake no obligation to update publicly any forward-looking statements for any
reason after the date of this presentation to conform these statements to actual results or to changes in our expectations.
In addition to US GAAP financials, this presentation includes certain non-GAAP financial and liquidity measures. These non-GAAP measures are in addition to, not a
substitute for or superior to, measures of financial performance prepared in accordance with US GAAP. A reconciliation of historical non-GAAP measures to historical
GAAP measures is contained in the Appendix. Coupa is not able at this time to provide a GAAP to non-GAAP reconciliation for certain business model measures because
of the difficulty of estimating certain items excluded from these non-GAAP measures that cannot be reasonably predicted, such as charges related to stock-based
compensation expense. The effect of these excluded items may be significant.
The information contained herein is provided for informational purposes only and should not be construed as a commitment to deliver any product, functionality or
other feature. Any information or content provided herein is proprietary to Coupa and may not be replicated or disclosed without Coupa’s express written permission.
© 2021 Coupa Software, Inc. – All Rights Reserved 2
IN THIS DOCUMENT
WAVE 1 – CAPTURE Capture all spend through the market’s leading cloud-based, highly
All Spend scalable transactional core of applications – Procurement, Invoicing,
Payments, and Expenses.
WAVE 2 – OPTIMIZE Optimize every dollar spent by leveraging comprehensive Suite
with Suite Synergy Synergy, where power user applications and the transactional core
connect with each other to shatter silos and deliver complete
spend visibility, control, and compliance.
WAVE 3 – AMPLIFY Amplify the value for each BSM customer through an industry-unique
Community Value model that applies AI to aggregated customer community data.
VALUE DELIVERED Continue to build customer lifetime value by rapidly implementing
the Coupa platform, continuously discovering optimal value-creation
opportunities, and ensuring value maximization for customers.
© 2021 Coupa Software, Inc. – All Rights Reserved 3
T H R E E S T R AT E G I C WAV E S
Coupa is simultaneously riding three customer value-producing waves that position us to
win the Business Spend Management market and create one of the world’s best enterprise
cloud software companies.
AM PL I FY
OPTIMIZE
with Suite
Community
CAPTURE
All Spend Synergy Value
© 2021 Coupa Software, Inc. – All Rights Reserved 4
H I S TO R Y O F R A P I D I N N O VAT I O N
Community Spend Guard,
Supplier Intelligence, Open Buy,
Customer Spend Analytics, Sourcing, Advanced Collaboration, AI Classify, 3rd Party Risk,
Benchmarking Program, Platform Reporting Workflow Controls, Smarter Trip, Sourcing Optimization, Advanced CLM,
Mobile Approvals Updates Mobile Apps Compliance Engine Risk Monitoring Source Together
Procurement
(Strategic Design: 2009 2011 2013 2015 2017 2019 Business Value Insights,
Supplier Diversity Dashboard,
100% Cloud,
100% Mobile, Inventory Trends,
Guided Buying) Supply Chain Design & Planning
2007 2021
2008 2010 2012 2014 2016 2018 2020
Smart Orders,
Supplier Network, Invoice Management, Advanced Contract Inventory, Supplier Information CI Insights, Spend Matchmaker,
Receiving, Travel & Expense Management, Supplier Actionable Management, Services Maestro, TravelSaver,
Self-Service Reporting Management Deeper AP Controls Notifications, InvoiceSmash Contingent Workforce, Treasury Management,
Voice Expenses Collaborative Coupa Pay Community Exchange,
Contracting Sustainability Insights
100+ Patents* and 350+ Features Delivered Annually
"We see Coupa continually co-innovating their product with their customer community while
also setting the pace of innovation for the industry that is difficult for anyone else to match."
– Mickey North Rizza, Program Vice President for IDC’s Enterprise Applications and Digital Commerce
* Patents issued and pending
© 2021 Coupa Software, Inc. – All Rights Reserved 5
CLEAR MARKET WINNER 2020 GARTNER MAGIC QUADRANT
PROCURE-TO-PAY SUITES
Coupa has established itself as the clear leader Figure 1. Magic Quadrant for Procure-to-Pay Suites
across multiple categories in the massive BSM CHALLENGERS LEADERS
market.
• Coupa
Consistently ranked at the top as a leader in •
SAP
•
•
Oracle
Ivalua
industry analyst reports, we currently hold GEP
••
•• •
JAGGAER
28 active leadership positions.
