From first opportunity to cash collected
A sales cycle usually spans three systems and two spreadsheets: the opportunity lives in one tool, the price list in a file, the invoice in the ERP. NG One keeps the whole chain — customer, opportunity, quote, order, delivery, invoice, collection — as one connected record. Price, discount and payment terms come from versioned rules, so every document can explain where its amount came from. What is routine — a recurring invoice, a due-date notice, a draft reply to a customer — the system prepares on its own, and a person confirms.
- Partner 360
- Opportunities and activities
- Quote → order → invoice
- Versioned price lists
- UBL 2.1 · SEF out and in
- Recurring invoices
One chain instead of three systems
Sales rarely breaks because nobody knows how to sell. It breaks because the customer record lives in four places and none of them is binding.
Today the salesperson keeps opportunities in a CRM tool or a spreadsheet, works from a price list someone last updated two months ago, agrees a discount over the phone, and hands the invoice to a third person who retypes it out of an email. Every handover is manual, and every one of them is where a fact disappears: who approved the price, what delivery date was promised, whether the customer has already exceeded the credit limit. When the quarter ends and someone asks what a given customer was actually worth, the answer gets assembled from reports that disagree — because rebates, freight and returns were posted somewhere else.
NG One runs that flow as a single record. A partner exists once and is the same partner in the opportunity, in the invoice and in the open items. A quote pulls its price from a price list that has a version and a validity period, and that version stays recorded on the document — a later change to the price list does not rewrite the past and does not reopen the argument about which price applied at the time. A deviation from the rule does not travel by phone; it goes through an approval limit that records who decided and when. The sales order sees available and reserved stock before a date is promised, and the invoice is built from the order and the delivery rather than retyped.
The structural difference is that none of this is bolted on the side. Dimensions sit on every line from the first one — customer, channel, region, project, salesperson — so profitability along any cut is a query, not a project. Statutory parameters are effective-dated, so a document backdated into a prior period uses the rate that applied then. The UBL 2.1 document is produced in the domain and the SEF adapter sends and receives it: the shape of an invoice is a domain matter and changes rarely, the channel changes more often, so they are kept apart. And recurring revenue — subscriptions, rental, service contracts with SLA — sits in the same core instead of an add-on that then spends years being reconciled with the books.
Six steps, one document chain
This is the real flow through the space. Each step inherits the data of the previous one — there is no point at which line items are entered a second time.
- Step 1
Customer and opportunity
Everything starts from a single partner record. Opportunities and activities attach to that record, so the history of the conversation and the history of the trade sit side by side.
- One partner record with contacts, delivery addresses and payment terms
- Partner 360: turnover, open items, documents, activities and risk on one screen
- Opportunity in the pipeline, linked to the quote and order that come out of it
- Credit limit and payment terms visible before anything is promised
- Step 2
Quote
A quote does not negotiate with the price list — it reads it. Price, discount and terms come from the rule version valid on the document date.
- Price from a price list with a version and validity period, recorded on the document
- Discount policy by customer, item group and quantity
- Any deviation from the price list passes an approval limit, with the decision recorded
- Quote revisions keep their lineage — a second version is not a new document without history
- Step 3
Sales order
The order is created from an accepted quote, and this is where stock is first touched. Dates are promised against real availability, not an estimate.
- Stock reservation with a view of available, incoming and in-transit quantities
- Partial deliveries and per-line delivery dates
- Advance request and advance invoice when payment comes up front
- The order carries over the quote lines — no re-entry
- Step 4
Delivery
Goods move inside Inventory and logistics, but the flow is not cut: the delivery note opens from the order and returns its status to the sales chain.
- The delivery note is canonically owned by Inventory and logistics, and opens from the sales order
- Picking and packing follow the order lines, lot, serial and expiry
- A partial delivery leaves the order open for the remainder
- The e-delivery note (SEO) goes out from that same delivery note, through its own adapter
- Step 5
Invoice and advance
The invoice is a consequence of the order and the delivery, not a separate entry. Posting runs through the posting engine and can explain itself.
- Outgoing invoice from order and delivery, with a posting preview before confirmation
- Advance settlement and credit notes as ordinary documents, not exceptions
- Foreign-currency invoice with the rate and exchange-difference calculation
- The UBL 2.1 document goes to SEF, and the exchange status returns onto the invoice
- Step 6
Collection and life after the sale
Sales does not end at the invoice. Collection, complaints and service continue the same customer record instead of opening a new one.
