We don't just sell a technical solution: we build lasting relationships based on trust and shared performance. Victor Delancray, Sales and Marketing Director at Docoon.
Partnerships play a central role in Docoon's development strategy, particularly in the run-up to the electronic invoicing reform. By offering its partners, publishers, integrators, resellers, and distributors a robust and reliable solution in the form of a gray or white label, Docoon allows them to focus fully on their core business while integrating technology that complies with regulatory requirements. To better understand the challenges and keys to success of these strategic collaborations, we meet today with Docoon's Sales and Marketing Director, Victor Delancray.
Hello Victor Delancray. Can you explain the role of partnerships in Docoon's overall strategy?
V.D.: Partnerships have been at the heart of our development strategy for several years. At Docoon, we have committed to collaborative growth, convinced that our partners, publishers, ERP, EDM, and ECM integrators, and resellers are essential levers for spreading our value in the market. Today, more than 60 active partners contribute to our reach, and 50% of sales of Docoon Invoice, our PDP solution, come from indirect channels. It's a strategic approach based on complementarity: Docoon provides the technology, compliance, and robustness; our partners provide their in-depth knowledge of the business and their proximity to customers.
How do you select your partners, and what are the essential criteria for building an effective and successful partnership?
V.D.: A good partnership is based first and foremost on shared alignment: a shared vision, complementary expertise, and a commitment to the long term. We favor partners who are able to integrate our solution into their value proposition without cannibalizing their core business. Beyond technical skills, we evaluate the partner's ability to co-invest in the relationship: communication, deployment plan, dedicated team. Finally, a culture of mutual commitment is essential. We are not looking for passive distributors, but partners who are actively involved in our shared success.
In practical terms, how does Docoon support its partners in the operational implementation of its technological solutions?
V.D.: The support is structured and progressive:
- Initial phase: defining the scope, developing a shared business plan, formalizing commitments via a contract and an NDA.
- Dedicated commercial support: a Docoon representative monitors the project from start to finish and throughout the partnership.
- Skills development: training and certification of sales teams, transfer of technical expertise with our advisors, provision of test environments.
- Co-construction: the project evolves based on feedback from the field. We incorporate feedback into our roadmap and develop partner programs.
- Marketing and sales support: setting up webinars, joint campaigns, creating use cases and white papers.
- Relationship management: regular rituals (quarterly reviews, opportunity tracking, optimization workshops) and on-site presence at client meetings or trade shows.
And in the context of electronic invoicing reform?
V.D.: This reform is a tremendous opportunity for our partners. At Docoon, we designed our PDP offering to be fully integrated as a white label or gray label solution, with complete autonomy. The goal is clear: to enable our publisher and integrator partners to offer their own PDP solution without any R&D effort or regulatory risk. We train them, equip them to respond to initial customer requests, and provide them with regulatory kits, sales pitches, and sales techniques adapted to this new context.
What are the main advantages for a publisher or integrator in choosing the Docoon PDP solution as a gray or white label?
V.D.: The most important ones are as follows:
- Guaranteed compliance : Docoon is PDP-registered, and we ensure regulatory monitoring and ongoing compliance.
- Flexibility of integration: documented API, modularity of the offering, interoperability with existing ERP or EDM systems.
- Speed to market: publishers can offer their own PDP solution under their brand name within a few weeks.
- Premium support: dedicated technical support, sales training, co-facilitation of initial client projects.
- Creating value for their customers: smooth exchanges, automated billing processes, complete traceability.
Do you have any specific examples of particularly successful partnerships?
V.D.: With Divalto, a software publisher that has natively integrated our tax dematerialization, electronic signature, and multichannel communication services into its ERP. I would also mention Axess and Youdoc: two EDM publishers that chose in 2025 to integrate Docoon Invoice PDP into their EDM offerings to add compliance to their solutions.
What feedback do you receive from your partners regarding the concrete impact of integrating Docoon solutions on their business and that of their customers?
V.D.: Our partners regularly highlight our attentiveness, responsiveness, and the smoothness of our support. Many praise our ability to "speak the language" and tailor solutions to their customers' realities. They also appreciate our availability, our ability to quickly build their teams' skills, and the clarity of our positioning with regard to regulatory issues.
How do you see your partner network evolving as electronic invoicing becomes more widespread? What types of partnerships are you planning to develop?
V.D.: We are seeing a sharp acceleration in demand, particularly from resellers and distributors of digital services, who are seeking to anticipate their customers' expectations. Our goal is to double the number of active partners by 2026, with a focus on:
- ERP publishers who want to package a native PDP offering.
- Solution integrators and the network of office equipment specialists who want to market a turnkey offering while providing support to end customers.
Finally, in your opinion, what is Docoon's distinctive added value in the market, particularly when it comes to collaborations with strategic partners?
V.D.: Docoon combines the power of proven technology with the flexibility of a human-scale organization. We don't just sell a technical solution: we build lasting relationships based on trust and joint performance. Our hybrid white label/gray label model is a real differentiator, as is our ability to anticipate regulatory changes and get our partners on board with this dynamic.
Thank you, Victor Delancray, for taking the time to answer our questions!
