Coupa App Marketplace Program Guide

PROGRAM GUIDECOUPA APP MARKETPLACE PROGRAM GUIDEThe Coupa App Marketplace Program Guide establishes the App Provider program rules and policies
that govern participation in the Coupa Software App Provider Program (“App Provider Connect”).
Coupa Software may update this guide occasionally and the latest version will be made available
within the Coupa Partner Connect Portal and on https://get.coupa.com/rs/950-OLU185/images/CoupaApp Provider_Connect_Program_Guide.pdf)
All program rights and benefits are subject to compliance with the most current version of this guide.
Coupa Software reserves the right to modify the program referenced herein at its discretion or
restrict/deny participation based on the published program rules.
The terms of this App Provider guide are subject to the terms of any Coupa Alliance Agreements or
Master Subcontracting Agreement between Coupa Software and each participant. Coupa Software
does not provide any warranties regarding this guide or the information contained herein andspecifically disclaims any liability for damages incurred in connection with reliance on this guide.
To gain access to the Coupa App Provider Program, each legal entity must apply to participate in the
Program, satisfy the Program membership requirements, and execute a separate agreement with
Coupa Software.
Those organizations accepted into the App Marketplace program will receive confirmation via email,along with a request to execute the Coupa Mutual NDA and the Coupa App Marketplace Agreement.
An affiliate, subsidiary, or acquired company cannot avail itself of the rights provided under a parent oraffiliated entity’s App Provider agreement without the prior written consent of Coupa Software. In thecase of acquisitions, mergers or other business combinations, the membership of the surviving entity
and the operating status of the acquired or merged entity, as applicable, will determine themembership applicable to the newly formed entity. Participant must disclose planned changes tocorporate structure in advance to allow Coupa Software the opportunity to approve or reject, as
appropriate, the effect of such changes on participation in the Program.

2 | App Marketplace Program Guide© May 2024. Coupa Software, Inc. All rights reserved.

PROGRAM GUIDECOUPA APP MARKETPLACE PROGRAM GUIDEThe Coupa App Marketplace Program is designed to help independent software vendors (ISVs) bring
Coupa-integrated solutions to market. These App Providers work with the App Marketplace team toensure both business and technical approaches are validated, resulting in valuable, well-architected
end to end solutions for our customers. The App Marketplace team is also focused on helping App
Providers reach Coupa’s ever-expanding base of customers. We work with App Providers on comarketing and co-selling their solutions, ensuring App Providers can build significant new lines ofbusiness with Coupa.
The App Marketplace Program consists of three Tiers: Silver (Certified), Gold (Co-Market), andPlatinum (Co-Sell).

3 | App Marketplace Program Guide© May 2024. Coupa Software, Inc. All rights reserved.

PROGRAM GUIDECOUPA APP MARKETPLACE PROGRAMREQUIREMENTS, ENTITLEMENTS AND GUIDELINESThe Coupa App Marketplace program consists of three Tiers: Silver (Certified), Gold (Co-Market), and Platinum(Co-Sell). All have corresponding benefits and requirements which is illustrated below.

COUPA APP MARKETPLACE PROGRAM BENEFITS
Benefits

SilverGold

Platinum

Customer Reach
GeneralApp certification
Marketplace listing

✔
✔

✔
✔
✔

✔
✔
✔
✔
✔

LimitedDedicated

Marketplace ‘Featured App’ in categoryMarketplace category top tier placement
Annual business review
Co-marketing strategy & plan development with Marketing lead✔

Qualified for Partner Advisory Board Consideration

Support✔
✔

Dedicated Marketing Manager support
Dedicated Alliance Relationship Manager

MarketingCoupa App Marketplace Co-Marketing Kit✔

Approved quote (for partner website usage)
Guest blog on Coupa.com
Social media amplification
App Marketplace newsletter spotlight
Customer Value newsletter spotlight
Design assistance with Coupa branded solution brief (2-pager)

4 | App Marketplace Program Guide

✔
✔

✔
✔
✔
✔
✔
✔

✔
✔
✔
✔
✔
✔
✔

© May 2024. Coupa Software, Inc. All rights reserved.

