In most cases, the eternal optimism of technology companies is tempered by concerns about potential barriers to growth, including:

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1 COUPA FOR HIGH TECH INDUSTRY OUTLOOK Cautiously optimistic may be the best way to describe most high tech companies today, aside from those early stage start-ups waiting for the hockey-stick growth. Nearly 80 percent of the respondents in KPMG s 2013 Technology Industry Outlook expected their company s revenue to grow, and most were planning to increase spending in product and service development and geographic expansion. In most cases, the eternal optimism of technology companies is tempered by concerns about potential barriers to growth, including: Pricing pressures Legislative and regulatory uncertainties The emergence of lower-cost competitors around the globe The need to stay atop of changing and disruptive technologies The good news for finance professionals is that technology itself can help you get a handle on these challenges. HIGH TECH COMPANIES NEED HIGH TECH SPEND OPTIMIZATION Technology companies that are growing aggressively need to manage the large amount of indirect spending on IT equipment, office space, auxiliary services and even office supplies. Also, operational inefficiencies can get in the way of growth, slow down agility and eat into the bottom line. For companies experiencing the hyper-growth of many popular technology companies, internal procurement, sourcing and payment processes often don t keep pace with the business. In the early days at music startup Pandora, people wrote what they wanted on scraps of paper that they dropped off for finance to handle. That process didn t scale. Mature technologies companies may already have inhouse systems built with on-premise software, which are notoriously complex to use and expensive to maintain. As larger, established tech companies try to match the agility of their newer competitors, they cannot be held back by slowmoving purchasing systems or manual process delays. COUPA FOR HIGH TECH COMPANIES Coupa lets you reap the benefits of cloud technology and mobile access for buying and paying for business goods and services. It replaces cumbersome manual or legacy systems for managing indirect spending and payments with a single, unified application suite. Working with Coupa feels more like shopping online than working with corporate forms. Coupa focuses on helping its customers succeed by making it easy to save money and reign in spending. Coupa s own growth is a testament to the success of this approach. Customers in high tech include well-known consumer tech companies, including Groupon, RealNetworks, Spotify, Orbitz, Pandora and Hulu, as well as established B2B technology companies like Salesforce.com, NVIDIA, Violin Memory and Cadence. The Coupa home page provides easy access to orders, budgets, to do s and more. PAGE 1 of 5

2 Coupa differs from traditional, legacy approaches to spend management in three very important ways: The cloud: Coupa was built in the cloud from day one, not retrofitted from legacy applications. The cloud subscription model moves your spending from CapEx to OpEx and makes deployment fast and non-disruptive. You can scale up as your business grows. High availability, data protection and security are built in at every level. End-to-end payment management: Coupa is a complete, tightly- knit suite of application, not a bunch of different applications bolted-together with manual processes. From sourcing to invoicing, data travels seamlessly and logically. You have visibility and control across the board. Employee engagement: Coupa is built for today s always-connected smart phone user and online shopper in other words, the average high tech employee. It s so easy to use that people want to use it, and they do. The high adoption rate increases spend under management and makes the finance team a partner rather than an enforcer. Put these three attributes together, and you ve got a powerful new way to get control over spending and manage your growing technology business. Using Coupa can help you handle the unique demands of the technology market, including: Managing growth and acquisitions Keeping development costs under control Supporting a culture of innovation Maintaining stability in changing business conditions MANAGING GROWTH AND ACQUISITIONS Coupa is ideal for fast-growing tech companies, whether you re growing through mergers and acquisitions or organically as your products/services gain market traction. Either way, you need to make sure that your internal processes grow with you, rather than hold you back. As a cloud-based solution, Coupa doesn t add any upfront time integrating new financial systems, buying servers for capacity or on-boarding new employees. Because it s easy to use, you can add people and get them started without a lot of training. You can also integrate Coupa with existing (or acquired) inventory management, ERP and HR systems. As you re growing grow quickly, Coupa streamlines purchasing and invoice payment processes so you can grow gracefully without overloading critical back office employees. Coupa makes it easier for people to buy what they need in a self-service way. Users can easily requisition orders from any supplier Coupa sees the process through for approval all the way to payment Budget owners can approve invoices from their mobile phones or , quickly and easily. Coupa simplifies invoice processing as well you can capture most invoices electronically, apply rules-based approvals and manage payments at a glance. Users can quickly locate approved items together with info on applicable purchasing policies. PAGE 2 of 5

