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!

1. Procurement to the People
How Bourne Leisure Deployed Coupa Successfully

2. Simon Hurst
Principal Solutions
Consultant
Xoomworks
Simon.hurst@xoomworks.com
Alex Kleiner
General Manager
EMEA
Coupa
Alex.kleiner@coupa.com
Hazel Brench
P2P Project
System Manager
Bourne Leisure
Speakers

3. Agenda
} Coupa Overview
} Xoomworks & Coupa
} Bourne Leisure Success Story
} Q&A

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

5. The Leader in Cloud Spend Optimization
88%+
Spend
Under
Management
99.99%
Up3me
Hosted
in
the
Cloud
97%
+
Renewal
Rate
3-­‐6
Months
Average
Deployment
450+
Successful
Customers
Founded in 2006, released first product 2007,
headquartered in San Mateo, CA
120%+ growth 6 consecutive years
100% employee growth
100% growth in Coupa users
Our
Mission:
Deliver
so/ware
innova3on
that
breeds
responsible
spending
while
impac9ng
the
company
bo<om
line.
©2013 Coupa Software, Inc.
#1
Ease
of
Use
&
Adop3on
#1
Technology
PlaRorm
#1
Customer
Sa3sfac3on
#1
Time
to
Benefit

6. A Unified Suite of Financial Applications
450+
Customers
100+
Countries
21+
Languages
50+
Currencies
120B+
Annual Spend
1M+
Suppliers
100%
Mobile
99.99%
Uptime
InvoicingExpenses
©2014 Coupa Software, Inc

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

8. Coupa receives highest scores
for Current Offering and Strategy
The Forrester Wave™: eProcurement, Q2 2014
Analyst: Duncan Jones
Coupa Recognized as a Leader in eProcurement
“Coupa is the most
customer-centric
organization with the
most flexible
product.”
©2014 Coupa Software, Inc

9. How Bourne Leisure and Xoomworks
delivered P2P successfully
It’s all about people

10. Procurement
Transformation Specialists
Coupa
EMEA Partner
Complete Procurement
Framework addressing mechanics and behaviours
Xoomworks & Coupa

11. Bourne Leisure Properties

12. The Challenge
ENTREPRENURIAL SITES
DIVERSE CATEGORY MIX
LEGACY OF LOCAL SUPPLY
3 DISTINCT COMPANIES
SEASONAL STAFFING
50%+ NON OFFICE STAFF

13. EXEC BOARD
USERS
SUPPLIERS
The People

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

18. Simon Hurst
Principal Solutions
Consultant
Xoomworks
Simon.hurst@xoomworks.com
Alex Kleiner
General Manager
EMEA
Coupa
Alex.kleiner@coupa.com
Hazel Brench
P2P Project
System Manager
Bourne Leisure
Wrap Up and Q&A

19. coupainspire.com
The Language of Success
October 16, 2014

20. Coupa.com
Live demo: coupa.com/demo
Contact us: coupa.com/contact
650.931.3200
44.0.207.203.2043
xoomworks.com
Contact us: pc@xoomworks.com
44.0.207.400.6120
Thank you!