How do you integrate Salesforce CPQ quote-to-cash with an ERP like SAP or Oracle?

CPQ-to-ERP integration covers the handoff from Salesforce's quoting/ordering layer to the ERP's fulfilment and financial layer:

Order fulfilment handoff: When a CPQ Order is activated in Salesforce, a Platform Event or outbound callout notifies the ERP (SAP S/4HANA or Oracle ERP Cloud) to create a Sales Order. The ERP assigns an order number that is written back to the Salesforce Order record.

Invoice and payment: The ERP generates invoices. If using Salesforce Billing, invoices are generated in Salesforce and payment data syncs from ERP/payment gateway. If ERP owns billing, invoice data flows back to Salesforce for 360-degree customer view.

Revenue recognition: ERP typically owns the revenue recognition engine (ASC 606 / IFRS 15 compliance). Salesforce Billing can handle rev rec but for regulated industries, ERP may be the system of record for financial recognition.

Integration patterns: Use MuleSoft for the integration layer — SAP Connector and Salesforce Connector provide pre-built adapters. Alternatively, Salesforce Platform Events + SAP Integration Suite (SAP BTP). Always implement idempotency keys on order messages to prevent duplicate ERP orders from Salesforce retries.

Master data sync: Product master, customer (Account) master, and price lists must remain consistent between Salesforce and ERP. Define the system of record for each data domain before implementation.