How Cencora Drives Profitability with Vendavo
Learn how Cencora improved profitability, optimized margins, streamlined operations, and strengthened trust across their organization with help from Vendavo.
Highlighted Business Outcomes
Improved profitability for growth
Implemented strategic pricing initiatives to drive measurable growth
Enhanced operational efficiency
Streamlined pricing processes to focus on high-value strategic initiatives
Increased stakeholder confidence
Created consistent ROI delivery for smoother ongoing improvements
Overview
Cencora is a leading pharmaceutical distributor dedicated to improving lives worldwide. Focused on delivering industry-leading solutions, Cencora helps bring aspirations, innovations, and essential services to people and animals everywhere. Cencora’s pricing team manages a diverse portfolio of generic drug pricing, customer deal profitability, and overall margin optimization. With a commitment to efficiency and innovation, Cencora continually seeks ways to deliver value while navigating the challenges of a dynamic and competitive market.
The Challenge
Cencora operates in a market that demands both precision and agility. The organization faces increasing pressures from healthcare reform, price transparency mandates, and growing customer expectations. The pricing team must consistently identify and implement innovative strategies to achieve cost savings, protect margins, and address revenue gaps. Adding to these complexities, internal stakeholders rely on pricing to lead initiatives that enhance organizational value year after year. This ongoing demand for innovation requires scalable processes, robust tools, and a culture of trust.
As a pricing team, we strive to meet our customers where they are and work hard to understand their challenges, while also advocating for Cencora’s organizational goals.”
Maureen Swanson
Vice President of Product Pricing
The Solution
To address these challenges, Cencora partnered with Vendavo to implement advanced price management solutions. This collaboration focused on streamlining workflows to effectively manage pricing at both the product and customer levels, fostering innovation and efficiency. By aligning the pricing team with sales and financial planning teams, Cencora developed revenue-generating initiatives that supported strategic growth. Additionally, the partnership emphasized building credibility through consistent delivery of measurable outcomes, exceeding ROI targets, and earning internal trust. Vendavo’s tools provided the analytical power and strategic insights needed to support data-driven decision-making, enabling Cencora to confidently tackle pricing complexities and achieve its objectives.
The Results
With Vendavo, Cencora achieved remarkable business outcomes that have positioned the organization for ongoing success. The company implemented new pricing initiatives, closed revenue gaps, and drove margin growth while adhering to the constraints of existing customer agreements. Optimized processes enhanced operational efficiency, freeing up resources for the pricing team to focus on high-value strategic initiatives. Consistent delivery of measurable results strengthened stakeholder confidence, improving trust and enabling smoother adoption of future improvements.
Cencora continues to leverage Vendavo’s tools to adapt to evolving industry trends and maintain a cycle of continuous improvement. This makes them well-prepared to navigate future challenges and capitalize on emerging opportunities in the dynamic pharmaceutical distribution market.
Vendavo really took the time to learn the business and transformed the pricing function as a whole and really enabled us to hit the ground running. We were able to accelerate our business case and pay back the investment six months earlier than expected through this change management.”
Justin Eisenhart
Senior Vice President of Finance
About Cencora
Overview
Cencora, formerly AmerisourceBergen, is a global leader in pharmaceutical distribution and solutions. With a focus on innovation and efficiency, Cencora supports healthcare providers in delivering essential medications and services, ensuring better access to healthcare worldwide. The organization is committed to advancing the pharmaceutical supply chain while fostering long-term value for its customers and stakeholders.
Fast Facts
Website: www.cencora.com
Industry: Pharmaceutical Distribution
Headquarters: Conshohocken, PA, USA
Region: Global
Employees: 46,000+
Products used: Intelligent CPQ, Deal Price Optimizer, Profit Analyzer