Quote-to-Cash (QTC)

Quote-to-cash (QTC/Q2C) is a sales term that’s used to describe the end-to-end sales lifecycle. As it suggests, it covers all sales activity beginning from the moment that a quote is generated and presented to a prospect (the quote) to the time that the prospect converts and becomes a customer, and revenue is subsequently collected and recorded (the cash).

Since it covers the entire sales lifecycle, QTC can involve a lot of steps, including:

Quote configuration, whereby a salesperson generates and optimizes a quote.
Quote creation, where the quote is finalized and presented to the prospect.
Contract management, which comes after the quote is accepted.
Order management and fulfillment.
Billing, invoicing, and revenue recognition.

Sales teams typically use QTC data to adjust and improve future sales cycles in a bid to drive more conversions and revenue. QTC can also help sales teams

identify new sales opportunities, reduce quoting errors, and increase customer retention by delivering a better customer experience.