COHORT DATA DEMONSTRATES POWERFUL BUSINESS MODEL CUSTOMER COHORT CONTRIBUTION MARGINS ($MM) 75% 75% 74% 75% $9.9 $10.0 $10.1 $11.6 $4.0 ($2.5) ($2.5) ($2.6) ($2.9) ($14.0) (249%) FY13 FY14 FY15 FY16 FY17 Subscription Revenue Variable Costs Contribution Margin ©2017 Coupa Software, Inc. – Confidential – All Rights Reserved 34