Upload
others
View
3
Download
0
Embed Size (px)
Citation preview
Susie West
CEO
sharedserviceslink
Tina Soliz
Req to Pay Manager
Becton Dickinson
Steve Fremgen
Direct Customer Success
Management
Coupa
• Send me your question early
• Use this opportunity to get the answers/info you seek
• The sooner you send me the question, the more likely it will be asked
• Remember to stay on for Q&A in the last 10 minutes of the session
The slides will be available after the webinar at www.sharespace.digital
sharespace is the community site for shared services professionals with both free and premium subscriptions.
All webinar registrants will be sent an email with a link to the sharespace page.
• Context for today
• About you
• BD’s innovative approach to supplier management
• Some background
• BD BuySmart
• Lessons learned
• Where we are headed
• Q&A
• For Becton Dickinson (BD), a leading medical technology company operating four shared
services centers world-wide, streamlining processes and delivering exciting results in P2P
is always front of mind.
• Back in 2016, BD initiated a global program to improve its indirect purchasing process,
ultimately increasing efficiency and effectiveness, enhancing visibility, and improving cost
management.
• Let’s take a look at their learnings and details from their project that took them from using
SAP SRM to using Coupa in the US and Canada, with a view to international.
Where are you on your P2P automation journey?
• We are fully automated in P2P
• We are quite automated in P2P and keen to take this further
• We are not very automated in P2P and looking to change this
• P2P automation is not a priority for the next 12 – 24 months
Do you have a supplier management program in place?
• Yes we have a program in place and are happy
• Yes we have a program in place but we could be happier
• No but we are planning to implement one in the next 6-12 months
• No but we are keen to learn more
• No and this is not a priority for us
© 2017 BD. BD, the BD Logo and all other trademarks are property of Becton, Dickinson and Company.
Tina Soliz
Req to Pay Manager
North America Shared Service Center
March, 2018
9
BD and Coupa
© 2017 BD. BD, the BD Logo and all other trademarks are property of Becton, Dickinson and Company.
BD is a leading medical technology company that partners with customers and stakeholders to address many of the world’s most pressing and evolving health needs.
About BD
40,000+ associates
Serving
190+ countries
Global
$12.5B Revenue
Operating in
46 countries
*Figures are prior to Bard acquisition
Chile
PTF
Poland
USA
Malaysia
VAR
QTC HTR PTP
RTR
QTC RTR
VAR
PTP
PTP
VAR ITR
HTR
VAR
As of December 31, 2017
PTP QTC HTR
QTC
ITSA
PTP
IT Strategy to Architecture
Quote to Cash
Procure to Pay
RTR
HTR
VAR
Hire to Retire
Record to Report
Various
PTF Plan to Forecast
PTF
ITSA ITR
HTR
NPD New Product Development
TPA Talent Palnning & Acquisition
AAR
AAR Asset Acquire to Retire
ITR Issue to Resolution
ITSA
ITSA
PTF
Shared Service Center Map
San Antonio – Remember the Alamo
San Antonio overview
• Population: 1 469 845 inhabitants
• Growth: 11.75% (2010-2016)
San Antonio Economic overview
• Unemployment Rate 3.5% (April 2017)
• Only large US city with Triple-A bond Rating from all
three rating agencies
• Top 10 – America’s Next Boom Town in the US – Forbes
• No. 1 Hottest Cities for Millennials – Forbes
• SPURS – National Champions 5 times
The 7th most populated city in US
16 Local Colleges and Universities
The 9th fastest growing city in US
© 2017 BD. BD and the BD Logo are trademarks of Becton, Dickinson and Company.
The BuySmart project is looking at the end-to-end Requisition through Payment process, and will fundamentally change the way we: • buy indirect goods and services, • receive/process invoices, and • provide visibility to suppliers and stakeholders into the status of their transactions
10,000 users
$2.5B spend
380,000 invoices
185,000 purchase
orders
3 ERP
46 countries
BD BuySmart
© 2017 BD. BD and the BD Logo are trademarks of Becton, Dickinson and Company.
Improving the global end-to-end requisition-to-pay process
Global Process Transformation
• Simple cost management through real-time visibility
• Lowest cost of ownership using approved suppliers
• Accurate reporting for strategic spend analysis
• Reduced time on transaction processing & issue resolution
• Familiar online buying experience for users
• Increased efficiency through traceability of approval groups and workflow
• Increased flexibility with mobile applications
• Increased accountability and visibility through reporting
• Embedded business strategies and approved sources
• Single tool for indirect buying needs
• Consolidated reporting to better manage spend
Enhanced Visibility Efficiency &
Effectiveness Improved Cost Management
Benefits
Leading Practices & Standardization
Business Process Transformation
Global Policy & Process Standards
© 2017 BD. BD and the BD Logo are trademarks of Becton, Dickinson and Company.
