Quote to cash

Quote-to-cash software for B2B SaaS, in one system

Quote-to-cash software runs every step from a sales quote to money in the bank and revenue on the books: quote, approval, signature, subscription, invoice, payment and revenue recognition. Bunny is SaaS billing, CPQ and RevOps for B2B SaaS, and it runs that whole flow on one record instead of a CPQ tool and a billing tool taped together.

Get a demo See the flow
AppFactor
Optiply
Authsignal
Levo
Crewting
Tenora
Open Law
AppFactor
Optiply
Authsignal
Levo
Crewting
Tenora
Open Law
The flow

How does the quote-to-cash process work?

Seven steps, three teams, one customer. In most SaaS companies each step lives in a different tool. In Bunny, the same deal record moves through all seven.

One record in Bunny: quote subscription invoice payment revenue
  1. 1

    Quote

    Sales

    Configure the deal from the catalog and price it: discounts, ramps, recurring and usage charges.

    In Bunny: Bunny CPQ builds the quote from price lists, against the account’s live subscriptions.

  2. 2

    Approve

    Sales leadership

    Non-standard terms get signed off before the customer sees them.

    In Bunny: Approval rules on amount, discount, product, plan or billing period. A quote that needs approval can’t be shared until it has it.

  3. 3

    Sign

    Customer

    The customer reviews the order form and accepts or e-signs it.

    In Bunny: Accept in the customer portal with name, title and PO number, or sign with Bunny Sign, DocuSign, Dropbox Sign or PandaDoc.

  4. 4

    Subscribe

    RevOps

    The contract becomes a live subscription and the customer gets access.

    In Bunny: Applying the quote creates or amends the subscription. Going active can trigger tenant provisioning.

  5. 5

    Invoice

    Finance

    Bill the right amount on the right date, for the whole term.

    In Bunny: Billing schedules and invoices come from the quote, with proration, usage and sales tax.

  6. 6

    Collect

    Finance

    Get paid, and chase what isn’t.

    In Bunny: Card and bank payments through Stripe, payment on acceptance, and dunning workflows for overdue invoices.

  7. 7

    Recognize

    Finance

    Book earned and deferred revenue and report the metrics.

    In Bunny: Revenue recognition with Advanced Billing, plus MRR, ARR and churn from the same data.

The quote-to-cash flow in Bunny, from a quote built in Bunny CPQ to revenue recognized in Bunny billing. Want the definition first? Read what quote-to-cash means.
One system

Why does quote-to-cash break when CPQ and billing are separate?

Because every handoff is a copy. The deal gets typed into CPQ, then into billing, then into a revenue spreadsheet, and each copy drifts a little further from what the customer signed.

CPQ + billing, glued together

A quoting tool, a billing tool, a spreadsheet and an integration between them

  • The signed quote is re-keyed into billing, or pushed through a sync that only understands the simple deals.
  • CPQ can’t see the live subscription, so upgrades and renewals are priced from memory and proration is done by hand.
  • Ramps and custom terms live in the PDF, not the data, so billing finds out when the customer disputes an invoice.
  • Revenue recognition is rebuilt from exports at quarter end, and nobody fully trusts the ARR number.

Bunny: quote to cash on one record

CPQ, subscriptions, billing and revenue in the same product

  • Applying the accepted quote creates the subscription, billing schedule and invoice. There is nothing to re-key.
  • Upgrades, add-ons and renewals are quoted from the live subscription, co-termed and prorated for you.
  • Ramps, discounts and usage rates are lines on the quote, so they bill exactly as sold.
  • Revenue schedules and SaaS metrics update as deals close, upgrade or cancel. Revenue recognition comes with Advanced Billing.

Still quoting in spreadsheets?

That’s the most common broken quote-to-cash process of all. See what it costs and how teams fix it: manual quote-to-cash.

Keep the tools you like

One system doesn’t mean replacing everything. Bunny works with your CRM, Stripe, Avalara, QuickBooks or Xero, and your e-signature provider. Browse the integrations.

Levo
“SaaS billing is a core business problem that becomes exponentially more complex as you scale. At Levo, Bunny became the operational backbone for our commercial process—from quote generation through invoicing and renewals. Instead of chasing spreadsheets and reconciling deals, we always knew the status of every customer, every invoice, and every renewal.”

What should you look for in quote-to-cash software?

Ask every vendor to walk one real deal through all seven steps, then change it mid-term and renew it. The tools that only look good on the first quote fall away fast.

The front half is CPQ, so start with what CPQ for SaaS has to handle. The back half is billing, covered in SaaS billing. Good quote-to-cash software is where the two stop being separate.

Questions to ask in the demo
  • Can it quote an upgrade to a live subscription, with proration, without a spreadsheet?
  • Do ramps, discounts and usage rates on the quote drive the invoices directly?
  • Are discount approvals enforced before the quote can be sent?
  • Does the signed quote become the subscription with no re-keying or sync step?
  • Can it renew several subscriptions on one quote, with the agreed uplift?
  • Does revenue recognition run on the same contract data as billing?

Bunny answers yes to all six, with revenue recognition in Advanced Billing. Bring a deal and we’ll show you.

Free trial

The RevOps expert your team never had.

Ask it anything about your book of business, and it answers from your live data. Point it at the renewal that needs a quote and it drafts one. All the digging, none of the digging.
  • Type "send upgrade quotes to all starter plan accounts" — done in seconds
  • Know which renewals need you this month, while there is still time to do something about it
  • Find every overdue invoice in one question, instead of one account at a time
Try free for 30 days

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FAQ

Frequently asked questions

What is quote-to-cash software?
Quote-to-cash software runs the commercial process from a sales quote to collected cash and recognized revenue: quoting, approvals, contract and e-signature, the subscription, invoicing, payment and revenue recognition. Bunny is quote-to-cash software for B2B SaaS that runs all of those steps in one system.
What are the steps in the quote-to-cash process?
Quote (configure and price the deal), approve (sign off non-standard terms), sign (the customer accepts or e-signs), subscribe (the contract becomes a live subscription), invoice, collect payment, and recognize revenue. In SaaS the cycle repeats for every upgrade and renewal.
What is the difference between CPQ and quote-to-cash?
CPQ covers the front of the process: configuring, pricing and producing the quote. Quote-to-cash covers the whole thing, including what happens after the signature: the subscription, invoices, payments and revenue. Bunny does both, so the signed quote flows straight into billing.
Why not just connect a CPQ tool to a billing system?
You can, but every handoff is a copy. Simple new deals sync fine; ramps, co-termed add-ons, mid-term upgrades and renewals are where the two systems disagree, and a person ends up reconciling them by hand. When quoting and billing share one record, there is nothing to reconcile.
Does Bunny handle e-signatures?
Yes. Customers can accept a quote in the Bunny portal, capturing name, title and PO number, or sign it with Bunny Sign, DocuSign, Dropbox Sign or PandaDoc. Multiple signers are supported.
Does Bunny's quote-to-cash include revenue recognition?
Yes, with the Advanced Billing add-on. It calculates earned and deferred revenue from the same contract data as your quotes and invoices, so amendments flow through without a reconciliation exercise.
Do we have to replace our CRM or payment provider?
No. Bunny works alongside Salesforce or HubSpot, takes card and bank payments through Stripe, calculates US sales tax with Avalara, and connects to QuickBooks and Xero.