Deal Journey Detail · 3PM Playbook

United States · Coterminous PRC-serviced model

The customer signs once. PRC and TLX are separated internally after final documents so LeaseWave can book two schedules and produce one combo invoice. Acceptance, commencement, tax, and inventory controls still require integrated UAT.

Working route

Team taskSystem/record taskDecision gateOpen control

Reconciled operating swimlane

Green is supported direction; amber is a working control; red requires an owner decision or test.

SupportedWorkingOpen

Lane

Qualify + price

Contract + create

Fulfill + accept

Book + bill + collect

Sales / OMClient need + commercial structure

Confirm creditworthy client and net-new needPrice hardware, software, installation, delivery, and financing assumptions.

Present one PRC offerShow grossed-up client economics; component presentation remains controlled.

Protect the promiseConfirm delivered scope still matches the award.

Route exceptionsChanges return to Pricing and approval.

Creatio / OMOpportunity + schedules

Create MHE and TLX shell linesUse 3PM indicators; keep TLX at zero OEC during pricing and retain TLX price separately.

Award one client-facing scheduleRetain one package through final documents.

Split after finals, before check-inMove TLX lines; add approved suffix, actual OEC, rent, and term; re-award both.

Reconcile both recordsUAT must prove names, lookups, items, values, and status remain synchronized.

LA / AM / VMDocuments + acceptance

Apply US PO ruleNo separate TLX vendor PO is the current working model.

Issue ELS + TLX agreementClient signs one package; Legal must confirm required signatories.

Separate MHE and TLX evidenceMHE AC, installation certificate, TLX acceptance, and commencement logic are not one approved rule.

Check in both schedulesPlace the same signed finals in both files and route to Booking.

TLX / NetSuiteOrder + inventory + service

Receive early visibilityPlan supply and installation capacity.

Create TLX sales orderMap hardware, software, and installation to the award.

Ship, install, and activateVerify inventory relief, fixed-asset treatment, and service-start evidence.

Apply approved recognitionDo not infer shipment, installation, or service-period recognition.

Booking / Billing / TreasuryLeaseWave + cash

Prepare mappingUse controlled product and tax categories.

Await split recordsBook only after split and check-in.

Book two schedulesReconcile OEC, rent, term, items, and installation treatment.

Test combo billing end to endVerify one customer invoice, tax, revenue, no duplicate AR, and PRC-first/TLX cash allocation.

Route narrative

Sales and OM create the opportunity with MHE lines and TLX shell lines.
The US/net-new decision selects the coterminous path.
PRC completes the ELS and Service Agreement; the client signs one package.
Creatio splits the TLX lines after final documents and before check-in.
TLX fulfills in NetSuite while Booking creates two LeaseWave schedules.
LeaseWave produces one combo invoice; collection is allocated PRC-first, then TLX.

Control points

Confirm US + net-new before applying this path.

Split only after final client documents and before check-in under the current design.

Reconcile Creatio, warehouse, NetSuite, and LeaseWave items before invoicing.

Mexico · Intercompany vendor model

TLX is a vendor to PRC Mexico. The customer lease remains one schedule, while the internal wholesale transaction is handled through NetSuite. Payment timing, acceptance evidence, tariffs, VAT, and signatories remain under owner review.

Working route

Team taskSystem/record taskDecision gate

Reconciled operating swimlane

The workbook, E2E design, and meeting evidence agree on the broad route but conflict on transaction controls.

SupportedWorkingOpen

Lane

Qualify + price

Contract + order

Fulfill + accept

Book + bill + settle

Sales / OMClient offer

Confirm credit, country, and needDefine hardware, software, installation, shipping, duties, and tariffs.

Create one PRC Mexico offerKeep wholesale detail internal while retaining component data for tax and accounting.

Control awarded changesDo not silently revise cost or pass-through assumptions.

Approve pass-through designEstimated-in-rent versus actual billing remains unresolved; exceptions need approval.

Creatio / LARecords + POs + documents

Use zero-OEC shell + TLX priceRecord 3PM indicators and wholesale value separately during pricing.

Issue TLX and installer POsUse separate POs where applicable; verify package and authorized signatories.

Maintain one customer scheduleNo internal customer-lease split in the current Mexico design.

Move approved TLX cost into OECThe conversion point from shell value to booked lease OEC must be explicit.

TLX / NetSuiteVendor + fulfillment

Receive early visibilityPlan supply and installation capacity before PO.

Create PRC Mexico sales orderMap hardware, software, and installation to controlled items.

Ship, coordinate, installTLX may coordinate directly with the client operationally; PRC retains commercial ownership.

Invoice intercompany routeUpfront service invoicing and recognition require Accounting and Tax confirmation.

VM / AM / FundingEvidence + payment

Plan acceptanceSpecify required evidence before delivery.

