In many
business models a contractual relationship is established first via a Contract or Subscription. Orders are then received via different sales channels, such as phone, fax, email, internet or sales person. The contractual relationship is confirmed and the Orders are fulfilled through
shipping and
logistics. On completion of key events an invoice is generated and booked as Sales (subject to "
Revenue Recognition" requirements). If payment has not already been received, the debt is recorded and pursued through
dunning cycles until the funds are received. Order to Cash is completed by the
Customer Care process (enquiries, requests and complaints).
If we consider the ERP system flow, this is typically categorized into the following seven sub-processes:
- Customer presence
- Order entry (creation of order / booking of order)
- Order fulfillment (physical & digital fulfillment)
- Distribution
- Invoicing
- Customer payments / collection
- Cash Application
- Deductions (If invoice Short Paid by Customer)