Lead-to-Cash: The Smart Way to Scale Your Revenue Lifecycle
As companies scale, the cracks in disconnected systems widen. Customer data lives in one system, invoices in another, payments somewhere else – and finance is left reconciling a revenue lifecycle that’s anything but streamlined.
In an age where B2B buyers expect B2C-style convenience and businesses face increasing pressure to reduce cost-to-serve, traditional systems are no longer enough.
Enter Lead-to-Cash: a fully connected, customer-centric approach to revenue operations that integrates your front and back office for smarter growth.
PhiX Technologies and FinDock have partnered to explore this challenge in depth in a newly released whitepaper: Download the Lead-to-Cash Guide.
What is Lead-to-Cash?
Lead-to-Cash is the evolution of fragmented revenue operations into a unified ecosystem. It encompasses every stage of the revenue lifecycle—from lead generation and quoting through to billing, payment, and financial reporting.
While many organisations use multiple systems across sales, operations, billing and finance, a Lead-to-Cash architecture integrates Salesforce integrated components all on the core platform. The key ingredients of a Lead-to-Cash system include:
- CRM (Customer Relationship Management)
- CPQ (Configure, Price, Quote)
- Contract Management
- Order Management & Fulfillment
- Invoicing & Distribution
- Cash Collection and Dunning
This connected approach ensures data accuracy, improves operational efficiency, and enables real-time visibility into the performance of your revenue engine.
“Disconnected systems cost time, money, and relationships. With Lead-to-Cash, we’re not just fixing inefficiencies - we’re redefining how companies grow.”
Why it Matters in 2025
According to Gartner, poor data quality costs organisations an average of $12.9 million per year – a figure highlighting the significant operational and financial risks associated with fragmented systems and inaccurate reporting.
By 2024, improving data quality had become a top-three priority for nearly half of all data and analytics leaders, underlining its critical role in enabling smarter decisions and more efficient operations.
Bad data is particularly harmful for generative AI. In February, an Informatica survey that looked into the top challenges to implementing GenAI found that–you guessed it–data quality was at the top of the list.
Modern customers and finance leaders have rising expectations. Buyers want seamless onboarding, flexible payment options, and rapid resolution. Finance teams need unified data to forecast, ensure compliance, and make informed decisions.
Lead-to-Cash transformation helps you:
- Improve quote accuracy with native CPQ integrations
- Automate billing and accelerate cash flow
- Reduce revenue leakage and Days Sales Outstanding (DSO)
- Enable real-time reporting and compliance
- Deliver an optimised customer experience
Ready to Rethink Revenue on Salesforce?
If your Lead-to-Cash process is siloed or if you’re juggling disconnected tools across sales, billing, and finance, it’s time to streamline.
Whether scaling or modernising, a Lead-to-Cash transformation provides the control, visibility, and speed you need to operate confidently.
Download the full Lead-to-Cash Guide to explore actionable frameworks, use cases, and insights from experts at PhiX Technologies and FinDock.
Want to discuss your revenue lifecycle? Book a free Lead-to-Cash Discovery Call with a PhiX specialist and get practical recommendations tailored to your business.
Meet the Authors of the Guide
Justin Wheatley Director of Lead-to-Ledger at PhiX Technologies
17 years in the Salesforce ecosystem. 10 years as a senior finance leader reporting to the CFO. Led CPQ, Billing, and ERP transformations from start-up to acquisition. 7 years as a Senior Consultant across Telco, Hi-tech, and Business Services. “Having lived both the customer and consultant journey, I know where the pain lies and how to solve it.”
Peter van der Meij Senior Solution Engineer at FinDock
10 years of Salesforce experience 13 years in payments across multiple industries Specialises in integrating payment journeys into the Salesforce ecosystem “Payment experiences are becoming a brand touchpoint. Businesses that personalise them stand out.”
