Follow the accepted sale from configuration to collection. Sales Rep prepares the proposal, the assigned reviewers decide concessions and terms, Deal Desk controls contract and order readiness, and Billing Specialist manages the resulting obligations and settlements.
Sales Rep starts from the account or opportunity, resolves imported product mappings and selects options and bundles. Configuration checks reconcile required components. Pricing allocates line, header and promotion discounts across the commercial term, with floors, costs, service dates and billing milestones reviewed on a consistent basis.
Sales Manager decides the applicable manager-tier concession, Executive Approver decides assigned upper-tier or floor exceptions, and Deal Desk decides assigned special terms. Each decision binds the immutable submitted revision. An automatic band proceeds only when every other required check is satisfied.
Sales Rep sends the approved document and monitors the exact envelope. Required signature completion and buyer evidence are validated against that revision; stale or voided callbacks cannot accept a replacement proposal. For review acceptance retains the buyer’s written evidence and still waits for any required contract signature.
Deal Desk verifies the agreement against the executed quote, or reviews and obtains the contract signature for the for review path. Operative renewal and service terms were disclosed before signature. One-time no-term sales skip contract creation while retaining their accepted quote authority.
Deal Desk confirms the exact allocated quantity and value, required purchase order, addresses, contract readiness and credit exposure. Confirmed uninvoiced commitments consume available credit. Release sends the frozen configuration to fulfillment; uncertain delivery outcomes are reconciled before retry.
Billing Specialist reviews the line-level net billing obligations, service periods and milestone triggers against the released allocation, then activates the schedule. Shipment and customer acceptance retain distinct evidence. A commercial change requires renewed authority rather than an arbitrary schedule edit.
Billing Specialist runs eligible due work from Active schedules. Each obligation is claimed once and tax is finalized before issue. Actual accounting acknowledgment is recorded separately, and sending follows the configured acknowledgment policy. Retrying an acknowledgment cannot create another local invoice or remote posting.
Billing Specialist applies same-account payments within remaining balances and follows overdue work. Credits retain eligible invoice-line value and the required approval; surplus becomes account credit. Returns and refunds use linked confirmed financial effects, preserving the original cash and invoice history.
What CPQ & Quote-to-Cash enforces at each step.
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