coupa roadshow master deck chicago

87

Upload: coupa-software

Post on 20-Aug-2015

954 views

Category:

Technology


2 download

TRANSCRIPT

Page 1: Coupa roadshow master deck chicago
Page 2: Coupa roadshow master deck chicago

Agenda Time Item Presenter

8:30 – 9:00 Coffee All

9:00 – 9: 30 Welcome – Coupa Roadmap Tony Wessels, V.P. Marketing

Coupa

9:30 – 10:30 Amplifying Procurement’s Role Ravi Thakur, V.P. Customer Success,

Coupa

10:30 – 10:45 Break All

10:45 – 11:30 Spend Smart Kerry Clare-Piantek , e-Procurement

Manager, McDonalds

11:30 – 12:15 Strategic Supply Chain Management Eric Lynch, IBM / Emptoris

12:15 - 12:30 Break

12:30 – 1:15 Ask The Analyst Jason Busch, SpendMatters

1:15 – 1:30 Closing Remarks Tony Wessels

1:30 Coupa Demo Ravi Thakur

Page 3: Coupa roadshow master deck chicago
Page 4: Coupa roadshow master deck chicago

Purchasing

Page 5: Coupa roadshow master deck chicago

Purchasing

Procurement

Page 6: Coupa roadshow master deck chicago

Purchasing

Procurement

Spend

Management

Page 7: Coupa roadshow master deck chicago

Purchasing

Procurement

Spend Optimization

Spend

Management

Page 8: Coupa roadshow master deck chicago

Coupa Overview

Tony Wessels

Vice President, Marketing

Page 9: Coupa roadshow master deck chicago

Coupa’s Mission

Delivering software innovation that

breeds responsible spending while

impacting the company bottom line.

Page 10: Coupa roadshow master deck chicago

Innovation

Page 11: Coupa roadshow master deck chicago

Responsible Spending

Page 12: Coupa roadshow master deck chicago

Bottom Line

Page 13: Coupa roadshow master deck chicago

Spend Optimization

Page 14: Coupa roadshow master deck chicago

Coupa’s Explosive Growth

180% Bookings

YOY

+95% Renewal Rate

YOY

150% Platform Usage

YOY

Page 15: Coupa roadshow master deck chicago

One World, One Platform

10 Languages

40 Countries

100,000 Users

Page 16: Coupa roadshow master deck chicago

Customers Highlights

Retail Finance Mfg. Health Care High Tech

Page 17: Coupa roadshow master deck chicago

Amplifying Procurement’s Role

Ravi Thakur

Vice President, Customer Success & Services

Page 18: Coupa roadshow master deck chicago

CFO Financial Books

HR Personnel Files

Sales & Mktg Customer Records

Page 19: Coupa roadshow master deck chicago

Procurement Needs To Own Spend Transactions

Page 20: Coupa roadshow master deck chicago

Own The Transaction

Optimize Spend

Spend Optimization Platform & Processes

Page 21: Coupa roadshow master deck chicago

Procurement Must Orchestrate

VS.

Page 22: Coupa roadshow master deck chicago

How Do You Do It?

