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- CPQ & Quote-to-Cash
- Who it's for
- Professional and managed services
Professional and managed services
A services proposal needs to explain the work, its price and the conditions for billing. That may be a packaged engagement, a block of time or a recurring retainer. CPQ & Quote-to-Cash connects the offer your team approves with the agreement and schedule finance later uses, while delivery stays in your project or service platform.
How CPQ & Quote-to-Cash is set up for you
Package the engagement
Use products and options for service tiers, included work and supported additions. A rule can bring in a required kickoff service or flag a combination that needs attention before the quote is sent.
Use the right rate basis
Price the supported unit and cadence from the chosen book, with quantity bands and a usable cost basis for margin review. Preserve line and header concessions in the accepted engagement value instead of rebuilding the price at billing time.
Review negotiated commitments
Capture scope, payment terms and other changes in the proposal’s operative terms. Deal Desk reviews the exception before it reaches the client, and the resulting signature is tied to that exact version.
Define service dates
Keep the beginning and end of each service commitment explicit. A later-starting line can extend the engagement beyond another line’s end, so the agreement reflects the actual dated work being sold.
Bill against evidence
A project milestone needs the named completion or customer acceptance evidence. Shipment and acceptance are separate events. Retainers can follow recurring periods, with proration and timing agreed before Billing Specialist activates the schedule.
Handle scope changes
Additions, replacements and reductions use a linked amendment with the required approval and signature. Preserve the old commitment and reconcile its unbilled or already invoiced amounts before applying the effective change.
Keep renewal terms clear
Renew eligible recurring services using the price basis and uplift agreed with the client. A one-time workshop or completed project does not become a recurring charge merely because it shares the agreement.
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.
Configurator
Build sellable product combinations with guided options, required components and clear configuration checks.
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.