Case | HBS Case Collection | June 2013 (Revised August 2015)


by Michael Roberts and William Sahlman


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;


Roberts, Michael, and William Sahlman. "Coupa." Harvard Business School Case 813-114, June 2013. (Revised August 2015.)