Proactively participate in growth strategy

Manage change effectively

Measure & demonstrate success

Page 23: Coupa roadshow master deck chicago

Participate In Growth Strategy

Page 24: Coupa roadshow master deck chicago

Understand Growth Strategies

Geographic Expansion

Page 25: Coupa roadshow master deck chicago

Understand Growth Strategies

Geographic Expansion

New Lines Of Business

Page 26: Coupa roadshow master deck chicago

Understand Growth Strategies

Acquisitions

Geographic Expansion

New Lines Of Business

Page 27: Coupa roadshow master deck chicago

Provide Truly Strategic Value

Ensure executive team supports your Spend Optimization strategy

Work with R & D / Product Development Be aligned with M & A and global expansion

Page 28: Coupa roadshow master deck chicago

Develop Agile Spend Processes

Bring distributed locations under management

Involve all stakeholders e.g. facilities, marketing

Proactively integrate acquisitions

Page 29: Coupa roadshow master deck chicago

Managing Change

Page 30: Coupa roadshow master deck chicago

Change Management Requirements

Leveraging change agents

Frictionless transition

Page 31: Coupa roadshow master deck chicago

Leveraging Change Agents

Functional Users

IT

Procurement

Payables

Suppliers

Page 32: Coupa roadshow master deck chicago

Functional Users

Familiar user interface

Support for function specific spend

Solution

A solution that they can use

Not stand in their

way

Needs

Page 33: Coupa roadshow master deck chicago

Procurement

Enables transaction ownership

Measurable results

Solution

Ensure policy compliance

Attain savings goals

Needs

Page 34: Coupa roadshow master deck chicago

Payables

Automation for invoice processing

Eliminates tedium

Solution

Reduce manual & error prone steps

Simplify tasks

Needs

Page 35: Coupa roadshow master deck chicago

IT

SaaS/Cloud based platform

User configurable

solution

Solution

Reduce burden on IT resources

Focus on value-add

tasks

Needs

Page 36: Coupa roadshow master deck chicago

Suppliers

No network fees or processes to support

Innovation e.g. Universal Search

Solution

No additional cost of doing business

Ease of adoption

Needs

Page 37: Coupa roadshow master deck chicago

Frictionless Transition

Familiar & convenient user interface Weave into daily life

Page 38: Coupa roadshow master deck chicago

Demonstrate Success

Page 39: Coupa roadshow master deck chicago

Set Targets

Measure Success

• Establish benchmarks and determine targets

• Use data to analyze: • Tradeoffs and interdependencies • Root cause

• Measurement excellence = capability to improve and stay ahead Be Excellent

Achieve Targets

Page 40: Coupa roadshow master deck chicago

Benchmark Success Productivity

Transaction cycle time

PO & invoices processed

per FTE (#)

Support costs – not just IT

Effectiveness

Spend under management

User adoption = customer satisfaction

% saving / spend

Page 41: Coupa roadshow master deck chicago

Communicate Success

Page 42: Coupa roadshow master deck chicago

CFO Financial Books

HR Personnel Files

Sales & Mktg Customer Records

Procurement Spend Transactions

Page 43: Coupa roadshow master deck chicago

Break

Page 44: Coupa roadshow master deck chicago

Kerry Clare-Piantek

44

e-Procurement Manager

McDonalds Restaurant Operations Inc.

Spend Smart

Page 45: Coupa roadshow master deck chicago

45

Coupa User Group Meeting May 3, 2012

Page 46: Coupa roadshow master deck chicago

46

E-Procurement

Manager

Joined McD in 2008

Charged with

building/rolling out a

Marketplace

Focus is on indirect

spend

About Me

Page 47: Coupa roadshow master deck chicago

47

McDonald's brand mission is to be our customers' favorite place and

way to eat. Our worldwide operations are aligned around a global

strategy called the Plan to Win, which center on an exceptional

customer experience – People, Products, Place, Price and Promotion.

We are committed to continuously improving our operations and

enhancing our customers' experience.

Some fun facts –

– We have more than 33,000 restaurants world wide

– 1.7 million employees

– Restaurants in 119 countries

– 80% of restaurants are franchised

McDonalds at a Glance

Page 48: Coupa roadshow master deck chicago

48

Identified some trends indicating we had some opportunities

– G&A growth as a % was growing

– McOpCo Margin was decreasing (company owned restaurants)

– ROI was strong but growing at a slower rate

Put together a business case for an indirect procurement

process/team

– First category sourced was safety shoes

– Savings of over 25% achieved

– Proved to the company that there was substantial opportunity

Tried to implement a solution at least 3 times previously

unsuccessfully

Business Opportunity

Page 49: Coupa roadshow master deck chicago

49

McD was rolling out Oracle in the US so options were limited

Previous attempt to roll out Oracle iProcurement was unsuccessful

- change management largely ignored

- different processes existed for purchasing capital items vs.expense items

- authorization limits and approval process complicated

- required purchase order number for payment to supplier

Field wrote a compelling letter to management about what needed to

be fixed if folks were going to use the system

Deciding the Best Course of Action

Page 50: Coupa roadshow master deck chicago

50

We engaged the hearty few that were still using the system to help us

drive the system changes to make it “user friendly”

Engaged influential folks internally to participate in a pilot

Designed system initially knowing that eventually we would want to

extend system to the franchisees

Held several conference room pilots including job impact analysis

Included operators to participate in the RFP to pick the system for the

operators

Piloted system with a handful of operators

Managing Change

Page 51: Coupa roadshow master deck chicago

51

Several hurdles had to be overcome

–Operators not always supportive of Home Office Programs

– Information for operators is considered confidential so home

office access had to be extremely limited

–McDonalds doesn’t mandate programs

Took feedback from pilot and incorporated changes into

the system

–Needed to accommodate “combo operators”

