Appendix · FAQ

Questions the panel is likely to ask — and the case's own questions, answered.

Cannibalization, liability, alternatives, sizing, and why Coupa now — plus explicit answers to each of the nine questions in the case brief.

← Back to the deck

What the panel will probably ask

The seven I've heard rehearsed most often.

60–70% of today's $49/mo subscribers should retain into Pro (continuous monitoring, alerts, analytics, ERP sync). Pro then grows on a much larger funnel fed by the free Passport. Net effect: bigger top-of-funnel plus a new $15–30M buyer revenue line. If we hold Verified flat and add $20M+ from buyers, cannibalization is the wrong frame — it's expansion.

Answers to the case questions

The nine questions Tara & Ralph included in the brief — mapped one-to-one.

Return to the story when you're ready.

Back to the deck →