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- CPQ & Quote-to-Cash
- Who it's for
- Software and subscriptions
Software and subscriptions
Selling software means agreeing more than a seat price. Sales needs to explain the edition and add-ons, the customer needs clear service dates, and finance needs the same agreement when billing begins. CPQ & Quote-to-Cash brings those decisions into a connected commercial process that your team can configure around its subscription model.
How CPQ & Quote-to-Cash is set up for you
Guide the offer
Use option groups for editions, support and other supported choices. Compatibility rules help reps include required services and avoid add-ons the selected edition cannot use. Bundle components remain connected to the offer they support.
Price the full commitment
Show the recurring cadence, quantity and service term alongside one-time onboarding or hardware. Carry allocated discounts through the accepted value. Monthly recurring value is normalized separately from whether the customer pays monthly, annually or upfront.
Handle staged growth
Describe a ramp with dated line segments and quantities. A mid-term addition or replacement follows an amendment against the agreement, with its effective dates and required signature. Current recurring commitments determine what is available to renew.
Agree the terms before sending
Include the operative subscription terms, renewal basis, notice period and any uplift in the proposal being reviewed. Deal Desk checks the executed agreement against that proposal before the order is released.
Bill the agreed periods
Prepare schedules with the accepted service dates, frequency and proration. Billing Specialist reviews them before activation. A paused schedule stays out of billing even when one of its dates has arrived.
Connect provisioning
Send the accepted products, options and service dates to the configured provisioning destination after release. Keep its response and any unresolved delivery visible for follow-up.
Renew the right service
Apply the agreed renewal price basis and uplift once to eligible recurring commitments. One-time products stay out of recurring renewal, and a customer’s non-renewal decision keeps its date and evidence.
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.
Contracts
Carry signed commercial terms into effective agreements, controlled amendments and clearly priced renewals.
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.