–Single sign on mandatory

–Needed to build champions

–Focus on large operators first

Managing Change

Page 52: Coupa roadshow master deck chicago

52

Over 1,100 operators are now using Coupa representing 5,200 user

and over 6, 100 restaurants

Mainly using it for expense items, slowly moving to capital (uniforms,

office suppliers, small kitchen wares)

Metrics we use include:

–Weekly spend/number of purchase orders

– Embedded users

– Average spend per restaurant

Feedback indicated biggest benefits are time savings and

control/visibility

Operators think what we are doing is “a no brainer”

With Coupa Today

Page 53: Coupa roadshow master deck chicago

53

Next steps based on our user feedback

– Leveraging the reporting capabilities

– Instituting a budget component to the system

– Being able to control what suppliers their employees can purchase

from

– Added services to the system

– Potentially doing orders on behalf of our operators

With Coupa Tomorrow

Page 54: Coupa roadshow master deck chicago

54

Recommendations

–Change management is key

–Don’t try to onboard everyone – be realistic

– Build champions

–Make sure you include the users in the decision making process

Opportunities

– Looked for broader groups to engage to help spread your message

– Staff appropriately

– Simplify the on-boarding process (set up is complex due to

structure)

Best Practice Recommendations

Page 55: Coupa roadshow master deck chicago

Confidential and proprietary

Strategic Supply Management Overview

55

Eric Lynch

Director, Global Alliances and Channels

IBM - Emptoris

Page 56: Coupa roadshow master deck chicago

Emptoris Strategic Supply Management Overview

Powering Procurement Transformation

Eric Lynch – Director, Emptoris Global Alliances and Channels

Page 57: Coupa roadshow master deck chicago

© 2012 IBM Corporation

• Emptoris/IBM – Director, Global Alliances and

Channels

• Location: Chicago

• Alliance & Channels Business Development & Sales

experience consulting clients around Strategic

Supply Management best practices, processes and

use of SSM Solutions.

• Started Supply Management career with A.T. Kearney

Procurement Analytic Solutions in 2000 at the onset

of eSourcing.

• Experience selling eSourcing, Spend Analytics,

Enterprise Contract Management, Supplier Lifecycle

Management solutions and consulting.

Eric Lynch

Page 58: Coupa roadshow master deck chicago

© 2012 IBM Corporation

Our Mission…

58

Delivering strategic supply and contract management solutions that enable Global 2000

companies to maximize financial performance and optimize commercial risk around the world

Ensure Flexibility Optimize Decision Making

Gain Visibility And Control

Manage 100% of Spend

Page 59: Coupa roadshow master deck chicago

© 2012 IBM Corporation

Today’s Operating Environment

59

Increasing Risk and volatility

Increased reliance On suppliers

Complex economic environment Western cool, growth in emerging

From commodities to currencies Globalization fuels increased risks

Increased outsourcing Globalization of supply base

Continued Globalization Globalization accelerates

New global opportunities

Tepid economic environment

Page 60: Coupa roadshow master deck chicago

© 2012 IBM Corporation

Pressures on Procurement

Top Pressure Points

“The State of Strategic Sourcing: Building a Context for the Next Decade”, published by Aberdeen, April 2011

60

Page 61: Coupa roadshow master deck chicago

© 2012 IBM Corporation

Why the supplier is so important

61

Commodity Price Volatility

Increased Reliance on Supply Chain

Customer Demands Good Corporate Citizenship

Regulatory Pressures

Brand Protection

Missed Revenue Opportunities

CAPS Research Cross-Industry Report

of Standard Benchmarks

“On average, 50% of the value (and costs!) of your

products and services are in the hands of

your suppliers”

Page 62: Coupa roadshow master deck chicago

© 2012 IBM Corporation

Strategic Supply Management (SSM)

62

B O R D E R E N T E R P R I S E

Page 63: Coupa roadshow master deck chicago

© 2012 IBM Corporation

Enabling CPOs to Drive Business Success

63

Manage The Risk

Believe The Plan

Connect And Automate

Achieve Compliance & Savings

Data, Visibility, Opportunity

Price changes, Contract Terms, Supplier Evaluation

Manage Complex Data and Categories

Commodities, Currencies, Country Regulations, Natural Disasters

Source to Settle Process

Page 64: Coupa roadshow master deck chicago

© 2012 IBM Corporation

The solution for Strategic Supply Management : Emptoris Suite V9

64

Procurement Intelligence Global, enterprise-wide visibility into spending and suppliers to drive operational and supplier performance improvement

Source to Contract Advanced sourcing and enterprise contract management capabilities maximize and lock in savings

