SNCF's Experience Feedback

“With Softcorner, you are guaranteed that the licenses offered are completely valid and of high quality.”

Since 2017, Philippe Berquin has been the Director of Software Sourcing for the SNCF group, previously holding a more operational role as a regional director for TER. He approached his new responsibilities with a completely different perspective, particularly concerning relationships with publishers. The second-hand market then offered him a legal and secure alternative to “classic” licenses.

What is your approach to software sourcing?

My primary challenge is managing software compliance and usage in relation to acquired rights. My team and I also need to ensure contract management over time. I am very surprised by the software ecosystem. Indeed, in my previous roles, I was used to handling large purchase volumes, which could represent up to 100 million euros per year, and conducting constructive negotiations with suppliers. But the relationship with publishers is very different and much more focused on maximizing profits. This led my team (composed of about ten people) and me to rethink how we could achieve savings.

What assessment have you made of your software assets?

We mapped our software assets and realized that we had purchased licenses under commercial pressure that we didn’t need. Some applications were either unnecessary, or they contained features we didn’t use. In other cases, the publisher did not inform us that the solution included paid options that exceeded our budget.

What options did you consider then?

We conducted an internal audit of our needs. Subsequently, we terminated a number of contracts, contracted with new European publishers, and most importantly, found alternative solutions such as open source. At the same time, I became interested in this second market that I didn’t know. We then focused on thoroughly studying the legal questions to ensure that buying second-hand licenses was legal and to avoid any challenge from publishers. Meanwhile, we needed to acquire a few hundred Microsoft Project and Visio licenses. It was a great opportunity to test the second-hand license market. And this first test conducted in 2018 fully satisfied us.

Why did you choose to work with Softcorner?

My team had already been in contact with Softcorner. We conducted a market study, comparing their prices and product availability with their competitors. They were better positioned. They also greatly reassured us about the quality of the licenses and were very attentive. And we are delighted to work with a French company.

Since this first test, have second-hand licenses found their place in your processes?

Absolutely. In 2019, as part of an office license renewal imposed by the publisher's roadmap at a prohibitive price, we decided to seek an alternative supply source for several tens of thousands of licenses. Despite the risk of friction this could cause with the publisher, we launched a European call for tenders… won by Softcorner.

Is Softcorner’s platform thus a new purchasing support?

Not only that. We also sell our surplus licenses through this system, including database licenses. Here too, we were able to appreciate Softcorner’s professionalism in ensuring the validity of the offered licenses.

What return on investment have you observed?

The primary benefit is financial. We have achieved over 50% savings through second-hand purchases. However, tracking compliance is more complicated as these licenses create a new sub-software park within the normally managed park by the official publisher. But I have been expressing my doubts about the “classic” licensing model for years. As a result, the second-hand solution was very well received.

“Software maintenance costs are increasing each year while the level of service offered does not improve. My role is also to raise awareness internally among different stakeholders.”

What recommendations would you make to your peers?

My first advice is not to hesitate to go for it… but not with just any company. It is essential to pay close attention to what you buy and take the time to get all guarantees from the broker and seller. Also, verify, if it is your wish, that you will be able to apply maintenance over time. With Softcorner, you have the assurance of the quality of the software sources.

What are the next possible steps?

One of the main interests of these marketplaces is to still offer on-premise licenses while perpetual licenses are disappearing. But the fear is the risk of blockage in the coming years due to the subscription model. Subscriptions are moving to named users, thus unavailable for resale. Within the SNCF group, we regularly have projects “eligible” for second-hand. Therefore, we closely monitor this second market based on our occasional needs and planned purchases in 2021.

3 Key Points

• Price: second-hand purchasing not only allows buying at the best price but also reduces the additional costs associated with publishers’ roadmap changes.
• A legal and secure alternative to reduce the share of major publishers in the company's software park.
• The availability of products that are no longer maintained by the publisher but are still needed.

Key Figures

• First test conducted on the purchase of 500 Microsoft Visio and Project licenses.
• European call for tenders carried out on a software scope of several tens of thousands of licenses.
• Approximately 50% savings achieved.