When it comes to business processes that keep revenue flowing, “ordre d'encaissement” and “quote to cash” often get mentioned in the same breath. But while they sound similar, they don’t mean the same thing and understanding the difference matters more than you might think.
Let’s break it down in plain terms.
What is Quote to Cash?
Quote to cash (QTC or Q2C) refers to the full sales process starting from the initial quote all the way through to receiving payment. It covers everything from product configuration, pricing, quote creation, contract negotiation, and order fulfilment, to invoicing and payment.
Think of quote to cash as the entire customer journey, starting when a prospect says “I’m interested” to the moment the payment clears.
This process is especially important for companies with complex pricing models, product configurations, or recurring billing. The more streamlined your QTC process, the faster you can close deals, fulfil them accurately, and get paid.
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What is Order to Cash?
Order to cash (O2C), on the other hand, begins after a customer has accepted a quote or placed an order. It starts with order entry and moves through fulfilment, delivery, invoicing, and payment collection.
So while QTC includes the pre-sales activities like quoting and contract management, order to cash focuses solely on the post-sales execution.
In short:
- Quote to cash = Quote → Order → Fulfilment → Invoice → Payment
- Order to cash = Order → Fulfilment → Invoice → Payment
Why Does the Distinction Between Quote to Cash and Order to Cash Matter?
The difference between quote to cash and order to cash lies in visibility, control, and revenue predictability. Companies that manage only the order to cash process may miss out on valuable insights into why deals are delayed or lost before an order is even placed.
On the flip side, embracing a QTC process can help improve forecasting accuracy, shorten sales cycles, and eliminate bottlenecks between sales and finance. It’s a more holistic approach to managing how money flows into your business.
In a fast-paced environment, quote to cash also reduces manual handovers, improves pricing consistency, and ensures contract terms are executed as agreed, minimising errors that often happen when data is siloed across teams.
Which One Should You Optimise?
Ideally, both. But if your organisation struggles with manual quotes, pricing delays, or friction between sales and finance, optimising your quote to cash process could unlock faster revenue and better customer experiences.
For businesses already strong in quoting but lagging in delivery or billing, focusing on order to cash automation might deliver better results.
It’s not about choosing one over the other — it’s about seeing them as connected parts of your revenue engine. Find out more about the benefits of Order to Cash.