Design/Solution Architecture
GSS/BPO Users
Suppliers RPA
Transactions Approvals Tolerances
Workday SAP 1 SAP 2 SAP 3
Who Interacts? What Happens? Transfer Information?
© 2017 BD. BD and the BD Logo are trademarks of Becton, Dickinson and Company.
Testing
System Integration Testing
• 4 Tests in Total (July –
August)
• No Training prior to testing
• Real Users involved in Testing
• Vendor Master,
Requisitioners, Approvers,
Buyers, Accounts Payable,
Disbursements, Customer
Service
Training and Onboarding
• Approvers and requisitioners
• No formal classroom training
• Web-based training 2-4
weeks prior to go-live
• Procurement and AP
• Instructor led using train-the-
trainer methodology
• 2-4 weeks prior to go-live
• Onboarding was done prior/during
training
Testing and Training
© 2017 BD. BD and the BD Logo are trademarks of Becton, Dickinson and Company.
Coupa Community
• Quick Turnaround for Issue Resolution
• Feedback from other users
• Forum to ask Questions
• Priority ranking of enhancements
Coupa Inspire Conference
• Held annually
• Users all come together
• Networking
• Learning opportunities
• Sneak peak at new releases
Connecting with Coupa
© 2017 BD. BD, the BD Logo and all other trademarks are property of Becton, Dickinson and Company.
Identified training opportunity Web based learning Instructor led reoccurring training
Lessons learned Shortened on-boarding time Global Rollout
Reviewed workflow Standardized process Streamlined workflow
RCA on manual interventions Utilization of Submission blockers Utilization of Coupa Enhancements
Lessons Learned and Process Redesign
TRAINING ONBOARDING WORKFLOW ENHANCEMENTS
© 2017 BD. BD and the BD Logo are trademarks of Becton, Dickinson and Company.
Where we are today and where we are headed
Lessons Learned Review Design Refinement Workshop
Coupa Go-Live in North America
Continue Global Roll Out Review Lesson Learned
Continuous Improvement
First Birthday Coupa Go-Live Europe
March 2017
October 2016
Oct/Nov 2017
2018 +
© 2017 BD. BD and the BD Logo are trademarks of Becton, Dickinson and Company.
© 2017 BD. BD, the BD Logo and all other trademarks are property of Becton, Dickinson and Company. 21
Thank you!
©2017 Coupa Software, Inc. – Confidential – All Rights Reserved 22 ©2017 Coupa Software, Inc. – Confidential – All Rights Reserved
Coupa Software &
Customer Success Management
2018
©2017 Coupa Software, Inc. – Confidential – All Rights Reserved 23
What We Do What We Deliver Why It Does Matter
Coupa’s Customer Success • We are the primary customer contact
from Coupa to drive spend management value
• Business spend management strategy • Adoption and usage approaches • Coupa Success oversight and
accountability
Our Product Value Proposition • Our service helps customers define and
drive strategies to capture / drive value from your spend management solutionn
We focus on 3 critical functions: • Develop spend strategies jointly with customer
leadership and facilitate execution to achieve and maintain business goals
• Help develop and drive roadmaps based on Coupa's product capabilities and other key information
• Maximize the value of the customer Coupa investment through the facilitation of all Coupa resources and ecosystem
The Problems We Address • We facilitate customer initiatives to capture
and drive value from their spend solution • We coordinate Coupa resources on customer
spend management initiatives and hold joint accountability for progress
• We partner with customers to address incomplete adoption of spend solutions
How We Are Different We are not focused on customer satisfaction we are focused on value creation
The Coupa Customer Success Management Brand
©2017 Coupa Software, Inc. – Confidential – All Rights Reserved 24
Selection
Value Discovery
Implementation
Value Realization
Production
Value Optimization
Value Stream
CSM Engagement Model Mapped to Coupa’s Integrated Customer
Management Framework
Business Case
Success Objectives
Success Metrics
Value Roadmap
Adoption Plans
Performance Analysis
Success Metrics
Workshop
Steering
Committee
Customer
Check-in
Best Practice
Assessment
4 Times
a Year 1
Business
Reviews
Solutions Manager
Customer Success
Manager
Professional Services
Customer Support
©2017 Coupa Software, Inc. – Confidential – All Rights Reserved 25
VALUE AS A SERVICE
Value Optimization
$6MM of savings in following
12 months, leads to run rate of
$10MM in annual savings
Identification of $70MM in potential
future savings results in decision to
add users and additional modules
Value Realization
93% improvement in
on-contract spending leads
to savings of $4MM
Project delivers 8% reduction in
spending in remote locations via
visibility and rejections
Value Discovery
CFO discovers that only 26% of
spending is done on-contract
Organization needs control over
spending in remote locations
©2017 Coupa Software, Inc. – Confidential – All Rights Reserved 26
World Class Organizations Choose Coupa
WHO IS COUPA?