Basware
Medius (Wax Digital)
Zycus
• •
Synertrade
Tradeshift
••
Esker
Proactis
•
ABILITY TO EXECUTE
Mercado
Eletrônico
NICHE PLAYERS VISIONARIES
COMPLETENESS OF VISION As of September 2020 © Gartner, Inc
Source: Gartner (October 2020)
Coupa named a Leader for
the fifth year in a row
© 2021 Coupa Software, Inc. – All Rights Reserved 6
Wave 1:
Supply Chain
Design & Planning
CAPTURE All Spend
Suppliers Strategic One of our core competencies is our ability to capture
& Risk Sourcing
and process transactions through our highly scalable and
configurable transactional core. Our user-centric design
PROCURE INVOICE
approach drives widespread employee and supplier adoption
with little training, across direct and indirect spend processes
Inventory Contract for Procurement, Invoicing, Payments, and Expenses.
Management PAY EXPENSE Management
This unified transactional core creates synergistic benefits,
such as advanced matching of POs to invoices, automated
payments with effortless reconciliation, simplified expense
Treasury Contingent
Management Workforce report management, and AI-based prescriptions for
smarter spending.
© 2021 Coupa Software, Inc. – All Rights Reserved 7
PROCURE INVOICE
PAY EXPENSE
TRANSACTIONAL CORE EXAMPLE 1 – TRAVEL & EXPENSE
As the world begins to recover from the pandemic, we expect that travel will continue to grow and expand late in 2021
and beyond. Our vision for the market is for an industry-unique travel “Book-to-Pay” solution that transforms the traveler
experience while delivering unparalleled travel cost control. We are very far along on this journey.
Today, our expense management solution makes it easy for employees to submit expenses and get reimbursed quickly.
In addition, our Coupa Travel Saver solution continuously tracks the real-time prices for all airline and hotel bookings to
help organizations capture significant savings when prices drop. And our Coupa Spend Guard solution uses AI to actively
monitor each spend transaction in order to flag fraudulent spend before the money goes out the door. Looking ahead
we will extend our solution to include new travel booking and payment processes. Coupa Book-to-Pay, combined with
our industry-leading sourcing, contract, and supplier management solutions, will move organizations from legacy models
of simply processing expense reports to unparalleled, active management and control of their entire travel spend budget.
C O U P A B O O K -T O - P A Y
Books using seamless “One-click”
virtual card integration 24/7 access to real Easy access expense report
Tells Coupa “where and Consolidated view of human support via to virtual card Snap picture
of receipts submission
when” they need to be Trips & Expenses mobile chat at check-in
“Coupa Smart Picks” personalized Travel Saver Receives timely Upon landing, Hotel folio parsed
recommendation and budget auto-rebooks savings flight delay smart ride into expense report
notifications recommendation
Expense report
created with line items
and flight receipt
* Travel bookings currently in development
© 2021 Coupa Software, Inc. – All Rights Reserved 8
PROCURE INVOICE
T R A N S A C T I O N A L C O R E E X A M P L E 2 – C O U PA PAY
PAY EXPENSE
We are transforming the world of payments with a
Digital
fully unified solution that leverages the Coupa BSM Payments
platform to centralize and streamline payments and
working capital management for all organizations.
This includes companies from the lower end of mid-
market, all the way to some of the world's largest
global enterprises. These organizations currently
operate in payments ecosystems that are complex,
cumbersome, expensive, and fraught with risk.
Coupa Pay provides companies one place to process
their payments, POs, invoices, and expenses. This
replaces disparate payment solutions and reduces
total cost of ownership while increasing visibility
and control and reducing risk. Coupa Pay enables
organizations to not only optimize their payments
but also manage their liquidity with Working Capital
and Treasury solutions. Early Payment Virtual
Discounts Card
© 2021 Coupa Software, Inc. – All Rights Reserved 9
PROCURE INVOICE
C O U PA PAY – B U I L D I N G T H E A R C
PAY EXPENSE
Accelerate Phase – Key Drivers
Dominate
Lead the Market • Expand Partner Ecosystem, such as
Turbocharge Partner GTM adding new bank partners for money
Supplier Payments Facilitation
Coupa-Owned Money Movement movement and adding supply chain
Accelerate financing partners.
Drive Growth
Expand Partner Ecosystem • Drive Broad Enterprise Adoption,
Drive Broad Enterprise Adoption
Deepen Product Footprint and Suite Synergy as measured by customers acquired
Incubate and implemented, customer adoption
Validate Product-Market Fit and usage, and supplier activation.
