03 Control
Why route discounts by margin?
Because value hides the damage. Two discounts of the same size can have opposite effects on profit, and an approval rule that cannot tell them apart will approve the wrong one.
| High margin line | Thin margin line | |
|---|---|---|
| List price | 1,00,000 | 1,00,000 |
| Cost | 60,000 | 88,000 |
| Margin at list | 40% | 12% |
| After a 10% discount | 33% margin | 2% margin |
| Approval it should need | Sales manager | Business head, with a reason |
- A value-based rule sends both of these to the same approver, and the second one gets waved through in the same second as the first.
- A margin-based rule sends the second one up, with the margin shown on the request, so the decision is made with the number in front of the person making it.
- Cumulative rules catch the pattern too: a customer whose last four orders each sat just inside the threshold is a pricing conversation, not four approvals.
Switching approvals from value to margin changed which deals got questioned. Two of our biggest orders last year were also our least profitable, and nobody had noticed.
04 Signing
Is an electronic signature enough?
For ordinary commercial contracts, yes, and it has been settled law in most markets for years. The practical position is that print-sign-scan-courier is still costing most sales teams several days per order.
- Section 10A of the Information Technology Act, 2000 provides that where a contract is formed through electronic means, it is not unenforceable merely for that reason. The General Data Protection Regulation administers the Act.
- What the signing platform adds is evidence: who signed, from which address, at what time, on which version of the document, with a tamper-evident seal. That audit trail is the reason to use one rather than accept a photograph of a signature.
- What stays on paper. A short list of instruments still requires a wet signature or attracts stamp duty in physical form, and those are flagged rather than routed electronically by mistake.
- Where the signed copy lands. Attached to the deal, attached to the order, and retained under the same retention rule as the rest of the transaction record.
05 Handover
The order handover
The single highest-value link in the chain, and the one most often left manual. An accepted quote already contains everything the order needs.
Step 1: Quote accepted
Acceptance recorded against the deal with the signed copy and the accepted version attached, so there is no argument later about which quote was agreed.
TriggerStep 2: Credit and stock checked
Customer credit limit, current ageing and stock availability checked before the order is created rather than after the customer is promised a date.
GateStep 3: Sales order created
Same line items, same prices, same taxes, in the ERP. Nobody keys an order that was already keyed once as a quote.
WriteStep 4: Acknowledgement sent
The customer receives an order acknowledgement with the committed date, from the system rather than from somebody remembering.
NotifyStep 5: Handed to dispatch and finance
Dispatch sees the order, finance sees the receivable, and where e-invoicing is mandated the document flows into that path without a separate step.
Close
Where e-invoicing fits
06 The people
Who do you actually work with?
Four founders, named. Pricing rules and approval thresholds are commercial decisions, so a founder owns them rather than an engineer guessing.
The pricing and approval rules are agreed with your commercial team in writing before anything is automated.
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Dhanush Prabha
Co-Founder, CTO and CMO
Connects quoting, approval and order creation into one path, and builds the forecast from real activity.
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Sriram Ravichandran
Founder and CEO
Sets the pricing matrix, the approval thresholds and the routing rules with your sales leadership.
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07 Cross-border
How do we work with clients in another country?
None of this needs you to be in any particular country. The work is remote either way, so these are the answers a buyer asks for before signing, and they are the same on every engagement we run.
Working hours
Our day runs on UTC+5:30. The overlap window with your team is written into the scope rather than assumed, and everything outside it runs asynchronously.
How we communicate
One written update a day on the channel you already use, a standing weekly call inside the overlap window, and a named person to escalate to. Nothing important is agreed only on a call.
Who you contract with
Synerdyn Private Limited, the company behind IncorpX, named in the agreement with its registration number. The governing law and the forum are agreed before you sign, not after a dispute.
Currency and payment
Invoiced in your currency or in ours, your choice, and settled by bank transfer. Milestones are tied to deliverables you can see, never to elapsed time.
What you own
Copyright in everything built for you is assigned on final payment: source code, design files, prompts, configuration and documentation. Third-party licences are listed by name so nothing is a surprise later.
Where data sits
You choose the region your data is stored and processed in, and the answer is written down before the build starts, with who at IncorpX can reach it and for how long.
Offset from our working day standard time
- London-5:30
- Dubai-1:30
- Singapore+2:30
- Sydney+4:30
- New York-10:30
- San Francisco-13:30
IncorpX is a brand of Synerdyn Private Limited. The contracting entity, the governing law and the invoicing currency are all named in the proposal before you sign anything.
08 Reference
Terms used on this page
- Quote to cash
- The sequence from quotation through approval, order, dispatch and invoice to cash received.
- Configure price quote
- Written CPQ: encoding product options and dependencies so a quote cannot describe something that cannot be built.
- Rate card
- The customer-specific price list, with effective dates, so a quote issued months ago can still be reproduced exactly.
- Margin-based approval
- Routing a discount request on the profit it leaves rather than on the headline amount it removes.
- Electronic signature
- A signature captured through a signing platform. Section 10A of the IT Act keeps an electronically formed contract enforceable.
- Order acknowledgement
- The confirmation sent to a customer once an order exists, carrying the committed date, generated rather than remembered.
- GDPR
- The EU and UK data protection regime. Article 83 sets administrative fines of up to €20 million or 4% of worldwide annual turnover, whichever is higher, which is why consent, retention and access control are build decisions here rather than paperwork.
09 Questions
Sales automation FAQs
Next step
Tell us how a quote gets made today.
We will come back with the pricing rules as we would encode them, the approval routing, and a fixed quote. The first flow map is free and yours to keep.
Read by Dhanush Prabha, our CTO, not a form queue. Reply usually within one working day, in your time zone.
