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Art and science of a successful business case

  1. 1. ©2014 Coupa Software, Inc.©2014 Coupa Software, Inc. Bryce Berg Vice President of Corporate Administration Molina Healthcare, Inc. The Art & Science of a Successful Business Case Robert Derocher Principal, Strategic Sourcing & Procurement Practice The Hackett Group Amit Duvedi Vice President of Business Strategy Coupa
  2. 2. Speakers Today Robert Derocher Principal, Strategic Sourcing & Procurement Practice The Hackett Group Amit Duvedi Vice President of Business Strategy Coupa Bryce Berg Vice President of Corporate Administration Molina Healthcare, Inc.
  3. 3. Agenda  Science behind business case • What’s the current state? – Maturity model • Quantifying value from improvement • Defining success KPIs  Art behind business case • What’s in it for all Executive Stakeholders • Real examples of “pain” • Risk mitigation (what you control) • Risk mitigation (what Partners control)  Q & A – Let’s Make It Interactive!!
  4. 4. Where Do You Stack Up? The Hackett Perspective – Establishing the Baseline Benchmarking P2P and establishing your company’s baseline performance levels vs. peer and world-class  Process Costs, for example: • PO Processing Costs • Cost per PO • Cost per Invoice  Effectiveness Metrics, for example: • Spend via PO’s • % of spend on e-catalogs • % of invoices received electronically • PO cycle time Do you know where you stand?
  5. 5. 4 Stage Capabilities Maturity Model (Summary View) - Future State Aspiration - Current State Assessment
  6. 6. Quantified Business Benefits (Top Down)
  7. 7. Defining Success KPIs Molina Healthcare’s Experience Coupa Impact • 8 AP Processors -> 5 AP Processors • Scalability - 101% increase in number of Invoices processed and 60% increase in Invoice $$ amount while reducing HC • 18% automated and 82% manual invoices -> 77% automated and 23% manual invoices • Reduction in Overtime hours and cost
  8. 8. Agenda  Science behind business case • What’s the current state? – Maturity model • Quantifying value from improvement • Defining success KPIs  Art behind business case • What’s in it for all Executive Stakeholders • Real examples of “pain” • Risk mitigation (what you control) • Risk mitigation (what Partners control)  Q & A – Let’s Make It Interactive!!
  9. 9. What’s In It for Diverse Executive Stakeholders?  Accurate accruals for financial & management reporting  Reduce budget over-spend  Identify cost avoidance opportunities  Drive spend savings (new contracts, re-negotiate existing contracts, ensure contract terms are used while buying)  Get easy, real time, granular reporting / analytics Spend Visibility and Control  30-40% improvement in Invoice and Purchase Order processing cost and time = avoid hiring FTEs to support current growth  Shift from transactional activities  more strategic focus  Exception management based processes to build scale  Optimize trade-off - early payment discounts & DPO / cash Procurement & Invoicing Automation Lower Risk  Reduced regulatory compliance risk – right items from right vendors, process documentation, audit trail  Predictable & low TCO; Opex instead of Capex  Shared risk model - “Skin in the game” for Coupa Coupa’s Value Prop to Finance
  10. 10. Real Examples of “Pain”  Purchase Requisition Approval time  No ability to scale when business was growing quickly  Needed to reduce administrative costs  No ability to mine data – at summary level only
  11. 11. Risk Mitigation What You Control Your Company • Definition of Problem • Diagnosis of Solution • Executive sponsorship and agreement • Choosing the best solution fit • Strong project management • Clear communication of goals and plan • Change management • Strong focus on success metrics • Measurement and communication of ROI
  12. 12. Risk Mitigation What You Need from Your Partners Solution Partner • Easy user and supplier adoption – everything starts there!! • Proactive engagement post go-live • Ability to benchmark and track success KPIs • Rate of innovation – Organic growth, Cloud • Future proofing – adapt to change quickly Service Partner • Establishing an Implementation Roadmap that clearly defines the journey and supports your long-term success • Embedding Best Practices in your process design • Providing Change Management guidance and helping you understand the “lessons learned” • Defining a Business Case and P2P Balanced Scorecard for on-going measurement and tracking • Designing and implementing support processes that are key to success (e.g., supplier adoption, catalog maintenance, system administration, etc.)
  13. 13. What Your Partners Control – Coupa Partnership post go-live Overall spend capture % of POs sent electronically Req to Order cycle time (hours) Invoice cycle time (hours) Coupa will work with you to define and track success
  14. 14. ©2014 Coupa Software, Inc.©2014 Coupa Software, Inc. Q A&
  15. 15. ©2014 Coupa Software, Inc.©2014 Coupa Software, Inc. When: TONIGHT! Where: Mezzanine SF 444 Jessie St. mezzaninesf.com Time: 6 - 11pm Dress: Business casual or semi-formal Sponsored by: INSPIRE Party!

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