# Salesforce CPQ Transition: A Comprehensive Guide to Revenue Cloud
Salesforce is evolving its CPQ (Configure, Price, Quote) strategy, transitioning away from its legacy CPQ offering (formerly Steelbrick) and focusing on Revenue Cloud. This guide provides a comprehensive overview of the changes, implications, and steps for a successful migration. Whether you're a current CPQ user or considering a new solution, this information will help you navigate the transition.
## Understanding the Salesforce CPQ Evolution
Salesforce's decision to move away from its original CPQ product marks a significant shift in its revenue management strategy. While Salesforce continues to support existing CPQ customers, it has ceased selling the product to new clients, signaling a move toward Revenue Cloud as its primary CPQ solution. This transition provides an opportunity for businesses to upgrade to a more integrated and feature-rich platform, streamlining their quote-to-cash process.
### Why the Change? The Shift to Revenue Lifecycle Management (RLM)
Salesforce is investing heavily in Revenue Lifecycle Management (RLM), a broader solution designed to encompass the entire revenue lifecycle, from initial configuration and pricing to billing and revenue recognition. Revenue Cloud, built on the Salesforce core platform, offers a more comprehensive and scalable solution compared to the legacy CPQ. This strategic move allows Salesforce to provide a unified platform that supports diverse revenue models and complex business processes.
### What This Means for Current Salesforce CPQ Users
If you're a current Salesforce CPQ customer, you can continue using the product with ongoing support from Salesforce. You can also renew your subscription and add additional licenses. However, for new features and enhanced capabilities, Salesforce recommends transitioning to Revenue Cloud. This transition enables you to leverage the latest innovations and integrations within the Salesforce ecosystem.
### Understanding Revenue Cloud: Advanced and Billing
Revenue Cloud comes in two primary editions: Revenue Cloud Advanced and Revenue Cloud Billing. Revenue Cloud Advanced offers advanced CPQ and contract lifecycle management capabilities, while Revenue Cloud Billing provides comprehensive billing and revenue recognition features. Both products are built on the Salesforce core platform, providing seamless integration with other Salesforce products and third-party applications.
Salesforce states: "Current Salesforce CPQ & Salesforce Billing customers will continue to receive full access – including customer support – and can renew and add additional licenses. For new customers and existing CPQ and Billing customers who are looking to update their products, we now offer Revenue Cloud Advanced and Revenue Cloud Billing".
## Planning Your Transition to Revenue Cloud
Migrating from Salesforce CPQ to Revenue Cloud requires careful planning and execution. The following steps will help ensure a smooth and successful transition:
1. **Assess Your Current CPQ Setup:** Conduct a thorough assessment of your existing CPQ configuration. Identify all customisations, integrations, and critical business processes that rely on CPQ. This assessment will help you understand the scope of the migration and identify any potential challenges.
2. **Evaluate Revenue Cloud Editions:** Determine which Revenue Cloud edition (Advanced or Billing) best meets your business needs. Consider your current and future requirements for CPQ, contract lifecycle management, and billing.
3. **Develop a Detailed Migration Plan:** Create a comprehensive migration plan that outlines the timeline, resources, and steps involved in the transition. This plan should include data migration, system configuration, user training, and testing.
4. **Data Migration Strategy:** Develop a data migration strategy to ensure a seamless transfer of your data from CPQ to Revenue Cloud. This strategy should include data cleansing, transformation, and validation steps.
5. **System Configuration:** Configure Revenue Cloud to match your existing CPQ setup. This may involve customising the platform to meet your specific business requirements.
6. **User Training:** Provide comprehensive training to your users on the new Revenue Cloud platform. This training should cover all key features and functionalities.
7. **Testing and Validation:** Conduct thorough testing and validation to ensure that Revenue Cloud is functioning correctly and meeting your business requirements.
8. **Go-Live and Support:** After successful testing, go live with Revenue Cloud and provide ongoing support to your users.
### Key Considerations for a Successful Migration
* **Data Integrity:** Ensure the accuracy and completeness of your data during the migration process.
* **Customisations:** Carefully evaluate all customisations and ensure they are compatible with Revenue Cloud.
* **Integrations:** Test all integrations to ensure they are functioning correctly after the migration.
* **User Adoption:** Focus on user adoption by providing comprehensive training and support.
## Revenue Cloud: Features and Benefits
Revenue Cloud offers several advantages over the legacy CPQ, including:
* **Native Salesforce Platform:** Built on the Salesforce core platform, providing seamless integration with other Salesforce products.
* **Enhanced Scalability:** Supports complex business processes and large data volumes.
* **Advanced Features:** Offers advanced CPQ, contract lifecycle management, and billing capabilities.
* **AI-Powered Insights:** Provides AI-powered insights to improve sales performance and forecasting accuracy.
* **Omnichannel Support:** Supports diverse revenue models and channels.
### Revenue Cloud Advanced and Billing: A Detailed Comparison
| Feature | Revenue Cloud Advanced | Revenue Cloud Billing |
| --------------------------- | ------------------------------------------------------- | -------------------------------------------------------- |
| CPQ | Comprehensive CPQ capabilities | Basic CPQ capabilities |
| Contract Lifecycle Management | Advanced contract lifecycle management features | Limited contract lifecycle management features |
| Billing | Basic billing capabilities | Comprehensive billing and revenue recognition features |
| Use Case | Businesses needing advanced CPQ and contract management | Businesses needing comprehensive billing and revenue management |
## Addressing Potential Challenges
Migrating to Revenue Cloud may present some challenges, including:
* **Data Migration Complexity:** Migrating large volumes of data can be complex and time-consuming.
* **Customisation Compatibility:** Ensuring that existing customisations are compatible with Revenue Cloud.
* **User Adoption Resistance:** Overcoming resistance to change from users who are accustomed to the legacy CPQ.
### Strategies for Mitigating Risks
* **Phased Migration:** Implement a phased migration approach to minimise disruption.
* **Expert Assistance:** Engage experienced Salesforce consultants to assist with the migration.
* **Change Management:** Implement a change management plan to address user adoption challenges.
## Embracing the Future of CPQ with Revenue Cloud
The transition from Salesforce CPQ to Revenue Cloud presents an opportunity to upgrade your revenue management strategy and leverage the latest innovations in CPQ, contract lifecycle management, and billing. By carefully planning your migration and addressing potential challenges, you can ensure a smooth and successful transition to Revenue Cloud. As Salesforce continues to invest in Revenue Cloud, businesses can expect even more advanced features and capabilities in the future, enabling them to optimise their revenue cycle and drive growth.
**Key Takeaways:**
* Salesforce is transitioning from its legacy CPQ to Revenue Cloud.
* Revenue Cloud offers a more comprehensive and scalable solution.
* Migrating to Revenue Cloud requires careful planning and execution.
* Engaging expert assistance can streamline the transition and reduce risks.
* Revenue Cloud provides advanced features and AI-powered insights to optimise your revenue cycle.
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