One of the elements that I've enjoyed about the market in 2021 is that not all stocks have moved evenly: many of last year's biggest winners have reversed course sharply this year, while many of the industrial stocks that lagged in 2020 have seen a swift reversal of fortunes in recent months. 17% of its revenues are from Pro Serv, relatively high but fairly standard in the enterprise.Sundry Photography/iStock Editorial via Getty Images Even with most of their customers being deployed by partners, Coupa still does plenty of professional services. Professional Services are 17% of revenues. This is a bigger task than SMB, but a huge market.Ħ. Today, about 12% do (240 of 2000 customers).
Coupa plans the majority of its customers to be running payments through their platform in 10 years. Coupa isn’t as much a fintech as SMB players like, but it’s getting there with Coupa Pay. Coupa shows you can do both even in a complex offering, and has driven up ACVs in the mid-market in particular.ĥ. And ARR per deal has gone up every quarter. Serves both mid-market and enterprise at the same time. This is why all the SaaS leaders seem to have almost unlimited room for growth:Ĥ.
Even at $700m in ARR, they’ve just scratched the surface. It’s interesting to see Coupa present its TAM this way in terms of both customer count and market size. Even at $700m in ARR, Coupa has only closed 2,000 of 100,000 target customers. Be that vendor, and you can really win.ģ. The largest implementation partners typically favor 1 vendor, and smaller ones often deploy only 1 vendor. But Coupa has implementation partners across all segments. The “biggies” as you can see below are Accenture, KPMG, and Deloitte.
The really big deals, and often even smaller ones, are really deployed in many cases by partners. If you are going enterprise, you have a good chance of ending up here as well. 80% of implementations led by partners, with 5,000 trained partner consultants. Imagine how many vendor relationships that would be to switch over …Ģ. Coupa now manages $2.5T in spend management over 7 million suppliers. We’ve talked a lot about Moats in SaaS, and one is network effects. Network effects are real in Spend Management. We’ve been fortunate enough to feature CEO Rob Berynstyn at many SaaStr events over the years.ġ. They are at 2,000 customers, a stunning 40% revenue and 46% billings growth, at $700m in ARR. It dominates the enterprise segment of a huge space - Spend Management - and completely eclipsed its predecessor, SAP/Ariba, which was an early SaaS leader. Coupa is one of our favorite enterprise SaaS leaders at SaaStr, and one more folks should know about.
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