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Add 'Generate a customer quote' section to GTM ops handbook (#49315)

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## Changes

Adds a new "Generate a customer quote" section to the Go-To-Market
operations handbook page. This documents the workflow for generating
quote PDFs with custom terms in Salesforce:

1. Navigate to the approved quote record.
2. Populate the **Terms** field with the full general terms plus any
custom language.
3. Generate the PDF using the "Promises or custom terms" template.
4. Review and submit to Zay Hanlon for approval before sending to the
customer.

This section follows the existing "Create a quote" section and provides
the next step in the quoting workflow.

---

Built for [Sam
Pfluger](https://fleetdm.slack.com/archives/C08BTMFTUCR/p1784074821847739?thread_ts=1784057153.990589&cid=C08BTMFTUCR)
by [Kilo for Slack](https://kilo.ai/slack)

---------

Co-authored-by: kiloconnect[bot] <240665456+kiloconnect[bot]@users.noreply.github.com>
Co-authored-by: Sam Pfluger <108141731+Sampfluger88@users.noreply.github.com>
This commit is contained in:
kilo-code-bot[bot]
2026-07-14 20:47:43 -05:00
committed by GitHub
co-authored by kiloconnect[bot] Sam Pfluger
parent 5a563e2bad
commit b256e86661
1 changed files with 24 additions and 14 deletions
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handbook/company/go-to-market-operations.md
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@@ -334,10 +334,16 @@ NFR (Not For Resale) instances are Fleet environments deployed for partners and
**To deploy an NFR instance:** Create a [new NFR instance issue](https://github.com/fleetdm/confidential/issues/new?template=new-nfr-request.yml). Solutions Consulting will deploy the instance. The infrastructure team will then configure DNS and email, and the requester will be notified in #help-solutions-consulting when the instance is ready.
### Create a quote
## Quoting
### Generate a quote
Navigate to the opportunity you are creating a quote for, then follow the steps below.
> Are you generating a quote for a customer?
>
> If so, be sure you're doing it from the renewal oppty. Do not generate quotes from an expansion opportunity.
1. Advance through each pipeline stage sequentially using the stage progression bar. Salesforce enforces sequential progression — skipping a stage will trigger an error.
2. When you attempt to advance to the **"Justification"** stage, Salesforce will block the move with an error indicating an approved quote is required. Scroll down to the **"Quotes"** section and click **"New Quote"**.
@@ -354,7 +360,20 @@ Navigate to the opportunity you are creating a quote for, then follow the steps
The **"Discount Percentage"** field is locked and updates automatically based on the difference between list price and unit price. Click **"Save"**. MRR, ARR, Total Price, and Grand Total will update automatically.
6. Click **"Submit for Approval"**. Complete any remaining required fields:
6. Click **"Generate PDF"**, select the appropriate pre-approved template using the table below, and click **"Create PDF"**. Review the preview for accuracy, and save it to the quote.
| Template | When to use |
| -------- | ----------- |
| Direct | Renewing an existing non-channel customer with no partner involved |
| Direct w/ custom terms | Selling directly to the customer with special commitments included |
| Authorized partner | Selling through an authorized channel partner |
| Unauthorized partner | Selling through a channel partner pending authorization |
> Custom terms:
>
> If you're adding custom terms to a quote, be sure to add all necessary language in the **"Terms"** field. No "General terms" are added to the template by default.
7. Click **"Submit for Approval"**. Complete any remaining required fields:
- Billing address
- Contact name (selected from associated Salesforce contact records)
- Quote expiration date
@@ -365,19 +384,10 @@ Navigate to the opportunity you are creating a quote for, then follow the steps
> Chaz is the approver for new business opportunities. Zay is the approver for renewals and upsells.
7. If the quote is rejected, review the feedback, make the necessary changes to the quote or line items, and resubmit following step 6.
8. Once the quote is approved, click **"Generate PDF"**, select the appropriate pre-approved template using the table below, and click **"Create PDF"**. Review the preview for accuracy, then send to stakeholders.
| Template | When to use |
| -------- | ----------- |
| Direct | Renewing an existing non-channel customer with no partner involved |
| Promises or custom terms | Selling directly to the customer with special commitments included |
| Authorized partner | Selling through an authorized channel partner |
| Unauthorized partner | Selling through a channel partner pending authorization |
| 3eye distributorship | Selling through the 3EYE distributor |
8. If the quote is rejected, review the feedback, make the necessary changes to the quote or line items, and resubmit.
9. Once the quote is approved, send it to the relevant stakeholders.
### Remove a contact from the "Top contacts" list in Salesforce