Quote-to-cash is the end-to-end process from configuring and pricing a quote through approval, signature, order, fulfillment and invoicing to collecting the payment.
A worked example
Example, with made-up numbers: a company closes 100 orders a month. Sales quotes in the CRM, and finance re-keys each accepted quote into a separate billing tool. If 2 in every 100 re-keyed orders carry a wrong price, quantity or start date, that is 2 disputed invoices a month and 24 a year, each one holding up cash until someone finds the difference. In a single system the invoice is generated from the order, which was generated from the quote, so the price on the invoice is the price the customer accepted and there is nothing to re-key. Errors don't drop to zero, but the ones caused by copying do.
How to measure it
Map your own stages from quote to cash and mark every point where someone types data from one system into another; that map is your leak report. Then track five numbers: quote turnaround time, approval cycle time, quote-to-order conversions that needed re-entry (the target is none), invoice disputes caused by internal mismatches, and days sales outstanding. The stakes are real: MGI Research characterizes revenue leakage, the gap between what is contractually owed and what is actually recognized, as at least 3–5% of a typical company's revenue (MGI Research, 2025, analyst estimate). The full guide is what is quote-to-cash.
In Salesforce
Sales Cloud covers the start: Opportunities, Products, Price Books and a standard Quote object, plus standard Order, Contract and Asset objects. It has no invoicing, payment processing, subscription object or proration engine, so the rest of quote-to-cash comes from an app or a second system. Salesforce CPQ covered configure, price and quote and has been end of sale since March 2025. Salesforce now sells Revenue Cloud Advanced with Revenue Cloud Billing as a separate product. Many teams quote in Salesforce and bill in a standalone platform such as Zuora that syncs a summary back, which puts the order-to-invoice hand-off outside the CRM.
How Kugamon handles it
Kugamon Quote to Cash (kugo2p) runs the cycle as native Salesforce records: Opportunity, Quote, Order, then Shipments, Invoices and Payments. The Quote is a disposable what-if; the Order is the record of the sale, and every sale needs one. Approving the Order creates Assets for tracked products; releasing it creates Shipments for tangible products and Invoices on the account's invoice schedule, one-time or recurring. Payments run through Stripe, Authorize.Net, PayPal or eWay, with ACH processed through Authorize.Net eCheck and Stripe ACH Direct Debit, and one payment can apply to many invoices. The Quote to Cash edition is $95 per user per month.
Related terms
Source: mgiresearch.com