Name: Coupa + Scoutbee: AI-Powered Supplier Discovery for Autonomous Trade
Uploaded: 2025-10-28T18:16:04.914Z
Duration: 1 h 1 min 20 s
Description: Coupa + Scoutbee: AI-Powered Supplier Discovery for Autonomous Trade

Transcript for "Coupa + Scoutbee: AI-Powered Supplier Discovery for Autonomous Trade": Hey. Welcome, everyone, to our webinar, Coupa and Scoutbee, the AI powered supplier discovery for autonomous trade. A few quick housekeeping items before we get started. The webinar is being recorded and will be sent to all of the registrants tomorrow. I also wanna point out that there's q and a panel on your screen. We have a super big audience today. So, if we don't get to your question during the webinar, the appropriate contact will follow-up, following the webinar. And we also encourage everyone to visit us at coupa.com, to engage more and learn about our solutions. My name is Liz Alderman, and I'm on the product marketing team here at Coupa. And I'm joined today by two leaders, who will be, joining us for a fireside chat, as well as some conversation. They've both been very instrumental in making our autonomous trade vision real. So, Gregor, I'd like to start with you. Could you please briefly introduce yourself? Yeah. Hi, everyone. Thank you, Liz. My name is Gregor Stühler. I'm the founder of Scalpi. Background in computer science, electrical engineering. Like every professional in some some stage in my life, I stumbled into procurement and and got stuck here happily. So that's Calvi 2015 and, yeah, happy to be now part of the big, and very powerful Coupa family. Salva, could you go ahead and introduce yourself? Yeah. Sure. Yeah. Hello, everybody. I'm Salva Lombardo, and I'm the CPGO, of Coupa. And, well, twenty twenty two years now. Sorry. Twenty two years of procurement and tech and SaaS experience. And, obviously, one of big dreams is getting more and more true on building the real trades marketplace networks. And with this webinar, I think we will just talk about very exciting, things. And, Gregor, you're you look exactly like the picture does. How do you do that? So that's awesome. Yeah. So looking forward to that, Liz. Thanks for having us. Too. Excellent. So just so, the audience can follow along what we're doing here. So Gregor and Salva will walk us through the, Scoutbee and Coupa Vision, and then we'll transition to a fireside chat. We'll save plenty of time for some q and a at the end, and we'll also share out some resources. So with that, I'll hand it over to Gregor who's going to give us an overview overview of Scalpbee. Yes. Very happy to. Thank you so much. Yeah. So first, again, like, welcome, everyone. I'm super excited, that, yeah, we we we're we're able to announce, last week, that, yeah, Coupa acquired Sculpt. We're we're becoming part of this big family. I think it's also the the exact drive timing, because, over the last couple of years, supply chains have been more and more dynamic, let's call it, but definitely also more often disrupted. And, in the AI world and also in the, in the new world where supply chains have to be more flexible, I think it's an excellent time and to come together, as a team, Scoutbee and Coupa, and to, yeah, drive essentially value for both suppliers and buyers. Some data points, from from Scoutbee. We were founded in 2015. That was the time where, like, there was no no person was actually thinking about cloud. It's just ten years ago. But, we we very quickly figured out that, cloud and also AI will be essentially the, the forefront, when it comes to, when it comes to supplier management, when it comes to procurement. And we were then essentially, already, doubling down as our, as as AI leader, with it with our, very own large language model. Back then, we called it a hyperdimensional text cube, and we were developing, our first version of it called Artemis in 02/1718. With them, we're essentially, always trailblazing, that field of, always making sure that the the best AI is, is available for our buyers and our customers. We have won, obviously, a few awards, and I'm gonna take talk all about them. But I think it's most important, like, what kind of value we bring to our customers. And for for the buyer, essentially, we've always been accelerating and excelling, the supplier, discovery and qualification process. So our customers have used us in various different scenarios to reduce risk, to increase sustainability, to improve competitiveness and profitability. We mostly focus, of course, on reducing time and effort to find the right supplier. But in the end, we always increase also resilience, compliance, sustainability and have very strategic impact on our customers. We were very happy to, be enabled and still are, collaborating with the biggest brands in F and G, retail, electronics, automotive, you name it. So from Walmart to to Unilever, we made it to the, to the annual investor report because of our impact together with those clients. We never really had a focus when it comes to to, indirect or direct are using us, equivalently, and that is also what we what we tend to do, within the Coupa family. Could we go to the next slide? Yeah. Most importantly, though, we we never intended to only build a solution for for buyers. We always wanted to build the the LinkedIn for procurement or the the network that drives essentially, b two b. So that means we always are thinking about, like, two sides of of the network. We have buyers that discover, evaluate, and shortlist the right suppliers. It's a very crucial function. That's the one thing that essentially buyers can do to improve their their supply base. And we had them to shorten that cycle to improve the quality. On the other side, we wanted to make sure that in particular also small and medium sized enterprises increase their visibility and win more business opportunities. Today, those suppliers spent millions of dollars, hundreds of thousands on conferences and the events and marketing spend and whatnot in order to to actually get visible, to to those large Fortune 500 or Fortune 5,000 brands. And this is very costly and it's a high friction market. So buyers spend a lot of time finding, searching and assessing suppliers. Supplier spend a lot of money, market them and actually try to stay visible. We put them all on one network. We put that in the middle. However, our our AI empower that. Our AI is essentially translating the the business needs from the buyer to the business opportunity of the supplier, and we're making sure that those two come together in the most effective way possible. Now we didn't reach Coupa size, unfortunately or fortunately. In the end, however, now, bringing those two components into the Coupa ecosystem and essentially, piggy banking in the most positive sense of the words on this, like, massive network that Coupa has already built with hundreds of thousands of of users, 3,000 customers and more. Almost, almost 10,000,000 suppliers that are con that are active on the network. It's it's such an impressive foundation that we are sitting on, and I can't wait to, yeah, to fully fully