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Key Lead-to-Invoice Functions in Salesforce Billing
Salesforce Billing provides the capability for important lead-to-invoice functions. (Salesforce Billing Managed Package)
Required Editions
| Available in: All Salesforce Billing Editions |
- Customer Billing Profile
- An accurate, up-to-date customer profile is critical to closing the sales to finance gap. These departments are often siloed, creating discrepancies between what sales and finance view as an account and customer. A lead-to-cash approach fills this gap by using sales’s view of the account when staging bill-to-account and contact information on an invoice. Rich account and billing data can be pushed to an ERP, promoting a single source of truth and accurate view of customers and accounts.
- Expansions to the Standard CPQ Product Catalog
- Salesforce Billing adds billing, tax, GL, and revenue recognition rules to the existing Salesforce product catalog. This is the core value of Salesforce CPQ used with Salesforce Billing, as owning and managing multiple product catalogs create significant operational overhead and reduces the ability to launch new products and pricing.
- One of Salesforce Billing’s most powerful features is the ability to define different billing, revenue recognition, and tax treatments by product. This way, you don’t need to create a different SKU when you have a different billing, revenue, or tax treatment.
- Many companies have several products catalogs, such as one for selling and another for billing. The billing product catalog typically works with selling and provisioning to ensure that products and services are sold properly, activated correctly, and billed accordingly. A separate sales product catalog would relate to quoting. Since Salesforce CPQ and Billing are both on the Salesforce platform, all product catalog information is created and managed in one system.
- Billing One Time & Recurring Charges
- The consolidation of CPQ and Billing functions on the Salesforce Platform allows for convenient operation of subscription timing functions. Start and end dates carry automatically from the quote to the order, which then stages subscriptions for invoicing. Order proration calculations can be reconciled based on provisioning and then invoiced manually or through a scheduled job.
- Provide a convenient customer invoicing experience by using Salesforce’s contract and order staging to align add-on subscriptions to existing orders. This data flow puts less weight on finance teams by passing information directly to the ERP with little consolidation, conversion, or recalculation.
- Billing Usage-Based Products
- Salesforce CPQ and Billing handle usage rating and invoicing with the same consolidated view subscriptions and one-time products. Usage stages at the order and can be loaded, rated, and invoiced as part of standard batches. This data flow allows Salesforce to consolidate invoice information into one view, passing a full picture of provisioned and invoiced products down to an ERP for presentation and collections.
- Billing by Milestone
- Variable invoicing allows teams to control billing scope and timing. Override processes let users meet exception use cases such as milestone billing on ship dates or project completion. At the same time, admins can automate process changes based on billing criteria.
- Taxation
- Taxation is optional for a lead-to-cash implementation. Salesforce Billing can apply taxes uses integration to external tax engines. Your ERP can also apply taxation.
- Invoice Creation & Presentation
- Customers expect a consistent experience between accepting the quote and viewing the final charges on the invoice. Salesforce Billing stages invoice data in one location, enabling a simple document generation experience regardless of whether you’re using the ERP or a third-party application to handle document presentation and delivery.
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