PROGRAM GUIDECOUPA APP MARKETPLACE PROGRAM BENEFITS, continued
Coupa endorsed press release template
Coupa press release quote support
Case study/customer success story support

✔
✔
✔

✔
✔
✔

✔
✔
✔
✔

✔

✔
✔

✔
✔
✔
✔
✔

✔

✔
✔

✔
✔
✔
✔
✔

✔

✔
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✔
✔
✔
✔

✔
✔
✔
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✔
✔

White papers, eBooks, thought leadership, research reports, etc.

Campaigns & Demand Generation
Events (Coupa sponsors partner event)
Events (opportunity to sponsor Coupa Inspire)
Field events
Webinars (featuring joint customer)
Co-branded campaign materials

Sales Enablement
Access to Coupa Partner Connect portal
Partner Sales Enablement (present to Coupa field teams)
Required partner solution learning course for Coupa services teams
Coupa account planning/introductions
Co-selling with Coupa

Solution Consulting
TECHNICAL ENABLEMENT
Product use case mapping
Solution design advisory and review
Review and test of app provider’s solution build
Certification (docs, solution review)
Recertification review (3 times/year)
Pilot customer enablement
Customer escalation and triage

✔
✔
✔
✔
✔

Ongoing support to partner queries
Named Coupa Solution Architect

5 | App Marketplace Program Guide✔

© May 2024. Coupa Software, Inc. All rights reserved.

PROGRAM GUIDECOUPA APP MARKETPLACE PROGRAM BENEFITS, continued
Technology Access
Coupa instances access related support✔

Access to Coupa Product Management and product direction

✔

✔

Basic

Extended✔
✔
✔

Early access to key technologies
New product preview accessWarm intro to Coupa Ventures
Platform training seats

3

10

10

COUPA APP MARKETPLACE PROGRAM REQUIREMENTS
Silver:This is the first level and is ideal for App Providers who wish to have a certification and placement in themarketplace. The cost for participation is $12,000 annually.
Gold:
This more advanced level is ideal for App Providers wanting the Silver benefits and expanded benefits of more
support and marketing into the Coupa community. The cost for participation is $15,000 annually with aperpetual 8% revenue share component.
Platinum:This is the most comprehensive program tier and includes all the benefits of Silver and Gold plus extensive
co-selling. The cost for participation is $20,000 annually with a perpetual 10% revenue share component.
Your acceptance into an App Marketplace Program Tier will be reviewed by the Coupa App Marketplace team.

6 | App Marketplace Program Guide© May 2024. Coupa Software, Inc. All rights reserved.

PROGRAM GUIDECOUPA APP MARKETPLACE PROGRAM BENEFIT DEFINITIONS
Benefits

Benefit Definitions

Customer Reach
GeneralApp certification

Once the app has completed review by the Solution Consulting team andthe listing is live on the App Marketplace, the app is officially certified.

Marketplace listing

Solution will be publicly listed on the Coupa App Marketplace.

Marketplace ‘Featured App’ in category

Solution will be included in the ‘Featured Apps’ section of the Marketplace
homepage.

Marketplace category top tier placement

Solution will be listed with a prominent location toward the top of the list
within the category.

Annual business review

Once a year, Coupa and the App Provider will do a year-end review andmeasure results against goals, and conduct a post-mortem.

Co-marketing strategy & plan development with Marketing lead

1x year, Coupa and App Provider will meet to create a GTM plan for thefollowing year that will drive business and adoption of the app.

Qualified for App Provider Advisory Board Consideration

Qualified App Provider will be considered to participate in Coupa’s App
Provider Advisory Board.

SupportDedicated Marketing Manager support

App Provider will have a dedicated Marketing Manager who will work with
their team on all GTM activities

Dedicated Alliance Relationship Manager

App Provider will have a dedicated Alliance Manager who will work with
their Alliance Manager on business development activities.