3 If there s an acquisition or merger in your future, Coupa accelerates the integration. With the cloud infrastructure, it s easy to add new people and locations. A single Coupa instance can include multiple chart of accounts. And as your business grows, Coupa gives everyone the visibility they need. Department heads or business units can track spending against budget with flexible reporting, while central finance staff have complete visibility with spend analytics. Approval chains can dynamically adjust based on amount, items being ordered or other criteria. Approve a requisition from your phone with Coupa Mobile. CONTROL DEVELOPMENT COSTS WITHOUT STIFLING DEVELOPERS When your development team or researchers need equipment or supplies to meet their deadlines, you don t want to slow them down. But you cannot let the deadline-sensitive culture make you overpay for supplies or ignore policies and negotiated pricing. The best negotiated pricing is no good if your developers don t access it. The development team that needs to order new equipment to test their software doesn t want to wait for lengthy approval processes. They might even be tempted to go to the neighborhood electronics store to get what they need. And when you hire a new developer, you don t want them waiting weeks to get the laptop they need to be productive. If you want to keep spending within budget, you ve got to give people a good price and help them get what they need quickly. Coupa helps you create and sustain a culture of responsible spending that s aligned with your business goals. And it does this through technology. 1. At the front end, Coupa Sourcing helps you get the best deals with multiple suppliers bidding for your business like ebay for corporate purchasing. Coupa also helps you manage contracts and volume discounts with suppliers. 2. Coupa Catalog gives your employees easy access to approved vendors, suppliers and equipments policies, discounts and approvals are all built-in. And with Coupa s consumer-like experience with product photos and reviews, shopping for equipment is as easy as buying books on Amazon. Coupa makes it easy to create custom order forms for specialized equipment and services. PAGE 3 of 5

4 3. Next Coupa lets you build in your own approval processes and streamlines those approvals. People can approve requests from or a simple smart phone app. Approvers have real-time visibility into the budget impact of the request. 4. Coupa automatically creates the purchase order and sends it to the vendor, then tracks the goods on receipt. The result people get what they need quickly, while you keep control over spending. Because the process is both fast and easy, adoption is very high. In fact, Coupa customers typically get 80 percent of their spending under management. SUPPORT A CULTURE OF INNOVATION Nobody loves new technologies more than technology companies. At the same time, you ve got to focus on your own core competencies. This is one reason so many technology companies are turning to cloud-based applications and services and why Coupa has such great success in the tech sector. Coupa is itself an innovative solution, and we re constantly adding new features based on our customers experiences, to help them be more successful. For example: Order lists combine the products/services from multiple vendors that you purchase together to accelerate regular orders or reorders. Use a familiar online shopping interface in Coupa Catalog to order what you need, easily. Split-line accounting lets you assign multiple accounts to a single item in the Coupa shopping cart. Purchasing questionnaires prompt people for everything needed to place an order and then maintain that information all the way through the purchase. Coupa Frugal Meter helps employees track how they re doing on expense reports relative to policies and norms. Coupa Mobile lets you create expense reports or approve/reject requisitions and expenses right from your mobile phone. And for technology companies embracing the benefits of cloud computing, Coupa is a perfect fit. Using a cloud-based solution frees your IT resources to focus on innovation, rather than software and server maintenance. MAINTAIN STABILITY IN CHANGING BUSINESS CONDITIONS With uncertain regulatory and business climates, technology companies have to remain nimble and responsive to changing business conditions. This kind of agility and stability requires having visibility into and control over spending throughout the business. Coupa can help. Regular orders of common items can be combined into a simple order list. Coupa gives you the visibility you need to track and manage spending. With budget roll-ups, dashboards and reports, everyone can see exactly what s happening, as it happens. Coupa helps you create a culture of responsible spending by embedding policies and approvals within the software. Coupa analytics help you benchmark your business, comparing it with similar organizations for key performance indicators and identifying areas for process improvement moving forward. PAGE 4 of 5

5 Finally, as a cloud-based application, Coupa lets you pay only for what you need, using a predictable subscription-based model. By streamlining these operations and optimizing your spend, Coupa can help you weather the vagaries of the tech market while protecting your business. Track what s happening in your budgets. SUMMARY Coupa is the perfect fit for technology companies looking to handle the pressures of price sensitivity, rapid growth and changing marketing conditions. Coupa gives you the centralized visibility into spending that you need to make smart decisions, with a self-service design and cloud subscription model that meet the needs of fast-growing technology businesses. Visit the Coupa for Technology page for more on our solutions. Many companies talk about being dedicated to their customers success. At Coupa, it s what drives us. Visit the Coupa Customer page to learn about the experience of Coupa customers in their own words. PAGE 5 of 5