200+ Early Adopters
3 Major Product Launches • Deepen Product Footprint and Suite
10+ Bank and FinTech Partners
Synergy, such as digital payment
banking rails for enterprise, supply
chain financing, and T&E payments.
FY22 FY27
© 2021 Coupa Software, Inc. – All Rights Reserved 10PROCURE INVOICE
C O U PA PAY – T R A J E C T O R Y A N D M O D E L I N G D E TA I L S
PAY EXPENSE
Adoption Timeline *
• In the long term, which we define as approximately 10 years from now, we believe the majority of our customers will be using Coupa Pay.
• Our model calls for Total Payment Volume (TPV) of greater than 10% of annual Spend Under Management (SUM) approximately 5 years
from now, or in Fiscal 2027.
Subscription Revenue*
In 2021, customers who subscribed to one or more Coupa Pay modules paid annual subscription fees approximately 20-plus percent
higher than customers who did not purchase any Coupa Pay modules. Our current best estimates are that a similar trend will continue.
Coupa Pay customers can subscribe to one or more of our 3 modules, including early payment discounts, virtual cards, or digital payments.
For those customers who purchased digital payments, the implied per-payment rate embedded in their subscription fee was in excess
of $1 at the median.
Transaction Revenue*
Based on our current best estimates, our model calls for the following ranges of per-transaction fees and percentage of TPV mixes for
the various payment rails that we are monetizing incrementally to subscription fees.
*Treasury not included
ENTERPRISE MID-MARKET
Est. Mix of Total Payment Est. Mix of Total Payment
Est. Transaction Fee at Scale Volume (TPV) at Scale Est. Transaction Fee at Scale Volume (TPV) at Scale
Cross Border 10 to 20 bps low single digits Cross Border 30 to 50 bps low-mid single digits
Virtual Card 10 to 20 bps low-mid single digits Virtual Card 10 to 20 bps mid single digits
Early Payment Discount(1) 10 to 20 bps low-mid single digits Early Payment Discount(1) 10 to 20 bps low-mid single digits
Supply Chain Financing(2) 10 to 20 bps low-mid single digits Supply Chain Financing(2) n/a - upside oppty n/a - upside oppty
(1) For early payment discount, the transactions fees presented are a percentage of the discount received
(2) Supply chain financing is not yet generally available; we expect this capability to be released approximately 4-6 quarters from now
© 2021 Coupa Software, Inc. – All Rights Reserved 11Supply Chain
Wave 2:
Design & Planning
Inventory
Management Strategic
Sourcing
OPTIMIZE with Suite Synergy
Our comprehensive Business Spend Management solution
PROCURE INVOICE eliminates traditional silos by bringing segregated departments
together to work strategically. Using a model we call “suite
synergy”, we create unified business processes where value
grows significantly as applications elegantly interconnect
Suppliers PAY EXPENSE Contract
& Risk Management and build on each other’s strengths.
The Coupa capabilities can be easily extended via our open
ecosystem of 3rd-party partners. The result for customers:
better visibility, control, and agility across all aspects of spend.
Treasury Contingent
Management Workforce
© 2021 Coupa Software, Inc. – All Rights Reserved 12S U I T E S Y N E R G Y E X A M P L E 1 – S U P P LY C H A I N D E S I G N &
P L A N N I N G W I T H S O U R C E -T O - P A Y
One of the newest power applications on the Coupa platform is
the AI-powered Supply Chain Design and Planning. This addresses
the need for companies to continually rethink and redesign their
Existing Community Supply Chain decisions
supply chains, given uncertainties that have never been greater on Intelligence data 1 4 sent to Coupa for execution
both the demand and supply sides of the global economy.
Coupa enables this agility by creating a “digital twin” of the
company’s supply chain, based on data from enterprise systems
More
and 3rd-party sources along with supply-chain algorithms Coupa spend Output
= 6 PROCUREMENT SUPPLY CHAIN 3 =
honed over more than a decade of work with the world’s most More Smarter
sophisticated supply chains. Coupa Supply Chain Design and Community Supply Chain
Intelligence decisions
Planning lets companies run scenarios, understand trade-offs,
and get predictive insights to help inform their next moves.
Most importantly, Coupa breaks down the digital divide that exists
in many companies. While Supply Chain, Sourcing, Risk, and other 5 2
Coupa executes decisions into Richer data leads to more accurate
groups may have invested in digital solutions, siloed deployments spend transactions Supply Chain models
often leave them passing spreadsheets and emails to collaborate.