Category Spend Management and Compliance Manage complex spend categories and ensure compliance of service providers and outsourced workers

Program Management Powerful, cross-suite program management capabilities to drive savings, risk and compliance programs

Virtual Supplier Master A global master repository for supplier and category information and flexible supplier discovery capabilities

Page 65: Coupa roadshow master deck chicago

© 2012 IBM Corporation

Program Management

Program Management

Spend

Analysis

Supplier

Performance &

Development

Category

Spend

Management

Enterprise

Contract

Management Sourcing

Risk

Management

Supplier

Classification

Supplier

On-Boarding

Spend

Analysis

Improve Management Control and Accountability

– Provides a framework through which all procurement programs can be managed, including budget and savings programs

Improve Productivity and Increase Organization Capacity

– Improves global coordination of procurement activities and the allocation of resources

– Provides a central, configurable workspace that simplifies communication, with tools that automate standard tasks and provide alerts for exceptions

Ensure Compliance – Guides users to follow pre-defined processes

and data collection guidelines compliant with corporate rules

65

Page 66: Coupa roadshow master deck chicago

© 2012 IBM Corporation

Rent-A-Center Case Study

The largest operator in the United States rent-to-own industry with ~35% market share based on store count

Number of stores: more than 3,000

Number of employees: over 18,990

Annual revenues (2009): $2.752 BN

Page 67: Coupa roadshow master deck chicago

© 2012 IBM Corporation

Sourcing Engine Transaction Engine

What does best of breed combination really mean?

Negotiate Savings & Favorable

Terms

Identify & Contract With

Preferred Suppliers

Channel Spend Through

Preferred Suppliers

Ensure Compliance To Realize

Negotiated Savings

Page 68: Coupa roadshow master deck chicago

© 2012 IBM Corporation

REAL RESULTS

SAVINGS $1,000,000 in 3 months

enough for more than

sofas and flat screen televisions to rent to consumers

1,000

Page 69: Coupa roadshow master deck chicago

© 2012 IBM Corporation

To Learn More…

Visit www.emptoris.com

Resources available: http://www.emptoris.com/resource-library

Customer Video Testimonials

Meet The Experts Videos

Thought Leadership White Papers

On-Demand Webinars

Podcasts

Contact us at: [email protected]

Page 70: Coupa roadshow master deck chicago

Ask The Analyst

Jason Busch and Thomas Kase

SpendMatters

Page 71: Coupa roadshow master deck chicago

Copyright © 2012 Azul Partners Inc. All rights reserved. Not for distribution. www.spendmatters.com - spendmatters.co.uk - www.agmetalminer.com

Ask the Analyst (but first … what’s on

our mind these days)

Jason Busch and Thomas Kase

April 2012

Page 72: Coupa roadshow master deck chicago

Copyright © 2012 Azul Partners Inc. All rights reserved. Not for distribution. www.spendmatters.com - spendmatters.co.uk - www.agmetalminer.com

Who we are

The team

The sites

www.spendmatters.com

First blog in sector, now much more

www.agmetalminer.com

4 years old, largest metals pub in NA

www.spendmatters.co.uk

Launched in 2010

www.hcmatters.com

Launched in 2011

Former:

Strategy and sourcing consultants

Metals traders

Heads of procurement

Page 73: Coupa roadshow master deck chicago

Copyright © 2012 Azul Partners Inc. All rights reserved. Not for distribution. www.spendmatters.com - spendmatters.co.uk - www.agmetalminer.com

Our supply markets still won’t rest!

• Total cost/labor cost on the rise – Country-specific labor

– Trade/export policy

– Shipping (fuel surcharges, bunker charges)

• Currency volatility

• Production capacity constraints

• Lean extremes

• Raw material availability (e.g., rare earth metals)

• New regulations

• Black Swan events

Page 74: Coupa roadshow master deck chicago

Copyright © 2012 Azul Partners Inc. All rights reserved. Not for distribution. www.spendmatters.com - spendmatters.co.uk - www.agmetalminer.com

Think big for a moment …

stepping into global procurement

and finance shoes today

Currency & commodity volatility

Currency madness (Dollar, Euro, RMB, Pound, etc.)

