5. 5
How do you define success?
At Coupa it’s simple. Success equals quantifiable value.
That’s why we’ve devised a formula that gets straight to the
numbers that matter.
We call it the Real Math of Success.
In this booklet you’ll see stories of Coupa customers who’ve
done the math and have shared their own real savings.
I invite you to work with us on your savings number. Engage
with your Coupa team to calculate, and capture, your Real
Math of Success.
ROB BERNSHTEYN
Chief Executive Officer
FOREWORD
6. 6
AVALON HEALTH CARE
& HYRUM KIRTON
“Every time somebody doesn’t
have to touch a piece of
paper, it saves us money.”
Healthcare is becoming more of a supply chain
business, with procurement playing a critical role
in efficiency and cost containment. Hyrum Kirton
describes Coupa’s role at Avalon.
12 MONTHS SAVINGS:
$5,522,468
Every single dollar of
savings makes a critical
difference to our ability
to deliver patient care. A
dollar in savings is worth
a lot more than an extra
dollar in revenue.
7. 7
We have to provide more
care for less money. We
have to be ever more
efficient, make better
purchasing decisions
and work with more
efficient partners.
Coupa has full capability
for PunchOut with UNSPSC
classification. That’s what
saves you all the time in
catalog management.
That reduced hundreds of
hours a year, at least, and it
was seen the minute we
started implementing.
We’ve also reduced our invoice approval time
from over 72 hours to less than eight hours.
That’s saved us over $400,000 on invoicing
processing and $250,000 on PO processing.
SAVINGS ON INVOICE + PO PROCESSING
>$650,000 We have a very diverse set of
individuals, but they all have a
common need. They need to be
able to do that against what the
business goals are and what the
business budgets are. The Coupa
tool really brings that all together.
We’re not a company that
has a large IT department.
So the ability to use
Coupa’s standard APIs
and have the suppliers
get that implementation
worked out without a lot
of third party support
was key.
The execs are very excited they
can monitor budgets in real time,
throughout the month. That was
something they could never do
in the past. In 2014, due to the
enhanced visibility to the current
flex budgets, we were able to
save over a million dollars.
We saw results from the very beginning,
like procurement time from request to
approval. The cycle went from 48 hours
to eight, which we attribute 100% to the
Coupa automation processes.
PROCUREMENT APPROVAL TIME
8HOURSHOURS
48
Before Coupa, we had individual
people at each of our branches
processing invoices manually.
We had coding problems.
Invoices were getting lost,
vendors were getting angry.
We needed to centralize
everything and dovetail into our
accounts payable system.
8. 8
THE FRESH
MARKET
& CLIFF GOTT
“We’ve opened, on average,
20 stores per year. And Coupa
has allowed us to support
our stores with less people
in the back office than we
had three years ago.”
Cliff Gott, Director of Non-Merchandise
Purchasing, explains his need for a scalable
procurement solution at The Fresh Market.
12 MONTHS SAVINGS:
$1,809,320
9. 9
Users began using
Coupa before they ever
sat through the training
session. That’s indicative
of how easy it is to use.
I have found that everyone
with Coupa has a desire
for me to be successful,
for The Fresh Market to be
successful, and they go
out of their way to address
issues that come up,
to find solutions.
We had about 60 hours
of support from IT for the
integrations. At this point,
IT is not involved in Coupa.
And so, they’re ecstatic to
have a solution that doesn’t
add additional burden
to their team.
My employees are
ecstatic. They feel
that their jobs are
more impactful, more
rewarding. They’re able
to do more value-added
activities. It’s a night and
day difference.
With Great Plains, it was taking
us 15 minutes to create a PO.
We transitioned to Coupa
and have taken that down to
five minutes. That’s saved us
500 labor hours each year.
Coupa has allowed for
repeatable ordering
processes that are very
efficient, so our employees
don’t have to come off the
sales floor. They can stay
out and service
the customers.
X
TOTAL SAVINGS ON POs PER YEAR
PURCHASE ORDERSSAVING PER PO
$7.00 51,988
=$363,916
Coupa has saved us a little bit over
$7 per order. That’s over
$363,000 a year.
