Pierre Panchaud

Experiences for Retail / Insurance / Start up / Industry as a lead category buyer or IT procurement manager (RAJA Group, ADEO Services, AXA GO, MAIF, Payfit, Total Energies, Equans Digital) 1) Software SaaS / on Premise > Microsoft : renewal of both Server & Office 365 & unified support. Savings on 13M€ /5y deal of approx 2M€. > Salesforce : negotiation of group contract & following deployment within Europe, insuring best practices sharing, and cost-effective approach. Savings : 400K€ on 5M€ deal. > Adobe : direct negotiation of group contract rather than multiple local contracts in Europe through multiples vendors. > Customer Center : RFP was successful in replacing the incumbent solution with a SaaS one. On top of savings on both infrastructures & licensing costs, smooth transition and deployment of the new solution within 3 months. > Github & Datagog : contract renewal with changing metrics, bundles and scope, focus on GDPR 2) Telecom & Network > AT&T : renewal of the contract for worldwide connectivity, including the latest clauses of the vendor risk framework of my client. > Orange : renewal of contract for 340K€ yearly, challenging the needs and personae, and focus on refurbished devices. > Flex Office : RFP launched after scrapping the market for an effective solution, in compliance with scope of work also challenged. 3) IT services > Cap Gemini > Accenture > Kyndryl > Avanande

Background Within the IT department of the Total Group, in charge of : > the management of the group's IT license contracts: renegotiation, re-competition, quality monitoring via indicators > the weekly management and reporting of a team of 3 contract managers to my client Main suppliers Orange Cyberdefense, Harmonie Techologie, CyberArk, Kofax, Zscaler Achievements > Implementation of contractual roadmap > Updating of the contracts reference system > Harmonization of information with cross-cutting services > Monitoring and monthly update of the roadmap for presentation to internal customers RFP around a security solution for administrator accounts > Support for the launch and monitoring of the RFP > Drafting of the license agreement then negotiation with the editors > Contract database update

Background Mission within a recent Group Purchasing function (less than 3 years) Intervention within the Telecom department to define and contractualize the needs emanating from Group IT and subsidiaries in France and abroad Scope > Software > Telecom > IT Services Main suppliers OBS, Colt, Microsoft, SFR, SPIE, Dimension Data, Genesys, Cisco, Avaya Achievements > Contact Center: Initiative around the future framework contract Seeking new partners to meet the needs of the 35 Europ Assistance entities Supplier market analysis Inventory of contracts in place in the entities (identification of entities at the end of the contract / wishing to change technology) Analysis of contracts in place and implementation of purchasing metrics: average deployment costs / cost per position / Cloud vs. On premise analysis > Telephony holding RFP management Definition of needs and competition between different technologies following the discontinuation of analogue technology and the withdrawal of the parent company that provided the service Define needs and RFP preparation (SOW, analysis grid / Score Card, SLAs) 70/30 split with IT Role of PMO Analysis of offers (Build /Run & TCO) and technologies (Skype For Business / Broadsoft Cisco / Mitel) Implementation of Proof of Concept (POC) > Renegotiation of the mobile telephony plans Building current baseline to determine the differents users profiles (data usage, roaming voices per destination, ...) RFP with 3 suppliers TCO analysis with and without devices Communication tool to present recommendations

Background Within the Group Purchasing function (20 buyers). Intervention within the Telecom & IT Security department (3 buyers) to define and contract the needs of the group IT and subsidiaries in France and abroad. Scope > Telecom > IT Security for both IT services & Software Main suppliers Symantec, Cisco, Checkpoint, Palo Alto, OBS, OCD, CyberArk, RSA Archer, Algosec, FireEye, Trend Micro, MDSL Achievements > Management of calls for tenders on dedicated security solutions (Email & Mobile Fleet) via the ARIBA platform Redefinition of requirements for competitive bidding by global players Define needs and RFP preparation (SOW, analysis grid / Score Card, SLAs) Role of PMO > Mutual agreement : Management of high-level privilege accesses Implementation of a global framework agreement Establishment of baseline on perimeter to be covered License Negotiation Site Negotiation around the GDPR Contract Audit, Implementation and Monitoring

Background Intervention within the Global IT Purchasing department, in the context of the integration of Procter&Gamble's Beauty businesses 3 purchasers to define and contractualize the needs of the IT headquarters based in New York. Scope > Telecom > Hardware > IT services Main suppliers : Insight, HPE, EM Honeywell, SFR, XEROX Achievements > Renegotiation of the World Mobile Fleet Management contract (10k devices) Redefinition of needs and competition between 3 global players RFP preparation (SOW, analysis grid / Score Card, SLAs) Breakdown into 3 service bricks: management and auditing of telecom bills, management of provisioning, configuration, updates, up to destruction of mobiles Organization of tripartite meetings Contract negotiation and redefinition of payment deadlines Provider selection Audit, implementation and monitoring of contracts in signature Follow-up of the contract to ensure that the perimeter is well covered > Printing infrastructure and services Implementation of a global framework agreement Definition of requirements by country, definition of specifications Preparation of the RFP (SOW, analysis grid / Score Card, SLAs) Contract negotiation and redefinition of payment deadlines Provider selection Audit, implementation and monitoring of contracts in signature

Sector : Money / Pharmaceutical Scope : Mechanical / Electrical Parts Missions : definition of needs through Bill of Material / Optimization of TCO / placing orders

Sector : Bank - Profit before tax 550 Million €, 10000 peoples > team of 10 buyers Scope : IT services, Software, Hardware, Telecom for HSBC France & Security / ATM Missions : Globalization of needs - Contract negotiation, settled contracts, challenge the definition of specs, reporting the results to the manager

Sector: Aerospace / Defense - TO 13 Billion €, 67000 peoples > team of 12 buyers (Shared Purchase Service) Scope: IT Services > Engineering, Data processing, User services, Network, Application with fixed price projects Missions: - Globalization of needs - Settled framework agreements - Built the definition of specifications with engineers

Sector: Aerospace - TO 4.9 Billion €, 13000 peoples > team of 12 buyers Scope: 6 Million € on intellectual services such as PMO, mechanics studies and IT developments. Missions: - Defined and implemented a strong purchasing policy - Developed the process from the definition of specs to the follow up of agreements - Created orders after negotiation Achieved savings of 6.5%

Sector: Food industry – TO 2.5 Billion €, 7250 people > team of 9 buyers Scope: MRO spends on 8 different production sites through the national territory. Energy (Electricity and Gasoil) for the group in cooperation with operational direction Missions: Defined the new procurement policy on MRO spends following the merging of Entremont & Sodiaal - Globalized the needs & settled framework agreements with suppliers - Followed-up the implementation on production sites & consolidated results to get best practices - Purchase marketing applied on gasoil spends in order to present recommendations