What it is (plain English)
The sell-side workflow: capture a lead, work it into an opportunity, configure and price what the customer wants (CPQ), turn the accepted quote into an order, and orchestrate that order through fulfillment. It keeps sales and fulfillment on the same platform as service.
Problems it solves
- Leads and opportunities tracked in a disconnected CRM, orders in another system.
- Quoting errors from manual product/price configuration.
- Orders that stall because fulfillment steps aren't orchestrated or visible.
- No single view from sale through fulfillment to ongoing service.
What must exist first
Platform Core Setup and a Customer Data Foundation (accounts, contacts, products). A product catalog and pricing model are prerequisites for quoting.
What the customer needs to provide
- Your product catalog, pricing rules, and any configuration constraints.
- The sales stages and approval rules you use today.
- Order fulfillment steps and the systems that execute them.
- Which system is the system of record for orders vs. billing.
Where it can go next
Orders feed CSM Case Management for post-sale service; industry variants (telecom, retail) layer specialized order orchestration on top; fulfillment integrations via Integration Foundation connect ERP/billing.