The Scope
Lead-to-Cash encompasses Marketing, Sales, Legal, Finance, and Operations. Define the stages and boundaries relevant to the case being reviewed.
The Latency Traps
Candidate sources of latency to investigate include manual contract generation, asynchronous legal redlining, and disconnected invoicing systems.
The Intervention
Implement CPQ (Configure, Price, Quote) logic to constrain the variations Sales can offer, standardize the MSA/Order Form generation, and integrate the CRM directly with the ERP/Billing system.