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Issue 035BriefingB2B CommerceRef 104

Quote-to-cash in B2B commerce: where the storefront ends and the ERP begins

For B2B merchants, a robust quote-to-cash process defines operational efficiency. We look at where your storefront ends and your ERP begins, and which system should own what data.

Tom Williams· Head of Development
5 min readReviewed May 2025
"A robust, multi-directional integration is the bedrock of an efficient quote-to-cash process, defining system ownership to prevent data duplication and errors."
Written by
Tom Williams, Head of Development at iWeb
Tom Williams
Head of Development
10 years at iWeb

Tom heads the development team at iWeb and leads the data practice across PIM, search relevance, product data and operational commerce systems. He writes about migration economics, punchout, catalogue structure, order-management complexity, and the product-data decisions that quietly shape platform performance long before launch. Particularly focused on B2B operational reality and AI-ready commerce data.

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Sent on the last Thursday of the month. The most useful five notes from the previous four weeks, written by the operators, architects, engineers and commercial leads running the work.
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