Unifying the Revenue Lifecycle on Salesforce: The Migration Imperative

1. Discontinued Sales: Salesforce has stopped selling CPQ to new customers, indicating a strategic shift away from the product. 
2. Lack of ongoing development: CPQ has not received major updates in over four years, with no AI roadmap or future innovations planned. 
3. Focus on Revenue Lifecycle Management: Salesforce is increasing emphasizing managing the entire revenue lifecycle on Salesforce, as opposed to simply CPQ. 
4. Gradual Integration: Salesforce is positioning RCA as an evolution of CPQ, integrating it’s core functionalities into a more comprehensive revenue management solution. 
5. Support Concerns: As CPQ becomes deprioritized, companies may face slower fixes to bugs, degrading support, and potential integration issues. 

Salesforce has not mandated an immediate transition, nor would we suggest acting hastily to undo years of custom development on a customer’s current CPQ implementation without careful migration planning, but the lack of investment in CPQ and clear focus on RCA indicates that a migration is inevitable.

Why Start Now

Companies that proactively plan their transition to RCA will be able to realize the benefits of not waiting until the product becomes officially end of life. Once transitioned, RCA customers will be able to: 

• Avoid rushed and potentially costly last-minute “under-the-gun” migrations
• Leverage new AI-driven capabilities of RCA
• Ensure continuity of critical sales and quoting processes

Migrate to Salesforce RCA Using Our CPQ Migration Assistant

We’ve purpose-built a migration assistant that helps install the RCA package in a customer’s existing org, then runs a data import wizard to ensure the transformation and mapping of existing data to the new netive RCA object structure. 

On average, this migration assist shaves off between 14 and 30 days off of implementation timelines, enabling customers to achieve faster time to value and less downtime with RCA. 

Object Level Transformation and Mapping to Native RCA Data Model

Salesforce RCA introduces a native object structure to replace many of the objects included in the previous Salesforce CPQ managed package bundle. Some of these objects can be mapped 1:1, however, other objects are not as directly transferable, which is where our migration assistant mappings come in.

Any current integrations that you currently have configured with the Salesforce CPQ object model will be scoped separately. However, we have extensive experience with licensing provisioning systems, ERP platforms, contract management solutions, and more. Inquire with your Plative Client Partner.

How We Help Shorten Time To Value

Our methodology combines careful strategic planning with execution based on our expertise.

Assessment and Planning

• Conduct thorough analysis of all current CPQ functionality in use
• Evaluate current product catalogs, pricing structures, and configuration rules
• Identiy and document any custom functionality and integrations
• Define project scope, timeline, and resource requirements into a statement of work

Data Preparation and Cleansing

• Performing a comprehensive data quality check across your Salesforce organization 
• Clean up orphan options and features in the CPQ data model 
• Deactivate or remove outdated products from the catalog
• Standardize and normalize data to ensure compatibility with the RCA data model

Migration Strategy Development and Execution

Product Catalog Migration

• Map CPQ product structures to RCA’s native object model
• Migrate options, features, bundles, and product rules

Pricing Migration

• Transfer pricing data, including price books and pricing rules 
• Redesign any custom pricing logic to fit RCA’s framework 

Transaction Data Handling

• Archive historical transactions for reference 
• Migrate only active transactions to maintain visibility 

Install Base Migration 

• Transition contracts, subscriptions, and assets to RCA 
• Ensure proper alignment of pricing and billing schedules

System Configuration and Customization

• Configure RCA modules to match business rules and processes 
• Implement custom solutions for functionality not supported natively in RCA (like custom price rules)
• Integrate RCA with other systems as needed to achieve functionality (like DocuSign, NetSuite, etc)

Testing and Validation

• Develop a comprehensive testing strategy
• Perform end-to-end testing of migrated processes and data 
• Validate pricing accuracy, quote generation, and contract management 
• Test integrations and custom functionality 
• Conduct user acceptance testing (UAT)

Training and Change Management

• Develop custom training materials for sales teams and administrators 
• Conduct hands-on training sessions for RCA features and workflows 
• Implement a change management plan to ensure smooth adoption
• Hold office hours sessions for end users to attend in groups

Go-Live Support and Hands On Hypercare

• Execute final data migration to production environment
• Provide immediate post-go-live support to address any issues 
• Monitor system performance and user adoption 
• Conduct post-implementation review and make necessary changes

Additive Benefits CPQ Customers Realize when Migrating to RCA

Salesforce RCA is not simply a replacement for Salesforce CPQ. In fact, RCA introduces many new features that sales teams can begin realizing the benefits from immediately: 

Integrating RCA with ERPs … Like NetSuite

By unifying the #1 cloud-based revenue lifecycle management platform with the #1 cloud-based ERP, you can realize even more value out of both. By leveraging our integration accelerator for MuleSoft, you can get the two systems operating together in as little as 30-days. 

To learn more about integrating Salesforce and NetSuite, take a look at our demo video.