Case Study · D2B Informatique · 2002–2022
Custom Quoting Software for IT Distribution
A small distributor competing against European and global giants, D2B Informatique captured 60% of the French WatchGuard market and ranked #1 across multiple vendor product lines — powered by custom-built software, long before the AI era. Results so exceptional they led to D2B's acquisition by the Infinigate group.
The challenge
- Extremely complex pricing: partner tiers, customer sectors, cross-promotional rules.
- Fully manual quoting process, time-consuming and error-prone.
- Renewal tracking, pipeline management, and marketing actions scattered across separate tools.
- Need for interoperability with Sage billing and vendor EDI systems.
The solution
- Fully custom-built web application, architected for the complexity of IT distribution.
- Automatic discount and margin calculation engine based on multi-criteria business rules.
- B2B customer portal launched in 2018, giving clients self-service access to quotes and orders.
- Native EDI connections with vendors and resellers, automatic POS reporting.
The results
- 80% of quoting tasks automated — sales reps focus on relationships, not admin.
- D2B Informatique propelled to the top of IT distribution sales in France.
- 40–60% estimated sales growth over the period.
- Customer portal in 2018: immediate acceleration in order volumes.
Key features
A complete ecosystem built before the age of AI — yet already anticipating its logic.
Automatic pricing engine
Discounts and margins calculated in real time based on partner tier (Platinum, Gold, Silver…), end-customer sector (Enterprise, Government, Education…) and active promotions.
Advanced pipeline management
Real-time opportunity tracking with commercial action analysis and built-in follow-up alerts.
Automatic renewal management
Automatic detection and follow-up for expiring contracts — no renewal opportunity falls through the cracks.
Vendor & reseller EDI
Automated data exchange with vendors and resellers — orders, inventory and POS reporting without manual entry.
Marketing revenue generation
The platform embeds vendor marketing actions directly into the quoting process, creating an additional marketing revenue stream.
B2B customer portal (2018)
Self-service portal allowing customers to view quotes, place orders and track purchases — with an immediate impact on sales volumes.
Our role over 20 years
This project illustrates IBSTAR IT's ability to commit for the long term. We started in 2002 as architect and lead developer, designing the entire software architecture and laying the foundations of a system that would evolve for two decades.
Over the years, our role evolved into project management, leading a team of developers and designers. Each evolution of the software — including the 2018 B2B customer portal — was designed to address real operational needs of the business, not to follow technology trends.
The result: a tailor-made tool that supported and amplified D2B Informatique's growth for twenty years.
Architecture design, pricing engine development and first business modules.
Leading a team of developers and designers, EDI integrations, renewals module, marketing revenue generation.
Launch of self-service customer portal — immediate acceleration in sales volumes and further reduction of administrative workload.
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Twenty years of experience designing complex business software, from initial architecture to long-term evolution.
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