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- CPQ & Quote-to-Cash
- Who it's for
- Configured hardware and equipment
Configured hardware and equipment
Equipment sales bring the base unit, compatible options, accessories and service plan together in one proposal. A missing component can delay delivery; a changed discount can undermine the agreed price. CPQ & Quote-to-Cash gives sales, Deal Desk and finance a common commercial definition to carry forward as the order progresses.
How CPQ & Quote-to-Cash is set up for you
Build the complete offer
Describe the main product and its bundle components, with included and separately priced items made clear. Required accessories follow the selected configuration, and changes reconcile the component quantities without adding duplicates on every edit.
Guide compatible choices
Use option groups and configuration rules for supported combinations and quantity limits. Reps see the reason for a blocked choice and can prepare a valid alternative before asking the buyer to decide.
Protect the agreed price
Apply volume pricing and discounts with their allocation preserved. Floor and margin review uses the effective offer, including header discounts, so a concession does not disappear when the quote becomes an order.
Give delivery useful detail
The released order carries the accepted SKU, options, quantities, bundle relationships, addresses and requested dates. Staged orders consume the remaining accepted quantities and value; they do not create another complete sale each time.
Keep milestones specific
A deposit, shipment and customer acceptance can have different evidence requirements. Configure whether the milestone needs full completion or an agreed proportional release. A first partial shipment is not proof that the customer has accepted the equipment.
Include ongoing support
Hardware and recurring service can share the proposal while keeping their billing periods and accepted amounts distinct. Service renewals use the current recurring agreement, leaving the original equipment sale outside the renewal.
Resolve changes visibly
Changed scope follows the appropriate amendment and approval. An invoice correction keeps the original posted document and a linked credit, with finance handling any resulting refund or account credit.
Features to start with
Configurator
Build sellable product combinations with guided options, required components and clear configuration checks.
Quotes
Prepare configured proposals, track buyer decisions and preserve the exact prices and terms each revision carried.
Orders
Release the accepted configuration to fulfillment while preserving agreed quantities, discounts and billing obligations.
Roles on the team
- Product Manager
- Prepares catalog, option, bundle and configuration-rule revisions, tests convergence and requests activation. Cannot silently change an active version already used by a quote.
- 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.