MarketingCoupa App Marketplace Co-Marketing Kit

Once the app is certified, the App Provider will receive access to the
Co-Marketing Kit which outlines marketing opportunities by tier.

Approved quote (for App Provider website usage)

App Provider will work with the Marketing Manager to craft a quote forusage on their website from a Coupa Executive.

Guest blog on Coupa.com

App Provider will work with the Marketing Manager to agree on a topic andcontent for a guest blog to be posted on Coupa.com.

Social media amplification

Coupa will use reasonable efforts to amplify App Provider content on oursocial media platforms.

App Marketplace newsletter spotlight

App Provider’s solution will be featured once in the monthly App
Marketplace newsletter.

Customer Value newsletter spotlight

App Provider’s solution will be highlighted once in Coupa’s monthly
Customer Value Newsletter.

Design assistance with Coupa branded solution brief (2-pager)

App Provider will work with the Marketing Manager to develop a
co-branded solution brief that highlights the joint value proposition.

Coupa endorsed press release template

Please refer to the App Provider Press Release Guidelines and Entitlements
Document.

Coupa press release quote support

Please refer to the App Provider Press Release Guidelines andEntitlements Document.

Case study/customer success story support

App Provider will work with the Marketing Manager to develop a case study
that demonstrates the solution joint value through a customer story.

White papers, eBooks, thought leadership, research reports, etc.

App Provider will work with the Marketing Manager to develop
co-branded materials.

7 | App Marketplace Program Guide© May 2024. Coupa Software, Inc. All rights reserved.

PROGRAM GUIDECOUPA APP MARKETPLACE PROGRAM BENEFIT DEFINITIONSTechnology Access
Coupa instances access related support

An instance of the latest version of Coupa will be made available andmaintained by the App Marketplace Team, for the purpose of development.

Access to Coupa Product Management and product direction

App Providers will have access to periodically meet with Coupa PM todiscuss product direction.

Early access to key technologies

When key technologies pertaining to platform integration are indevelopment, App Providers will be given early access to beta tests andoffer feedback.

New product preview accessIn certain cases, new products or versions of products will be madeavailable to App Providers to beta test and create integrations.

Warm intro to Coupa Ventures

App Provider will have the ability to be introduced to Coupa Ventures forthe purpose of investment.

Platform training seats

App Provider will receive platform training seats to orient their team on
Coupa.

Campaigns & Demand Generation
Events (Coupa sponsors App Provider event)

Coupa may decide to sponsor an App Provider’s industry events if theaudience is relevant to Coupa’s target audience.

Events (opportunity to sponsor Coupa Inspire)

App Provider may sponsor Coupa Inspire.

Field events

App Provider will work with the Marketing Manager to develop co-branded
field events that highlight the joint value proposition and drive lead gen.

Webinars (featuring joint customer)

App Providers will work with the Marketing Manager to develop cobranded webinars that highlight the joint value. There must be a customer
participating to qualify for consideration.

Co-branded campaign materials

Coupa and the App Provider will conduct a business review on a basis tomeasure results.

Sales Enablement
Access to Coupa Partner Connect portal

App Provider will have access to Coupa’s Partner Connect portal for
unlimited contacts.

App Provider Sales Enablement (present to Coupa field teams)

App Provider will have access to Coupa sales teams for enablement
sessions. A recording and materials will be posted on Coupa’s internal site.

Required App Provider solution learning course for Coupa services
teams

App Provider will develop a solution overview video that will be used toeducate the Coupa services teams to help with recommendations.

Coupa account planning/introductions

Coupa will make introductions to the Coupa account owner(s) at therequest of the App Provider. App Provider will provide accountprospect/customer lists to be matched with Coupa prospect/customer lists
to establish alignment. Any such planning/introduction request by an App
Provider will qualify for Revenue Share.

Co-selling with Coupa

App Providers will receive introductions to the Coupa account owners forthe purpose of co-selling into regions or targeted accounts. Co-sellsituations qualify for Revenue Share.

8 | App Marketplace Program Guide© May 2024. Coupa Software, Inc. All rights reserved.