Coming soon or already here: currency inflation (or deflation)/commodity inflation

Economic uncertainty

Quantitative Easing (continued)

Weak demand

Liquidity concerns, supplier access to capital

Globalization challenges

Trade imbalances, total cost hiccups (and missteps) and policy uncertainties

Different definitions of acceptable behaviors

74

Page 75: Coupa roadshow master deck chicago

Copyright © 2012 Azul Partners Inc. All rights reserved. Not for distribution. www.spendmatters.com - spendmatters.co.uk - www.agmetalminer.com

When it comes to our procurement and finance groups,

these trends and issues have often upset the apple cart

Working capital concerns As much as $5 million in direct costs for each supplier bankruptcy; which direction will suppliers turn if Europe and China tank the rest of the world economy

Trade worries Currency manipulation, inflationary commodity pressure, supply shortages

Corporate cost cutting Fewer resources to accomplish more aggressive margin improvement goals (not to mention lower SG&A expenses); CEOs looking at supply chain organizations as profit, not cost centers

Sustainability & CSR

CEOs looking for financial impact from sustainability (and no surprises) when it comes to CSR programs

75

Page 76: Coupa roadshow master deck chicago

Copyright © 2012 Azul Partners Inc. All rights reserved. Not for distribution. www.spendmatters.com - spendmatters.co.uk - www.agmetalminer.com

What were the top procurement and supply chain priorities we

observed last year (inclusive of finance)?

• Incremental cost reduction (including cost reduction based on total cost analysis)

• Dealing with capacity challenges (in certain markets)

• Managing the workforce:

– Contingent/services procurement

– Getting more from the procurement group

• Compliance and risk: supplier performance, supplier visibility, operational/financial stability, etc.

• Balancing demand/supply volatility (e.g., part/component shortages for the holiday season)

• Evaluating alternative models vs. business as usual – shared services, BPO, contingent staffing (for both procurement and A/P)

76

Page 77: Coupa roadshow master deck chicago

Copyright © 2012 Azul Partners Inc. All rights reserved. Not for distribution. www.spendmatters.com - spendmatters.co.uk - www.agmetalminer.com

What will the top procurement and supply chain priorities

we’re expecting for the rest of 2012 and into 2013?

• Continued focus on cost savings either to protect fortress balance sheets that companies have amassed or just to survive

• Anticipating/forecasting (cash, revenue, demand, etc.) and mapping to procurement and working capital strategies in a questionable recovery or possible recession

• Continuing to find new ways of becoming more efficient on the periphery (e.g., A/P, indirect spend) to focus on core operations

• Commodity, cost volatility and reducing exposure/risk

• Optimizing for total supply chain/supply management costs for procurement and payables (inventory, working capital, unit cost, logistics, tax implications, etc.)

• Risk management, albeit from an expanded perspective/definition

77

Page 78: Coupa roadshow master deck chicago

Copyright © 2012 Azul Partners Inc. All rights reserved. Not for distribution. www.spendmatters.com - spendmatters.co.uk - www.agmetalminer.com

Restructuring the market – translating priorities to ten

broader organizational tactics

1. Building the right teams and talent to meet changing requirements

2. Investing in systems to support functional business users capable of shaping strategy and driving results (not just on maintaining systems of record and building better transactional environments)

3. Finding ways to do more with fewer (or flat) resource levels

4. Developing strategies, teaming approaches and supporting tools that bridge functional groups such as procurement, A/P, treasury, internal audit, etc.

5. Getting more from information that should already exist internally (but often doesn’t)

6. Bringing external information and insight into the organization (e.g., risk, supply markets, commodities, etc.)

7. Taking a portfolio/finance and risk management view of suppliers and spending

8. Migrating to systems that support emerging business needs and objectives (keeping an open mind)

9. Deciding what must be done internally (or not)

10. Learning to think globally (not just act globally – a major difference!!)

78

Page 79: Coupa roadshow master deck chicago

Copyright © 2012 Azul Partners Inc. All rights reserved. Not for distribution. www.spendmatters.com - spendmatters.co.uk - www.agmetalminer.com

2020: Five procurement scenarios to consider 1. Extreme localization and decentralization require new approaches

2. Beyond process: politics, regulation, philosophy and economics define procurement’s focus

3. Technology proves more then transformative: emerging enterprise applications, mobile computing, social “intelligence” and technology democratization change the possibilities (and priorities) of procurement

4. Global supply chain intelligence dictates winners and losers

5. Core procurement is absorbed (e.g., by shared services such as corporate Six Sigma, finance, operations, HR, etc.)

79

Page 80: Coupa roadshow master deck chicago

Copyright © 2012 Azul Partners Inc. All rights reserved. Not for distribution. www.spendmatters.com - spendmatters.co.uk - www.agmetalminer.com

