Case | HBS Case Collection | June 2013

Coupa

by Michael J Roberts and William Sahlman

Abstract

The case describes the growth of Coupa, a software as a service platform for procurement / expense management. The issues in the case are around how fast to grow and how to finance that growth. The case includes a detailed financial model that will help students analyze the impact of hiring additional sales people and the consequent impact on sales and profits.

Keywords: managing growth; growth management; entrepreneurship; sales force management; Growth Management; Entrepreneurship;

Citation:

Roberts, Michael J., and William Sahlman. "Coupa." Harvard Business School Case 813-114, June 2013.