accelerate, our ambition to build the, network of global trade. With that, I think I'm handing back over to, to Liz and, to Salva. Yep. Salva, please go ahead and and and, take over from here. Yeah. Totally. First of all, it's always it's it's even exciting for me, Gregor, to listen to how you are, on how you are presenting that. And, yes, obviously, this this copy and, Coupa combination, it's all about how can, we increase value on both sides. And I'm as as, Gregor just formulated, the a kind of a exampleatory LinkedIn approach. There is many, many more approaches when when we talk about platform and network effect, and all of them are based on adding value on both sides of, of a network or on many sides of a network which you can have. And this is all about on why, all of this becomes so important. And I wanna just talk you through a few items on why we see a value. And let's start this time a little bit with the supplier side on the left side because, all about creating, and, let's say, a record for for a supplier on the network and then being possible to transact in marketplaces and wherever things needs to be done. It's basically based on an automated profile creation. This is what we are aiming to to help suppliers, to, understand and build a storefront, so to say, for, whatever they intend to do in the network to find business, to transact better, to to, yeah, find, again, value for their company. So that's the number one where we see then to engage in much more strategic and find much more strategic opportunities. The other thing is the the simplification of when it comes to real onboarding, when buyers are really asking, suppliers to come and, generate a quote, generate a sourcing, specification, upload whatever is needed operationally. This is a supplier value which you wanna increase by much more AI and agents driven work, and which will add again value to the supplier. And then, obviously and this is, the this is the the the, let's say, ultimate then, view. If we can increase all of those, areas of value for the supplier, which we will do and we are already basically also in, not one thing which happens is you have immediately, from a buyer perspective, much better quality leads, which you can find because a supplier, when it's searching for business, will have a much more focused way on where to find the business. And with this, the quality of those leads for a supplier lead for for a buyer, basically, the right match on an opportunity for an RFP. Basically, another one in the list of the RFP listing for quotes, is a wonderful match of, how we can increase if we have the best data and the best quality on those data. So that therefore, the supplier, it's all about in some more value, on on creating it for finding business and not just coming because buyer have asked to come. And second, because the buyer, sorry, because the supplier can operationally f work much more efficient into it. And all of this, based on what just Gregor talked us through on the immense ideas and and, capabilities which Scoutbee has built out already. So this will basically sit on it and sit on the core, which we have built at Coupa, already and just accelerate it there from this point. And the buyer side, it's all about, hey. How do I find now those suppliers best? How do I how do I match automatically which agent is helping me to really within the Coupa community with the immense data set we have? We have an eight we have 8,000,000,000,000 transactional data available at the moment to match all of those data to have agents learning when a buyer is searching for a specific material to then match the best suppliers. And maybe for some, it sounds like, oh, well, I don't know. I I don't even need necessarily suppliers. But that's exactly where new suppliers. But that's exactly where the value add comes. This is exactly where our offering will be will be revolutionary because you basically will see that from a buying and sourcing perspective, you will get recommendations which will help your business to grow, but also your business to save even more money. And this is exactly the difference on, you know, helping you to innovate by even partly, finding things, which you don't know today. The other thing is obviously discovery when it comes into, you know, embedded into sourcing event, embedded into category management, embedding into onboarding workflows from the supplier part sorry, from the buyer part triggered for the supplier part. So this is more the operational part of it. And when you then reduce even friction on the onboarding and all these transactions and, you know, also cover all the compliance needs a buyer has when onboarding suppliers, and on the other side, having a a supplier having an easy, experience with that, I think that's for me just, you know, fully filled of value for both sides. And this is also where, basically, it all comes to, you know, this this this merge because if you see the the next slide in the sense of, why did we create, and and Coupa and Scoutbee Motion. At the end, it's about finally to accelerate our, autonomous spend vision, which is only possible if we have quality high supplier and buyer value data, which we already have transactional wise, which we have on buyer side anyway. But now with this cleanup data even on supplier side, why are all of the scalping capabilities plus discovery, plus, profile building with enhanced capabilities, the dataset gets immense, immense valuable for agents to then run autonomously on your behalf. And this is basically what, we are aiming for, to exactly run through this, with you and deliver value in a in a big, big way. And that's that's, what, I would say my part is in this together with Gregor and, Liz, maybe giving back to you on on the discussing a little bit around it. Yeah. That sounds great. That sounds great. So we'll go ahead yeah. So thanks everyone for sticking with us. So now that we've, you know, kind of walked through the background of of Scoutbee and how, you know, Coupa and Scoutbee kind of complement and build on, the autonomous, STEM vision, let's shift into conversation mode, and we'll go a little bit deeper with Gregor and Salva. So we're fortunate today to have an audience of both buyers and buyers, a really big audience. So over the next, you know, kind of twenty five minutes, we'll talk about how together, Scoutbee and Coupa help unlock, value for both sides of that inclusion and move us closer to that vision. So let's go ahead and get started. And, Gregor, I'd like to start with you. So thanks again for being with us today. So, you know, kind of building on what we shared earlier in the presentation, you provide some additional insight into, you know, what went into founding Scoutbee e and what were you seeing in the supplier discovery base that you wanted to address? Yeah. It was essentially triggered by by a couple of events, but also what I saw in that space. So back in 2010, I was that was my first time when I when I came into procurement and supply chain. I was in, I was a project engineer responsible also for the supply chain. And