Quote to Cash
Speed up your sales process while generating recurring revenue with Quote to Cash (QTC)
With the shift to a subscription economy and Everything-as-a-service (XaaS) business models, a massive potential for new revenue has opened up for companies across different industries conducting business in the B2B space.
However, selling products and services as subscriptions and offering them to customers to be consumed flexibly requires enterprise-wide transformation, especially in business processes and systems.
Customer retention has become even more critical in this new business world. Now customers have more flexibility and can decide to take their business elsewhere.
One of the essential sets of capabilities in an organization that is crucial for this shift and must be modernized is Quote-to-Cash (QTC).
What is Quote to cash
Quote-to-Cash is a customer-centric process around configuration, price, Quote, order, contract, invoice, payment, collection, and renewal. E.g., in a software company selling SaaS subscriptions, the QTC process starts when a prospect or an existing customer reaches out for a quote to purchase a product or service.
High-level Quote to Cash Process
Quote-to-Cash Solution Features
- Configure, Price, and Quote (CPQ)
CPQ processes must adapt and allow for configuring and pricing of the products based on product attributes to handle a mix of standalone, subscription, and usage-based monetization models. An attribute-based product definition and configuration allows for the same product to be configured, priced, and fulfilled differently. It helps control the proliferation of products or SKUs in Quote-to-Cash systems.
- Approvals and Deal Analytics
Approval criteria and workflow need to change to account for the deal’s ACV (Annualized Contract Value) and TCV (Total Contract Value). Approvals may need to be triggered at the Quote and line levels if a mix of products is sold with different monetization models.
- Create Contract
The contract needs to include T&Cs targeted for the recurring nature of the deal. The contract may contain information on how and when the customer will be charged.
- Usage Telemetry, Mediation, and Rating
Usage data must be monitored and collected from different sources in real time to enable usage-based billing. This data is fed to mediation and rating engines for processing before billing. Often usage reports are made available via a portal or API so that customers and partners can manage their service usage.
Mediation is required to convert the raw usage data gathered to be normalized, transformed, and enhanced for billing purposes. The process should also support advanced mediation features like deduplication, automated validation, usage aggregation, and real-time rating.
- Billing and Invoicing
The billing and invoicing process should allow customers to set billing frequencies, leverage configurable charging models (minimum commit, tiered, etc.), and consolidate billing across multiple subscriptions, business units, or a hierarchy of accounts. It also enables the billing operations team to customize invoices based on customer preferences across geography, customer account hierarchy, or billing entity.
Streamline your Quote to Cash journey with Ness
Ness can work closely with your Sales, SalesOps, Customer Success, Contract, Legal, Finance, and Accounting functions to automate processes around CPQ (Configure, Price, and Quote), CLM (Contract Lifecycle Management), Order Orchestration, Order Provisioning & Fulfilment, Customer Service & Support, Subscription Lifecycle Management, Billing, and Invoice.With its Salesforce Center of Excellence, Ness establishes the necessary standards with a team of specialized experts across interdisciplinary competencies to establish the best practices, thought leadership, support, technology, systems, and governance to implement QTC solutions.The CoE has a global pool of Salesforce solution architects with deep expertise in digital transformation based on Revenue, Service, and Commerce clouds. It has proprietary frameworks & accelerators with proven methods and tools for Salesforce functional and technical implementation assessments, Salesforce license cost rationalization, consolidation of multiple orgs, Lightning migration, and Customer 360 assessment and implementation.The CoE also has Product Development Outsourcing (PDO) experts leveraging Ness’s product engineering capabilities and digital practices to build custom applications on Salesforce and help ISVs build and publish applications on Salesforce’s AppExchange.
The Ness Quote to Cash Service Advantage
Automate complex product and services selling by enabling product configuration and guided selling
Increase average deal size by enabling cross-sell and up-sell recommendations during quoting
Enable recurring revenue by automating renewals of subscriptions, consumption/usage-based products, and services
Reduce contracting time by automatically creating legal contracts and pulling data from customer approved quotes
Improve customer satisfaction by eliminating billing errors through accurate usage calculations
Scale business faster by serving multiple channels (direct sales, partners, eCommerce, etc.)