Revenue Operations

Quote-to-Cash (QTC)

2026-05-31 9 min read

Quote-to-cash (QTC) is the end-to-end process from a sales quote being generated to revenue being collected. It spans CPQ (configure, price, quote), contract management, order management, billing, revenue recognition, and collections. QTC is the operational backbone of B2B SaaS revenue; broken QTC processes are the #1 source of revenue leakage in companies past $20M ARR. Modern QTC platforms (Salesforce CPQ, DealHub, Conga) integrate with billing (Stripe, Recurly) and accounting (NetSuite).

TL;DR

<strong>Quote-to-cash (QTC)</strong> is the end-to-end process from a sales quote being generated to revenue being collected. It spans CPQ (configure, price, quote), contract management, order management, billing, revenue recognition, and collections. QTC is the operational backbone of B2B SaaS revenue; broken QTC processes are the #1 source of revenue leakage in companies past $20M ARR. Modern QTC platforms (Salesforce CPQ, DealHub, Conga) integrate with billing (Stripe, Recurly) and accounting (NetSuite).

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Sources

Definitions and benchmarks reference primary sources from the Revenue Operations pillar. Verified at publication.

  1. 1 State of Revenue Operations 2025 — Forrester / SiriusDecisions, 2025. View source .
  2. 2 B2B Pipeline Coverage Benchmarks — Pavilion, 2025. View source .
  3. 3 LinkedIn State of Sales 2025 — LinkedIn, 2025. View source .

Fairview cites primary sources only — government data, academic research, industry benchmarks from named publishers, and official vendor documentation. See our editorial standards.