Automation and digitization are quickly becoming central to modern order management. As organizations face increasing pressure to deliver faster, more accurate, and more transparent order experiences, many leaders are investing in technologies to streamline the order-to-cash process.
But automation alone won’t solve underlying process challenges.
APQC research shows that while 35% of organizations list automation and digitization as a top order management priority, successful automation efforts depend on several foundational capabilities already being in place.
Below are three prerequisites organizations should address before automating order management.
1. Standardized Processes
The most common strategy organizations are pursuing in order management is process standardization.
According to APQC’s research, 53% of organizations report standardizing processes as a key strategy for order management improvement, making it the most frequently cited initiative for 2026.
Without standardized workflows, automation often amplifies problems instead of solving them. Inconsistent order entry practices, varied handoffs between teams, or multiple versions of the same process can create errors that technology alone cannot fix.
Standardization helps organizations:
- Reduce variation across teams and regions
- Improve data quality and process reliability
- Prepare workflows for automation and system integration
In many cases, organizations discover that simply mapping and standardizing their order management processes delivers immediate improvements in cycle time and accuracy—even before automation is introduced.
2. Strong Cross-Functional Collaboration
Order management sits at the intersection of multiple functions, including sales, supply chain, finance, and customer service. When these groups operate independently, even advanced systems struggle to deliver seamless results.
APQC’s data highlights the importance of collaboration. Half of organizations (50%) say improving collaboration and communication is a major strategy for strengthening order management.
This focus makes sense because many order management delays occur at functional handoffs, such as:
- Sales submitting incomplete orders
- Supply chain adjusting fulfillment plans
- Finance resolving billing or credit issues
Improving collaboration allows organizations to address these friction points before automation locks them into inefficient workflows.
Organizations often strengthen collaboration by:
- Aligning teams around shared order management metrics
- Using collaborative platforms that increase order visibility
- Establishing clear ownership across the order-to-cash process
3. A Clear Focus on Customer Experience
While automation is often framed as an efficiency play, many organizations are pursuing it to improve the customer experience.
In APQC’s research, 49% of organizations report enhancing customer service as a key order management strategy, while 30% say improving transparency around order status is a top priority area.
Customers increasingly expect the same level of order visibility and responsiveness they experience in consumer e-commerce. Meeting those expectations requires more than faster processing. It requires systems and processes designed around the customer experience.
Organizations focused on customer outcomes often prioritize capabilities such as:
- Real-time order status visibility
- Faster order cycle times (a priority for 38% of organizations)
- Self-service options for customers
Automation can help deliver these capabilities, but only if organizations first align their processes around customer needs.
Automation Starts with Process Readiness
Organizations are clearly prioritizing automation in order management. Yet the research suggests that process discipline and cross-functional alignment come first.
Standardized workflows, collaborative teams, and a strong focus on customer outcomes create the conditions where automation can deliver meaningful value.
When those prerequisites are in place, automation can help organizations reduce manual effort, improve order accuracy, and deliver faster and more transparent customer experiences.
Want to learn more?
Explore APQC’s research on Automating Order Management: The Critical Role of Standardization and Teamwork to see how leading organizations are preparing their order management processes for automation. For additional insights into the outlook for supply chains this year, access the 2026 Supply Chain Priorities and Challenges collection.