Coupa has started to bridge the divide with a vision for truly end-
to-end digital process that will give supply chain users a continually FIGURE: Illustration of Coupa vision of an industry-first model that
updated view of risks and turn supply chain decisions into action shatters the silos across Supply Chain, Procurement, Finance, and
through connected sourcing, purchasing, and finance processes. Suppliers while using the power of Coupa community.AI to reduce
With Coupa, companies drive efficiency and savings while reducing risk and transform decisioning.
supply and revenue risk.
© 2021 Coupa Software, Inc. – All Rights Reserved 13SUITE SYNERGY EXAMPLE 2: SUPPLIER & 3RD PART Y RISK
A C R O S S S O U R C E -T O - P A Y
By creating a comprehensive view of supplier and 3rd-party risk, Coupa
Supply Chain
facilitates a risk-aware culture where organizations have visibility into Design & Planning
business risks in the context of their spend-related processes. For example,
users are shown supplier risk attributes when they make a purchase
Inventory
decision, run a sourcing event, approve an invoice, expense, payment, Management Strategic
Sourcing
and so on. And as transactions flow, Coupa uses AI-based techniques
to monitor each transaction, evaluate the risk, and automatically pause
transactions where necessary to give customers unparalleled controls PROCURE INVOICE
at the time it matters most … before the money is spent.
Monitor
Risk
Our customers often have business risks related to their Environmental, Suppliers
PAY EXPENSE
Contract
& Risk Management
Social, and Governance (ESG) initiatives. By weaving ESG controls
throughout our platform (what we call Sustainable BSM), Coupa shatters
legacy business siloes that hinder ESG impact. Our suite synergies increase
spend to diverse suppliers, reduce planet impact, and decrease overall
risk while delivering bottom- and top-line impacting results. For example, Treasury Contingent
Coupa can surface diverse/green suppliers within sourcing events and Management Workforce
prevent purchases and payments to suppliers who have not been properly
vetted for a host of compliance concerns from anti-modern slavery and
anti-corruption to GDPR and other data privacy regulations. All this at the
time the transaction is taking place in order to maximize ESG impact
in our global communities.
© 2021 Coupa Software, Inc. – All Rights Reserved 14SUITE SYNERGY EXAMPLE 3: CONTRACT MANAGEMENT
W I T H P R O C U R E -T O - P A Y
Contracts are fundamental to every business relationship, but many times
Supply Chain
the upfront work that companies invest to vet suppliers, mitigate risk with Design & Planning
appropriate contract terms, and source the best pricing goes to waste.
Completed contracts are put in a shared drive or incorporated into a poorly
Inventory
adopted procurement system that results in off-contract buying, which Management Strategic
Sourcing
leaves savings on the table and the company unprotected.
With Coupa, tight connections between upstream supplier and 3rd-party PROCURE INVOICE
risk vetting, sourcing, and contracting processes mean that completed
Enforce
contracts contain the right terms to capture value and protect the Compliance
company. These highly valuable contracts are immediately available Suppliers
PAY EXPENSE
Contract
& Risk Management
throughout the company for purchasing. Customers closely monitor
on-contract spend through Coupa, comparing their own performance
to community benchmarks and getting Community.AI powered
prescriptive insights on how to improve.
Treasury Contingent
After purchase, invoices are automatically validated against contracted Management Workforce
pricing to ensure that the company realizes negotiated pricing without
the need for manual checks. Once invoices are approved, payments can
be optimized – held until the limits of contracted payment terms to stretch
Days Payable Outstanding (DPO).
© 2021 Coupa Software, Inc. – All Rights Reserved 15SUITE SYNERGY EXAMPLES – TIP OF THE ICEBERG
There are many Suite Synergy examples that maximize every dollar our customers spend.
Some of the synergies are highlighted here:
• Spend Guard with Procurement, Invoicing, Pay, Expenses, Sourcing. This synergy uses AI to Supply Chain
Design & Planning
find fraud signals across spend transactions - all in real time so companies can stop payments
before they go out the door.
• Contingent Workforce with Procurement, Invoicing, Pay, Supplier Risk & Performance. This Inventory Strategic
Management Sourcing
synergy transforms services and goods procurement processes with embedded supplier risk
visibility, compliant invoicing and consumerized payments for all suppliers.
• Sourcing with Procurement, Contracts, Supplier Risk & Performance. This synergy makes PROCURE INVOICE
sourcing from vetted low risk and diverse suppliers easy. Turning a sourcing award into an
enforced contract makes it effortless for employees to buy against the catalog and realize the
full value of the sourcing negotiation.
