Oracle CPQ POC – Summary

Approved moving forward with an Oracle CPQ Proof of Concept (POC) and is seeking a partner to lead the effort.

The POC is focused on addressing a major gap in their Quote-to-Cash (QTC) “middle office” (CPQ + pricing + order management), which is currently highly manual and not scalable—especially for business units supporting 10,000+ hospital customers.

Current State (Relevant to POC)

No formal CPQ platform in place

Quotes are manually generated (Word/PDF-based) and routed through the contracts team

Custom pricing is common, with limited standardization

Salesforce is the primary user interface for sales, but lacks true CPQ capabilities

Oracle ERP (EBS → Fusion) is the system of record, with ongoing migration

POC Objective

Validate whether Oracle CPQ can serve as the core quoting engine by:

Enabling scalable, standardized quote generation

Supporting complex and customer-specific pricing models

Integrating with:

Salesforce (front-end for reps)

Oracle Fusion (ERP / back-office)

Reducing reliance on manual contract/quote creation

Key Requirements

Salesforce-first experience (no swivel-chair for reps)

Flexible pricing engine (custom + tiered pricing)

Tight integration with Oracle ERP

Structured data capture (move away from PDF-only model)

Ability to support high-volume quoting use cases

Context / Why Now

Current model is unsustainable at scale

Need to support growth and increased deal volume

Organization is evaluating:

Oracle CPQ (POC approved)

Salesforce Revenue Cloud

CLM tools (Ironclad, Icertis, etc.)

Oracle CPQ must be validated before committing to alternative platforms

Success Criteria for POC

Demonstrate end-to-end quote creation

Prove integration viability (Salesforce + Oracle)

Handle real pricing scenarios

Show clear efficiency gains vs current process

Ask- Client is looking for a partner to:

Lead the Oracle CPQ POC design and execution

Help evaluate fit within overall QTC architecture

Provide recommendation on next steps (scale vs pivot)