ceo sharedserviceslink becton dickinson management coupa€¦ · tina soliz req to pay manager...

Susie West

CEO

sharedserviceslink

Tina Soliz

Req to Pay Manager

Becton Dickinson

Steve Fremgen

Direct Customer Success

Management

Coupa

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• 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


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


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


Design/Solution Architecture

GSS/BPO Users

Suppliers RPA

Transactions Approvals Tolerances

Workday SAP 1 SAP 2 SAP 3

Who Interacts? What Happens? Transfer Information?


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


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


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


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, 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


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


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


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


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


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


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


EASILY CONNECT TO SUPPLIERS, ERP, AND OTHER SYSTEMS

SAN

cXML Invoice

Smash

CSP

EDI

OPEN BUSINESS NETWORK

COUPA


*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



RATED #1 BY ANALYSTS


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


• Visit our website for more information Coupa.com

How to contact Coupa

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

ceo sharedserviceslink becton dickinson management coupa€¦ · tina soliz req to pay manager...

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