• Inventory with Procurement & Supplier Management. This synergy ensures that Inventory is Suppliers Contract
& Risk PAY EXPENSE Management
surfaced everytime an employee searches for goods. This prevents unnecessary buying and
eliminates the need for employees to hunt for Inventory on hand.
• Suppliers with Procurement, Invoicing, Pay, Expenses, Contingent Workforce, Risk & Perf
Mgmt, Contract & Sourcing. This synergy enables the supplier community to engage with their
customers (Coupa buyers) in a simplified and consumerized model that requires little supplier
Treasury Contingent
training and results in high adoption by suppliers, all with no charge for the supplier. Management Workforce
• BSM Wide Search with Expenses, Invoices, Procurement, Payments, Sourcing, Contracts,
Suppliers. This synergy creates a seamless search experience for employees where they come
to Coupa front door and do a single search that covers BSM wide content presenting it to the
user with details to help them find what they are looking for in seconds.
• Analytics with Procurement, Invoicing, Payment, Expenses, Sourcing, Contract Management,
Inventory & Contingent Workforce. This synergy creates comprehensive business spend
management visibility & control for our customers across all spend processes.
• Supplier Performance Management with Procurement, Invoicing, Contingent Workforce.
This synergy collects performance data continuously at the point of the transaction instead
of a legacy model that collects data on a disconnected time based schedule. This continuous
collection model delivers a more accurate view of supplier performance and reduces
exhausting performance data collection efforts.
© 2021 Coupa Software, Inc. – All Rights Reserved 16Supply Chain
Design & Planning
Inventory Strategic
Management Sourcing
PROCURE INVOICE
Suppliers
& Risk
PAY EXPENSE Contract
Management Wave 3:
AMPLIFY Community Value
Treasury Contingent
Management Workforce
Coupa Community.AI leverages the power of AI along with
a unified, anonymized dataset of trillions of dollars of spend
across our BSM community in order to empower organizations
around the world to spend smarter together.
Commmunity.AI listens for and learns from the spend patterns
and prescribes actionable ways for every customer to capture
greater savings, reduce risk, improve efficiencies, impact ESG
initiatives, and more.
© 2021 Coupa Software, Inc. – All Rights Reserved 17C O M M U N I T Y. A I E X A M P L E 1 – O P T I M I Z E S P E N D
Coupa Community.AI Optimizes Spend
Community.AI identifies opportunities to diversify or consolidate spend for greater savings and control. By normalizing data across companies and
benchmarking each company’s commodity and supplier profiles, Community.AI can prescribe whether companies should consolidate suppliers,
diversify spend, drive greater spend onto contracts, move expensed spend to pre-approved spend, redesign the supply chain, and much more.
This helps companies to maximize the value that they get out of their spend. For example, Concentrix, a global business services company, used
Community.AI to quickly find $1.6M in off-contract spend that could be procured on a contract to drive greater savings.
© 2021 Coupa Software, Inc. – All Rights Reserved 18C O M M U N I T Y. A I E X A M P L E 2 – R E D U C E R I S K
Coupa Community.AI Reduces Risk
Risks occur because companies cannot monitor all of their spend for every indicator of risk, and even if they could, they often don’t know what
to look for. As a result, companies regularly fall prey to unreliable and noncompliant suppliers or even errors and fraud. Community.AI reduces
risks to the business and reputation by automatically monitoring risky behaviors and transactions from suppliers, employees, and more, using
a large community dataset to uncover sources of risk that would otherwise escape under the radar. For example, one of the world's largest
logistics companies used Community.AI to monitor risks across all of their spend in real time and identified millions of dollars of suspicious
activity before payments were made.
© 2021 Coupa Software, Inc. – All Rights Reserved 19C O M M U N I T Y. A I E X A M P L E 3 – IMPR OV E OPE R ATION AL EFFICIENCY
Coupa Community.AI Improves Operational Efficiency
Every company is trying to do more with less. Unfortunately, most companies have significant room to improve their operational efficiency but
don’t even know where to start. Community.AI benchmarks each company’s BSM operations against comparable companies and then leverages
AI and advanced analytics to prescribe the greatest opportunities for improvement. Companies are equipped with insights on best practices
proven to achieve superior outcomes, ultimately driving continuous improvement and greater results. For example, Barclays used Community.
AI to increase digitization by 30% while improving processing times by more than 70%.