$131,000
OVERSPEND REDUCED BY
In the last 12 months
we’ve reduced overspend to
suppliers by over $131,000.
10. 10
CONCENTRIX
CORPORATION
& CURT METZGER
Acquisitions propelled Concentrix Corporation
from a $200 million company to a $1.2 billion one
almost overnight. Finance Director Curt Metzger
describes the impact and opportunity.
12 MONTHS SAVINGS:
$30,440,685
“We want to be the world’s number
one provider of business services
to companies. We needed a
partner that could help us get
there, and we’ve decided Coupa
is that partner.”
11. 11
Coupa has allowed us to scale.
That’s the simplest way to say
it. One of the main ways is
we’ve been able to leverage our
employee resources and really
make sure that they have the
opportunity to do higher,
more valuable work for
the company.
A challenge for us was finding
someone who’d say “Yes” when we
said “Okay, we’re going out to 24
different geographies, all with business
requirements. We’re not sure what
they’ll be, but we need a system flexible
enough to handle whatever they need.”
Not many companies are willing to work
like that, yet Coupa said “Let’s give
it a shot.”
Since going live we’ve had
two additional roll-outs,
adding more countries,
trained new users and
added a whole bunch of
suppliers. Those additions
were seamless.
Our ERP system was
much less flexible than
Coupa. So we weren’t
able to change the ERP
so much but we were
able to change Coupa.
We’ve deployed five or six
systems during the course of
this acquisition. Coupa was
the only one that was able
to deliver on everything they
said they would do and they
were the only one that was
able to deliver on time.
SAVINGS WITH COUPA
VERSUS ALTERNATIVE
SUPPLIER
$
16MILLION
Coupa saved us $16 million compared
to the alternative procurement
solutions.
20COUNTRIES
5WEEKS TO
IMPLEMENTATION
We wanted to be up and running in just five weeks.
We needed a timely, cost-effective system we
could adopt quickly, something we could
change on the fly with an intuitive
UI. Coupa provided all that.
12. 12
CON-WAY
& MITCH PLAAT
Con-way Freight delivers transportation and
logistics solutions to the world. But in such a
low-margin industry, driving efficiency through
the business is Vice President of Procurement,
Mitch Plaat’s number one priority.
“Coupa had the best of both
worlds: full functionality
and the best UI that we
found in the marketplace.”
5XEXPANSION OF GLOBAL
CAPABILITIES
13. 13
Prior to the
implementation of Coupa,
we were doing about $100
million a year through
our e-procurement
platform. Today it’s
nearly double that. It’s
about $200 million.
In the old system we only
had 100 suppliers, today
we have over 700 suppliers
on the Coupa platform.
Today we use Coupa in 14 countries.
Prior, we supported the US, Canada and
Mexico. That was it. Our goal is to expand
that to all 20 countries that we operate
in so we have complete visibility.
What we appreciated
about Coupa was that
there’s very little input
necessary from IT to
support it. The actual
ongoing support of
the tool, we’re able
to do in-house.
We went from zero
to over 90,000
electronic invoices in
less than a year and
a half, eliminating
all of that manual
effort of invoicing.
It used to take us eight to 12
weeks to bring a supplier on
board in our old platform.
Today, we’ve had instances
where we can do it in a day.
We’ve never had the ease of
implementation that we had with Coupa.
From day one it just happened. In four
months, we brought in over 1,500 users.
1,500USERS
4MONTHS
14COUNTRIES
7CURRENCIES
6LANGUAGES
14. 14
SERVICE CORPORATION
INTERNATIONAL
& RONE LUCZYNSKI
12 MONTHS SAVINGS:
$6,660,603
Rone Luczynski, Managing Director of Supply
Chain Management at Service Corporation
International tells how Coupa makes their
employees more productive.
“The primary reasons we chose
Coupa were its ease of use,
good time to value to ROI,
ease of integration into
our existing system, and
no vendor fees.”
