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Capstone: Mock Loop1 / 2

1 min lesson

Draw Order-to-Cash and name the system of record at each stage

Rebuild the sequence in "Draw Order-to-Cash and name the system of record at each stage" from memory, ending with the check that proves the outcome.

Step 1 of 2

2. Draw Order-to-Cash and name the system of record at each stageSystem of record is the real test

Anyone can list the stages. The signal is naming which system owns the truth at each hop, because that is what you will spend a year integrating.

  1. 1Lead / opportunity. CRM (Salesforce-class) owns the account and pipeline.
  2. 2Quote / CPQ. CPQ owns the configured price, ramp and discount approvals; it emits the order.
  3. 3Order. The billing platform (Stripe / Metronome / Orb / Zuora-class) owns the subscription, plan and commercial terms.
  4. 4Provisioning / entitlement. The product or an entitlement service owns what the customer is allowed to consume.
  5. 5Usage metering. A metering pipeline owns the raw consumption events and the rated quantities.
  6. 6Invoice. The billing platform owns the invoice as the legal billing document.
  7. 7Payment / cash application. The payment processor captures cash; the ERP (NetSuite / Oracle / SAP-class) owns cash application against the AR subledger.
  8. 8Dunning / collections. Billing or a dedicated dunning tool owns retries and the collections workflow; the ERP owns the AR aging.