Customer story:

IDEX Industrializes its Proposal Process and Boosts Quality with XaitProposal

With nearly 6,400 employees, IDEX develops, designs, finances, builds, and operates local, low-carbon energy infrastructures that supply heat and electricity to buildings, cities, and industries. Founded in France in 1963, the company has grown into a major player in the energy transition, generating €2.16 billion in revenue in 2024.

Today, IDEX is the only vertically integrated operator in its market, covering the entire local energy value chain — from energy production and distribution to optimization of usage in industrial, residential, and tertiary buildings.

Business outcomes:

  • +25% average time saved on document production
  • 1,500 documents produced in the first year 
  • Greater consistency and visual impact across offers
  • Improved brand perception and customer satisfaction
Idex-logo-negative-cropped

Region
France

Company size
6,400

Industry
Energy

Solution
XaitProposal

The Challenge: Improving Consistency, Efficiency, and Impact

Before implementing XaitProposal, IDEX’s sales teams managed proposals using traditional office tools — resulting in inconsistent design, outdated templates, and lost time reformatting documents.

With hundreds of tenders submitted every year, IDEX needed to industrialize and harmonize the way offers were produced to maintain its reputation for expertise and professionalism across diverse markets like healthcare, local authorities, and industry.

“We were working with a variety of charters, documents that weren’t up to date — sometimes even with the old logo. There was a real lack of consistency.”

– Bénédicte Luzena, National Sales Coordinator, IDEX

About Idex

IDEX designs and operates local, low-carbon energy networks that power buildings and cities across France. Its mission is to decarbonize regions, improve energy performance, and support local authorities and industries in their transition to sustainable energy solutions.

“Thanks to XaitProposal, we’ve professionalized our process, gained efficiency, and strengthened the impact of our offers. It’s a winning bet for a stronger, more competitive sales organization.”

– Arnaud Couliou, Director, Healthcare Market & National Contracts Division, IDEX

Photo-Arnaud-COULIOU-Idex-bw-transparent-718x877

The Solution: XaitProposal (INOX) — A Structuring and Collaborative Platform

In 2023, IDEX deployed XaitProposal, renamed INOX internally, to address three key challenges:

  • Standardize and secure document production
  • Speed up response times to tenders
  • Enhance business content while maintaining personalization

Today, 154 employees actively use INOX:

  • 15 sales assistants create bidding documents
  • 139 sales engineers draft technical briefs and contracts

The impact was immediate:

XaitProposal-illustration-mar-2025

“On a simple brief, formatting time averages 2 hours with INOX versus 4 hours before. That’s a time saving of 50%.”

– Arnaud Couliou, Director, Healthcare Market & National Contracts Division, IDEX

Tangible Results: More Efficient, More Professional, More Impactful

Over the past 12 months, more than 1,500 documents were produced via INOX, including:

  • 37.2% technical briefs
  • 31.1% contracts
  • 27.5% job applications
  • 4.1% sales offers

Key results achieved:

  • +25% average time saved on document creation
  • Improved perceived quality and consistency of bids
  • Better adaptation to customer requirements through flexible structures and visuals

Features That Make the Difference

The IDEX teams highlighted several XaitProposal features that changed the game:

  • Merge fields to automate data directly from Salesforce CRM
  • Plan mode adaptable to client-specific structures and requirements
  • Visually impactful templates with customizable cover images and dividers
  • Centralized content library, allowing teams to reuse and improve shared content

“The customer doesn’t want a generic brief. With XaitProposal, it’s easy to personalize proposals to each client and sector, thanks to dedicated visuals, sales arguments, and adapted illustrations. The impact is much greater.”

– Arnaud Couliou, Director, Healthcare Market & National Contracts Division, IDEX

“Today, we have to be as demanding in terms of content as we are in terms of form. INOX is a lever for both.”

– Arnaud Couliou, Director, Healthcare Market & National Contracts Division, IDEX

Outlook for 2025: Empowering Teams and Enriching Content

Looking ahead, IDEX plans to expand and optimize its use of INOX by:

  • Providing more training for regional experts and referents
  • Creating new “master” templates tailored to specific markets
  • Strengthening collaboration with Xait through:
    • Online training sessions and webinars
    • New template configuration
    • Integration of additional business content

A Winning Bet for a High-Performance Sales Organization

With INOX (XaitProposal), IDEX has industrialized its offer creation process while preserving flexibility and personalization.

Teams now gain time, consistency, and quality, enabling them to focus on what truly matters: business expertise and the impact of their proposals.

“Thanks to XaitProposal, we’ve professionalized our process, gained efficiency, and strengthened the impact of our offers. It’s a winning bet for a stronger, more competitive sales organization.”

– Arnaud Couliou, Director, Healthcare Market & National Contracts Division, IDEX

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