If you're sitting with a customer hoping to do a $5 million deal, you might discover the customer is already in the hole to McKesson for $20 million and 120 days. The flip side is if you are presenting to a division of a large customer and the deal doesn't look like it's terribly much. Then you see that customer does lots of business overall with McKesson. It makes all the difference.

151

The goal is to reach a point with BI where people can make choices with an understanding of the impact their choice has beyond themselves. Typically, they're making a decision that could have consequences for the rest of McKesson, so the more information they have, the better the decision McKesson gets.

35