What is Lead to Cash Process | Apttus CPQ Tutorial | Conga CPQ Training [Updated 2024] - igmGuru
Channel: igmGuru
Date: 2023-01-28

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"Lead to Cash" is a common business process that describes the journey from acquiring a lead (potential customer) to converting that lead into cash (revenue). In the context of Apttus CPQ (Configure, Price, Quote), this process involves several key steps:

Lead Generation: This is the first step where potential customers are identified and added to the sales pipeline. This could involve various marketing and outreach strategies.

Lead Qualification: Not all leads are viable. This step involves assessing leads to determine their potential to become customers. This might include evaluating their needs, budget, and decision-making process.

Sales Process: Once a lead is qualified, it enters the sales process. Sales representatives engage with the lead, understanding their requirements, and proposing solutions.

Configure, Price, Quote (CPQ): This is where Apttus CPQ comes into play. It helps sales reps to configure products or services according to customer needs, price them accurately considering various factors (like discounts, customizations, etc.), and generate quotes. This process is crucial in complex sales environments where products and pricing structures are intricate.

Negotiation and Closing: The sales rep negotiates terms and conditions with the lead. This might involve adjustments in pricing, terms of service, etc. Once agreed, the deal is closed.

Order Management: After the deal is closed, the order is processed. This involves logistics like order fulfillment, billing, and invoicing.

Payment and Revenue Recognition: The final step involves receiving payment from the customer and recognizing it as revenue in the company's financial records.

Apttus CPQ streamlines many of these steps, particularly the configuration, pricing, and quoting aspects, making it easier for businesses to efficiently turn leads into cash. The system can automate many tasks, reduce errors, and provide valuable insights into the sales process.