25 septembre 2020 | International, Aérospatial, Naval, Terrestre, C4ISR

Thales lance Iven, une marketplace pour fédérer les achats des acteurs défense et civil

AUDE CHARDENON

Thales a lancé début septembre une place de marché baptisée Iven. Destinée à mettre en relation vendeurs et acheteurs de l'environnement Défense et Civil, elle implique un nouveau métier pour le géant français. Les détails de Pascal Geoffroy, directeur enhanced customer operations services.

Thales devient un commerçant. Le géant industriel français a lancé début septembre une plateforme B2B qui met en relation les clients et les principaux fournisseurs d'articles dédiés à l'environnement Défense et Civil quel que soit le milieu : aérospatial, terrestre ou naval. Fonctionnant selon un modèle de marketplace, Iven – pour Intermediation vendor entreprise – a nécessité deux ans de travail.

Lancée le 1er septembre, Iven est un service en ligne dédié aux Industriels souhaitant optimiser leurs approvisionnements. La plateforme compte à date 150 000 références. On y trouve notamment des consommables industriels (pièces détachées), et actualité oblige, des produits liés à la situation sanitaire.

DIGITALISER LA SUPPLY CHAIN DE BOUT EN BOUT
Iven n'est pas née par hasard. En 2018, l'entreprise se retrouve face à un constat. "Nous avons gagné un gros contrat de supply chain, et nous nous sommes rendus compte que nous devions être plus fluides et plus rapides. Très rapidement, la marketplace nous a paru être la solution pour mettre en relation acheteurs et vendeurs pour de futurs contrats de même nature", explique en préambule Pascal Geoffroy, Directeur Enhanced Customer Operations Services chez Thales.

Vient alors l'idée de transformer la supply chain de bout en bout et de "digitaliser les achats pour être compétitif", avec la mise en ligne des catalogues des marchands et par conséquent l'abandon des canaux offline (devis, contrats, téléphone/mail...), la fin de la logique transactionnelle impliquant une négociation pour chaque commande, et la digitalisation du workflow, permettant un gain de temps pour le traitement administratif.

THALES, TIERS DE CONFIANCE
Iven fonctionne comme une plateforme e-commerce classique. Les marchands y mettent en visibilité leurs produits et leurs offres (prix, disponibilité, conditions de vente...). L'acheteur consulte et compare les différentes offres répondant à son besoin, puis il passe sa commande. Le règlement est effectué par virement à Iven, l'encaissement se déroulant via un intermédiaire financier indépendant. Iven supervise la transaction. La commande est ensuite expédiée et livrée directement par le marchand sur le site client. L'ensemble du parcours est digitalisé, du sourcing jusqu'à la livraison. La solution s'appuie sur l'expertise de différents sous-traitants, dont Mirakl.

L'enjeu pour Thales est de se positionner "en tiers de confiance" pour les grands comptes ainsi que pour des organismes d'Etat. Dans un écosystème où intervient parfois le secret-défense, Iven ne peut être, et ne sera pas, une place de marché comme les autres. "Thales se positionne comme un tiers de confiance notamment en matière de cybersécurité, où la fiabilisation des échanges est essentielle", rappelle Pascal Geoffroy. Pour ce faire, l'équipe va "sélectionner les vendeurs et les acheteurs. Il en va de la crédibilité de cette marketplace", insiste-t-il.

DES MARKETPLACES PRIVÉES POUR LES GRANDS FOURNISSEURS
Fournisseurs qualifiés par Thales, articles certifiés, crédibilité financière... Le paiement est conditionné à la réception, et des technologies de cybersécurité sont garanties pour assurer l'intégrité et la confidentialité des données. Iven jouera d'ailleurs un rôle d'intermédiation en cas de litige. Outre le cas d'usage classique évoqué plus haut, Iven propose aux fournisseurs de construire leur propre marketplace via un système d'onboarding du catalogue privé et des marchands spécifiques.

Le lancement d'Iven n'était pas forcément acquis pour une société comme Thales. "C'est un nouveau métier pour Thales, et un nouveau métier de la supply chain", reconnaît Pascal Geoffroy. Pourtant, le rôle fédérateur du groupe, à la croisée du monde militaire et civil, en fait l'interlocuteur privilégié de nombreux acteurs, y compris des PME-ETI. "Le tissu industriel est très fragmenté, il est composé de beaucoup de petites structures, analyse Pascal Geoffroy. Et je suis très attaché à développer cet écosystème dont font partie les PME, qui n'ont pas toujours la puissance de se développer en ligne, y compris à l'international". Iven va en effet être déployée dans cinq pays européens limitrophes à la France, avec des ambitions ultérieures bien plus vastes.

Iven s'enrichira d'outils de monitoring de la performance fournisseur ainsi que de fonctionnalités algorithmiques dédiées à l'optimisation des achats. La plateforme pourra se connecter d'ici quelques mois aux ERP des grands comptes. A moyen terme, Iven vise 100 marchands. "Le secteur de la défense est un monde fermé, en retard en matière de transformation digitale par rapport au civil. Cela va secouer certains acteurs", prévient Pascal Geoffroy.

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