How Infolegale steers its growth with Fincome – Interview with Kévin Pedrosa (CFO)

Founded in 2008 in Lyon, Infolegale has evolved from a specialist in solvency to a comprehensive Third Party Risk Management (TPRM) platform encompassing fraud, cyber, compliance, and ESG. Today, the company supports thousands of organizations, from SMEs to large CAC 40 groups, and is targeting nearly €20M in ARR by 2025.

This sustained growth and rapid product diversification have made tracking its key indicators more complex. To secure its data and gain better visibility, Infolegale chose Fincome to automate data integration and structure its reporting.

We spoke with Kévin Pedrosa, CFO of Infolegale, about the challenges of this management process and the first results achieved.

From solvency to TPRM: the evolution of Infolegale

Founded in Lyon in 2008 by Frédéric Julien and Bertrand Laffay, Infolegale first specialized in preventing solvency risk. Its initial promise: to help companies secure their business relationships with high-quality data on companies and their executives, anticipating third-party defaults and thus avoiding unpaid invoices.

Over the years, the offering has expanded well beyond this initial scope. Today, the SaaS platform covers a much wider range:

• Fraud and third-party cyber vulnerabilities, have become daily threats for both large groups and SMEs.
• ESG and regulatory compliance (Sapin 2, duty of vigilance) are essential in B2B relationships in France and internationally.
• Solvency and financial monitoring are still at the heart of its historic expertise.

This diversification positions Infolegale as a complete Third Party Risk Management (TPRM) platform.

A subscription-based model and large enterprise clients

Infolegale’s model relies on 95% multi-year subscriptions, providing access to its data via API or SaaS portal. The company supports all types of actors, but its core market remains large accounts and mid-sized companies (ETIs), for whom third-party risk management (including fraud, solvency, compliance, and ESG) is a strategic priority.

Small businesses and SMEs mainly use the platform to secure their customer portfolio, while international groups benefit from its broader coverage and ability to centralize multiple types of risks in one tool.

The challenges of a fast-growing company

Infolegale’s growth has accelerated in recent years, but it has also revealed several challenges. Between competition, diversification, and financial management, the company had to adapt its tools and organization to stay on track.

A competitive and changing market

“We were the last to arrive in a market where competitors had been present for years, but it was still a market that needed to meet new demands,” explains Kévin.

Infolegale entered a market dominated by established players late, but its founders quickly identified unmet needs in the sector.

These new needs were particularly concerned with fraud and cyber vulnerability risks: “Not a day goes by without stories of failure due to fraud.” While some players focused on solvency, Infolegale chose to offer a centralized solution that covers all B2B risks.

Sustained growth and high ambitions

In eight years, Infolegale’s revenue has quadrupled. For 2025, the company is targeting €20M ARR.

Looking ahead, the objectives are clear: maintain average annual growth of around 15 to 20% to reach €30M in revenue by 2028, and move closer to €35M ARR.

This trajectory relies on three pillars:

• Product innovation, with an expanded offering that covers cybersecurity, compliance, ESG, and customer portfolio management, thanks to integrated solutions with Eloficash.
• External growth, such as the acquisition of Eloficash, specializes in customer portfolio management and debt collection. This acquisition aligns with a strategy of product complementarity and increased value for existing clients.
• International expansion, made possible by the reliability of the data and its continuous enrichment. Since its beginnings, Infolegale has supported CAC 40 clients with their global needs.

The complexity of financial management

“Excel was a great friend for a while. We then adopted a more professional approach using a BI tool. We were very focused on tracking our recurring revenue […] even tracking ARR or MRR was complicated.” – Kévin

Before Fincome, management relied on Excel and then a BI tool (Tableau Software). But several limitations made the task difficult:

• Time-consuming manual processing to consolidate data.
• A lack of reliability created doubts about the tracked indicators.
• An incomplete view, limited to revenue, without precise monitoring of ARR snowball, top-performing ARR segments, LTV, churn, or CAC.

In short, Infolegale had reliable accounting figures but lacked SaaS analytical depth to conduct specific analyses.

Structuring management with Fincome

To take its management to the next level, Infolegale needed reliable indicators, automatically consolidated and usable across departments.

The choice of Fincome came by word of mouth, during a fundraising process and a reorganization of financial processes: “I worked with a part-time CFO […] who knew Fincome and told me about it. It all happened very smoothly,” says Kévin.

