John Maiolo presents an overview of General Atlantic's journey with Coupa's unified spend management solution. General Atlantic started with expense management to go paperless but has since expanded usage globally and across procurement. Coupa provided an easy to use platform that drove adoption. Measurable results include faster expense submission and improved financial reporting. The presentation demonstrates how Coupa captures all types of spend with a unified platform and helps organizations move from tactical to more strategic spend management.

1. ©2014 Coupa Software, Inc.
John Maiolo
Controller
General Atlantic
The Suite Life: An Overview of
Coupa Unified Spend Solution
Gabe Perez
Senior Solutions Director,
Global Major Accounts
Coupa Software

2. 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

3. General Atlantic – Our Journey
Expense 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

4. 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

5. Pre-Coupa
“Spending hours reviewing
expense reports.”
Coupa
Going Paperless

6. Going Global
Ease 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

7. Make it Local

8. What‟s your
Cost per
Square Foot
to store paper?

9. 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!

10. From: Brown, Precious
Sent: Monday, April07, 2014 9:17 AM
To: Maiolo, John
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, John
Sent: Monday, April07, 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.

12. Analyze to Optimize
Our 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
Customization
Workflow Efficiencies
Optimize Cash Flow Streamline Process

13. 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

14. From: B, Priscilla
Sent: Thursday, January 03, 2013 2:26 PM
To: Maiolo, John
Subject: 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 B
General Atlantic
228 Hamilton Ave., FL 2
Palo Alto, CA 94301
0-60MPH…”Make People Happy”

15. Spend Happens: Capture It
Coupa‟s Unified Platform

16. Pre-Approved Un-Approved
Coupa is only solution that organically captures all three
Procurement
Expense
ManagementPost-Approved
Invoice
Management

17. Spend Happens
Why treat spend differently?
SPEND IS SPEND!

18. 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

19. 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

20. 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

21. Brief Demonstration
Coupa‟s Unified Platform

22. ©2014 Coupa Software, Inc.
Q
A&

23. ©2014 Coupa Software, Inc.
When: TONIGHT!
Where: Mezzanine SF
444 Jessie St.
mezzaninesf.com
Time: 6 - 11pm
Dress: Business casual or
semi-formal
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