Aroma-Zone's growth has brought a new level of complexity to software procurement. As the French beauty and cosmetics brand expands its operations, gaining visibility and control over SaaS spending has become a priority. Since partnering with Najar in early 2025, the company has been building a procurement governance model designed to support that growth. For Christelle Glaszer, Head of Indirect Procurement at Aroma-Zone, the focus has been clear: create the processes, oversight, and flexibility needed to manage software investments at scale.
Speaking on the sidelines of the 1-to-1 Monaco Retail Summit to mind Retail, Christelle Glaszer, shared with them how the company is approaching software spend, governance, and vendor management.
A Partnership Built Around Governance, Not Just Savings
Aroma-Zone is growing fast. Revenue climbed 56% in 2024, followed by another 52% in 2025. The brand operates 36 stores and counts 4.5 million active customers. At that pace, digital tools multiply quickly, and so does the risk of losing track of what you're paying for them.
"In a context of hyper-growth, digital tools retain an important place in how we operate," said Christelle Glaszer, Head of Indirect Procurement at Aroma-Zone. "The objective was to secure our spending and establish a governance framework for SaaS contract management, to give us more agility and flexibility around renewal dates and certain contractual clauses."
The three-year contract covers the work of Aroma-Zone's indirect procurement team, a function that was created only four years ago. Historically, SaaS spending was decentralised across business units, with each department managing its own subscriptions independently. Najar changed the operating structure.
“For the past year, Najar has become a tool within our indirect procurement team. Setting up automated processes with business units allows us to intervene at the right moment in negotiations. That is the first level of governance. ”
The Market Context: SaaS Costs Are No Longer Predictable
The Aroma-Zone deal reflects a broader shift Najar is seeing across its client base. Average SaaS spending per company reached $55.7 million in 2025, up 13.7% year-on-year after a 9.3% rise in 2024. Part of that increase is driven by AI adoption: as tools like Claude become embedded in daily workflows, the cost of tokens and API usage creates a layer of budget volatility that traditional procurement frameworks were not built to handle.
Step into the cockpit of financial excellence
Najar's platform addresses this directly. By mapping a company's full subscription landscape and providing benchmarking data ahead of renewal cycles, it gives procurement and finance teams the visibility to renegotiate scope, pricing, contract duration, and feature access before vendors set the terms.
Back Market saw the impact of that approach firsthand. Before working with Najar, contract renewals were tracked across Google Sheets, Jira, and DocuSign, making it difficult to maintain a consistent view of contracts and notice periods. Teams often involved Procurement only days before signing, leaving little time to benchmark pricing, review alternatives, or challenge licence requirements.
Today, upcoming renewals are mapped out months in advance, tool owners are engaged earlier, and negotiations begin with market benchmarks and competitor alternatives already on the table. According to Laurene Lecomte, Director of Global Payments, Risk & Fraud at Back Market, having access to procurement expertise both for long-term planning and urgent renewals has become one of the most valuable parts of the partnership.
Watch the full Back Market customer story to learn how the company improved contract visibility, renewal management, and SaaS procurement processes.
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