Grow · Lead to Cash
An opportunity is in somebody’s custody from the moment it arrives until the cash is applied, and it changes hands six times on the way. Every handover is somewhere it can stall, be priced under the floor, or be admitted on terms nobody had time to check. Those handovers are where the digital coworkers stand, inside the systems you already run.
Four gates stand between a market opportunity and a collectible invoice, and each one is a written rule plus a person who applies it when there is room to. Under pressure the rule holds only as far as the evidence somebody could assemble before the answer was due.
60%
Of seller working time goes to non-selling activity, including manual data entry and quote creation
Salesforce State of Sales, 2026
5 days
Median credit-approval cycle
APQC Open Standards benchmarking
16 days
Separate top-quartile days sales outstanding from bottom quartile, at 30 days against 46
APQC Open Standards benchmarking
USD 1.7tn
Excess working capital across the 1,000 largest US public companies
The Hackett Group, 2025
Where the pressure shows up
Sellers spend most of the working week on research, data entry and quote assembly rather than on selling.
Who feels itHead of Sales Development · proportion of inbound leads worked
Buying cycles lengthen while internal ones do not, so a slow quote compounds the customer’s delay instead of absorbing it.
Who feels itHead of Commercial and Pricing · request-to-quote cycle time
Each wait is defensible on its own, but the customer meets them end to end, where they add rather than offset.
Who feels itHead of Credit · credit decision cycle time
The gains came from paying suppliers later. What is left is collecting from customers sooner, and that sits here.
Who feels itChief Financial Officer · days sales outstanding
An order priced under the floor, or admitted to a customer who cannot pay, costs more than the order never taken.
Who feels itFinancial Controller · bad-debt exposure and margin adherence
Under structured e-invoicing an invoice that fails validation has not started its payment clock, so accuracy is cash.
Who feels itHead of Order to Cash · billing first-pass accuracy
Revenue velocity and revenue quality are one objective here: shorten the path from demand to cash while making sure every order admitted is creditworthy, deliverable, correctly priced and collectible. The two halves have different owners, and nobody is measured on the point where they meet.
The canonical sequence
Qualify
LLEANDRO
Price and approve
PPRIYA
Validate and create
OOLIVER
Decide and release
CCLARA
Commit and deliver
·Held by your team
Invoice accurately
BBIANCA
Apply cash
DDEBORA
Who owns this chain today
Read down any position on a chart and it tells you who is accountable for it, what its holder may do without asking, and who picks up the call that is not theirs to make. A digital coworker is written up the same way, and the answers do not change because the holder is not a person.
Employee ID
PXN‑L2C‑007
CLARA
Credit Limit Approval and Risk Analyzer
CLARA Credit Decisioning
CLARA
I propose to release the order against the undisputed balance, leave the limit where it is, and route the discrepancy to billing with the delivery evidence attached. Shall I proceed?
Credit Manager Finance
Proceed. The discrepancy goes to billing, not to collections, and schedule the limit review while you are in there.
Seen by CLARA
CLARA Credit Decisioning
Order released with the condition recorded. Dispute routed to billing with the delivery evidence, and the limit review scheduled.
Hold cleared by the Credit Manager.
The chain was written up as a chart before any of the six were built for it, which is why none of them can finish another’s work. That separation is the thing a controls signatory is actually buying, and it holds whether the holder is on leave or not.
Pipeline & Lead Qualification
Lead Enrichment, Assessment, Nurture & Demand Routing Officer
Lead to Cash · PXN-L2C-001
Work chart
TodayInbound arrives faster than anyone can research it, so triage happens by whichever channel someone is watching.
With LEANDRO in the roleMore inbound demand reaches an owner while it is still demand.
Quotation & Pricing
Pricing, Rules, Intelligence & Yield Advisor
Lead to Cash · PXN-L2C-002
Work chart
TodayA quote that should take minutes takes days, so sellers price from a spreadsheet they trust.
With PRIYA in the roleDiscounts are approved before the offer and margin holds.
Order Capture & Validation
Order Lifecycle Integrity, Validation & Exception Resolver
Lead to Cash · PXN-L2C-003
Work chart
TodayThe order desk translates every format by hand, and translation is where the errors enter.
With OLIVER in the roleErrors are caught at intake, where a correction costs a check rather than a credit note.
Credit Decisioning
Credit Limit Approval and Risk Analyzer
Lead to Cash · PXN-L2C-007
Work chart
TodayA routine decision needs an hour of assembly, and credit has a queue in front of it.
With CLARA in the roleGood revenue is released in minutes and real risk still stops at the gate.
Billing & Cash Application
Billing Intelligence, Allocation, Netting & Cash Application Agent
Lead to Cash · PXN-L2C-005
Work chart
TodayDays sales outstanding runs from the invoice date, so a wrong invoice ages while looking like a slow payer.
With BIANCA in the roleInvoices are right before issue and cash is applied on receipt.
Collections & Disputes
Dunning, Escalation, Balance, Overdue & Recovery Advisor
Lead to Cash · PXN-L2C-006
Work chart
TodayThe worklist sorts by balance size, which is a poor proxy for what is actually collectible.
With DEBORA in the roleEffort goes to recoverable cash and disputes reach the team that can fix them.
Six digital coworkers hold posts across this chain, from the lead that arrives at three in the morning to the receipt that has to find its own invoice, and each is measured on one number. How much it moves for you is sized from your own data in the first session.
Demand worked while it is still demand
Every inbound lead is enriched, scored and routed on arrival, not when somebody has time to look at it.
KPILIncreaseInbound leads worked
The approval comes before the offer
A discount is tested against the margin floor and routed to the authority before the number reaches the customer.
KPIPIncreaseApprovals secured before the offer
The clock starts at intake
An order is read in whatever format it arrived and validated before anything is created.
KPIOIncreaseOrder first-pass yield
Good revenue moves and real risk still stops
The credit position exists before the order arrives, so a reliable customer never meets credit as an obstacle.
KPICDecreaseCredit decision cycle time
Invoices are right before they are issued
An invoice that would fail a customer requirement or a structured validation is held before issue, not corrected after.
KPIBDecreaseUnapplied cash
Overdue balance worked by cause, not by size
Withheld payment routes to the team that owns the defect instead of ageing as a collections item.
KPIDDecreaseDays sales outstanding
A digital coworker works inside the systems, data, policies and authorisations you already have. It is given the access a person in the same position would be given, and no more. Your auditors test it in the environment they already know.
What the role works inside
Enterprise applications
Customer relationship, quoting, order management, finance and receivables systems.
Master data
Customer, product, price, order, invoice and receipt records.
Policies and controls
Discount authority, margin floors, credit policy, tolerances and invoicing requirements.
Authorisations
Defined permissions for every action performed by the role.
Governance
Security, privacy, service levels, change governance and escalation.
The control model
Defined actions, inside the authority you set.
Prepares the case and hands the decision up.
Anything outside the authority the role holds.
Both sides put a signature on the same page before anything is built, and the ProxyN lead who signs is accountable for it in the way your sponsor is. Nothing in it gets agreed after the result is known.
What gets signed
Five lines both sides sign before anything is built. Every one is a fact about your operation, not a forecast about ours.
What happens after signing
The order the work runs in, one role at a time. The seventh step is the first step of the next loop.
What we need from you
Twelve months of history from the system of record, read only
The written policy and the approval thresholds the role will work inside
The accountable person for the number, in the room for the first session
Get started
Bring one workflow and the person accountable for it. In the first session we map the process, establish the baseline logic and tell you whether there is a number worth signing. If there is not, we will say so.
