Salesforce CPQ & Revenue Cloud: Considerations for Partners

Salesforce has long been a dominant player in cloud-based solutions for streamlining sales, billing, and revenue operations. As its product ecosystem evolves, the introduction of Revenue Cloud Advanced (RCA) signals a shift toward a integrated, end-to-end revenue revenue management, combining CPQ, billing, and revenue recognition onto Salesforce’s core platform. 

With the phase-out of it’s legacy Salesforce CPQ, underway partners must prepare to support their clients through this evolution while also building their own expertise on the new platform.

Understanding the End-of-Sale Phase for Salesforce CPQ

Salesforce is sunsetting Salesforce CPQ in favor of the more integrated Revenue Cloud experience. While existing customers can continue using Salesforce CPQ, all new feature development will focus on Revenue Cloud.

What This Means for Partners and Clients

• Support and Updates: Salesforce CPQ will still receive support for existing users, but feature developments will primarily focus on Revenue Cloud.
• Migration Planning: Businesses using Salesforce CPQ should start planning a transition strategy to Revenue Cloud to take advantage of newer capabilities and ensure long-term support.
• Consulting and Advisory Role for Partners: As a Salesforce partner, this transition presents an opportunity to advise clients on migration strategies, implementation roadmaps, and best practices for adopting Revenue Cloud.

What is Salesforce Revenue Cloud?

Salesforce Revenue Cloud Advanced is an end-to-end revenue management solution designed to help businesses maximize revenue growth while improving operational efficiency. It incorporates CPQ, Billing, and Revenue Recognition capabilities into a seamless ecosystem. Key features include:

• Advanced CPQ capabilities for configuring complex pricing models.
• Automated billing and invoicing to streamline cash flow.
• Revenue recognition compliance with ASC 606 and IFRS 15 standards.
• Subscription and usage-based pricing models for modern revenue strategies.

With RCA offering a more integrated and robust solution, Salesforce has shifted its focus away from standalone CPQ products, leading to concerns about certification requirements and what this means for existing Salesforce CPQ partners.

How Salesforce CPQ Partners Can Stay Ahead

To remain competitive, partners need to adapt quickly to the changing landscape. Here are the key actions to take:

1. Strengthen Expertise in Revenue Cloud Functionalities

Since Revenue Cloud integrates CPQ, Billing, and Revenue Recognition, partners should ensure they have deep knowledge of all components. This includes:

• Understanding revenue recognition compliance (ASC 606, IFRS 15)
• Mastering subscription and usage-based pricing
• Optimizing billing and invoice automation
• Integrating Revenue Cloud with ERP and CRM systems

Partners can upskill through Trailhead modules, Salesforce Partner Learning Camp, and Revenue Cloud webinars.

2. Develop Migration Plans for Clients

Many existing Salesforce CPQ customers will need to transition to Revenue Cloud. Partners should create a structured migration plan that includes:

• Assessing clients’ current CPQ and billing setup
• Identifying feature gaps between CPQ and Revenue Cloud
• Creating a step-by-step migration roadmap
• Ensuring seamless data migration
• Offering training for end-users and administrators

3. Update Sales and Marketing Messaging for Revenue Cloud

Since Revenue Cloud offers more than just CPQ, partners need to adjust their sales and marketing approach. Key messaging should highlight:

• How Revenue Cloud supports end-to-end revenue operations
• Its advantages for SaaS, subscription, and complex billing models
• The ROI and efficiency gains of migrating to Revenue Cloud

4. Stay Current with Salesforce’s Roadmap

Salesforce is constantly evolving its product offerings. Partners should:

• Monitor Salesforce Release Notes for updates on Revenue Cloud
• Attend Salesforce events like Dreamforce and Revenue Cloud Summits
• Engage in Salesforce Partner Forums for exclusive insights

5. Strengthen Partnerships with ISVs and Integrators

Since Revenue Cloud involves billing, revenue recognition, and ERP integration, forming partnerships with ISVs (Independent Software Vendors) specializing in payment processing, tax compliance, and accounting integrations can create new service opportunities.

6. Offer Revenue Cloud Implementation and Optimization Services

To stay competitive, Salesforce partners should not only sell Revenue Cloud but also provide:

• Consulting on best practices for revenue management
• Custom implementation and integration services
• Ongoing optimization and managed services

7. Communicate Proactively with Clients About the Transition

Clients may be unaware of the Salesforce CPQ end-of-sale. Partners should:

• Inform existing customers about what the transition means for them
• Help clients evaluate whether they need to upgrade to Revenue Cloud
• Provide a timeline for when they should migrate

The transition to Revenue Cloud presents both challenges and opportunities. Partners who adapt early, enhance their expertise, and proactively guide clients through the shift will position themselves as valuable advisors in the Salesforce ecosystem.

Do Salesforce CPQ Partners Need Recertification for Revenue Cloud?

As of now, Salesforce has not introduced a dedicated Revenue Cloud certification that mandates recertification for partners already certified in Salesforce CPQ. The Salesforce CPQ Specialist certification remains valid and continues to serve as a benchmark for demonstrating expertise in Salesforce’s Configure, Price, Quote solutions.

While there is no distinct certification for Revenue Cloud, Salesforce provides various learning paths and training resources through Salesforce Partner Learning Camp and Trailhead to help professionals enhance their skills in Revenue Cloud functionalities.

Salesforce may introduce a Revenue Cloud-specific certification in the future, so partners should stay informed about official announcements and evolving certification requirements.

Ways to Stay Updated on the Revenue Cloud Ecosystem

Given the rapid changes in the Salesforce ecosystem, staying ahead of the curve is essential for Salesforce partners.

