Démo · Optimisation des achats / Spend strategy par Pierre

Executive Summary

Aircall spend €64M sur 207 fournisseurs présente €7.2M de savings 12 mois identifiés via 20 leviers chiffrés, soit -11.3% du total spend (cible -10% atteinte avec marge). Concentration : 50% du spend sur 3 fournisseurs (Twilio €14.5M + Google Ads €7.2M + AWS €5.2M). Top 5 leviers représentent 75% des savings (€5.4M) : (1) Renégociation Twilio €14.5M avant auto-renewal Dec — saving €1.8M via competitive bid + tier-rebalancing (Microsoft Teams Phone + Vonage en challenger crédible), (2) AWS EDP renegotiation pre-term €5.2M — saving €0.9M via 3-year commit + Reserved Instances rebalancing, (3) Google Ads efficiency €7.2M — saving €1.4M via consolidation agencies (3 → 1) + bid strategy refresh (CPL benchmark vs concurrence Salesloft/Outreach), (4) SaaS sprawl consolidation €8.5M — saving €0.8M via 65 → 35 suppliers (kill 30 redundants identifiés), (5) Stripe interchange optimization €2.9M — saving €0.5M via Volume Tier 4 negotiation + smart routing. Capex requis €450k (consultants procurement + audit tools + tooling Coupa). Risk principal : Twilio est single-source voice infrastructure critical — éviter la rupture, mais leveraging credible alternatives en table de négociation suffit pour saving sans switch.

Spend overview

Total spend

€64.00M

Target savings

€7.20M

−11.3%

Payback

3.2 mois

Capex requis

€450k

Kraljic Matrix — répartition stratégique

strategic31%

Twilio + AWS = strategic (high impact + high supply risk). Strategy : long-term partnership + multi-vendor exit-readiness + competitive intelligence active. Pas de switch precipité, leverage by credible alternatives in negotiation.

Cloud infrastructureVoice telco core

leverage38%

Marketing ads + SaaS tools + Payment processing = leverage (high impact + low supply risk). Strategy : competitive bidding aggressive + multi-source by default + annual RFP cycle.

Marketing & AdvertisingSaaS tools (sales+marketing)Payment processing

bottleneck12%

Specialty professional services + niche SaaS = bottleneck (low impact + high supply risk). Strategy : supplier development + diversification active + alternates qualification.

Professional services nicheSaaS specialized tooling

routine19%

T&E + office supplies + standard SaaS + recruitment = routine (low impact + low supply risk). Strategy : automation + e-procurement + policy tightening + suppliers consolidation.

Travel & ExpenseOffice + WorkplaceRecruitmentCustomer experience tools

Top suppliers analyzed (15)

Supplier	Catégorie	Spend/an	Quadrant	Optimization note
Twilio	Voice infrastructure	€14.50M	strategic	Renégociation pre-Dec auto-renewal. Leverage Microsoft Teams Phone + Vonage as credible alternatives. Target -12-15%.
AWS	Cloud infrastructure	€5.20M	strategic	EDP 3-year commit renewal pre-term. Reserved Instances rebalancing + savings plans optimization. Target -17%.
Google Ads	Marketing	€7.20M	leverage	Consolidation 3 agencies → 1. Bid strategy refresh + creative rotation. Target -19%.
Stripe	Payment processing	€2.90M	leverage	Volume Tier 4 negotiation + smart routing. Adyen as credible alternative. Target -17%.
LinkedIn Ads	Marketing	€2.40M	leverage	Annual rebooking with Q4 commit discount + creative refresh. Target -8%.
Salesforce	CRM	€1.80M	strategic	Multi-cloud renewal Sept 2026. Negotiate seat-band uplift + Marketing Cloud rightsizing (over-licensed).
WeWork	Office	€1.90M	routine	Paris HQ rightsizing 30% post-hybrid policy. Target -€570k via renegotiation à mi-contract.
Datadog	Observability	€1.20M	leverage	Reserved capacity discount + competing bids Grafana Cloud + Honeycomb. Target -15%.
PwC (audit)	Professional services	€850k	bottleneck	RFQ Big 4 alternates pour 2026 fiscal year. Target -10% via competitive proposal.
HubSpot	Marketing automation	€720k	leverage	Tier rightsizing — review marketing automation usage. Possible downgrade Pro → Marketing Hub Starter+. Target -25%.
Notion	Workspace	€580k	routine	Enterprise tier upgrade pending — negotiate seat-band volume discount. Target +€80k uplift instead of +€140k.
Russell Reynolds	Recruitment	€320k	bottleneck	RFP avec Heidrick & Struggles + Egon Zehnder pour 2026 senior search assignments. Target -12%.
Segment (Twilio)	Customer Data Platform	€380k	leverage	Bundled with Twilio voice = leverage in Twilio renegotiation. Or switch to Rudderstack OSS. Target -30% or kill.
Welcome to the Jungle	Recruitment	€180k	routine	Annual subscription bundle + employer brand premium consolidation. Target -10%.
Linear	Project management	€165k	routine	Annual renewal with growth seats commit. Target stable + better terms.