Coupa helps organizations maximize the value of every dollar they spend.
• Ensure Customer Success—98% Spend Under Management
• Focus on Results—$20B+ in Savings for Customers
• Strive for Excellence—92% Employee Satisfaction
Rated #1 By Top Analysts Partnered With Global Leaders
26
Company Overview
©2018 Coupa Software, Inc. – Confidential – All Rights Reserved
©2017 Coupa Software, Inc. – Confidential – All Rights Reserved 27
HOW IS COUPA DIFFERENT?
C O U P A COMPREHENSIVE
Single Cloud Platform for
Business Spend
OPEN
Strategic Extension to
Any ERP(s)
USER-CENTRIC
Easy for Employees &
Suppliers
PRESCRIPTIVE
Community Powered
Intelligence
ACCELERATED
More Value,
Faster
©2017 Coupa Software, Inc. – Confidential – All Rights Reserved 28
COMPREHENSIVE SPEND MANAGEMENT PLATFORM
Procure
Invoice Expense
$20Bn+ OF SAVINGS
TO DATE
$570Bn+ SPEND UNDER
MANAGEMENT
100+ COUNTRIES
20 LANGUAGES
3M+ SUPPLIERS
600+ CUSTOMERS
COUPA
©2017 Coupa Software, Inc. – Confidential – All Rights Reserved 29
A STRATEGIC EXTENSION TO ANY ERP
ERP
ERP ERP Customer
Self Service
Talent
HRMS
Perfor-
mance
Payroll
Employee
Self Service
Benefits
Sales
Marketing
Service
Social
Inventory Services
Procurement
Contracts
Sourcing Compliance
Request
Mgmt
Suppliers
INVOICING PROCUREMENT
EXPENSES
Supplier
Manage-
ment
Contract
Authoring
Portal
CRM HCM
COUPA
SPEND MANAGEMENT
Supplier
Risk
©2017 Coupa Software, Inc. – Confidential – All Rights Reserved 30
EASILY CONNECT TO SUPPLIERS, ERP, AND OTHER SYSTEMS
SAN
cXML Invoice
Smash
CSP
EDI
OPEN BUSINESS NETWORK
COUPA
©2017 Coupa Software, Inc. – Confidential – All Rights Reserved 31
*Spend Under Management is defined as the percentage of spend that is pre-approved, from the Coupa 2018 Benchmark Report; Months to Value is
the typical elapsed time from kickoff to end of the initial implementation per Coupa best practice in Enterprise customers
31
METRICS THAT MATTER*
EXCEPTIONAL TIME TO VALUE
6 MONTHS
TO VALUE
98% SPEND UNDER MANAGEMENT
$20B+ IN
SAVINGS
$570B+ IN
SPEND
COUPA
©2018 Coupa Software, Inc. – Confidential – All Rights Reserved
©2017 Coupa Software, Inc. – Confidential – All Rights Reserved 32
RATED #1 BY ANALYSTS
©2017 Coupa Software, Inc. – Confidential – All Rights Reserved
MAGIC QUADRANT FOR PROCURE TO PAY SUITES
LEADER WITH HIGHEST ABILITY TO EXECUTE
…AN IMPRESSIVE TRACK RECORD FOR
INNOVATION, A STRONG BRAND AND A
SUCCESSFUL SYSTEM INTEGRATOR
STRATEGY.
“ “ 2016
…LIBRARY OF CUSTOMERS
DESCRIBING MEASURABLE BENEFITS
FROM USING COUPA IS TESTAMENT
TO ITS PRODUCT AND APPROACH.
“ “ 2017
HIGHEST RATING IN CURRENT OFFERING AND STRATEGY
THE FORRESTER WAVE™: EPROCUREMENT
THE IDC MARKETSCAPE: CLOUD PROCUREMENT
HIGHEST RATING IN CAPABILITIES AND STRATEGIES
…MEASURABLE BUSINESS VALUE
WITH A HIGH RETURN ON
INVESTMENT, BENCHMARKING, AND
REAL-TIME ACTIONABLE ANALYTICS.
“ “ 2018
©2017 Coupa Software, Inc. – Confidential – All Rights Reserved 33
• Visit our website for more information Coupa.com
How to contact Coupa
©2017 Coupa Software, Inc. – Confidential – All Rights Reserved 34 ©2017 Coupa Software, Inc. – Confidential – All Rights Reserved
Thank You
34
Are you interested in attending our North American Global Process Owner Summit in May in
Chicago?
• Yes
• Maybe
• No
https://sharespace.digital/subject-space/webinar/upcoming
Dec 13th Jan 24th Jan 17th Jan 17th March 14th
March 21st April 18th April 25th
https://sharespace.digital/subject-space/webinar/upcoming
Oct 10th-12th May 9th May 2nd
www.sharespace.digital/summit-space
Oct 10th-12th May 2018