not sure what happened, but I think 2010 to 2015 was this time where all those crazy things happened, like the financial crisis. We had this tsunami in Japan. We had the rare market blockage from China. So a lot of the things were actually blocking me as a as a non procurement person to actually execute well on my supply chain. And I then was actually turned to procurement and said, hey. Can you help me? And they said, no. We we we can't. Right? We do not have a supplier search tool. We don't really know, like, what are what are alternatives out there. And then I use essentially my IT and computer science background to use all those, yeah, back in the day cool search engines like Lycos and AltaVista, to, build out my own database of alternative suppliers. And that turned out to be very, very powerful. And what what I learned then essentially that, everyone was interested in that capability, but there was still this muscle missing in in procurement. So in in HR and in sales, right, those are the two the two things that matter for for those two companies, the one thing that matters most is actually funnel. Right? Like, the more funnel you have, the better your outcome. For HR, the more funnel you have, you better your diversity here, the better the talent you can pick. For procurement, they never actually had a funnel. Not that they didn't want that, but they didn't have the opportunity to do that. And I felt like, okay. Hey. We really have to give over a procurement funnel to be more sustainable, more innovative, to be also more profitable, but also to derisk. And the derisk was then, I think, just a good timing for us to come into the market. And, yeah, those were the two things that that made me found Scoutbee in 2015. Oh, that that's terrific. And certainly a funnel, resonates with me as a marketer. So I can appreciate that. Salva, can you share a little bit, you know, from your perspective what made Scoutbee a strategic fit for Coupa? Yeah. Well, I first of all, I'm I know Gregor, a little little longer, I guess, than, than than just for the acquisition, Gregor. So and I saw Gregor always talking about the idea and how he made it a reality. He, obviously, and your wonderful team. And there were always two things which which striked out for me. The one thing is, as a grown on buyer value increasingly delivering services, What what made diff what made the difference in Gregor was he always was talking about how can I increase also supplier value? And this always striking me because it is super hard when you're on the buyer side and optimizing buyer value buyer value, dreaming of a big trade. How can I increase also supplier value by not just thinking of, of how can I run this through the buyer, needs? And, this became more and more over the years, more and more important because we also saw a shift in, as, a supplier is not just a vendor. It's not just a record in your system. It is a partnership which you need to build, and partnerships does not just, create by not having value on the other side because if just one person has value in a in a in a partnership, it gets a little bit difficult. And this is where I saw, like, Gregor being super, clear on that. Obviously, always the end to end. And second, obviously, with joining, Coupa, with joining a big thing we are having already and building even out, one of the perfect puzzle pieces is getting mindset, getting supplier value mindset into Coupa, by adding exactly those missing puzzle piece into the organization, coding wise, but also mind wise. And with Gregor and the team, which is, by the way, really wonderful, I think that's what made me think this is the this is the match. Yeah. Take a time. So, Salva, I'm gonna stay with you, for this next question, and there's actually a lot of questions coming in on the chat about this. So from the buyer perspective, you know, what enhancements can Coupa customers expect to see in the platform, and what does the timeline look like for those? Yeah. Well, first of all, I talked a little bit on a more high level value when I talked on this on the circle slide on that and on the network slide. But very concretely from a buyer perspective, imagine one thing we have today. When you search on suppliers in the network, what will happen is that the Scoutbee way of discovering suppliers will be added in in each and every transaction over time, where we think that the discovery will add value to the transactional flow. And where we will start, because that's the most obvious area, and Gregor and I just were were talking about this, is the sourcing space. So whenever you are in a sourcing area where aspired and then as a as a sourcer, you're looking out for, okay, do I source again my classical 10, suppliers? I know since one hundred fifty years. How can we help now as Coupa to give, much more to the words of Gregor or using this funnel to increase the funnel but in a smart way? Because you can also increase with datasets which are just stealing your time instead of value. And I think increasing that funnel with the right suppliers, adding them to your loan suppliers, and then having an RFP run, which is much more diversified, and then you can still decide and award on the same place on the right place and and supplier, that's where we will integrate. This is coming towards the next the beginning of next year and course of the of the of the year. And what you what we can also expect is that with this, we will start integrating this into more and more of those transactional process where we need it. Think of supplier management. Think of risk management profiles. Because the second thing is, when we continue enhancing a wonderful profile on the supplier side, all those data set will be our data set for increasing again the information a buyer has of the supplier, whatever, obviously, a supplier wants to share. So and this will be edited into the supplier three sixty profile, into the risk profile, into judgments on where suppliers and where buyers can decide upon suppliers. And this dataset is golden. And this is where, you can see in course of the whole next year, those information coming into buyers' perspective list, and and being used for their decisions to do day in, day out. Okay. So, Gregor, I I wanna, circle back and talk a little bit more about you know, I know you mentioned, some kind of galvanizing events that happened, you know, ten, fifteen years ago that, you know, drew your focus to the space. So can you talk a little bit about, you know, how supplier search has evolved since then and, you know, why it's more critical now than ever? Yes. Well, I think that's obviously the technology side. And, like, just some data points. Like, when we started, our search was, like, taking up to five days business days. That is, it was running on bare metal. There was a lot of human involvement. Right? Today, we can perform a search in seconds. So that is just, like, from a technology perspective, there's a huge advantage now, and, of course, also the quality has significantly improved. Back then, we had to have, like like, multiple