- Open items and dunning are owned by Finance and compliance — sales sees them in Partner 360
- Complaints, service and SLA helpdesk continue the same customer record
- Recurring invoices and subscriptions renew revenue without a manual cycle
- The Automation Center shows what the system did on its own
What the space covers
Thirty named capabilities in five groups: the customer relationship, the sales chain, outgoing documents under Serbian law, recurring revenue, and a CRM over the same partner the system bills.
Customers, contacts and relationship
One partner record and everything that happened around it — from the first conversation to the last open item.
6 capabilities
Single partner record
Customer, supplier and partner in any other role are the same record, with master data, tax identifiers and terms. No duplicates that later split balance from turnover.
Contacts, addresses and terms
Contact persons with roles, multiple delivery and billing addresses, payment terms and currencies per partner.
Partner 360
The hero screen of the space: turnover, open items, documents, activities, contracts and risk in one place, with a timeline and drill-down to the source document.
Opportunities and pipeline
An opportunity pipeline with the opportunity → quote → order link. The opportunity does not live in a separate tool the quote is later retyped out of — it is created on the partner who later receives the invoice and the open item.
Activities and timeline
Calls, emails, meetings and tasks are recorded on the partner and on the specific document, so relationship history reads together with trading history.
Credit limit and payment terms
The limit and the statutory 45/60-day terms are visible while the quote or order is being entered, before the commitment is taken. The control lives in receivables but works inside the sales flow.
From quote to delivery
A sales chain with rules nobody has to memorise: price, discount and approval are configuration with a validity period.
7 capabilities
Quote
Quotes with revisions, a validity date and a state machine. Acceptance opens an order without re-entering the lines.
Sales order
Order with per-line dates, partial deliveries and a link to the stock reservation. The canonical home of the commitment to the customer.
Price lists and discount policies
Versioned price lists with validity periods, and discounts by customer, item group and quantity. The rule version stays on the document, so changing a price list does not rewrite the past.
Sales contracts and special prices
Agreed conditions per customer, with validity and precedence over the standard price list — versioned as well, and referenced on the document.
Approval of deviations
A discount or a term outside the rule goes through an approval chain with limits from the authorisation layer. The decision has a name, a time and a reason; a phone call is not an audit trail.
Availability and reservation
The order sees available, reserved, incoming, in-transit and blocked quantities before a date is promised, and reserves the quantity for the customer.
Shipping from the sales flow
The delivery note is canonically owned by Inventory and logistics, but is fully reachable from the order and visible in the related-document chain and in Partner 360.
Invoicing, advances and e-invoices
Outgoing documents the way Serbian practice requires them: UBL 2.1, the SEF channel in both directions, POPDV and PP PDV out of the same VAT engine.
6 capabilities
Outgoing invoice
Invoice from order and delivery, with a posting preview before confirmation and an explanation of how the amount was formed.
Advances and their settlement
Advance invoice, tracking of consumption and settlement against the final invoice, with VAT treatment through the internal VAT engine.
Credit and debit notes
Their own document types with a state machine and a link to the source invoice — not a manual correction in the general ledger.
Foreign-currency invoices
Invoicing in foreign currency with the rate from the NBS rate list and exchange differences calculated on collection. The rate list is effective-dated, so a document backdated into a prior period is calculated at the rate that applied then.
UBL 2.1 document
Invoices, advances and credit notes are produced as UBL 2.1 documents in the shape SEF accepts, alongside POPDV and PP PDV XML from the same VAT engine.
SEF e-invoices — send and receive
Outbound and inbound run through the SEF adapter: the document is sent, the exchange status comes back onto the invoice, and incoming invoices arrive through the same channel for processing, together with the EEO and EPP VAT records. The adapter has its own lifecycle — when SEF changes, the adapter changes, not the sales flow.
Recurring revenue and life after the sale
What regional systems lack in the core: subscriptions, rental, service and SLA helpdesk on the same customer who is also billed in the same system.
7 capabilities
Recurring invoices
Invoices on a schedule from a contract or order, generated without a human hand and reported to the Automation Center — there is always a record of what was issued and under which rule.
Automation rules in the sales flow
Rules of the form event → condition → action: due-date notices, reminders on quotes without an answer, tasks for the account manager. Every execution is logged and can be reversed.
Subscriptions
Plans, mid-period plan changes, proration and renewals — a real subscription model rather than a recurring invoice with a fixed amount.
Rental
Equipment rental with tracking of the item at the customer site, periods, returns and charging by time or usage.
