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    03 — Value stream · VS-20

    Lead-to-Cash

    From the first sign that someone might buy to the money sitting in the bank and recognized as revenue — the stream that connects marketing, sales, delivery and finance, and exposes every handoff between them.

    • Quote-to-Cash
    • Opportunity-to-Cash
    • Lead-to-Revenue
    // FIG. 03 · Stage flow
    1Generate & Qualify2Develop Opportuni…3Quote & Contract4Fulfill & Deliver5Invoice6Collect & Apply C…7Recognize Revenue
    1. 01

      Generate & Qualify

      VS-20.10

      Turn interest into a named lead, judge whether it is worth pursuing, and route it to the people who will pursue it.

    2. 02

      Develop Opportunity

      VS-20.20

      Understand what the customer needs, who decides, and what it would take to win, then shape the proposal.

    3. 03

      Quote & Contract

      VS-20.30

      Price the deal, apply the discounts the organization allows, and get a signed agreement both sides can live with.

    4. 04

      Fulfill & Deliver

      VS-20.40

      Provide what was sold — product, subscription or service — and confirm the customer received it.

    5. 05

      Invoice

      VS-20.50

      Bill the right amount to the right party at the right time, with the detail the customer needs to approve payment.

    6. 06

      Collect & Apply Cash

      VS-20.60

      Receive payment, match it to open invoices and resolve any dispute that is holding the money back.

    7. 07

      Recognize Revenue

      VS-20.70

      Record revenue according to the obligations in the contract and the period in which they were met.