Getting a deal from quote to signed invoice shouldn’t feel like an obstacle course. But for many sales teams—and their RevOps colleagues—that’s exactly what it becomes: a marathon of manual steps, data silos, and lost momentum. This is where Quote to Cash (Q2C) comes in.

But what exactly is Quote to Cash, and why is everyone talking about it? More importantly: how do you ensure the Q2C process actually drives more revenue, rather than becoming just another buzzword on a PowerPoint slide?

From Quote to Cash: What Is It, Really?

Quote to Cash describes the full journey from when a salesperson sends a quote to when the money reaches the bank. It includes every commercial step: from pricing and quote creation, to contract drafting and approval, through to signing, onboarding, invoicing, and follow-up.

In short, it’s the full commercial engine. And often, that engine misfires. According to McKinsey, companies that digitise their Q2C process can increase their conversion rates by up to 20% and cut time to revenue by as much as 50%.

“Hold on, I just need to find the contract…”

It sounds straightforward in theory, but in practice, sales teams often find themselves stuck in inefficient processes. These can include outdated templates buried in shared folders, version chaos in Word or PDF files, sluggish signing workflows, and a complete lack of visibility for RevOps and leadership.

When contracts are handled manually, they don’t just steal time—they become a real source of revenue loss. Deals are delayed or fall through altogether, and few people have a clear view of what’s actually been signed.

Fast, Smart, and Trackable = More Deals

A smooth Q2C process allows salespeople to tailor quotes directly within the CRM and automatically generate contracts with the correct data. They can send them for e-signature in seconds, and receive notifications the moment a recipient opens, comments on, or signs the agreement.

With traceability at every step, teams can identify bottlenecks, take action at the right moment, and shorten the time from first contact to closed deal. It’s all about removing friction—for the salesperson, the customer, and the wider organisation.

Why RevOps (and the CFO) Should Care

For Revenue Operations, an optimised Q2C process is a goldmine. With the right setup, RevOps gains better forecasting accuracy, cleaner pipeline data, and a faster order-to-revenue timeline. This opens the door to meaningful analysis, scalability, and clearly defined KPIs.

For the CFO, it means accelerated cash flow, lower Days Sales Outstanding (DSO), and a stronger connection between sales and finance. When onboarding is frictionless, churn risk decreases and customer satisfaction improves.

Run the Numbers: Small Wins, Big Impact

Let’s say each contract is signed two days faster, and every salesperson closes ten deals per month. That’s twenty working days gained—per month. More time for customer contact, more closed deals, and improved quality across the board.

Add faster invoicing and fewer contract errors, and you’re potentially looking at millions in annual gains. In fact, the Aberdeen Group found that businesses with automated Q2C processes enjoyed a 105% higher contribution margin than those still stuck with manual workflows.

Checklist: Is Your Q2C Process a Bottleneck?

Ask yourself:

• Are contracts stored in scattered folders with no traceability?
• Are there multiple versions of the same contract template?
• Can you see when a contract was opened, reviewed, or signed?
• Can you link contracts clearly to deals in the CRM?
• Does it take more than a day to get a contract signed?

If you answered “yes” to more than one of these, it’s time to take action.

How Oneflow Turns Quote to Cash into a Flow

Oneflow is designed to make the contract journey a seamless part of your sales engine—not a disconnected system off to the side. Generate and send contracts directly from HubSpot, Salesforce, or Pipedrive, and automate templates using product data straight from your CRM.

Get real-time notifications when a contract is opened, commented on, or updated—and sign it digitally with full legal validity. At the same time, all contract data remains searchable and current in a single, unified platform.

The result? More time to sell. Less headache for RevOps. And a faster path from quote to cash.

Want to see what it looks like in practice? Book a demo here and discover how Oneflow can turn your Q2C process into a revenue machine.