human reviews essentially to make sure that the that the that the supplier recommended is not only like a high fit, like a Google result, but, for example, that it has the right the supplier has the right product, the right certification, has the right size and all of that. Today, this is this is completely automated. So that means our AI is able to to to find a supplier literally on the singular product level. Even if you say there was a test that Coupa gave us during the due diligence process, a 35 liter, sterilizer autoclave, essentially, it's a product. We can break down essentially, the the global supply landscape and find find those supplies that have a 35 liter top loader top loader autoclave. Right? So very, very specific. What, what is, however, more involved even than that, I think, is actually our thinking about supplier discovery and how it's actually done. Because in the beginning, it was more like a tool for the buyer. But what we realized over time is that, there's a much bigger friction in the market. So today, you have buyers that are essentially afraid almost to put their sourcing event out there because they get bombarded from, from suppliers because every supplier essentially tries to get the inflow. And on the other side then, on the on the on the on the on the on the supplier side, it's almost impossible to get actually a hold on the really good deals, because they are somewhat invisible, kept private, they are invite only. And then you have this, this this high friction market where suppliers pump in millions of dollars in order to actually get visibility and and buyers, like, try to to cope with that flood of emails and calls and so on. So discovery today is actually more like a a moderator and a matchmaker. So that means that when a buyer comes to the platform and provides a sourcing event, we have two jobs, one job for the buyer and one job for the supplier. The job for the supplier is to make sure that you, as a supplier that fits well, can actually apply and you should have high visibility and your high chance also of succeeding if you are a good fit based on your data, based on your trust score. On the other side, for the or second job for the for the for the buyer, we have to protect them. We have to make sure that, one, competition is not actually seeing, what they are they are solving for and second, not any supplier can actually apply for that, right, because then they get bombarded again. So they need high quality pipeline, right, they need a high quality funnel and our job is essentially to moderate that and to actually help as a facilitator that the right suppliers that are good fits have also the visibility visibility on the on the buyer side and make sure that the buyers are essentially protected from, like, the information overflow. And then if both parties succeed, buyers have more time to meaningfully invest actually on the suppliers that are actually high fits, and suppliers have also more time to invest in the meaningful deals. And they cannot they don't have to fill out hundreds of RFQs or RFPs a day in order to win a deal that is not even a fit, and they never hear back from the buyer. So our AI together with Coupa, can actually start moderating that now and, make b two b as a whole much more effective and efficient. That's that's terrific. And I actually have a follow-up question for that. So I know you you talked, you know, specifically, you know, about, how you kind of structure the the information and and discovery. But I'm curious for procurement teams that have non cost strategic goals, you know, things like supplier diversity, ESG innovation. Can you talk about how, Scalp kind of prioritizes these perhaps, you know, more niche or smaller businesses over bigger incumbents, based on that criteria? Yes. Yeah. Totally. So back to the funnel metaphor. In the end, when can you actually prioritize things like sustainability, diversity, innovation, and so on? Only if if you have a choice. Right? Because as the cheaper supplier would always win, and you always have to have essentially the alternatives at hand. And we are making sure that the right suppliers are essentially getting into the funnel, and, that the the buyer has actually a choice selecting them. So, our AI, does not bias or actually discriminate on supplier size. It's a data point. But if a supplier, for example, is, is higher visible or not, right, because of the market expense, we don't take this into account. We make sure that the keywords are right, that representation is right. What are the transactions on the Coupa network. Right? All of those things we take in essentially into account in the future to make sure we have the most unbiased view and make sure then any supplier that is actually a good fit to the buyer will make their way to the to the buyer. And the one thing that that that we enable then the buyer to do is that in in the future, the buyer should actually not search even anymore. Right? They they should actually post the sourcing event and their need and they I should do the job of actually, like, recommending, providing the right suppliers of choice. The the buyer can select the ones that they can actually want to take into account, and they get invited and provide the right data. And then for that, the supplier needs essentially only two things. It's the right quality of the supplier that includes essentially the right data around ESG, innovation, about size, etcetera, and the right quantity. So they need at least like three or four competitors in the mix in order to constantly also optimize their supply base and make it more resilient and more profitable. Well, I'm sorry. I'm going to ask you one more question about kind of the buyer side of the house before we we move on. But I'm curious, you know, you mentioned, you know, sourcing managers and, you know, helping to kind of build innovation around what their process looks like. So can you talk about, you know, how does this translate into better outcomes, when they're initiating a strategy? And and what kind of distinguishes Scoutbee's instant recommendations from traditional supplier lists that are based only on internal spend data? Yeah. Oh, yeah. That's that's a good one, Liz. So maybe I need just to, make one little excursion to then make the full, blow, answer. You remember that just in May, we also invested in a company and, by acquisition, which was called Certio, which is a category strategy, acquisition, which was called Certio, which is a category strategy company, a wonderful AI driven way on per category of spend, finding out what my strategy is on this spend. And very often, and many knows this year, category managers here, sourcers may be locked in. Very often, one of your results is, well, we need to go to market and understand what are the replies of different suppliers to to to fit something I strategically want to achieve. It can be carbon neutrality. It can be cost saving. It can be, I don't know, quicker quicker delivery times. And this can be a decision of your category you want to or packaging like, you know, other