Top leviers chiffrés (20)

#1 · Voice infrastructure (Twilio)

renegotiation€1.80M/an

Renégociation Twilio €14.5M pre-Dec auto-renewal. Stratégie : RFI Microsoft Teams Phone + Vonage parallel + benchmark unit economics call-minute. Position competitive table.

Effort: high · Risk: medium · Payback: 1.5m · Owner: CFO + Head of Infrastructure · 0-30-days

#2 · Marketing (Google Ads)

consolidation€1.40M/an

Consolidation 3 agencies advertising → 1 agency lead + bid strategy refresh + creative rotation. RFP Q3 2026 avec Inflection + DEPT + Tinuiti.

Effort: medium · Risk: medium · Payback: 2.0m · Owner: CMO + Head Procurement · 30-90-days

#3 · Cloud (AWS)

renegotiation€880k/an

AWS EDP 3-year renegotiation pre-term + Reserved Instances + Savings Plans rebalancing. Negotiation March 2026.

Effort: medium · Risk: low · Payback: 2.5m · Owner: VP Engineering + Head Procurement · 30-90-days

#4 · SaaS sprawl

consolidation€800k/an

Audit 65 SaaS fournisseurs → kill 30 redundants identifiés (overlapping tools, dormant subscriptions, replaced by other tools). Implement gating spend committee monthly approvals.

Effort: low · Risk: low · Payback: 1.0m · Owner: Head Procurement + IT · 0-30-days

#5 · Payment processing (Stripe)

renegotiation€500k/an

Volume Tier 4 negotiation Stripe + smart routing optimization (route certain transactions cheaper rails). Adyen as credible alternative.

Effort: medium · Risk: medium · Payback: 3.0m · Owner: CFO + VP Finance · 30-90-days

#6 · Office (WeWork)

rightsizing€570k/an

Paris HQ + 4 sub-offices rightsizing 30% post-hybrid policy. Renegotiate mid-contract pour libérer 30% surface.

Effort: medium · Risk: low · Payback: 4.0m · Owner: VP Operations · 30-90-days

#7 · Marketing automation (HubSpot)

rightsizing€180k/an

Tier audit + downgrade Pro → Marketing Hub Starter+ pour 60% des seats sous-utilisés.

Effort: low · Risk: low · Payback: 1.5m · Owner: CMO + IT · 0-30-days

#8 · Observability (Datadog)

renegotiation€180k/an

Reserved capacity discount + bids alternatifs Grafana Cloud + Honeycomb à mettre en table.

Effort: medium · Risk: low · Payback: 2.0m · Owner: VP Engineering · 30-90-days

#9 · T&E policy

policy-tightening€480k/an

Refresh T&E policy : caps mealwise + class-of-service air + advance booking discounts mandate + Concur tightening. Communication + audit posteriori.

Effort: low · Risk: low · Payback: 1.0m · Owner: VP Operations + HR · 0-30-days

#10 · Recruitment

renegotiation€200k/an

RFP recruiting agencies (Russell Reynolds + 2 alternates Heidrick + Egon Zehnder) pour senior search 2026. Tiered fee structure.

Effort: medium · Risk: low · Payback: 3.0m · Owner: CHRO + Head Procurement · 30-90-days

#11 · Audit & Tax (PwC)

renegotiation€100k/an

RFQ Big 4 alternates fiscal year 2026. Scope split audit/tax/advisory.

Effort: medium · Risk: medium · Payback: 4.0m · Owner: CFO · 30-90-days

#12 · LinkedIn Ads

renegotiation€200k/an

Q4 commit discount + creative consolidation. Annual rebooking strategy.

Effort: low · Risk: low · Payback: 2.0m · Owner: CMO · 30-90-days

#13 · Office facilities (cleaning + utilities)

renegotiation€80k/an

RFQ cleaning + utilities providers Q3 2026. Expected -10-15% via competitive bids.

Effort: low · Risk: low · Payback: 2.0m · Owner: VP Operations · 0-30-days

#14 · Salesforce (renewal Sept)

rightsizing€240k/an

Marketing Cloud over-licensed audit + downgrade. Multi-cloud renewal negotiation Sept 2026.

