Bourne's business drivers and challenges
Their strategy for getting board approval
How they persuaded skeptical users
Why suppliers came on board
Results - including a higher profile for procurement!
4. There’s no doubt that Coupa have been the major
“disruptive” force in the purchase to pay / spend
management software world over the last 3 years or so.
A consumer technology type look and feel to their
products set them apart from the traditional ERP
providers, and rapid development of new products (now
taking them into sourcing and spend analytics as well as
their transactional core expertise) has been impressive.
Peter Smith Managing Editor Spendmatters October 2nd 2013
7. Coupa in EMEA
Strong growth in local operations 2011 - 2014
1) European HQ in London UK, with new offices in Frankfurt, Germany and Paris, France
2) Operations & Support Centre in Ireland
3) Customer count has doubled in 2 years, Headcount has doubled in 1 year, and Spend going through
the system has increased by 10x in the last year alone, now accounting for Billions EUR annually.
4) Strong European partner network
5) Coupa INSPIRE ‘14 EMEA to be held in London on October 16th, 2014
http://get.coupa.com/inspire_emea_save.html
EMEA Population = 2.1B
14. Delivering the Right Message
EXECUTIVE SPONSORSHIP
KEEP IT SIMPLE
TACKLE THE NEGATIVES
FOLLOW UP CONCERNS
SELL THE BENEFITS
DEDICATED SUPPLIER TEAM
15. USE INTERNAL TALENT FOR
BRANDING AND COMMS INVEST IN TRAINING
Spread the Word
16. 100% USER ADOPTION 89% E-INVOICING
DELIVERING OVER 90%
PAYMENT ON TIME
EARLY PAYMENT
DISCOUNTS
IMPROVED SUPPLIER
RELATIONSHIPS
Measurable, meaningful success
17. KEEP IT SIMPLE
PUT PEOPLE FIRST
ADDRESS NEGATIVES EARLY ON
POSITIVE APPROACH TO ROLE CHANGES
SELL BENEFITS IN REAL TERMS
USE IN HOUSE TALENT
Summary