Does this sound familiar?
Why it happens
Quote-to-cash involves sales, finance and often legal, but the process rarely has a single owner. Pricing and discount rules evolve over time, exceptions become routine, and commercial agreements don't always translate accurately into contracts, invoices and revenue reporting.
The result is revenue leakage, billing errors, delayed invoicing and limited visibility into what customers are actually paying.
Fixing this requires more than connecting systems. It starts with clear pricing and approval rules, well-defined responsibilities and a consistent process from quote to payment. The CRM, quoting and billing systems should support that process, not dictate it.
What I build and fix
Pricing & deal desk
- Pricing and packaging structure
- Discount guardrails and approval flows
- Deal desk for non-standard deals
- Pricing data in CRM and reporting
Quote-to-cash & billing
- CPQ and quote approvals (Salesforce CPQ, DealHub and others)
- Subscription billing and invoicing (Chargebee and others)
- Business rules for upgrades, downgrades, renewals and cancellations, and how they show up in revenue reporting
- Revenue recognition and ERP handovers
- Dunning and collections workflows
What you walk away with
One connected process from quote to collected cash: clear pricing and approval rules, a CRM and billing setup that agree with each other, and revenue reporting finance can trust.