15. 15
We have about 25,000 employees
operating our funeral homes
and cemeteries. Their core
competency is servicing families.
It’s not to order product. It’s not
to do billing and invoicing. It’s to
help families. Using the Coupa
system saves them time which
means they can spend more time
with the families.
95% of our suppliers are
what I would refer to as
small suppliers.
So, for them, having
no vendor fee is a
tremendous benefit.
Previously, our employees
would have to sign on to
multiple locations and
multiple sites, and multiple
companies to order product.
Now they just sign in
to Coupa – so much,
much easier.
Out of the 25,000
employees we have,
24,000 of them work in the
field. Having the ability to
approve invoices on the fly
while they’re traveling
was a great win.
$1.3 MILLION
REDUCED SUPPLIER OVERPAYMENT
Coupa’s allowed us to reduce
supplier overpayments by just
under $1.3 million.
$389,798
SAVED WITH SOURCING
With one sourcing event
we saved just under
$400,000.
We started seeing results
almost immediately. Take
purchase orders. Before Coupa
we had dollar visibility but
no unit or item visibility. With
Coupa, we had line item level
spend within 30-60 days. That
visibility gives us better data,
better reporting and allows us
to make better decisions.
Invoicing is easier too as
there’s no need to code invoices
like before. We run about 1.4 million
invoices through Coupa today
– that’s 400,000 more than
with our old system.
16. 16
MOLINA HEALTHCARE
& BRYCE BERG
250%
MORE EFFICIENT
With an ERP system that was too difficult to use,
Molina Healthcare needed an add-on solution that
would scale, be much easier to use and would free
up staff to focus on the bigger things. Bryce Berg
describes their experience with Coupa.
“Coupa’s really changed the
way that I manage my staff
and what my staff is doing.”
17. 17
PURCHASE ORDERS
Coupa’s helped address our
challenges because it’s been
able to scale. We’ve grown so
much. We’ve gone from 3,000
employees to 12,000 employees
in five years, and the financials
have done the same thing. And
without Coupa, we would have
been buried under all the paper.
The difference with Coupa
now is that my buyers are
managing vendors and
managing commodities.
They’re not managing
transactions anymore.
My Accounts Payable
people have gone from
data entry clerks to now
being detectives.
Having Coupa as a
unified system for us,
for procure to pay, has
really been valuable
because we’ve been able
to remove the barrier
between Procurement and
Accounts Payable.
We’ve actually merged
them into one
team now.
$10 BILLION
TOTAL P.O. SPEND
188,000
$10 BILLION
TOTAL PO SPEND
188,000
PURCHASE ORDERS
Since we’ve gone live
we’ve already put 188,000
orders into Coupa, worth
about $10 billion. If Coupa
was pulled out of our
environment tomorrow,
I don’t think I’d have any
employees left.
At any given time, 10%, 20%
of our folks are traveling,
and they still need to
approve requisitions. So
with Coupa, they’re able
to look at their iPhone,
read a requisition, and
approve it on the fly.
We saw results pretty much
straight away, especially with
staff efficiency. In Accounts
Payable, we’ve gone from
12 people to 14 people while
tripling our volume, so
that’s a gain of at least
250% efficiency.
We use Coupa for a lot of
things. We actually call it
“I request” internally because
we didn’t want to limit it just
to purchasing. People submit
requisitions for credit cards,
or for onboarding an employee,
or for getting a phone. We use
it for all kinds of things,
not just purchasing.
EFFECIENCY GAIN
250%=
$2 MILLION
PAYROLL SAVINGFTE
VOLUME
12 14
3x
EFFICIENCY GAIN
250%=
18. 18
FIRSTMERIT BANK
& DAVID NEWVINE
Following a merger, Vice President David NewVine
was tasked with centralizing, automating and
scaling processes. He and his team selected
Coupa as a key component.
"Literally every month we are
seeing increased results from
the utilization of Coupa that
create numerous benefits for
the bank.”
12 MONTHS SAVINGS:
$3,110,590
We were able to literally
stand it up in less than 60
days from when we made
the decision, did all the
discovery, and started the
clock ticking.
