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)