kind of packaging. And this can be a decision you do in your category strategy. That's why I bought or we bought as Coupa, Sergio. Now, to enhance this flow, listen now to your question. Now, if you come and go to market, what you then land in the operational is, okay, I only know my 10 suppliers. How do I how do I get now to fulfill the strategy which was done from a CPO department? How can I get there? And this is where Scoutbee and Coupa in a combination, yeah, kicking in. You get just a bigger funnel, to again use Gregor's word, to achieve the strategic goals. Because let's take the cost example, which is it it's the most obvious, but there are so many others. But let's take the cost example. More you have in the funnel, more you diverse, more you can go out to market and find the price even combined with our community data on recommendation to say that, hey. This is the market price. This is the price you have today. You better go and discover with Scoutbee Discovery much more suppliers because you have a just too high price in your contract at the moment. And this list will end up let's assume you find those suppliers with Scoutbee, which I'm sure we will. Then in a lower price and and and, you know, and lower, obviously, cost of this commodity on what you wanna optimize. And this is a very concrete cycle of from strategy to sourcing to execution, funneling back with saving costs, just as an example, Nautilus. That's where I see a huge outcome of this, combination. Excellent. Yeah. So, Salva, I'd like to I'm gonna stay with you, and I wanna switch over to, you know, talk a little bit about what the supplier experience is going to look like through this. So, how will, you know, this enhance kind of the Coupa supplier portal, to remove the need for suppliers to build profiles from scratch, and help boost their visibility? And I think and I've seen some questions in the chat too about, you know, what that experience will look like for suppliers who've already built their profile with Scoutbee. So, you know, what will that kind of, look and feel? Oh, you okay. For those who have built already, an experience. Okay. So well, first of all, just for all questions out there, the the the transactions just closed a few days ago. So now, obviously, you know, things will get more clarity. We we we, we are quick. We are maybe really the quickest I have ever seen on how things are being done at Coupa and Scoutbee. But, obviously, we need to you know, on all answers I'm giving, they are not as concrete yet because we obviously need to work now with the teams to get things done. But but to that specific question, one thing I can say to everything, when it comes to where you are today, we will always give you a path to the tomorrow. That's something which will be always in our heads whenever, we are merging, migrating, and whatever needs to be done, whenever we have profiles there. Now all Scoutbee profiles specifically, as this is also our go to design. Obviously, the the better question is we will match now. Is the Scoutbee profile already on a on a the Coupa profile? If we match those, we will see, like, hey. This is a profile dear supplier, which we have merged for you. Is this the profile you wanna have? So all of those mechanism, you can expect from us very proactively because this is what we wanna do. And then, as Gregor just talked about, giving an AI enabled way to even enhance your profile you had today from a scouting perspective with much more data and intelligence than scout would have ever had before. And from a Coupa, experience with much more information on where Scalpi was to enhance it with all this market information which Scalpi collected much better than we collected before. This is why we bought. Right? And I think those combinations, you can expect them in a screen like, hey. This could be your new profile, dear supplier. Do you wanna have that? You know, the CSP profile, the the Coupa sourcing the Coupa, supplier portal profile. Right? So that list what I can say specifically to the profile. Obviously, the all the details and when and what we are working out, but from an expectation point of view, that's what I expect from, what what Greg and I expect from the teams on them delivering that value to suppliers. So smooth transact transactions and, you know, in one experience, obviously. Okay. And I you know, I guess for suppliers that are not, you know, registered with Scoutbee today, you know, how will this kind of remove the need for them to build profiles from scratch and, you know, kind of take that to work. Yeah. Okay. On this, maybe I take a start and, Gregor can Yeah. Because this is, you know, maybe his completely, a a dream and which he made happen. But I can just say the ambition is that profile is an afterthought, creating a profile. That's what is, for me, basically, where we need to lend. Meaning, that profile when it comes to fields today, we suppliers feel are filling and feeling like, well, why with all these wonderful technologies, why is this field not clear that this is my, I don't know, that this is my second name of my company because this is what everybody knows. So if everybody knows it, why does not an agent know it? An agent know this, which is an AI agent which search and make make me the recommendation. So that's the way on how we need to expect a profile building in the in the future, that it is a much more very, very smooth building. And just when it is about strategic entering of some information that then the human interface, so to say, is needed to say, like, hey. Do you wanna have this certificate in or this? Do you wanna have any description which makes you very beautiful? Here's a recommendation which the AI agent found for you, but do you wanna tweak it? That's how, profile creation of the future will look like, which I imagine, we will be very, very quickly there because copy is not far away there. So that's that's what I but but, Gregor, I mean, you add much more colors and flowers to it, please. I guess you will I don't think that's that. I think that in the end, what we have learned that, supply profiles are dynamic. Right? Although they don't change every day, it's quite painful to maintain them. And suppliers are on average maintaining a 100 profiles on a 100 platforms. Right? So they cannot keep them up to date. So we have to help them. So our ambition is essentially to get, get make this as easy as possible for them. And I think there are, like, two stages here. The stage number one is essentially, we want to enable the supplier to to actually provide unstructured data. We take it also from the web. We take it from from, from Coupa. And we we we translate this unstructured strategy actually to one complete profile, and we make this as as as easy as possible for the supplier, to essentially maintain and keep this profile up to date. Now the visionary part of that will come also later. We think that supplier profile should change depending on, what buyer is looking at them. Right? So a buyer a supplier might have actually a large portfolio, and, the buyer is