What if there were no such thing as a “perfect moment” to launch a VMS project, only the right methodology?
That is the conviction shared by Pierre-Yves Kapfer, IT & Engineering Global Category Manager at Equans, during a webinar held in partnership with the Conseil National des Achats and hosted by Quentin Saint-Maxent, Head of Sales at Eleven VMS.
This testimonial builds on the transformation journey already undertaken by Equans, previously shared in an Eleven Story dedicated to structuring and securing Professional Services Procurement.
A real-world experience from a large international group for which procurement digitalization has become a direct lever for performance, governance, and value creation.
A context of transformation and strong ambition
With €19 billion in revenue, nearly 100,000 employees worldwide, and €12 billion in purchasing spend, Equans naturally places the Purchasing function at the heart of its strategy. Following its integration into the Bouygues group, expectations are clear: structure, secure, and improve profitability, particularly in high-impact categories like IT professional services. As Pierre-Yves Kapfer sums it up: "Purchasing is clearly being asked by leadership to find additional margin."
In this context, a fundamental question emerges: how do you manage a category that is this strategic, heterogeneous, and exposed to risk, without adding organizational complexity?
To align its purchasing strategy with reality on the ground, Equans put in place a structured, digitalized framework. Adopting a VMS turned theoretical objectives into concrete action: processes are secured, rules are automated, and business teams regain autonomy while maintaining a high level of control and performance.
VMS and procurement maturity: moving beyond the false debate
Equans’ return of experience made it possible to contrast two common situations faced by Procurement departments:
Organizations that are already mature, with an approved vendor panel and a clear procurement strategy;
Others that are less structured, with limited visibility over spend, practices, and profiles.
The shared conclusion is clear: regardless of an organization’s level of maturity, a VMS acts as an accelerator for structure, governance, and performance.
In a scenario where Purchasing maturity is already high, the VMS acts as a tool for centralizing and steering purchasing strategy, enabling:
The systematic application of negotiated rate cards with suppliers;
The direct application of supplier rankings at the operational level;
End-to-end traceability from need identification through to mission renewal.
Pierre-Yves Kapfer sums it up: "The VMS helps further improve performance by strengthening compliance with purchasing rules and strategy."
In a scenario where Purchasing maturity is lower, the VMS becomes a structuring tool, able to quickly generate actionable knowledge:
A detailed, consolidated analysis of spend;
A precise typology of profiles, missions, and expertise mobilized;
A clear view of daily rates and engagement models.
"Within six months to a year, you gain access to extremely high-quality data that lets you build a relevant strategy," he explains.
Business autonomy, a secure framework: a new balance
One of the most significant benefits of the VMS project at Equans lies in the evolution of the relationship between Procurement and operational teams.
By leveraging the VMS, business teams are now able to initiate and structure their needs independently, while benefiting from full visibility into process progress. This transparency allows them to track each step without relying on informal follow-ups, and to actively participate in supplier selection within a framework clearly defined by Procurement.
Operational teams regain control through guided autonomy, while buyers free up time to focus on higher value-added activities.
The Equans and Eleven VMS approach: fast deployment, immediate ROI, a clear trajectory forward
At Equans, expanding the VMS scope was run as a results-driven project. In just two months, the solution was brought into production across a strategic perimeter, thanks to a clear upfront vision, strong sponsorship up to COMEX and C-level, early data preparation, and close support from the Eleven VMS teams. The result speaks for itself: no slippage, either on timeline or cost. The cost announced was the cost billed.
This well-controlled execution quickly dispelled any remaining hesitation. The investment is contained, deployment is fast, and ROI is achievable in the short term. As Pierre-Yves Kapfer concludes: "These are lower-risk projects with a very strong impact. We wouldn't go back."
At Equans, the VMS has been used as a structuring foundation for an ambitious expansion trajectory: new service categories, rollout of fixed-price engagements, international expansion, and deeper AI integration, continuing to make Purchasing a lever for lasting performance.
