When companies talk about revenue transformation, the conversation often starts—and stops—with CRM. But in our recent webinar, From Quote to Cash: AI for Revenue Transformation, we explored why real change only happens when enterprise data across CPQ, billing, and finance is activated as one connected system.

At Oracle, we see revenue as a continuous flow, not a set of handoffs. And few customer stories illustrate that better than NetApp’s journey.

The Real Cost of Fragmented Revenue Systems

In many organizations, sellers spend more time navigating tools than selling. Manual quoting, disconnected pricing systems, and slow approvals introduce risk—margin leakage, inconsistent pricing, and stalled deals. Buyers feel it too, through slower response times and unclear purchasing paths.

This is the friction NetApp was facing. As George Koshy, Senior Director of IT and Commerce at NetApp, shared during the session, running parallel CPQ systems and legacy ERP created “a nightmarish challenge” for both IT and the field. The complexity wasn’t just technical—it slowed the business and limited their ability to evolve.

Unifying the Revenue Lifecycle

NetApp’s transformation focused on collapsing fragmented systems into a unified quote-to-cash platform using Oracle CPQ and Fusion ERP. This wasn’t a big-bang rollout. Instead, they migrated in phases to protect revenue while modernizing their commerce landscape.

One of the most impactful changes was centralizing product and pricing data. NetApp built a single pricing master to eliminate duplication and inconsistency across systems. That foundation made it possible to support hybrid selling—combining hardware, subscriptions, and cloud services on a single quote.

As George put it during the webinar, this shift was “a game changer”—not just a time saver. Sellers can now structure deals differently, bundling offerings that previously required separate quotes and procurement cycles. The result: faster deal cycles and more opportunities to expand value within a single transaction.

AI as a Practical Advantage

With clean, connected data in place, NetApp is now applying AI where it matters most. They’re using historical deal data to score quotes based on margin, discounting, customer segment, and geography—guiding sellers toward better outcomes while reducing risk.

Importantly, this intelligence is embedded directly into the quoting process, not layered on as an afterthought. That’s the real promise of AI in revenue transformation: actionable insight at the moment decisions are made.

Lessons for Any Enterprise

You don’t need NetApp’s scale to apply these ideas. The principles are universal:

  • Treat quote to cash as a single, connected flow
  • Centralize product and pricing data
  • Reduce manual work for sellers
  • Use AI to guide decisions, not replace judgment

When revenue systems work together, speed, accuracy, and predictability follow.

Watch the On-Demand Recording

👉To hear the full conversation—and dive deeper into NetApp’s transformation—watch the on-demand webinar on Cloud Customer Connect. Be sure to log in using the email associated with your Cloud Customer Connect account to access the recording.