usually always, like, as necessity to to scroll through all the pages and all the details. Right? So one of our ambition is also to make sure that the the right supplier of you and the right supplier data is actually surfaced depending on how Unilever is looking or Walmart is looking or Audi is looking. Those products and views might be different. Right? So we want to make sure that, unstructured content is actually meaningfully translated into our, amazing, supplier profile experience for both the supplier and the buyer. Alright. So, Salva, I wanted to ask and, Gregor, would love your thoughts here too. So there's a lot of questions kind of happening in the in the chat right now just around supplier onboarding and acknowledging that it's historically, you know, a a slow process. There's a lot of friction, you know, a lot of manual work that goes into that. So how does Scoutbee, you know, support, you know, making that process more efficient? And, you know, for suppliers whose verification process is now simplified and accelerated by this data, how does this reduction in friction kind of support Coupa vision for the two sided network? Yeah. And and maybe, Liz, I start with one thing there. I still remember in on our Inspire in May when I attached the onboarding agent, which we are building, which is the Navi agent. There was a very big clap around in the room. I don't know if you remember. So, obviously, we are hitting with, or we we are absolutely hitting the market needs, you know, by if I can if I can judge on the amount and loudness of clapping in the in the in the in the big ballroom, that this is something we we needed to work on. So now there were two options to do so. Right? We can continue doing it with, obviously, AI agents and all the, way on what Coupa had in house, which we which we are on and really accelerating or accelerating even more by adding the AI, engine and, invention of Gregor and team on top of this. Right? So what you can expect is that, the onboarding for those, specific things you just mentioned, Liz, will be in really prompt an AI agent, driven way by Scoutbee helping to accelerate us in this in this, you know, do only the strategic part of the filling of my profile and not the onboarding and everything else. Not. And this is just the data points. Now when it comes even to because onboarding is not just data points. Onboarding is a lot of a lot of many many more things. So onboarding can be connecting, some of your your systems to the to the portal, right, to get transactions there. Onboarding can be like uploading certifications. Onboarding can be connecting, different external data systems you need to then give information to the buyer. Onboarding has a lot of those perspective, and all of that, we would just want to make a seamless and guided experience either via Navi as our, as our agent or via a co, you know, a a a a co recommendation, level where you have the menu and model as you are used to and then Navi helping you with, filling that out. So that's how this we are, approaching it. And this is also what the customers today, which are facing an onboarding experience which takes time for them, can expect that this will reduce. And we will start measuring this also in in, time of onboarding. We will start measuring this in in, you know, five stars. If they like the onboarding experience, all of this will be there. And then we will you know, you will wanna get a five star and the quickest onboarding engine on on this world. That's that's the global network. Yeah. And, Gregor, or maybe you can add, but, yeah, I think that's what I would say how how this will look like in future. Yeah. Spot on. I think, efficient onboarding is table stakes. In the end, suppliers are also busy. Right? If we make their life difficult, then they, would be less, less concentrated during the process if you like, and would probably also not be, provide high quality. We actually reduce the supplier sign up, time also for on on Scoutbee from, like, three or four minutes down to a couple of seconds, to simply make sure that we get the most critical data on very quickly. A smooth onboarding is, is extremely crucial. And I think also, from all AI use cases out there, I think actually helping, companies and actually business professionals do proper data entry is one of the best use cases. And I think that's where, where I can accelerate and where where Navi can help a lot. Mhmm. Yeah. Greg, I actually wanna stick with that point for a minute. So, you know, with Scoutbee specific expertise in AI, LLM powered supplier search, and the supplier of the customer perspective, how do you see that integrating, you know, and enhancing Coupa's platform and vision? Yeah. Yeah. That's going to be crazy. I actually, that's why I get really excited about it. In the end, Coupa, transacts almost $2,000,000,000,000 every year. Just this number is crazy in my mind. And, that means essentially that's $2,000,000,000,000 where things can be optimized. They can be, like, a cheaper, better, more innovative, and whatnot supplier. And, like, back to college, economics one zero one. Like, so the perfect market outcome is essentially if you have perfect market transparency. Right? And I think here, we have a market that is humongous when it comes to spend. May we have, on the other side, millions of suppliers that that are actually craving to to to support that, that that deal flow essentially. And also think probably they they can be better, they can be cheaper, they can be more innovative. And by, again, tapping the huge spends and the the big, big supplier buyer base that, that that Coupa has and connecting it all to the huge supplier base that Coupa has and moderating it now with an AI, I think will unleash a lot of economic potential, for all of those companies and also for the suppliers. Today, again, you have to think about, supply chains also, like, just again as a as a funnel. Right? Is there if there was not a proper funnel all the time, there's definitely definitely room for improvement. And one supplier, can save millions. And, in the end, and our Scopia assumes that, by our data assessment that there are probably roughly 15 to 16,000,000 suppliers out there that are somewhat relevant, in in the b b space. Right? That means that almost any every supplier is actually already in any shape or form actually transacting on on Coupa. And connecting this then to three and a half thousand customers, I think, is a massive potential for both buyers and suppliers. And, yeah, I think here, again, with AI, with with data and analytics, with with the right matching and the right moderation, we can we can unleash value a lot, for for both sides for for buyers and suppliers. Okay. So I I have one more question for each of you, and then we'll transition over to audience q and a. So, Salva, last question. Looking three to five years ahead, how will Coupa and Scoutbee be together redefine the the standards for supplier intelligence and discovery? And what, long term impacts do you foresee, on, you know, efficiency and growth of businesses