Build accurate equipment proposals and carry the accepted configuration into delivery and billing.
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.
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.
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.
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.
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.
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.
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.
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.
Build the complete offer · Guide compatible choices · Protect the agreed price
Give delivery useful detail · Keep milestones specific · Include ongoing support · Resolve changes visibly
Same records, same gates. The configuration changes how the process runs for this team.
Visible to: Deal Desk. Visibility does not establish approval authority.
Approval conditions.
Executive Approver: Approve or reject Submitted CreditMemos above requester's captured CreditApprovalLimit
Approval waits for the executive approver.
| SKU | Name | Family | Type | Base Price |
|---|---|---|---|---|
| SKU-557 | Product 193 | FML-219 | Standalone | 530 |
| SKU-390 | Product 642 | FML-861 | Bundle | 280 |
| SKU-905 | Product 599 | FML-781 | Subscription | 240 |
| SKU-647 | Product 516 | FML-337 | Service | 160 |
| SKU-344 | Product 707 | FML-992 | Addon. A Bundle has BundleComponents | 720 |
| SKU-458 | Product 446 | FML-788 | Standalone | 340 |
Builds and submits their own Draft quote revisions, sends approved versions and records evidenced written acceptance for the ForReview 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.
Prepares catalog, option, bundle and configuration-rule revisions, tests convergence and requests activation. Cannot silently change an active version already used by a quote.
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.
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.
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.
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.
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.
Release the accepted configuration to fulfillment while preserving agreed quantities, discounts and billing obligations.
Prepare configured proposals, track buyer decisions and preserve the exact prices and terms each revision carried.
Turn accepted orders into reconciled invoices, apply cash and handle credits without losing the original transaction history.
Build sellable product combinations with guided options, required components and clear configuration checks.
Apply the right price book, volume breaks and promotions while keeping discounts, floors and billing values aligned.
Route concessions and special terms to the right reviewers, with decisions tied to the exact quote revision.
Carry signed commercial terms into effective agreements, controlled amendments and clearly priced renewals.
Accepted, executed and verified commitments recognized under the selected booking policy, with written acceptance awaiting signature shown separately. Original/add amounts, signed replacement/cancellation ChangeAmount and renewals are distinct; reconcile ContractLines, accepted versions and order allocations without double-counting staged orders or replacement states. Report ARR as run rate, not cash or revenue recognition.
Accepted released allocation net amount less issued schedule consumption, by account/contract/service period. Separate active due plans, pending milestones, inactive schedules and released amounts without a plan; credit memos do not silently make the same obligation billable again.
Full-term line plus header discount dollars reconciled to QuoteVersionLines and QuoteDiscountAllocations, separating proven bundle promotions from discretionary concessions and original/renewal/amendment work. Use immutable version policy and avoid counting superseded offers as booked discounts.
Rules guide required accessories, compatible options, quantities and recommendations. Bundles retain their component structure. Repeated edits should converge on the intended configuration without adding the same accessory again, while blocked attempts remain available for investigation.
Related questionYes. The model supports standard, enterprise, partner and promotional books with effective dates, quantity bands and cost or floor information. The chosen prices and discount allocation are frozen with the submitted proposal, so a later book change cannot rewrite a deal already under review or accepted.
Related questionDiscounts follow the configured matrix; floor exceptions go to the designated executive authority, and negotiated terms go to Deal Desk. Valid automatic bands can clear eligible discounts, while any other required review remains. Each human decision is tied to the submitted revision and an eligible approver.
Related questionFor signature-mode sales, the quote includes the operative agreement terms and serves as the signed order form. A term agreement accepted in review mode still needs its contract signature before downstream release. One-time sales can skip a term contract. Deal Desk verifies the required evidence against the approved proposal.
Related questionAn eligible unaccepted proposal can be revised after its existing signature request is resolved. The new version is reviewed and sent on its own terms. Accepted business stays intact; changes use a linked amendment and the required approvals, signature and financial corrections.
Related questionThe accepted line values feed the order and billing schedule. Billing Specialist reviews and activates the schedule before eligible dates or evidenced milestones can issue invoices. The model supports upfront, recurring and milestone billing, with accounting ownership and final tax reconciliation agreed during implementation.
Related questionPayments are matched to invoices for the same account within their remaining amounts. Linked reversals preserve the receipt and application history. Credits can correct eligible invoice value even when the invoice has already been paid; the resulting account credit or refund is handled explicitly with finance and accounting.
Related questionRenewals use the price basis, uplift, notice terms and current recurring commitments agreed in the contract. Amendments take effect only after their required approval and signature. One-time products are excluded from recurring renewal, and non-renewal decisions retain their date and evidence.
Related questionThis model prices in USD and bills agreed amounts on schedules. Usage rating, multi-currency pricing, revenue recognition and the general ledger remain with the specialist systems chosen for those jobs. Supported tax cases and the accounting connection are scoped and verified during implementation.
Related questionQuote editions, seats and add-ons with clear terms, billing and renewals.
Build accurate equipment proposals and carry the accepted configuration into delivery and billing.
Quote service packages and retainers with clear scope, approvals and billing milestones.
Quote partners on the right terms while keeping the end customer connected to the deal.
