Case Study: McKesson Health Solutions achieves millions in gross profits and market‑relevant pricing with PROS PricingPRO

McKesson Medical-Surgical Primary Care Improved Pricing and Insight Generated Millions in Gross Profits

McKesson Medical‑Surgical Primary Care, part of McKesson (a $190B healthcare services company), faced intense price pressure as customers moved online. Its broad “peanut butter” pricing across 150,000+ SKUs and 900 salespeople generated time‑consuming exceptions across some 2.5 billion customer‑item combinations, risking lost sales or eroded margins.

Implementing PROS PricingPRO gave McKesson segmentation‑based, dynamic price guidance integrated with Salesforce and SAP, automating customer‑specific pricing for those 2.5B combinations. The solution cut pricing exceptions, sped quote turnaround, improved quote‑to‑close rates and margins, and generated millions in incremental gross profit while enabling more competitive online pricing and faster realization of acquisition synergies.

McKesson Health Solutions

Peter Barr

Senior Director, Pricing