Lead to Revenue Workflow

The Lead to Revenue (Order to Cash) cross-module workflow connects marketing initiatives, sales pipeline opportunities, master pricing catalogs, invoicing, and treasury management into a cohesive revenue cycle.

End-to-End Workflow Architecture#

+--------------------------------------------------------------------------+
|                       LEAD TO REVENUE WORKFLOW MAP                       |
+--------------------------------------------------------------------------+
| [Phase 1: Lead Qualification & Opportunity]                              |
|  - Marketing campaigns capture inbound inquiries                         |
|  - CRM Pipeline qualifies lead -> Opportunity stage                      |
+--------------------------------------------------------------------------+
                                    |
                                    v
| [Phase 2: Master Pricing & Quotation]                                    |
|  - Sales rep builds Quotation from Master Pricing catalog                |
|  - Discount approvals routed if discount exceeds 10%                     |
+--------------------------------------------------------------------------+
                                    |
                                    v
| [Phase 3: Sales Order Confirmation & Delivery Trigger]                   |
|  - Customer accepts Quotation -> Confirm Sale                            |
|  - Triggers Governed Project creation or Warehouse Delivery              |
+--------------------------------------------------------------------------+
                                    |
                                    v
| [Phase 4: Customer Invoicing & VAT Compliance]                           |
|  - Finance generates Customer Invoice (account.move)                     |
|  - Calculates 15% VAT and records customer TIN                           |
+--------------------------------------------------------------------------+
                                    |
                                    v
| [Phase 5: Cash Receipt Voucher (CRV) & Bank Reconciliation]              |
|  - Cashier issues CRV upon bank transfer receipt                         |
|  - Automated reconciliation clears Accounts Receivable against Bank      |
+--------------------------------------------------------------------------+

Detailed Operational Steps#

Step 1: Opportunity Qualification#

1. Sales representatives track leads in CRM -> Pipeline.
2. As prospects meet budget and authority criteria, move them from New $\rightarrow$ Qualified $\rightarrow$ Proposition.

Step 2: Quotation & Pricing Enforcement#

1. Click New Quotation from the opportunity form.
2. Select line items from the standardized Master Pricing Catalog (product.template).
3. If an account manager inputs a discretionary discount exceeding authorized limits, SmartERP triggers an automated Approval Request (smarterp.approval.request) to the Commercial Director before the quote can be sent.

Step 3: Invoicing with Ethiopian VAT Compliance#

1. Upon project milestone delivery or product shipment, click Create Invoice.
2. SmartERP generates a Customer Invoice (account.move with move_type='out_invoice').
3. The invoice automatically computes:
   • Net Amount: Base billable services or goods.
   • VAT (15%): Value Added Tax per Ethiopian tax proclamation.
   • Customer TIN: Mandatory validation ensures commercial customers have verified TIN credentials.

Step 4: Cash Receipt Voucher (CRV) & Bank Matching#

1. When the client settles via bank transfer, the treasury team navigates to Accounting -> Customers -> Payments.
2. Click Register Payment to generate a Cash Receipt Voucher (CRV).
3. The electronic bank statement imports automatically via peachtree_reconciliation.
4. SmartERP matches the CRV reference code against the bank credit transaction, clearing the Accounts Receivable balance.