Actions you can take to remain informed and continuously improve your Revenue Cloud expertise include:

Engaging with Trailhead and Partner Learning Camp

Salesforce provides extensive learning resources through Trailhead and the Partner Learning Camp. Some key modules to explore include:

• Revenue Cloud Basics
• Advanced CPQ Implementation
• Billing and Revenue Recognition Best Practices
• Subscription and Usage-Based Pricing Models

Regularly completing these modules will help professionals stay ahead of new features and capabilities in Revenue Cloud.

Participating in Salesforce Community Groups and Forums

Salesforce user groups and partner forums provide valuable insights and updates from experts and industry peers. Engaging with these communities ensures that partners stay informed about:

• Upcoming feature releases and changes.
• Best practices for Revenue Cloud implementation.
• Potential new certification requirements.

Attending Salesforce Events and Webinars

Salesforce frequently hosts events such as Dreamforce, Revenue Cloud Summits, and Partner Webinars. These events provide firsthand knowledge about platform updates, success stories, and hands-on training opportunities.

Subscribing to Salesforce Release Notes and Blogs

Salesforce publishes seasonal release notes that outline updates, new features, and platform improvements. Regularly reviewing these notes can help partners anticipate changes and understand how to implement new functionalities within Revenue Cloud.

Exploring Salesforce Consulting Partner Resources

For Salesforce consulting partners, the Partner Portal offers exclusive content, including:

• Sales and technical enablement materials.
• Revenue Cloud roadmaps.
• Best practices for successful client implementation.

How Partners Can Guide Clients Through the Transition

Partners play a crucial role in helping clients navigate the transition to Revenue Cloud smoothly. Businesses relying on Salesforce CPQ will need guidance on assessing their current setup, understanding the benefits of Revenue Cloud, and planning an effective implementation strategy.

Proactively addressing client concerns and offering hands-on support will help you position yourself as a trusted advisor during this shift. Ways to support your clients during this transition include:

1. Assess Client Readiness

• Conduct an audit of existing CPQ, billing, and revenue recognition processes.
• Identify key areas where Revenue Cloud can drive efficiency and automation.
• Develop a phased transition plan for clients to migrate smoothly.

2. Deliver End-to-End Implementation

• Provide customized implementation plans tailored to the client’s business model.
• Assist with data migration, workflow automation, and system integration.
• Train client teams on Revenue Cloud’s advanced features and benefits.

3. Provide Ongoing Support 

• Keep clients updated on new features and Salesforce enhancements.
• Offer managed services to help clients maximize their investment in Revenue Cloud.

As Salesforce continues to enhance Revenue Cloud, staying ahead of updates and potential certification changes will ensure long-term success in the ecosystem.

For those wondering whether or not to stay within the Salesforce ecosystem, now is the time to explore partnering with other revenue management solutions.

Exploring Alternatives to Salesforce Revenue Cloud

Salesforce CPQ is a trusted solution for many businesses, but the recent lack of updates and decaying support are causing disruption. And, shifting towards Revenue Cloud introduces new challenges for partners.

As Salesforce CPQ reaches its end-of-sale phase, and with Revenue Cloud still in its nascent stage, partners will encounter growing pains such as missing features, complex implementations, and the need for training on the new platform.

Now is the time to explore agile no-code CPQ and revenue lifecycle management solutions to offer clients greater scalability and lower implementation costs.

Diversifying Your Portfolio to Meet Client Needs

As Salesforce CPQ becomes less frequently updated and clients transition to Revenue Cloud, many may find that this new solution doesn’t fully meet their specific needs. Partners can enhance their value by diversifying their portfolio with complementary tools from other CPQ providers, billing systems, or revenue recognition software. This enables partners to offer tailored solutions that address unique business requirements, such as advanced billing models, highly customizable pricing structures, or specific compliance needs.

Mitigating Risk with Multi-Platform Solutions

Relying solely on one platform can be risky as products evolve or face limitations. By partnering with additional CPQ and revenue management solutions, Salesforce partners can reduce their reliance on a single ecosystem and increase their flexibility in delivering the right solutions for clients. With a multi-platform approach, you can better address diverse client needs, especially those looking for more specialized features not yet fully integrated into Salesforce Revenue Cloud.

Offering a Comprehensive Approach to Revenue Lifecycle Management

Revenue Cloud Advanced promises a unified solution for CPQ, billing, and revenue recognition, but it might not be the best fit for all clients immediately. By considering other CPQ and revenue lifecycle management solutions, partners can offer a more comprehensive suite of services that spans the entire revenue lifecycle. Solutions like DealHub for enterprises and Zuora for SMBs ensure clients have access to robust quote-to-revenue tools with heavy implementation.

Diversify to Future-Proof Your Practice

Relying exclusively on Salesforce increases exposure to ecosystem shifts. Consider diversifying your portfolio to:

• Reduce risk with multi-platform solutioning
• Deliver specialized services that Salesforce may not offer natively
• Build a strategic advisory brand trusted across ecosystems

This builds stronger, longer-term relationships with clients who trust that you have their best interests at heart and will help them adapt to the changing landscape of revenue management.

Your Next Step

The transition from Salesforce CPQ to Revenue Cloud presents both challenges and opportunities for Salesforce partners. As the end-of-sale phase approaches, partners must stay informed, adapt their expertise, and guide clients through a seamless migration.

However, as revenue management solutions mature, there will be prime opportunities for partners to expand their offerings by exploring additional solutions. By diversifying their portfolios and staying ahead of emerging technologies, Salesforce CPQ partners can position themselves as trusted, strategic advisors, providing comprehensive solutions that meet the unique needs of their clients.

Embracing this shift and proactively adapting to the changing ecosystem will ensure long-term success and continued relevance as revenue operations evolves.