© 2021 Coupa Software, Inc. – All Rights Reserved 20C O M M U N I T Y. A I E X A M P L E 4 – D R I V E S U P P L I E R D I V E R S I T Y
Coupa Community.AI Drives Supplier Diversity *
As global markets re-emerge from the pandemic, "building back better" remains a top business priority. Yet despite this priority, many organizations struggle to
implement their Environmental, Social, and Governance (ESG) initiatives. Our greatest potential for economic, social, and environmental impact is through our BSM
platform. With thousands of customers, millions of suppliers, and trillions of dollars of business spend under management, Coupa can influence spend decisions at
scale to reduce risks and create positive impact across global supply chains, communities, and business operations.
Customers can incorporate ESG considerations across their business spend activities by using Coupa Sustainable BSM capabilities covering everything from identifying
and spending more with diverse suppliers to reducing carbon footprint and more. Over time, our Sustainable BSM platform will deliver new Community.AI surfaced
insights and recommendations to help customers benchmark their ESG performance and make smarter decisions that balance profit and purpose.
*Image shown in development.
© 2021 Coupa Software, Inc. – All Rights Reserved 21C O M M U N I T Y. A I E X A M P L E S – T I P O F T H E I C E B E R G
The examples we shared on the previous pages are a sampling of the many ways in which our customers are unlocking
value with Community.AI as we continue to ascend the third wave of our product strategy. Below is a snapshot of the various
capabilities powered by Community.AI.
Spend Optimization Process Efficiency
Shared Sourcing Events Business Benchmarking
Source Together Value Insights
Category Spend Optimization Invoice Digitalization
Commodity Insights E-Invoicing Channels
Supplier Risk Management Forensics Process Analysis
Risk Awareness Process Insights
Community.AI
Fraud Detection Supply Base Optimization
Spend Guard Supplier Insights and Trends
Post-Approved Spend Optimization Catalog Conversion
Procurable Spend Spotlight Content Spotlight
© 2021 Coupa Software, Inc. – All Rights Reserved 22C U M U L AT I V E S P E N D U N D E R M A N A G E M E N T
$2.5+
Trillion
20
20
20
18
16
19
20
18
18
21
19
16
19
21
22
21
17
17
17
18
19
21
17
Q
Q
Q
Q
Q
Q
Q
Q
Q
Q
Q
Q
Q
Q
Q
Q
Q
Q
Q
Q
Q
Q
Q
F4
F4
F4
F4
F4
F4
F2
F2
F2
F2
F2
F3
F3
F3
F3
F3
F3
F1
F1
F1
F1
F1
F1
Cumulative spend under management represents the aggregate dollar value of transactions through our core platform for all of our customers collectively since we launched our core platform. We define our core platform for purposes of this
metric as our procurement, invoicing, and expense management modules. We calculate this metric by aggregating the actual transaction data for purchase orders, invoices, and expenses from customers using our core platform. Cumulative
spend under management does not include spending data or transactions associated with modules from acquired companies. We regularly review our process for calculating this metric and periodically make adjustments to improve its
accuracy. We believe that any such adjustments are immaterial unless otherwise stated.
© 2021 Coupa Software, Inc. – All Rights Reserved 23VALUE DELIVERED
Pursuant to our three-wave model, we are continually working with customers to capture more spend through the transactional core, optimize
every dollar through Suite Synergy, and amplify value through Community.AI. Our customer success team is maniacally focused on ensuring that
every customer realizes clear, meaningful, multi-faceted business value from their BSM programs. Our success team’s mission, simply put, is to
grow lifetime value for the customer.
We deliver value for our customers in a plethora of ways, including automation, speed, efficiency, control, and compliance, to name a few.
We also deliver meaningful, hard-dollar savings for our customers, which they see as a direct, calculable return on their investment in using
the Coupa Platform. Our vast library of customer advocates, seen on our website and across our many community events, is a clear endorsement
of the substantial savings we deliver for our customers. For example, we shared recently that one customer saved over $300 million on a single
sourcing event.
We are focused on maximizing time to value for customers at every stage of our journey together. We maximize value for our customers utilizing
our Value Services Framework, which consists of Value Discovery, Value Acceleration, and Value Maximization.
REVISE VALUE
PLAN REFRESH SUCCESS
METRICS
Live in 8 months
SUCCESS VALUE REGULAR
METRICS PLAN BEST PRACTICES
CHECK-INS
ASSESSMENT
Live in 10 months
KICK-OFF READINESS 1st BUSINESS
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ONGOING BUSINESS MANAGEMENT
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© 2021 Coupa Software, Inc. – All Rights Reserved 24© 2021 Coupa Software, Inc. – All Rights Reserved
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