1) Extreme localization and decentralization require

new approaches

Themes

• Speed to support constituents/customers in the business (e.g., local work, labor and employment rules)

• “First wave” savings initiatives (and beyond) from sourcing have long been exhausted

• Supporting sourcing in local geographic markets

• Government-directed spend

• Green/CSR

• Shipping costs continue to rise

• Localization of products/services requires localization of part, material and services inputs

• Continued supply risk incidents force the need to limit the potential damage that centralization/concentration of procurement efforts can create when risk strikes

80

Page 81: Coupa roadshow master deck chicago

Copyright © 2012 Azul Partners Inc. All rights reserved. Not for distribution. www.spendmatters.com - spendmatters.co.uk - www.agmetalminer.com

2) Beyond process: procurement on the global

chessboard

Themes

Economic uncertainty and market volatility

− Continued “jobless” recoveries, EU/debt hangover that won’t quit?

− Austerity programs European disunity

− Flexible workforce

• Supply chain regulations / traceability

− REACH, ROHS, beyond

− Industry regulations (e.g., pharma)

− Labor practices

A superpower smack down

− Behind-the-scenes battle for raw materials (metals, oil/energy, other base materials)

− Punitive measures in response to protectionism

Blood, sweat and tears

− Traditional military conflicts (e.g., Iran)

− Non-traditional dangers (e.g., terrorism)

81

Page 82: Coupa roadshow master deck chicago

Copyright © 2012 Azul Partners Inc. All rights reserved. Not for distribution. www.spendmatters.com - spendmatters.co.uk - www.agmetalminer.com

3) New technology models prove “insanely great” and

change the game for good

Themes • Emerging enterprise applications, mobile computing,

analytics / “intelligence” and technology democratization change the possibilities (and priorities) of procurement

• Social applications models, social connectivity

• Interfaces

– iPad/iPhone (i.e., touch)

– Video (phones, PDAs, Flip cameras)

– Voice

• Enabling technologies

– In memory DB

– Virtualization (i.e., cloud)

– MDM/CDI (encompassing structured and unstructured data sets)

• Networks

– Supplier monitoring, collaboration and development

– On-boarding / enablement

– Benchmarking

82

Page 83: Coupa roadshow master deck chicago

Copyright © 2012 Azul Partners Inc. All rights reserved. Not for distribution. www.spendmatters.com - spendmatters.co.uk - www.agmetalminer.com

4) Global supply chain intelligence dictates winners and

losers

Themes

Supply chain risk

Financial

Labor

Product/material compliance

CSR

Natural disaster/weather

Etc.

Commodity insight

Forecasting

Budgeting, planning

Sense and response time – lead-time to respond to issues

83

Page 84: Coupa roadshow master deck chicago

Copyright © 2012 Azul Partners Inc. All rights reserved. Not for distribution. www.spendmatters.com - spendmatters.co.uk - www.agmetalminer.com

5) Core procurement is absorbed

Themes

• Procurement absorption (e.g. shared services such as corporate Six Sigma, operations, IT/CIO, etc. take on certain aspects of the function)

• Supply chain and finance/internal audit absorb risk

• Direct materials continues to stay with the business

• Complex services never make the transition

• Finance, finance, finance – clear reasons to take ownership

– Savings implementation vs. identification

– Challenge of forecasting earnings and mid-term cash flow

– Credit lines are still very tight – suppliers and buyers often alike

– P2P strikes back: working capital strategies working their way into procurement strategies – and services procurement tactics and technologies as well

– Speaking the language! margins, gross profit, EBITDA, OIBDA

84

Page 85: Coupa roadshow master deck chicago

Copyright © 2012 Azul Partners Inc. All rights reserved. Not for distribution. www.spendmatters.com - spendmatters.co.uk - www.agmetalminer.com

Contact details

Jason Busch Managing Director, Spend Matters and Azul Partners, Inc. Founder and Executive Editor, www.spendmatters.com Email: [email protected] Phone: 773-525-7406

Thomas Kase Lead Analyst, Spend Matters Email: [email protected] Phone: 404-791-3854

85

Page 86: Coupa roadshow master deck chicago

Copyright © 2012 Azul Partners Inc. All rights reserved. Not for distribution. www.spendmatters.com - spendmatters.co.uk - www.agmetalminer.com

Closing Remarks

Page 87: Coupa roadshow master deck chicago

Copyright © 2012 Azul Partners Inc. All rights reserved. Not for distribution. www.spendmatters.com - spendmatters.co.uk - www.agmetalminer.com

Coupa Demo