Case Study: McKesson achieves fast, accurate CPQ quoting and automated SAP quote-to-order with Pierce Washington Systems Integration

Implemented a guided-selling platform and integrations to automate a complex sales process

McKesson’s Medical Imaging Division faced slow, error-prone quoting from a legacy Excel tool that relied on tribal knowledge to price and configure six highly complex product lines. To simplify guided selling, enforce compatibility rules, and eliminate manual SAP order entry, McKesson implemented Oracle CPQ as the quoting and configuration platform.

Oracle CPQ was integrated with front- and back-office systems (Siebel/SFDC CRM and SAP) to automate quote-to-order and project setup, move technical knowledge into the system, and produce professional, accurate proposals. The Oracle CPQ implementation improved pricing accuracy, increased pipeline visibility, and dramatically sped up and streamlined project and order fulfillment by eliminating manual entry and reducing quote errors.

McKesson