©2014 Coupa Software, Inc.

John MaioloController

General Atlantic

The Suite Life: An Overview of Coupa Unified Spend Solution

Gabe PerezSenior Solutions Director,Global Major Accounts

Coupa Software

Agenda Introductions

The General Atlantic Spend Management Journey• It started small, and has taken over

• Becoming more strategic

• Measurable Results

The Coupa Suite – A Platform for all spend• We do more than buy

• How to strategically expand your spend foot print

• Why Spend needs to be looked at

General Atlantic – Our JourneyExpense Management – Get rid of the paper!

• How do we do this easy, fast and now

Let’s Go Global! • Let’s get everyone involved

Procurement Exposed• We need to become more strategic

Analyze This!• Adoption and expansion of platform = visibility

In search of an expense solution… First Goal: A product & partner that fits our business needs

• Easy and fast to implement

– Live in 3 Months with integration

• Most Importantly: Easy to use and drive adoption

– Users love it

• We are special, how can this solution fit “us”

– Business Owned - Customizable vs. Configurable

• Getting it right with Amex Reconciliation

– Make this easy and ease our pain, Coupa got it right

• The platform Vision: In it for the long haul

– Coupa’s innovation and ability to execute has been the key to our growth

Pre-Coupa

“Spending hours reviewing expense reports.”

Coupa

Going Paperless

Going GlobalEase of use was critical to go international

• Training was minimal

– Self Taught or learning from a co-worker

• Summer of 2013: Brazil, Singapore, Hong Kong, Beijing, Munich, London, Mumbai

– Only took a week per location!

– Minimal resources – Myself and a few Executive Assistants

• Ease of use made it frictionless and adoption natural

Make it Local

What’s your Cost per

Square Footto store paper?

We don’t procure…do we?Needed to move from tactical to strategic

• Got rid of paper, but how do we leverage the platform more

– Visibility into spend allows us to leverage catalogs and contracts

• Many processes for complex requests needing workflow

– Users love it

– Making the process simple with a Coupa Web Form.

• INVOICING?

– Live January 2014 and 150+ vendors on board and increasing weekly

– Approval workflow adoption easy for everyone

– Requests & Purchase Orders are now Popular!

From: Brown, Precious Sent: Monday, April 07, 2014 9:17 AM To: Maiolo, J ohn Subject: RE: Coupa Purchase Order process Hi John, I like the Coupa process better; it’s straight to the point and easier. In Sales force the process seems delayed and complicated. Thank you for taking the time to show me. You have made my life much easier! Precious From: Maiolo, J ohn Sent: Monday, April 07, 2014 9:13 AM To: Brown, Precious Subject: Coupa Purchase Order process Precious, Just following up on the process I showed you last week, ordering the cubicle rebuild for the new associate on the 32nd floor. Can you tell me what you thought of the process compared SF? Most importantly, I saw that Tom and Manny approved, now you can print he PO and send it to Arenson.

Analyze to OptimizeOur Initial goals and continued implementation. Spend Analytics and more to come.

Best Practices

Paperless

Spend Analytics

One Platform Global Solution

Procurement

Ease of use

Local Customizatio

n

Workflow Efficiencies

Optimize Cash Flow Streamline Process

Measurable Results Expense Reports Being Submitted Faster

• Jan ‘14, 72% of expense reports submitted with in 15 days, an improvement from 15% the prior year

• Jan’13 expense report was 42 days, Jan’14 is only 17 days.

• For the first time in many years, 100% of prior year expense reports were submitted by Jan 31st

Improved Financial Reporting

• Speed of expenses plus tight integration to Great Plains has improved, controls and visibility

Invoicing Paper Reduction

• Reduced Paper because of Coupa email invoicing

• Increased adoption of Coupa supplier network

• Email intensive processes now handled with Coupa Webforms

From: B, Priscilla Sent: Thursday, January 03, 2013 2:26 PMTo: Maiolo, JohnSubject: Wow! Hi John, Happy New Year!  I just wanted to let you know that I’m working on expenses again (never ending) and I can already see GREAT changes in Coupa.  Wow!  It’s easier to use than last month and has better categories already.  You guys are making my work life so exciting and manageable.  Thank you! ***********************Regards, Priscilla BGeneral Atlantic 228 Hamilton Ave., FL 2Palo Alto, CA 94301

0-60MPH…”Make People Happy”

Spend Happens: Capture It

Coupa’s Unified Platform

Pre-Approved

Un-Approved

Coupa is only solution that organically captures all three

ProcurementExpense

ManagementPost-Approved

Invoice Management

Spend Happens

Why treat spend differently?

SPEND IS SPEND!

How do you capture the spend?

By capturing the need first,everything starts with “I need...”

My invoice processed

Help understanding something

To buy something

Approval for something

Assistance with a process

Something Fixed

To collaborate for a decision

A supplier set up for payment

To request access to something To start a process

To Reconcile Card Charges

©2014 Coupa Software, Inc. – Confidential

Spend Management is Journey Look at not only your current pain, but the future

• Do no fall into the trap of fixing an acute pain, find a cure for the problem

• Understand what the platform does, after immediate pain is solved

Collaborate: Do not make decisions in a silo• Too often, AP/Finance, Procurement and IT do not work together, resulting in

disparate solutions for each area’s pain

• Look for a solution that can deliver strategically for everyone

Phase it out• Tackle your immediate pain first, but design for the next step

Executive Alignment• Ensure executives are involved for selection and project success

– Executive sponsorship not only will drive success, but a broader platform footprint

From Tactical to Strategic

The Pain• Too Much Paper

– Desire to Automate

• No Visibility

– Data is poor and non-existent

• No Integrated Process

– AP, Procurement and Finance work in silos

• System Limitations

– Need more functionality = next RFP

The Solution• Automate as the beginning

– Automation is not “the” solution

• Spend Capture is Key

– Start somewhere (Expenses, Invoicing, Procurement)

• Start to expand spend footprint

– Move to the next step: e.g. Post Approved to Pre-approved

• Platform that supports growth

– Turn on applications as you go

Brief Demonstration

Coupa’s Unified Platform

©2014 Coupa Software, Inc.

Q A&

©2014 Coupa Software, Inc.

When: TONIGHT! Where: Mezzanine SF

444 Jessie St. mezzaninesf.comTime: 6 - 11pmDress: Business casual or

semi-formalSponsored by:

INSPIRE Party!