Keep product configuration, negotiated terms and delivery aligned.
Teams selling configurable products need confidence that an offer can be delivered on the terms presented to the customer. Technical dependencies, pricing and commercial approval involve different responsibilities. CRM specifies how those decisions stay attached to the offered version and follow the deal through customer acceptance, orders and billing.
Apply the relevant product rules and record the selected options against their version. Missing dependencies and incompatible choices remain visible before release. CPQ Admin reviews technical exceptions within the assigned scope; that technical approval does not provide commercial discount authority.
Each offered product retains its resolved price-book entry, quantity, currency and discount basis. A blended quote percentage cannot hide an unauthorized line. Sales Manager review applies to the complete commercial version that will be sent, with a defined path when terms exceed the available authority.
Send the reviewed terms and configuration for the required signatures. A recipient signing one part of an envelope is distinct from completed acceptance by all required parties. Changed scope needs its own review and acceptance; a previous signature cannot silently authorize a new product or price.
Orders and fulfilment allocations preserve the originating contract or quote line, quantities and net amounts. Partial provisioning and shipment evidence identify what has actually been delivered. Additional orders consume the remaining commitment rather than recreate the full original deal.
Billing follows the agreed delivery or recurring trigger and validated tax basis. Credits and payments retain their original references. Forecasts, product reporting and commissions use disclosed commercial measures and currency, so bookings, invoices and recognized revenue do not become interchangeable labels for the same total.
Resolve the configuration · Check discounts at the line · Connect the result to the sales record
Keep customer acceptance specific · Carry accepted scope into delivery
Same records, same gates. The configuration changes how the process runs for this team.
Visible to: CPQ Admin, Sales Manager. Visibility does not establish approval authority.
Approval conditions.
| Entry Number | Category | Amount | Currency | Entry Type |
|---|---|---|---|---|
| FE-12792 | Pipeline | 45,616.27 | CRR-88582 | RepSubmission |
| FE-23584 | BestCase | 6,513.51 | CRR-87474 | ManagerRollup |
| FE-98211 | Commit | 13,220.87 | CRR-49123 | RepSubmission |
| FE-94671 | Closed | 40,821.53 | CRR-94697 | ManagerRollup |
| FE-73884 | Pipeline | 4,370.84 | CRR-45085 | RepSubmission |
| FE-85085 | BestCase | 33,988.45 | CRR-15901 | ManagerRollup |
Owns assigned leads, customer relationships, pipeline, quotes, follow-up and renewal work.
Owns commercial authority, team forecasts, approved commission basis and contract decisions.
Prepares product, pricing and technical configuration rules and independently reviews technical exceptions.
Prepares territories, quotas, commissions, data quality and accepted-order operations.
Owns operational receivables, accounting reconciliation and independent authorised financial payout requests.
Reads enterprise sales performance and customer context within configured entity and protected-field boundaries.
Build an offer with the right products, a defensible price and clear technical and commercial approvals.
Preserve agreed terms, verify customer acceptance and manage the next contract term without losing the continuing business.
Turn accepted commitments into evidenced fulfillment, accurate invoices and reconciled customer balances.
Keep the people, conversations and commitments behind each customer relationship connected and properly scoped.
Apply approved quotas and earning rules, explain each commission and separate statement review from actual payout.
Keep opportunity progress, committed forecasts and actual outcomes connected to the evidence behind each deal.
Plan audiences, review outreach and connect evidenced campaign responses to qualified opportunities.
Capture enquiries, explain their scores and give each qualified prospect a clear owner and next step.
CRM accepted net-bookings view by frozen product/territory/region/segment and currency, with recurring, one-time and committed-usage bases separate; the retained report name does not imply recognised revenue, which remains an explicitly reconciled external accounting measure.
Selected immutable rep submissions or manager rollups compared with frozen actual accepted net bookings through the same period cutoff/currency; child and parent submissions are never added together, managerial adjustments are visible, and reopened/superseded deals follow the stated correction cohort.
Approved actual campaign cost and weighted attributed pipeline/net bookings/collected net in one currency under a named frozen attribution model; shares per source/basis never exceed100, and the displayed bookings-based return ratio is (attributed net bookings − cost)/cost with zero-cost ratio unavailable, not accounting profit or recognised revenue.
It includes sales-related cases and account context. A complete support operation needs its own agreed scope, service processes and connections. Use the case history to inform the customer relationship without assuming every support channel or service workflow is included.
Related questionEvery quote line follows its applicable authority. A rep can release a known standard offer within the configured line limits; commercial exceptions go to an eligible Sales Manager. Technical exceptions go to CPQ Admin. Final contract terms need an independent Sales Manager decision, followed by the required customer acceptance of that exact version.
Related questionPreparation and actual dispatch check the current canonical recipient preferences. Lead conversion, duplicate merging or reassignment preserves restrictive preferences. A previously prepared campaign message must be re-evaluated or cancelled when those restrictions change before delivery.
Related questionReps see their own earnings; managers and operations users receive only their authorized compensation scope. Sales Ops prepares a statement, an independent Sales Manager reviews it, and AR Clerk independently authorizes the payout request. Confirmed provider settlement establishes payment. Acknowledgement alone does not mark it paid.
Related questionYes, through a planned and reconciled migration. Preserve source identities, accepted terms, partial fulfilment, original invoice and payment history, and approved earnings. Historical statuses must not trigger new messages, orders, invoices or payouts. Opening totals and remaining obligations are accepted before new processing begins.
Related questionGive account teams the context and commercial controls to develop larger deals.
Help teams respond to incoming interest and keep follow-up focused.
Connect new business, recurring commitments and renewals with clear commercial history.
Keep product configuration, negotiated terms and delivery aligned.
