Find out how Armstrong achieved $200M in Cost Reduction.

1. Today’s Speakers
Neal Amsden
Sr. Director, Marketing
Coupa
Srini Rao
Director, Global Procurement
Armstrong
Kevin Turner
VP, Customers for Life
Coupa

2. What’s on the Agenda
§ Who’s Coupa (briefly)
§ Armstrong’s 3 Year Success Story
§ Coupa Customers for Life (even more briefly)
§ Q&A Throughout

3. Who is Coupa: Our Mission
Delivering software innovation
that breeds responsible spending
while impacting the company bottom line

4. Who is Coupa: Our Mission
Delivering software innovation
that breeds responsible spending
while impacting the company bottom line

5. Who is Coupa: Our Mission
Delivering software innovation
that breeds responsible spending
while impacting the company bottom line

6. A Unified Suite Of Financial Applications
InvoicingExpenses

7. Customer Momentum
1Q144Q13
400+ customers hq’d in over 40 countries
120% growth YOY for 6 years
95%+ renewal rate

8. Forrester Wave:
eProcurement Q2 2014
§ 11 vendors rated on 69 criteria
§ Coupa received highest scores
"Coupa has one of the best user
interfaces combined with broad
functionality and flexible configuration."
coupa.com/forrester

9. Who is Armstrong?
§ Founded in 1860 as cork business
§ Revenues ~$2.6 billion
§ 35 plants in eight countries
§ ~8,700 employees
We are a Global Company, we need a Global Solution

10. Business Challenges
Utilized Lean to develop system requirements addressing key
organization and process pain points
Increased
Visibility of
Spend
§ 40%+ of rogue spend
§ Fragmented /
unleveraged buying
§ Disparate global
reporting data
Process
Automation
§ Largely manual process
(non-US)
§ 47+ Process steps
§ 9 Approval processes
§ 10 Non-integrated
systems
Common Global
Process
§ Fragmented /laborious
supplier on-boarding
§ Manual/offline tools to
manage spend and
procurement processes
Improved User
Experience
§ Complex Legacy
systems
§ Offline management
by Excel
§ Lack of process
knowledge

11. Coupa Delivered
§ Intuitive Solution
§ Superior buyer toll gate management
§ Integrated supplier on-boarding
§ Coupa shared our vision
11
Extensive RFx process undertaken;
Coupa was the clear winner

12. Coupa @ Armstrong
Corporate
Campus Fully
Launched
2012 2013 20142011
North America
Plants Live
China (May) India (Feb) Europe
under review
SCOPE
§ Indirect Services &
Non Inventory Goods
§ Plants Go Live in 30 days
NEXT INITIATIVES
§ Coupa Supplier Network
Refresh
§ Order to Payment System

13. Challenges Met With Success
Vast improvement on all 4 vectors of differentiation,
but our work is not complete
Increased
Visibility of
Spend
Process
Automation
Common Global
Process
Improved User
Experience
§ 26 Process steps
§ 2 Approvals within one
system
§ 3 Fully-integrated systems
§ Single global platform/
toolset
§ Actively managed spend
with improved visibility
§ Single source for global
indirect spend
§ 88% Spend under
management
§ Automated & Integrated
supplier on-boarding
§ Enterprise standard
business process/tools
§ Intuitive web-based
“shopping”
§ One place to shop, with
real time online status
§ Coupa drives process
clarification/education

14. Metrics for Success: 2011 vs 2013
Paper PO
Continuous Improvement provides for process and cost savings
Spend Under Management 88%56%
Catalog POs 26%0%
ACH Payments 58%33%
100%0%
No Cost PO Flip Invoicing 78%0%
Fully Integrated Invoicing 22%0%

15. Coupa Helps Drive Business Impact
§ Divestiture of under performing
businesses
§ Internal restructuring and outsourcing
§ Increased productivity in our
manufacturing through LEAN
§ Efficient working capital management
§ Improved sourcing and P2P process
compliance
Benefits include price initiatives and procurement driven or supported productivity initiatives
$200m internal cost reduction in the past 3 years

16. Key Learnings
§ Leadership’s continued support beyond
initial project buy in
§ Procurement and IT Roadmap Alignment
§ Do not change policies during solution
deployment
§ Never underestimate the impact of change
management
Closed loop learning facilitating expedited further rollouts

17. Coupa Customers For Life
Mission – “Ensure the renewability, growth, reference-ability, and overall
long-term health and success of Coupa’s customers.”
Strategy, expansion and adoption initiatives
Business and usage reviews focused on your savings goals
Executive Engagement
Manage and coordinate interaction with Coupa Product Management
Your Advocate at Coupa

18. Wrap up
Neal Amsden
Sr. Director, Marketing
Coupa
Srini Rao
Director, Global Procurement
Armstrong
Kevin Turner
VP, Customers for Life
Coupa

19. Coupa Demos: Live Every Week
coupa.com/demo

20. Thank You!