Securing and automating data

Infolegale’s first expectation was clear: to have reliable and automated indicators.

“Securing our data, automating imports […] avoiding spending I don’t know how many hours or days consolidating data before even doing calculations,” summarizes Kévin Pedrosa.

With Fincome, data from several ERPs and internal databases was centralized using a standardized SaaS methodology.

The integration itself went smoothly on the Fincome side, but some challenges arose from internal issues, including overly accounting-focused data and successive ERP changes that needed to be aligned. Kévin explains that the Fincome teams also helped identify necessary adjustments in existing databases, confirming the value of centralizing sources.

An integration shared with teams

Fincome’s adoption at Infolegale followed a step-by-step approach. Initially, the tool was reserved for the CFO, while data reliability was validated and certain exports adjusted after ERP changes: “I preferred to validate the quality and integration of the data before opening Fincome more broadly, to avoid any misinterpretation,” says Kévin.

Once stabilized, access was extended to Product Owners, CSMs, then Sales Managers, each using it according to their needs. This gradual rollout made adoption smoother and avoided resistance:

“For the POs and Sales Managers, it was nothing but beneficial; they had been waiting for it,” notes the CFO.

The support from the Fincome team also played a key role from onboarding, Kévin explains, thanks to strong availability and concrete help with data analysis and import automation.

Dashboards tailored to each function

Fincome now enables detailed segmentation:

• By client type: large accounts, ETIs, SMEs, very small businesses.
• By industry sector (NAF code).
• By product or product family: fraud, solvency, cyber, ESG.

“Today, the macro and detailed views I have in Fincome meet my needs for shareholder reporting,” reports Kévin.

This granularity facilitates tracking upsell, cross-sell, churn, and retention. POs can, for example, measure product adoption by client segment, while sales teams monitor their performance in real time.

In short: more clarity, more growth

With Fincome, Infolegale has not only gained financial rigor. The company has also transformed how it manages its activity, shifting from laborious tracking to proactive, shared, growth-oriented analysis; with significant impacts.

A gain in time and efficiency

Indicator tracking, which previously took up to three days per month, is now fully automated. Where the team once had to reprocess exports to produce reports manually, risking errors, they can now focus on analysis. The time saved is reinvested in:

1. Analyzing retention and churn by segment, to identify the most loyal clients.
2. Studying product adoption, to prioritize developments and adjust the product roadmap.
3. Preparing specific analyses for shareholders or investors, with reliable and consolidated data.

“That time [up to three days per month], I now dedicate to digging into advanced analyses, responding to specific needs, or answering internal client requests faster and in more detail,” explains the CFO.

Challenging assumptions

Fincome has also provided answers where the company previously operated on intuition: “Fincome allowed us to confirm or challenge certain assumptions,” says Kévin.

This directly influenced commercial strategy: sales messaging was adjusted, retention efforts reinforced on the most profitable segments, and resources redeployed to higher-value clients.

Shared vision and common language

Beyond financial management, Fincome has fostered a culture of shared data. Indicators are now unified across management, product teams, and sales teams. Reporting is standardized, errors are reduced, and everyone relies on the same source of truth. The result: smoother communication, a common KPI language, and decisions made with a data-driven approach.

This consolidation also benefits discussions with shareholders, who now have traceable, robust, and directly usable information.

A long-term partnership

Finally, the experience with Fincome goes beyond tool implementation. Support has been decisive, providing proactive assistance, attentiveness to needs, and the rapid rollout of new features, such as MRR tracking by product and the addition of cross-sell distinctions.

Kévin Pedrosa describes it as a true partnership: “They were also attentive to my feedback on ideas, product improvements, needs for more precise indicators… and they responded incredibly fast.”

This relationship of trust, built on responsiveness and expertise, is long-term and strengthens Infolegale’s ability to manage its growth with confidence.

Conclusion

In fifteen years, Infolegale has gone from solvency expert to a key player in TPRM, anticipating the evolution of risks and business needs. This transformation is partly built on mastering and leveraging data.

With Fincome, the company has elevated its management to a new level: reliable indicators, a shared vision, and greater agility to adjust its strategy in real-time. The result: considerable time savings, improved cross-team collaboration, and increased shareholder confidence.

With this more structured organization, Infolegale now has all the levers to continue its ambitious growth and strengthen its role as a reference partner in B2B risk management.