• PROS segmentation science eliminated
manual pricing processes.
• Their new tools allowed the team to provide
customer - specific prices on all sales and
online channels.
• Pricing recommendations on premium,
target, and floor pricing could be seamlessly
fed into their CRM and ERP.
• The sales team was able to identify and
correct negotiated prices that had been set
significantly below market levels.
McKesson's medical - surgical division of 900
salespeople needed a price management
system that would integrate with their
Salesforce CRM and SAP Enterprise
Resource Planning (ERP) platform.
• The company was either losing sales
because prices were too high or losing
margin due to underpricing.
• As more purchasers moved online,
McKesson needed a way to offer
competitive, personalized prices to
existing and first - time customers.
• Without dynamic pricing, pricing requests
were time - consuming and out of sync with
market levels.
Company information:
McKesson Medical - Surgical
Primary Care
Website:
https:// www.mckesson.com /
Headquarters:
Irving, TX, USA
Number of employees:
75,000
Founded: 1833
Industry: Medical Devices
& Healthcare
Revenue: $272 billion
BEFORE WITH PROS OUTCOME
Increased quote - to - close ratio
Smart pricing has helped sales associates
offer customer - specific rates and reduce
pricing exception requests, which increased
the close rate.
Accelerated quote turnaround time
PROS boosted team efficiency by eliminating
time - consuming manual processes, allowing
them to focus efforts on value - added selling.
Improved customer buying experiences
Customers expressed satisfaction
with the new and improved online
purchasing capabilities.
How dynamic pricing helped McKesson
Medical - Surgical Primary Care reverse
margin leakage
PRO FIT A B LE G RO W T H PRO S SM A RT PO M