Complaints
Registration, handling and outcome of a complaint, tied to the source invoice and delivery, with goods return and a credit note as possible outcomes.
Service and field service
Service orders, service history of the item at the customer site, and field work — a continuation of the same customer record, not a separate system.
Helpdesk with SLA
Tickets with contracted response and resolution times, escalations and SLA measurement on the workflow kernel that already carries approvals and tasks.
CRM over ERP data
A CRM only works on top of the workflow kernel, the AI layer and a partner who is also billed in the same system — which is why it sits in the core rather than in a tool next to it.
4 capabilities
Leads and pipeline kanban
Leads before they become opportunities, qualification and a kanban view of the flow, on the same partner who later receives the invoice.
Lead scoring and next-best-action
Probability scoring against the real history of trade, collection and complaints for that same customer, with the next move proposed as a draft.
Campaigns and segmentation
Segments over ERP data — what was bought, paid, disputed — rather than over an export into a separate marketing tool that does not know who is late paying.
Sales KPIs and forecast
Targets, attainment and forecast by salesperson, channel and region — over dimensions that have been on the documents since the first line.
Intelligence inside the sales flow
AI in NG One does not guess and does not send anything on your behalf. It works over the data you can see, shows the source of every conclusion, and stops at a draft.
AI daily brief for sales
The day does not open with charts but with a sentence: what is waiting for a decision, which quotes have had no answer, which collections are at risk, what the system finished since your last sign-in. Every conclusion drills down to the documents it was derived from.
Copilot with evidence
On a customer and on a document the panel offers concrete actions instead of an empty prompt box: explain the posting, check the VAT treatment, find the related delivery note, check for a duplicate, draft a message to the customer. Every answer carries the figure, the explanation and the source documents — and it sees exactly what you see, inside your permissions and your tenant.
Proposals arrive as drafts
A dunning letter to a late customer, a reply to an enquiry, a task for the account manager — AI prepares them but does not send them. The draft opens, is edited and confirmed like any other document, under the same permissions and the same audit trail. Autonomy is raised only when a tenant explicitly decides to raise it.
Automation that is measured
Recurring invoices, due-date notices and event → condition → action rules run unattended, while the Automation Center shows the execution history and how much work was taken off the desk. Automation that is not measured cannot be reversed either.
Prediction instead of counting backwards
Collection risk per customer, demand forecasting, opportunity scoring and the proposed next move all run over data from the same system that bills the customer — over the real history of trade, due dates and complaints, not over an export into a third tool that does not know who is late paying. Every score shows what it was derived from and opens down to the documents, and the proposal stays a draft until a person confirms it.
Why this works differently
A comparison with what a company runs today — without exaggeration and without invented percentages.
Dimensions from the first line, not as an add-on
Every quote, order and invoice line carries dimensions — customer, channel, region, project, salesperson. Profitability along any cut is a query over the postings, not a monthly assembly of reports from three sources. Dimensional posting sits in the foundation precisely because it cannot be retrofitted.
Versioned rules and effective-dated parameters
Price lists, discount policies, contracts and statutory parameters all have validity periods, and the version stays recorded on the document. A document backdated into a prior period is calculated by the rule that applied then, and the posting explanation shows exactly which one. Systems that keep only the current state of a rule solve this with manual corrections.
Local statutory reality and modern modules on the same side
Foreign systems do not carry Serbian SEF, POPDV and local documents; regional systems do not carry subscriptions, rental, SLA helpdesk or a CRM in the core. NG One covers both sides in one system, so a customer who is an opportunity today, a subscriber tomorrow and a complaint the day after remains the same record, with the same balance and the same history.
One graph in the domain, integrations as adapters
The UBL 2.1 document is produced in the domain, and the SEF adapter sends it and returns the exchange status onto the invoice itself. The shape of an invoice is a domain matter and changes rarely; the channel changes more often, so it is kept apart, with its own lifecycle and its own versions. When SEF changes, the adapter changes, not the sales flow — while systems that nailed the channel into the document pay for every change in the law with a change to the core.
The flows this space runs through
A business space is not an island. These processes touch it end to end, and where a flow leaves this space the record stays the same — the next step receives it structured rather than retyped.
Revenue
Lead-to-Cash
The path from first opportunity to money in the account. Each step hands the next a structured record, so a quote is never retyped into an order, nor a delivery note into an invoice. The invoice leaves for SEF from the same step that raises it.
