Insights
What should you review before a Lead-to-Cash project?
By Franck Berthelot · August 2026
Before starting a Lead-to-Cash project, review three things: the sales rules actually applied today (not the ones on paper), the path a contract follows from signature to invoice, and the systems each of these steps touches, CRM, CPQ, billing, and accounting.
Sales rules as they're actually used
Discount policy, approval thresholds, bundle logic: these rules often drift from what's documented as sales teams find workarounds. Before any CPQ or Revenue Cloud work, someone needs to compare the written policy with what's happening in actual quotes.
The contract's path to accounting
Map every handoff: who creates the opportunity, who approves the quote, who triggers billing, who reconciles with accounting. Most Lead-to-Cash friction lives in these handoffs, not inside any single tool.
The systems and their overlaps
List every system that holds a piece of this data (CRM, CPQ, billing, ERP) and where the same information exists in more than one place. Duplicated fields are usually the first source of data you can't trust.
What to prepare
- Current discount and approval policy, written and as practiced
- A handful of real recent contracts, from quote to invoice
- List of systems touched between CRM and accounting
- Known data discrepancies between CRM and billing
Limits of this guide
This is a starting checklist, not a substitute for a platform audit: it tells you what to bring to the first conversation, not how to fix what you find.