19. 19
FirstMerit has realized
over $300,000 by
eliminating overpayments
to suppliers as we’ve seen
invoices come through and
not meet the contractual
terms that are loaded in
the system.
FirstMerit has saved
nearly $200,000 in invoice
processing cost since the
adoption of Coupa, and
we’ve also saved nearly
$25,000 in processing
cost for POs.
About 2½ years ago, we
made a major acquisition.
We doubled in size. Coupa
has allowed us to scale the
business effectively and
very efficiently.
Our suppliers asked,
“What is it going to cost
us?” When the answer
was, “Nothing,”
all of a sudden the
doors opened.
This is a very non-IT-
centric tool. We’re two
years in and we haven’t
had to utilize, in any
significant manner,
any IT resources.
50%
REDUCTION
COST TO ISSUE POs
We’ve been able to reduce our cost of
issuing a purchase order by over 50%.
We’ve also decreased our cost of
invoices by over 30%.
30%
REDUCTION
IN HAND-KEY INVOICES
We have decreased the number of hand-key
invoices by 30% and that is year one. We
decreased, literally, over 35,000 invoices
that were hand-keyed the previous year.
We’ve already
accomplished $120
million of addressable
spend and we are going
towards 100% in the
near future.
20. 20
COFELY GDF SUEZ
& AMBER RITSON
Cofely GDF Suez grew 20% in 18 months.
And acquisitions meant juggling nine disparate
systems at once. They needed a procurement
system that would set them up for the future.
“Coupa will be transformational
for our business. I’m looking
forward to our executives
looking back and reflecting
on that.”
UP TO 65%
SAVINGS THROUGH
COUPA SOURCING
21. 21
It’s been a fantastic
experience overall. I’ve
worked on many other
implementations like this
and this has been a very
smooth project by all
accounts.
The supplier aspect of
things and their ability
to see invoices for
themselves and to be able
to track their payment
through the process is a
key seller for us.
Coupa gives us the
opportunity to have a bigger
supply base, which adds to
innovation, the diversity of
our business and the client
proposition that we’re able
to give.
Thanks to Coupa, rather than
training our users how to press
buttons and navigate a system,
we’re getting the opportunity
to train them in the basic
principles about purchase and
process, why they should use
certain suppliers and what the
risks are.
We’re getting really good
feedback from suppliers
about how easy it is to
use, how intuitive, how
user-friendly, which we’re
delighted by, because
they’re our partners too
and we need to be able
to work with them.
On a particularly good auction we have
achieved savings of up to 60% through
Coupa sourcing. On average we’re
looking at between 25% and 35%
in terms of savings.
65% SAVINGS
VIA SOURCING
22. 22
Let’s calculate your own unique savings number. Either the savings you’ve
achieved in the last 12 months as a current customer, or the savings you could
realize in the next year by using Coupa.
Your Coupa account representative can update your calculation so you can see
how Coupa can help reveal your powerful savings.
WHAT DOES
SUCCESS
LOOK LIKE
FOR YOU?
24. 24
Paris, France
54/56 Avenue Hoche
Paris 75008
France
+33 1 56 60 50 79
Coupa Deutschland GmbH
An der Welle 4
60322 Frankfurt/Main
Germany
+49 (0)69 7593 8481
Chicago, IL
1415 W. 22nd Street
Tower Floor
Oak Brook IL 60523
United States
Sydney, Australia
50 Bridge Street
L34 AMP Tower
Sydney NSW 2000
Australia
London, UK
90 Long Acre
Covent Garden
London WC2E 9RZ
United Kingdom
+44 (0)20 7203 2043
San Diego, CA
2010 Jimmy Durante Blvd
Suite 118
Del Mar CA 92014
United States
Dublin, Ireland
Estuary House - Block P7
Eastpoint Business Park
Dublin 3
Reno, NV
10615 Professional Circle
Reno NV 89521
United States
Headquarters
1855 S. Grant Street
San Mateo
CA 94402
United States
+1 650 931 3200
