Case study · Revenue operations
Signed deals connected to delivery and billing
Signed agreements were linked to sales records so delivery and finance could use the agreed details. Uncertain matches had a review and recovery path.
- HubSpot
- Make
- DocuSign
- Slack
- Google Drive
- Google Sheets
The problem
A signature didn't always connect the next team to the right record.
Some signed agreements arrived without a link to the corresponding sales record. The team needed to establish that connection before the agreement, customer details, and commercial context could support the next handoff.
When matching could not establish the connection, the unresolved case was logged. The missing piece was a way for someone to resolve it and resume the handoff.
The change
A connected record, with a way to resolve exceptions.
Before
- Some signed agreements had no linked sales record.
- Unresolved matches were logged without a recovery path.
After
- Matching connects agreements to sales records and flags uncertain matches for review.
- The team can resolve the connection and resume the configured handoff.
The results
Delivery and finance had the agreement context.
Signed agreements available to the next team
The matching and recovery work made agreements and customer details available for related project handoffs. This supported project preparation within the broader integration.
Invoice drafts with a check on the agreed amount
The billing routine compares the statement-of-work total with the sales-record amount. A mismatch stops that routine for review. The invoice workflow prepares drafts from sales-record information and requires the correct line items to be in place.
Where people remain involved
Project and invoice preparation are separate workflows. Each depends on its own records and receiving handoff. People resolve uncertain matches, review financial details, and send invoices.
Your next step
What could your team do with less administrative work?
Review the handoffs between sales, delivery, and finance in your business, and where better preparation could help your team.
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