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What is Quote-to-Cash?

Quote-to-Cash is paramount for driving revenue to businesses today, yet remains a process few have effectively optimized. 

Companies often come to us asking:

  • “How do I increase my speed and accuracy when quoting?” 
  • “Is there a better way to configure products?” 
  • “How can I improve my company’s customer experience and satisfaction rates?”

At the heart of what these companies are seeking to do is streamline, or drive increased efficiency and effectiveness into their “total commerce” strategy. Total Commerce addresses how they sell to the market both on the front end and the back end. 

For B2B companies, improving steps in their process from Quote-to-Cash is what will ultimately drive change as sales processes often include complex steps that require customer assistance. 

What is Quote-to-Cash?

Quote-to-Cash (QTC) is the complete end-to-end business process related to all sales activities. QTC begins with a customer’s intent to buy and encompasses all functions until a company’s recognition of revenue. This process synthesizes CPQ, contracting, and revenue management into one cohesive alignment. 

Why is this so important? To put it simply, the livelihood of a business relies on the success of implementing Quote-to-Cash. 

Many companies segment the QTC process into siloed applications. Treating the process as independent variables create a disconnect. This leads to inefficiency, costly errors, and customer frustration. Quote-to-Cash isn’t just a piece, it’s the whole puzzle.

How can you Improve Quote-to-Cash Processes? 

Implementing a new process is rewarding, but can also be understandably intimidating to approach. ATLATL helps ease the transition with two products aimed at streamlining the buying process. 

ATLATL Visual elevates Commerce, CPQ, and ERP platforms with the power of Visual Configuration. An integrated product, Visual pairs with other platforms to create live, on-screen product experiences that set better expectations during the sales process. 

QuoteBooks CPQ is a Configure, Price, & Quote platform that helps ease the configuration and quoting process of products, ensuring accuracy and management is made easier during these complex sales engagements. 

When combined, the power of Visual Configuration and CPQ creates an unmatched sales experience that increases cycle speed, improves order accuracy, and generates higher customer satisfaction. With impressive visuals and impactful product rules guiding the sale, much of the burden of sales management and support is automated. This creates a much improved quoting environment which leads to higher win rates and increased revenue. 

The Quote-to-Cash process only works if you have customers to drive through the funnel. When it comes to highly customized, complex products, it’s easy to lose a customer’s trust. To secure a sale, you must secure high customer satisfaction from the very start. With ATLATL, customers know they are getting exactly what they asked for. Most of all, it saves you from wasting valuable time, money, and resources.

Quote-to-Cash is the single most important link to bottom-line growth. QTC is the only process that creates a customer-centric, profitable way to cut time and cost, all while increasing revenue.

Want to learn more? Check out these great articles for additional resources:

  • Salesforce wrote an in-depth article providing infographics explaining Quote-to-Cash. It's easy to digest and helpful for those looking to learn the different functions embodied within the process. 
  • What does each step of the Quote-to-Cash process entail? Check out this article by Thomas Insights for a foundational guide.  
  • How does the Quote-to-Cash process make or break a business? Why is it so important? For detailed insight, take a look at PandaDoc's  article here. 

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