worldwide? Oh, wow. Wow. Wow. Wow. Two three years. I oh my god. My god. This is like May maybe I I always say, like, this tech industry and AI industry is like dog years list. So this is three time what is dog years? Six or seven years? That's seven years. Yeah. Yeah. I mean, that's how we are moving. Well, I would say, like, so there is firstly, to make business, there is no way, there is no way if a supplier seriously wants to find business, we in the Coupa network, we'll be the place to find the business. That's what the big thing will be, and I'm sure that we will get there. I'm so sure, that if you wanna find business, you get found by buyers in the KUKA network in three years for sure, and you have, like, a very high conversion rate from a lead supplier side into a real purchase order you are receiving. So that's that's that's for sure what what it is. I think the second thing is, and this is in three years from now, onboarding and all we just are today seeing as, hey. Solve us this problem will be a no a non event in three years. So suppliers like you have a salesforce.com system and there's your marketing team is running, why I said or your AEs are running on salesforce.com. They are just automatically, anyway, part of that network because it's the global trade network, and this is autonomously, you know, connected and maybe even salesforce.com doing autonomously bids on that, network when it is about easy, sourcing events that even in there is no need on supplier side to include any AE. And I can continue with this, but this is what is going and just to make an example, it's a it's a very autonomous way of we being in the middle and helping with this help of the network and autonomous spend flows to increase, the easiness of doing business for suppliers and buyers. And this is this is what what we can expect. Obviously, on buyer side, even more value flows. You can imagine that, you know, you don't even need to source anything when it comes on categories where you have to find your strategy. The network will source for yourself, because they know they have the connection to suppliers. Everything is clear. The suppliers have put their conditions, and then you just source by order and and deliver. So that's what I see in three years from now. Surely, for easy categories of spend being reality when when we are all in that network and, you know, and, obviously, with all of who is listening here and more, we can create this together by, you know, helping you create having value and rebuild it for you. Excellent. Gregor, can we have your your dog years perspective, please? Yes. I would like to just double down on what what Salva said. In the end, when buy when suppliers want to win new business, they will go to Coupa because that's the only true marketplace. And if if buyers want to test suppliers, they will always turn to a supplier profile or request a supplier profile from Coupa. And in the middle of it, we will have our AI agent, the Coupa AI agent that will be connected to supply AI agent, that will be connected to the buyer AI agent. That should take away all mundane tasks, right, when it comes to essentially early data collection or early data data discovery and making sure that from, like, hey. I have potentially a business need to those are the top two suppliers in the pricing that should be all handled by the AI agent. And I think three years, as I said, seems probably more like like twenty now. I think three years is very feasible for that for the easy categories. Awesome. Okay. So, Salva, Gregor, thank you so much. Audience, please stay with us. We just have a few, slides to go through, and then we'll open it up to some q and a. So if we could go ahead and move to the next slide. Awesome. Okay. So, you know, just to do a a quick wrap up, you know, as Salva mentioned, this merger is all about creating value for both sides of the network. So, you know, we are creating this powerful efficient network that benefits both parties. We're delivering enriched high quality supplier data, and an integration that will drastically reduce operational friction during the onboarding process and strengthen the overall supply chain resilience. This is gonna result in a best in class supplier discovery, you know, experience, and it will be seamlessly embedded across all of Coupa's core workflows, you know, across sourcing and category management. So for our suppliers on the call today, please use either the URL or the registration QR code on this on the screen, to register for the Coupa supplier portal and claim your profile. You'll be able to explore, you know, the capabilities in the portal and, also make sure that you're getting first access to, you know, the new features and benefits as they come online in the future. For our buyers who joined us today, you have the opportunity to register with Scoutbee and explore their supplier search capabilities. So please go ahead and, you know, follow the link or, use the QR code on the screen. This is also a a great opportunity to speak with your suppliers about enrolling in the Coupa supplier portal, so that they can benefit from, you know, Coupa and Scoutbee's combined value as as we move forward with the integration. So you should be seeing a survey pop up on your screen right about now, so please take a moment to complete it, while we transition over to our audience q and a. So, we got a a bunch of really great questions in the chat, and we will get through as many as we can. But perhaps, you know, this is probably a question for both Salva and Gregor. So one of the questions that came in was from a supplier who has strong manufacturing capabilities and products that fit multiple industries. Their current visibility seems limited to the ones that we actively serve. How can they leverage Coupa and Scoutbee to increase visibility and engagement with buyers in new, or adjacent industries? Yeah. I can start, Salva. But I think that's that's where we thrive. Right? So I think that, complex offerings essentially, require, like, a a complex back back end where you have, like, all the data, all the products, your your target customers, and so on. And and what we will essentially, make sure is that you are getting matched to the right sourcing events in the future. Right? So that any of your different product categories, are essentially visible there. Also, that you don't have to maintain all of them. So in the future, you would be hopefully soon just be able to upload a PDF with all your products or our company presentation, and we will translate this into our proper supplier, supplier profile. So yeah. So complex offerings are actually our strength. So Coupa and Scoutbee and making sure that, that you will get the visibility you need. Salva? Yeah. Well well well, I you know, what to add there, I guess, just the buyer side a little bit more. I guess, for buyers, exactly the the person who asked, will be maybe some some supplier, which they didn't have before. And with the discovery functionalities, as just Gregor said, with the storefront and with this profile and with the way on