Today’s Speakers
Neal Amsden Sr. Director, Marketing Coupa
Srini Rao Director, Global Procurement Armstrong
Kevin Turner VP, Customers for Life Coupa
What’s on the Agenda
§ Who’s Coupa (briefly)
§ Armstrong’s 3 Year Success Story
§ Coupa Customers for Life (even more briefly)
§ Q&A Throughout
Who is Coupa: Our Mission
Delivering software innovation
that breeds responsible spending
while impacting the company bottom line
Who is Coupa: Our Mission
Delivering software innovation
that breeds responsible spending
while impacting the company bottom line
Who is Coupa: Our Mission
Delivering software innovation
that breeds responsible spending
while impacting the company bottom line
A Unified Suite Of Financial Applications
Invoicing Expenses
Customer Momentum
1Q14 4Q13
400+ customers hq’d in over 40 countries
120% growth YOY for 6 years
95%+ renewal rate
Forrester Wave: eProcurement Q2 2014
§ 11 vendors rated on 69 criteria
§ Coupa received highest scores
"Coupa has one of the best user interfaces combined with broad
functionality and flexible configuration."
coupa.com/forrester
Who is Armstrong? § Founded in 1860 as cork business
§ Revenues ~$2.6 billion
§ 35 plants in eight countries
§ ~8,700 employees
We are a Global Company, we need a Global Solution
Business Challenges
Utilized Lean to develop system requirements addressing key organization and process pain points
Increased Visibility of
Spend
§ 40%+ of rogue spend
§ Fragmented / unleveraged buying
§ Disparate global reporting data
Process Automation
§ Largely manual process (non-US)
§ 47+ Process steps
§ 9 Approval processes
§ 10 Non-integrated systems
Common Global Process
§ Fragmented /laborious supplier on-boarding
§ Manual/offline tools to manage spend and procurement processes
Improved User Experience
§ Complex Legacy systems
§ Offline management by Excel
§ Lack of process knowledge
Coupa Delivered § Intuitive Solution
§ Superior buyer toll gate management
§ Integrated supplier on-boarding
§ Coupa shared our vision
11
Extensive RFx process undertaken; Coupa was the clear winner
Coupa @ Armstrong Corporate Campus Fully Launched
2012 2013 2014 2011
North America Plants Live
China (May) India (Feb) Europe under review
SCOPE
§ Indirect Services & Non Inventory Goods
§ Plants Go Live in 30 days
NEXT INITIATIVES § Coupa Supplier Network
Refresh
§ Order to Payment System
Challenges Met With Success
Vast improvement on all 4 vectors of differentiation, but our work is not complete
Increased Visibility of
Spend Process
Automation Common Global
Process Improved User
Experience
§ 26 Process steps
§ 2 Approvals within one system
§ 3 Fully-integrated systems
§ Single global platform/toolset
§ Actively managed spend with improved visibility
§ Single source for global indirect spend
§ 88% Spend under management
§ Automated & Integrated supplier on-boarding
§ Enterprise standard business process/tools
§ Intuitive web-based “shopping”
§ One place to shop, with real time online status
§ Coupa drives process clarification/education
Metrics for Success: 2011 vs 2013
Paper PO
Continuous Improvement provides for process and cost savings
Spend Under Management 88% 56%
Catalog POs 26% 0%
ACH Payments 58% 33%
100% 0%
No Cost PO Flip Invoicing 78% 0%
Fully Integrated Invoicing 22% 0%
Coupa Helps Drive Business Impact § Divestiture of under performing
businesses
§ Internal restructuring and outsourcing
§ Increased productivity in our manufacturing through LEAN
§ Efficient working capital management
§ Improved sourcing and P2P process compliance
Benefits include price initiatives and procurement driven or supported productivity initiatives
$200m internal cost reduction in the past 3 years
Key Learnings § Leadership’s continued support beyond
initial project buy in
§ Procurement and IT Roadmap Alignment
§ Do not change policies during solution deployment
§ Never underestimate the impact of change management
Closed loop learning facilitating expedited further rollouts
Coupa Customers For Life Mission – “Ensure the renewability, growth, reference-ability, and overall long-term health and success of Coupa’s customers.”
Strategy, expansion and adoption initiatives
Business and usage reviews focused on your savings goals
Executive Engagement
Manage and coordinate interaction with Coupa Product Management
Your Advocate at Coupa
Wrap up
Neal Amsden Sr. Director, Marketing Coupa
Srini Rao Director, Global Procurement Armstrong
Kevin Turner VP, Customers for Life Coupa
Coupa Demos: Live Every Week coupa.com/demo
Thank You!