- Opportunity
- Quote
- Order
- Delivery
- Invoice
- Collection
Projects
Project-to-Cash
The path from a signed engagement to a settled progress claim. Hours, materials and subcontracts charge the same project, so margin is visible while the work runs rather than after it.
- Engagement
- Project and budget
- Tasks and resources
- Timesheet
- Progress claim and invoice
- Profitability
Support
Case-to-Resolution
The path from a customer's report to a resolution. Complaint, service order and replacement are one case with a deadline, not three separate trails in someone's inbox.
- Case logged
- Triage and SLA
- Service or replacement
- Return
- Resolution and credit
Questions about this space
Scope, boundaries, and the rules this space posts by.
Does NG One send e-invoices to SEF?
Yes — in both directions. Invoices, advance invoices and credit notes are produced as UBL 2.1 documents in the shape SEF accepts, the SEF adapter sends them and returns the exchange status onto the document itself, and incoming invoices arrive through the same channel for processing. The EEO and EPP VAT records, POPDV and the PP PDV XML all come out of the same internal VAT engine, so they are not reconciled afterwards or retyped into a separate tool. The channel is deliberately a separate adapter: the document is a domain matter and changes rarely, while SEF changes more often — when it does, the adapter changes, not the sales flow.
We run a CRM separately from the ERP. What exactly do we gain?
A partner that exists once. The opportunity, the activity (call, email, meeting, task), the quote, the order, the invoice and the open item all sit on the same record, and Partner 360 shows them as one timeline with drill-down to the source document. No exports between systems and no retyping a quote from one tool into another, which was the real cost. Leads, qualification, kanban, scoring, campaigns, segmentation and forecast run over ERP data: the segment "bought, has not paid, filed a complaint" is a query over the postings, not a list exported into a marketing tool that does not know who is late paying. If your current CRM carries marketing automation NG One does not cover, it stays as an integration over the API — the partner still exists once.
How do you handle price lists, discounts and special contracts?
Price lists, discount policies and sales contracts are versioned configurations with validity periods. Quotes and orders pull the price from the version valid on the document date, and a reference to that version stays recorded on the document. A later change to a price list therefore does not alter past documents, and there is no question of who changed the price — there is a record of which version was applied. Deviations are possible, but they pass an approval limit from the authorisation layer, so every discount has a name, a time and a reason.
Are advances and credit notes handled the way Serbian practice requires?
Yes, and as ordinary documents in the sales flow rather than exceptions an accountant patches by hand at month end. The advance invoice is issued from the order, followed by settlement against the final invoice and the matching VAT treatment through the internal VAT engine. Credit and debit notes exist as their own document types with their own state machine and a link to the source invoice. All three feed the UBL 2.1 document, the SEF exchange and the POPDV records out of the same engine.
We invoice the same amounts every month. Can that run without us?
It can. A recurring invoice is defined over a contract or an order, the system generates it on schedule and reports it to the Automation Center, so there is always a record of what was issued without a human hand and under which rule. An exception — a customer who changed terms or terminated — stops the generation and becomes a task rather than a silent error. When the monthly amount is not fixed, the same space carries a real subscription model: plans, mid-period plan changes, proration and renewals. Rental with equipment at the customer site is charged by time or usage, on the same contract and the same partner.
Who issues the delivery note — sales or the warehouse?
The delivery note is canonically owned by the Inventory and logistics space, because it is a document about the movement of goods and that is where its owner lives. That does not mean sales cannot see it: it opens from the sales order, appears in the related-document chain and in Partner 360, and its status flows back into the sales chain. The rule comes from the information architecture: every business object has exactly one canonical home, and other areas reach it through contextual shortcuts. The same function in two places is the fastest route to two different numbers.
What does it take to get the sales flow running at our company?
Three things, and all three are configuration rather than development: master data (partners, items, a chart of accounts with dimensions), rules (price lists, discount policies, payment terms, approval limits) and channel access (SEF, e-fiscalisation, the bank). Configuration is versioned and separated from the core, so it moves from the test tenant into production as a record rather than as manual re-entry — and a core upgrade does not overwrite it. Migration of open items and trading history runs through the API-first layer with its OpenAPI description, into your tenant isolated at database level. Implementation phases and the go-live date we agree against your scope — that is the one thing we cannot tell you before we have seen it.
Neighbouring spaces
See the sales flow on a real scenario
The demo tenant carries twelve months of trading, so the quote, order, delivery note and invoice appear as a chain rather than as separate screens. We walk through your case — from price lists and discounts to advances, SEF and collection — and show where your documents and your rules would sit in that chain.