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- CPQ & Quote-to-Cash
- Who it's for
- Channel and reseller sales
Channel and reseller sales
Channel sales need a clear distinction between the partner buying the offer and the customer using it. Partner pricing, credit and purchase orders belong to the commercial relationship with the reseller. CPQ & Quote-to-Cash keeps the end customer connected to the quote, agreement and order so delivery and renewal teams can follow the same sale.
How CPQ & Quote-to-Cash is set up for you
Start with partner pricing
Assign the appropriate price book to the partner account and use its approved commercial terms. Quote revisions preserve the selected price basis, so a later book update does not rewrite an offer already accepted.
Keep both parties visible
Name the reseller as the sold-to account and retain the end customer for delivery and support context. Confirm bill-to and ship-to details on the accepted proposal rather than assuming every address on the partner account is appropriate.
Review special bids
Route discretionary discounts against the selected partner book, with floors and margin evaluated after all allocations. A rep cannot disguise a negotiated concession as an automatically approved bundle promotion.
Connect registered deals
Carry the opportunity and its stable CRM reference into quoting. Deal registration remains with the CRM or partner process chosen for it; the CPQ connection preserves the context needed to trace the proposal.
Release the right order
Deal Desk checks the partner’s purchase order, agreed configuration and available credit before release. Outstanding order commitments count in the defined exposure, so several unbilled orders cannot all use the same available limit.
Bill the commercial customer
Prepare the reseller’s schedule and invoice from accepted line values, with the purchase order and payment terms attached. End-customer context does not authorize applying another account’s payment to the invoice.
Renew the current agreement
Use eligible recurring commitments and the agreed renewal price basis and uplift. A switch to a current partner book must follow the signed policy; it is not an extra increase silently layered onto prior prices.
Features to start with
Quotes
Prepare configured proposals, track buyer decisions and preserve the exact prices and terms each revision carried.
Billing
Turn accepted orders into reconciled invoices, apply cash and handle credits without losing the original transaction history.
Orders
Release the accepted configuration to fulfillment while preserving agreed quantities, discounts and billing obligations.
Roles on the team
- Pricing Manager
- Prepares reviewed price-book entries, quantity breaks, costs, floors and promotion rules. Account default-book changes select an already active compatible book; quote revisions retain their own approved prices.
- Sales Rep
- Builds and submits their own Draft quote revisions, sends approved versions and records evidenced written acceptance for the for review path. Cannot write automatic bundle provenance, approval decisions, signature outcomes or accepted financial totals. An accepted version is changed only through a separately approved linked amendment.
- Sales Manager
- Supervises team quotes and may edit a team Draft. A person who owned or materially edited the reviewed version cannot approve its discount, floor or terms decisions. Reassignment does not remove that exclusion. Proposes a named time-bounded delegate rather than transferring blanket authority.
- Executive Approver
- Acts in the configured VP sales, CFO or CEO tier, with named-user resolution frozen at submission. Decides assigned upper-tier and floor steps, above-limit credit requests, and independent refund/return reviews. Does not edit quote prices or scope. May independently approve master/delegation changes outside their editor or beneficiary set.
- Deal Desk
- Owns assigned non-standard terms decisions, contract execution checks, and order confirmation/release. Prepares template changes but cannot activate its own changes. Contract verification records the exact executed terms hash; a Signed flag alone is insufficient. Where Deal Desk materially edits quote terms, another eligible Deal Desk reviewer must decide the corresponding Terms step.
- Billing Specialist
- Owns schedule activation, invoice preparation, cash matching, collection and correction requests. May self-confirm a credit only under its explicit captured within-limit policy. Cannot change commercial amounts through a schedule edit, rewrite an issued invoice, fabricate a confirmed bank refund or overwrite a payment balance. Agent/service identities require a separate configured action allowlist; a role assignment alone does not authorize autonomous use of human decisions.
Set up CPQ & Quote-to-Cash your way.
Start free, then use Proto to change fields, steps and approvals before your team goes live.