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The 10 Steps of Quote to Cash
Also known as… QTC or Q2C

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BLACKCURVE
www.blackcurve.com
@blackcurveHQ
GET SMARTER AT PRICING
BlackCurve helps businesses fine tune their pricing

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The 10 Steps of QTC
In a nutshell… it’s the process of generating, collecting, and managing revenue,
which should be the central focus for every industry and line of business.
Product or
Service
Configuration
Issuing the
Quote
Creating the
Contract
Pricing
Negotiating
the Contract
Contract
Execution
Revenue
Management
InvoicingRenewals
Fulfilling an
Order
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Identify the right combination of goods and services to recommend to the
customer is the first step on the road to closing a deal. If you have heard of the
term CPQ or Configure Price Quote, this forms the 'C' of that terminology.
1. Product or Service Configuration

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Pricing can often be complicated, but when using QTC, 'pricing' refers to the set
of rules that dictate how sales can price a deal and what incentives can be
offered without cutting into margins. Using pricing software to support your
price management is an important step towards profit maximization.
2. Pricing

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Quotes are often the first impression you leave on your customer. There is
normally an understanding that the quote does not constitute a final offer from
the supplier or vendor to a potential client – it serves the purpose of providing
the basis for ongoing dialogue. A good quote system gives you an opportunity to
make a strong brand impression and demonstrate your commitment to the
customer. However, you must get it right. Speed and accuracy are key and
quotes also require a proper review process - available with QTC.
3. Issuing the Quote

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All deals end with an agreement that includes a set of terms and conditions that
require effective contract management to prevent the risk of impacting your
revenue stream.
4. Creating the Contract

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Once negotiations have started it's critical to get your legal department to
quickly intercede if something is added or removed that will negatively impact on
the profitability of the deal.
5. Negotiating the Contract

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Signing and finalising the deal. E-signature tools can provide a faster, more
automated way to close deals.
6. Contract Execution

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The order is received, processed and delivered. A QTC solution will provide
ongoing visibility at each stage.
7. Fulfilling an Order

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Final charges are calculated and an invoice is sent to the customer. The billing
schedule determines cash flow so if you aren't punctually billing customers, funds
will suffer. With QTC, billing is easy – it's a smooth, streamlined process when
everything captured in the quote and contract is efficiently passed on to
Accounts. Billing and renewal information is automatic.
8. Invoicing

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This covers not only recognising that the cash has been received, but also
ensures the correct contract terms, like pricing, net payment terms and delivery
schedules have been met to accurately manage cash flow.
9. Revenue Management

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Managing customer retention and recurring revenue. QTC is an on-going process,
exposing tremendous revenue potential from up-selling and cross-selling. Staying
on top of contract renewals and customer buying history will shorten renewal
cycle times, increase renewal deal size and reduce churn.
10. Renewals

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The ROI of QTC
Still not convinced of the potential of Quote-to-Cash in your business? According
to the Aberdeen Group, Quote-to-Cash packs a significant punch giving the
businesses interviewed the following Return-on-Investment:
105% larger deal sizes
49% higher proposal volume
28% shorter sales cycle
26% more sales representatives meeting their targets
17% higher conversation rate

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PRICE MANAGEMENT AND CONFIGURE PRICE QUOTE (CPQ)
SOFTWARE
Perfect for businesses who are over reliant on spread sheets to manage their
pricing. Perfect for companies wishing to reap the rewards from more advanced
pricing strategies to grow their profitability. Perfect for organisations seeking to
optimise their prices.
Meet BlackCurve
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PRICE MANAGEMENT &
OPTIMISATION
An easy to use solution to
implement and fine tune
your pricing.
CONFIGURE PRICE QUOTE
(CPQ)
A quoting system for
complex products, pricing or
channels.

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www.blackcurve.com
@blackcurveHQ
blog.blackcurve.com
Learn More

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STATEMENT OF CONFIDENTIALITY AND LIMITATION
This document is proprietary to BlackCurve Solutions Limited and is subject to
management approval.
Legal & Confidentiality
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