Effort: medium · Risk: low · Payback: 2.5m · Owner: CFO + CMO · 30-90-days

#15 · Customer experience tools

consolidation€110k/an

Audit 10 CX tools → consolidation sur Zendesk + Intercom enterprise tier (kill 4 micro-tools).

Effort: low · Risk: low · Payback: 2.0m · Owner: VP Customer Success · 0-30-days

#16 · Segment (Twilio bundle)

renegotiation€110k/an

Bundle leverage Twilio renewal — negotiate Segment included or switch to Rudderstack OSS.

Effort: medium · Risk: medium · Payback: 3.0m · Owner: Head of Data + Procurement · 30-90-days

#17 · Notion Enterprise tier upgrade

renegotiation€60k/an

Tier upgrade pending — negotiate volume seat band discount Q4 2026.

Effort: low · Risk: low · Payback: 1.0m · Owner: Head Procurement · 0-30-days

#18 · IT hardware refresh

process-automation€90k/an

Equipment-as-a-Service (EaaS) Lenovo / Dell vs purchase outright. Modèle leasing 3 ans.

Effort: medium · Risk: low · Payback: 6.0m · Owner: VP Operations + IT · 90-180-days

#19 · Professional services rate card

policy-tightening€130k/an

Master rate card établi pour consultants externes + governance approval thresholds. Audit posteriori sur 6 mois retroactif.

Effort: low · Risk: low · Payback: 1.0m · Owner: CFO + Legal · 0-30-days

#20 · Cloud hosting reserved capacity

process-automation€90k/an

Auto-scaling rules optimization + spot instances workloads non-critical. AWS Compute Optimizer + Cost Explorer.

Effort: medium · Risk: medium · Payback: 4.0m · Owner: VP Engineering · 30-90-days

Governance framework

Spend committee : Mensuel (1er Mardi du mois 90 min) — CFO chair + Head Procurement + 5 business owners (CMO, VP Eng, VP Ops, CHRO, VP CS)

Approval thresholds

Tier	Threshold	Approver
Tier 1 — Strategic	≥ €1M annual contract OR multi-year > €3M total	CEO + CFO sign-off + Board notification
Tier 2 — Major	€100k-1M annual	CFO + Head Procurement sign-off
Tier 3 — Standard	€10k-100k annual	Head Procurement + Business Owner
Tier 4 — Routine	< €10k	Business Owner via e-procurement (Coupa)

Quarterly reviews

Spend run-rate vs budget par catégorie + variance analysis
Top 20 suppliers performance review + contract calendar 12 mois ahead
Savings achievements vs target + forecast next quarter
Supplier concentration risk + alternative sourcing readiness

Quick Wins CFO (J0-J30)

Audit immédiat 65 SaaS suppliers — kill identifiés J+14 (€800k saving) + politique gating committee monthly J+30
Refresh T&E policy + Concur tightening + comm employees J+7 (€480k saving J+30)
Twilio renegotiation kickoff RFI Microsoft Teams Phone + Vonage J+14 — pre-Dec auto-renewal critical (€1.8M saving)
HubSpot tier rightsizing audit + downgrade Pro → Starter+ J+30 (€180k saving)
WeWork mid-contract renegotiation kickoff Q3 2026 (€570k saving target)
Salesforce Sept renewal — Marketing Cloud audit + rightsizing (€240k saving)
Spend committee monthly governance kickoff Sept 2026 — first meeting CFO chaired
Notion Enterprise tier upgrade negotiation + volume discount J+30 (saves €80k vs nominal +€140k uplift)

Méthodologie & sources

Kraljic Matrix appliquée toutes catégories pour différencier strategy par quadrant. Spend analysis bottom-up sur 207 suppliers avec ABC analysis (top 80% spend concentré). Negotiation strategy par tier (Tier 1 €1M+ = CFO-led, Tier 2 €100k-1M = Head Procurement-led, Tier 3 < €100k = e-procurement). TCO analysis sur top 10 suppliers incluant switching costs + transition risks. Benchmarks Hackett 2024 + Gartner CIPS pour validation savings réalistes par catégorie.

Framework : Kraljic Matrix + ABC Analysis + Hackett Group Benchmarks + TCO + Spend Cube

Gartner CIPS Global Procurement Benchmarks 2024 — Savings benchmarks par catégorie 8-25% selon maturité achats
Hackett Group World-Class Procurement Study 2024 — World-class procurement = -23% cost-of-procurement vs peer median
Deloitte Global CPO Survey 2025 — Trends 2025 sur consolidation SaaS + e-procurement adoption
McKinsey Sourcing & Procurement Practice 2024 — Best practices renegotiation cycles + supplier consolidation playbooks