what is the supplier selling, this will be, showing up very quickly in sourcing events, and they're obviously being found. And with this, we have on the buyer side value because they have a new supplier, and the supplier has a new buyer. And that is exactly what the idea so it's a perfect strike, that question, for what, let's say, problem we solve in the world. Right. So, Sal, I think this might be a question for you. But, you know, kinda going back to, you know, Coupa's dataset and, you know, how we leverage that data, you know, the that anonymized and aggregated data to set benchmarks and and use them to report out to our customers. You know, we'll you know, through this integration, will we be using any benchmarking, you know, to enable buyers to, you know, compare against previous POs or, you know, across, you know, different buyers in the industry and, you know, kinda what is your vision there? Yeah. Yeah. Totally. I, well, the benchmark data is so amazing anyway because this is the, basically, the way on how we see the business going at the moment on all our 2,000,000,000,000 transactions, Gregor, which you just mentioned every year. The data is created baseline on that. But, if you see now that we are getting even more very valid ways on supplier quality data, this is something which we're always a part, which this we didn't have in that intense manner on, for example, having a ratio of, hey, from 100 supplier sorry, from 100 suppliers who are doing a sourcing event, 60% closed with a new supplier that didn't even have in their portfolio before. That are benchmark data, which will help others again to wake up, so to say, and then, like, oh, maybe I need to rethink my strategy too. What about finding a sourcing event for a material where I think I have already my perfect suppliers? Right? Because 60% of others are finding somebody new. 40 not, but for the 60, I think yes. And at least this will be results in future, which will come much more, just with this, combination and partnership now. Okay. And and just just an example, obviously, you can think of much more, ways on, on on creating benchmark datas there. Right? Yep. Excellent. Gregor, I think this is a question for you. So, we have a question from a law firm who's based in Singapore that specializes in, you know, particular legal services like notarization. So their question is they have a lot of global buyers who reach out to them directly, but they also know that they're on Coupa. So, you know, how should they kinda take advantage of this integration, and what do you what are some, I guess, recommendations for their supplier profile that might help them, you know, attract a broader base of buyers? Yeah. So going forward, we make we make sure that essentially, those companies provide the the essential data so the AI can make good recommendations. Soon, you will also see essentially, in Navi, an AI guide that helps you essentially to put in the right data. That's all you need. Because after that, the AI moderate and the background will take over. And we will make sure that any sourcing event that's actually happening on the, on the buyer side where the buyer decides to actually also consider new suppliers. The right supplier, let it be a law firm, is actually also considered in there. And we shouldn't underestimate, like, how big Coupa supplier base is. Right? So literally, I think, like, 99% of every desired, like, top customer is probably already on Coupa. So you will see a lot of business coming in there. We will also then make sure that also for buyers that are actually right now not heading, for example, a sourcing event, but that, for example, have a a contract lapsing soon. Right? So that we, let me say, like, hey. Here, for example, is the the next best alternative so that they always have some options at hand So that those suppliers that actually, yeah, are good fits are actually being present. So, my short answer is that don't worry about this too much. They I will guide you so that you can provide the right data, and then they I'll make sure that you also get matched to the right businesses. Excellent. And I guess so I think, Gregor, this might be another question for you, but, Salva, please weigh in as well. So there's been some questions about kind of, like, long term, you know, maintenance and updating supplier profiles and and how that looks over time and what mechanisms there are in place to keep you know, make sure supplier information is updated and accurate. Can you talk a little bit about, you know, what the approach is there and, you know, what mechanisms are in place to be able to protect the integrity of those profiles? Yeah. Super happy to start, so they can fill in later. But, essentially, we are sitting on the perfect foundation here. Right? So Scoutbee is world class when it comes to aggregating data from outside, like web data, third party data, and so on and making also sure that unstructured data like presentations and PDFs are essentially, taking into account. So it's very easy for suppliers to maintain their profile, and we also refresh our profile from the web web perspective frequently. So we we measure when when websites change and then adjust the supplier profile. And then combined, however, with the extremely powerful data foundation that, that Salva, has with this product team within Coupa, obviously. There's so much data potential when it comes to verifying the trust, of the of the, of of a supplier, but also updating actually supplier information. Right? So, when when one supplier changes the address for one customer, why not recommending the the the by the supply to change it in general? But Salva can probably add, more color to that. You're muted, Trevor. I apologize. I think you've just made you just made the point the point back to the I I call it always clean data, but, you know, there are many ways on saying that. But you are excellent in this, let's say, fragmented data. But the clean data verifications and, like, oh, this supplier already once, transacted. So there is a really high probability for the agent to look at this data point and say, like, yes. That's that's for sure the right thing I found. So, basically, the accuracy, the hallucination of possible agents, which we are developing in other line models, Gregor, is just getting into a very high accuracy when we fit, the profile bench. So I I I just can yeah. This is the the part I can just add to it, but everything else is just spot on. Yeah. Okay. So we are at time. Greg Garisalva, I wanna thank you so much, for sharing all the great information today and also for our engaged audience, who had so many great questions. We did not get to all of them, but, you know, we will, you know, follow-up, to make sure that, you know, you get the information that you need. As a reminder, the recording will be sent out tomorrow. And please feel free to also reach out to your Coupa or Scoutbee representative, or visit us at koopa.com if you have any questions. So thank you again to everyone, and have a wonderful day. Thank you. Thank you so much. Bye bye. Bye.