PROGRAM GUIDECOUPA APP MARKETPLACE PROGRAM BENEFIT DEFINITIONSSolution Consulting
TECHNICAL ENABLEMENT
Product use case mapping

App Provider will have access to a Solution Consultant to discuss the App
Provider’s use case and map it to the corresponding area of Coupa.

Solution design advisory and review

App Provider will work with a Solution Consultant to assess feasibility,
discuss the business process and technical designs.

Review and test of App Provider’s solution build

App Provider will work with a Solution Consultant to answer technicalquestions and best practices during development and test.

Certification (docs, solution review)

Review all solution materials and validate for security, privacy,
performance. App review is a prerequisite for Marketplace certification.

Recertification review

App Provider will complete the certification process against the latest
Coupa major release. The team will review all solution materials.

Pilot customer enablement

For initial customer pilots, a Solution Consultant will assist the App Provider
in troubleshooting implementation.

Customer escalation and triage

The App Marketplace Team will help route any customer escalations
regarding an integration to the App Provider. The App Provider is expected
to work directly with the customer, and can work with the App Marketplaceteam to assist in triaging and escalating where needed within Coupa.

Ongoing support to App Provider queries

Solutions Consultants will answer any periodic questions related
to solution design or technical challenges.

Named Coupa Solution Architect

A solutions architect will be available to consult on advanced orchallenging technical designs

9 | App Marketplace Program Guide© May 2024. Coupa Software, Inc. All rights reserved.

PROGRAM GUIDEApp Provider program fees will be billed automatically on an annual basis unless canceled per the App
Marketplace agreement terms prior to that date. Revenue share will be for the initial App Provider sale.
The revenue share process will be as follows:
Coupa Customer, Prospect, Coupa Field Representative or App Provider will complete the “Get Started”
form on the Coupa App Marketplace located at marketplace.coupa.com.
A lead will be generated in Salesforce (SFDC) and will flow to the App Marketplace Operations Manager.
Upon approval by the Operations Manager, the App Provider will be notified of the lead and will be able tocontact their prospect.
The App Provider will update the lead as either closed won or closed lost once the customer has made thedecision. If it is closed won, the App Provider will include the the total amount of the sale (ACV), the close
date and win notes.
The partner has 15 days to approve or disqualify a registered opportunity within the Partner Connect Portal.
If the partner does not disqualify the registered opportunity in the Partner Connect Portal within 15 days,
Coupa will assume that the registered opportunity is valid and eligible for revenue share.
The App Provider will be issued an invoice to be paid according to the Coupa order form. Please refer to theorder form for specific terms.
The App Provider will be billed yearly thereafter for existing customers until proof of cancellation or
termination is provided.
The App Provider will also be responsible to pay revenue share on any sales that may occur from an
Account Planning/Introduction by Coupa or requested by App Provider, or a customer who originatedthrough the marketplace if that product is integrated with Coupa. Non-integrated products and services are
exempt from the revenue share.

COUPA APP MARKETPLACE CERTIFICATION
Coupa App Marketplace is Coupa’s API-based open integration platform that lets App Providers andindependent software vendors (ISVs) integrate their products with Coupa. The Coupa App Marketplace supports
APIs for various solution areas.
App Providers are able to work closely with Coupa to define streamlined business processes integrated via theAPIs that result in a well-architected end-to-end solution for our customers. These integrated solutions can
include connectors, iframes, and panel applications to help our customers adopt Coupa faster at a significantly
lower cost resulting in quantifiable value for their organizations. Please see the Coupa App Marketplace program
guide for information on the certification process, benefits and go to market activities.

PROGRAM GOVERNANCE
Coupa performs an ongoing review to determine each App Provider’s appropriate tier placement, comparing
their results to program requirements for the previous 12 months. In addition, performance results will
be monitored on a regular basis to determine performance that may affect their Program status andresult in possible tier promotions for the following year.

10 | App Marketplace Program Guide© May 2024. Coupa Software, Inc. All rights reserved.

marketplace.coupa.com