Réforme de la facturation électronique : Alliances entre PA et éditeurs - Romain Goueffon (Qonto)

In this new episode of Alliances, I welcomed back Romain Goueffon, Head of Partnership and Field Sales at Qonto, to discuss a critical issue for thousands of SaaS companies with an invoicing module: the reform of electronic invoicing. Qonto already has over 600,000 customers, 300,000 of whom have chosen their approved platform, and over 100,000 electronic invoices have already been processed through their channel. The core topic of this episode is the alliance between approved platforms (APs) and software publishers. Becoming an AP yourself costs between €2 million and €5 million, plus €1.5 million per year in maintenance. For a vertical SaaS with an invoicing module, this makes no sense. The right strategy is to partner with a regulated company. What Romain shares in this episode: Why a software publisher that doesn't comply before September risks simply disappearing, as its customers will choose another solution How to choose the right certified platform: technical fit, human fit, market fit, and above all, the partner's strength, using the Mexican example where 30 to 35% of players disappeared in just a few years The Qonto Embed model and the logic of embedded finance: integrating compliance in two clicks via API without rebuilding your entire infrastructure Why Qonto chose not to charge its customers or partners for electronic invoicing, and how this boosts acquisition and retention The key role of accountants in educating the market: 9 out of 10 recommend their tool, but only 1 in 3 customers has chosen their platform How to structure an 8-person partnership team, including business developers, partnership managers, and a field sales team that relays field insights to the product Naturally, we end with AI, and that's where things get really interesting. Qonto has become an AI-first company; it's a company OKR. Romain explains how his teams research and test AI use cases, how he sets aside two hours every Friday morning with his teams to experiment, and why, for him, it's as much about improving quality as it is about improving speed. A third episode is definitely coming soon, featuring the GOAT of Partnerships... Did you enjoy this episode? 👉 Like, comment, subscribe, and rate us 5 stars ▬▬▬▬▬▬▬▬▬▬ Romain:   / romain-goueffon-6a5472a9   Maxime:   / maximeimbert-partnerships   Video edited by Alexane Baudron:   / alexanebaudron   ▬▬▬▬▬▬▬▬▬▬ #partnerships #alliances #electronicinvoicing #qonto #saaS #fintech #embeddedfinance ▬▬▬▬▬▬▬▬▬▬ I'm Maxime Imbert, Fractional Head of Partnerships. I help B2B SaaS and Fintech companies build their partnership strategy to succeed in their Go-to-Market campaign. If you'd like to schedule a time with me: https://calendly.com/maxime_imbert/30min ▬▬▬▬▬▬▬▬▬▬ TIMELINE 00:00 Introduction and presentation by Romain (Qonto) 01:54 The Qonto Partnerships & Field Sales organization 04:39 Electronic invoicing reform: Choosing your PA 14:35 Costs, risks, and the Mexican example 19:35 The key role of accountants, tripartite partnership 26:00 PA as a Service and Embed go hand in hand 59:34 AI at Qonto: productivity, automation, and iteration