Validate invoice and POConfirm bill-to, ship-to, quantities, serials, and proof of receipt.

Select one acceptance ruleAC, AC Exhibit, Certificate of Delivery, and Certificate of Installation conflict.

Resolve payment triggerPayment upon delivery conflicts with settlement after customer collection.

Booking / Billing / TreasuryLeaseWave + cash

Prepare tax categoriesDistinguish equipment, software, installation, and service.

Await approved evidenceBooking depends on the accepted completion rule.

Book one scheduleEmbed approved TLX cost in total OEC; do not create a combo invoice.

Validate invoice, VAT, and settlementMonthly VAT treatment is provisional; collection and intercompany settlement need one sequence.

Route narrative

Creatio holds the TLX wholesale value separately from the zero-OEC shell line.
PRC Mexico issues the TLX vendor PO and normally the installer PO.
TLX creates and fulfills an intercompany NetSuite sales order.
PRC books one LeaseWave schedule with approved TLX cost embedded in the lease OEC.
The client receives one PRC invoice; the trigger for paying or settling TLX remains an owner decision.

Control points

Confirm the customer contract is a PRC Mexico lease.

Keep wholesale price invisible in customer-facing documents while retaining component detail internally.

Do not split the customer lease for the current Mexico model.

Renewal and midterm retrofit decision journey

This route is intentionally shown as a controlled decision tree. Red nodes mark areas that are not yet safe to treat as standard operating procedure.

Design incomplete

Team taskSystem/record taskDecision gateUnresolved route

Reconciled decision swimlane

Renewal and retrofit cannot share one automatic route; classification precedes execution.

SupportedWorkingOpen

Lane

Classify need

Approve structure

Fulfill + install

Book + operate

Sales / AccountCommercial trigger

Separate renewal from midterm retrofitDocument client need, current equipment, desired fleet coverage, and timing.

Set the customer promiseRenewal supports retention; retrofit solves a current data or tracking need.

Coordinate client timingDo not promise commencement before approval.

Operate, renew, and expandUse service outcomes to support retention and growth.

Creatio / OMLease + opportunity

Capture status and ownerCountry, commencement, remaining term, PRC/investor ownership, and renewal status.

Select standalone or linked routeLeaseWave cannot simply link or unwind leases; one-cent OEC is a test, not policy.

Create route-specific tasksUse controlled naming, products, POs, and evidence.

Retain lifecycle relationshipPreserve the original-schedule link without unsupported modification.

Accounting / Tax / LegalClassification + authority

Classify service or sales-typeDo not infer treatment from the commercial label.

Approve contract, tax, signatoriesConfirm hardware, software, installation, service, and signing authority.

Approve recognition triggersShipment, installation, acceptance, renewal start, and service period remain route-specific.

Approve revenue and terminationInvestor-owned and non-renewal paths remain exceptions.

LA / VM / TLX OpsPO + fulfillment

Assess installation constraintsLive equipment may require field coordination and warranty review.

Choose PO and payer routeInstaller ownership and renewal PO issuance are not standard.

Ship, install, prove operationalUse approved customer evidence and completion criteria.

Support cutoff eventSoftware needs defined activation, deactivation, and termination.

Booking / Billing / ServiceLeaseWave + NetSuite

Await classificationDo not select booking treatment by analogy.

Choose invoice modelStandalone, combo, split, or service billing must be approved by flavor.

Run integrated UATTest PRC/TLX records, lookups, inventory, tax, recognition, and invoice behavior.

Book only validated routeConfirm recurring billing, collection, term, and cutoff before repeatability.

Route narrative

Start with the existing equipment and lease—not with a generic 3PM opportunity.
Determine whether the change occurs at renewal or midterm.
At renewal, Accounting and Legal must approve managed-service versus sales-type treatment.
Midterm retrofits require an ownership check; investor-owned schedules cannot be assumed to follow PRC-owned treatment.
Installation, PO, schedule, invoice, revenue, and termination rules follow only after classification.

Stop conditions

No approved accounting classification: do not book.

Investor-owned lease without an approved route: escalate.

No clear installation/commencement rule: do not invent a date.

Evidence boundaryThe current E2E source, PRC Ops Map, and meeting evidence leave renewal/retrofit classification, installation ownership, acceptance, invoice structure, system flags, software cutoff, and accrual timing unresolved. The swimlane exposes those gaps rather than completing them by inference.

Follow each route across teams and systems.

United States · Coterminous PRC-serviced model

Reconciled operating swimlane

Route narrative

Control points

Mexico · Intercompany vendor model

Reconciled operating swimlane

Route narrative

Control points

Renewal and midterm retrofit decision journey

Reconciled decision swimlane

Route narrative

Stop conditions

Master route selector

Minimum classification fields

Future Creatio behavior