The Biggest Mistake Businesses Make When Adopting Salesforce Revenue Cloud
Your organization has recognized the need for change. You’re ready to take the next step: unifying front and back-office operations and fully automating your revenue processes. Salesforce Revenue Cloud (formerly known as Revenue Lifecycle Management) keeps coming up in discussions, and you’re in the discovery phase of what could be a wide-scale implementation.
The good news? You’re on the right track. And yes, that's coming from a Salesforce implementation partner, but the reality is that businesses are moving toward consolidation, automation, predictive AI, and real-time analytics. Platforms like Revenue Cloud support all these processes, offering an integrated solution to optimize your entire revenue lifecycle by combining Configure, Price, Quote (CPQ), Billing, Partner Relationship Management, and B2B Commerce.
If you're considering moving to Revenue Cloud, keep reading. This blog will break down the key differences between CPQ and Revenue Cloud and discuss the biggest mistake companies make when implementing Revenue Cloud—and how to avoid it.
Salesforce CPQ vs Revenue Cloud
As you’re hearing more and more about Revenue Cloud, you might wonder what the difference is from CPQ. So before we dive deep into Revenue Cloud and how to approach it the right way, here’s a helpful breakdown of who stands to benefit from CPQ vs Revenue Cloud.
Who Benefits from Salesforce CPQ?
Sales and finance teams handling complex product configurations, pricing, and quoting.
Mid-sized to large companies looking to streamline and automate the quote-to-cash process.
Businesses that sell products or services with various pricing models (e.g., one-time purchases, volume-based pricing, discounts).
Who Benefits from Revenue Cloud?
Subscription-based businesses or companies offering recurring billing and services.
Companies with complex revenue models, such as usage-based billing, subscription renewals, and contract amendments.
Finance, RevOps, and customer success teams managing revenue streams from initial sale to renewal, upselling, and expansion.
Businesses scaling quickly and needing complete visibility into their revenue lifecycle.
In terms of solution functionality, the following table provides a useful comparison of the two:
|
Feature/Aspect |
Salesforce CPQ |
Salesforce Revenue Cloud |
|
Primary Focus |
Configure, Price, and Quote processes |
Full lifecycle management of revenue streams |
|
Who Benefits |
Sales teams (quoting) |
Finance, RevOps, Customer Success (entire lifecycle) |
|
Use Case |
One-time sales, complex product configuration, pricing
automation |
Subscription-based models, recurring billing, contract
management |
|
Sales Focus |
Product and service configuration, pricing, quoting |
Contract lifecycle, renewals, upselling, revenue recognition |
|
Automation |
Pricing and quoting processes |
Billing, revenue recognition, subscription management |
|
Revenue Management |
Limited to quote-to-cash |
Full revenue lifecycle visibility from contract to renewal |
|
Customer Retention Tools |
N/A |
Subscription and contract management for renewals and upsells |
|
Impact on Business |
Improved sales efficiency, reduced quoting errors, faster
sales cycles |
Maximized revenue visibility, improved financial forecasting,
enhanced customer retention |
For medium to large businesses with complex revenue lifecycles, adopting Revenue Cloud is increasingly becoming a necessity rather than an option.
This leads us to the focus of this piece…
The Biggest Implementation Mistake: Lack of Clear Goals and Strategy
All too often, organizations see the adoption of new tech as a silver bullet that will magically solve any number of operational issues.
They then rush into execution without doing proper due diligence to identify exactly what those issues are and how the adoption of a new solution will solve them. In an ideal scenario, a cloud implementation acts as a bridge between the front and back office, connecting all relevant processes.
This is why it’s important to get internal alignment and buy-in from key stakeholders in the business.
Here’s a topline view of who to include in this transformation process and the type of questions to consider in the planning and discovery phase:
-
How will you define your product catalog and pricing models?
Which discounting structures and approval workflows need to be factored in?
What are your sales process automation needs?
-
Which rules need to be set up for revenue recognition and invoicing?
How will you integrate payment processing systems?
How will you ensure compliance with financial regulations and accounting standards?
How will you manage subscriptions and billing models (if applicable)?
-
What is the most effective way to configure contract management and approval processes?
How will you automate the creation of legal documentation, terms, and conditions?
How do you ensure adherence to regulatory requirements (e.g., GDPR, SOX)?
-
What are your current product features, options, and bundles?
What is your current pricing strategy (e.g., subscription, one-time purchase, volume discounts)?
How will you manage product updates and launches in the system?
-
How will you integrate Revenue Cloud with other critical systems (ERP, CRM, eCommerce)?
How do you ensure data security and governance?
How will you manage system maintenance, updates, and customizations?
How will you support the deployment and scaling of the system?
-
In a perfect world, how would product offerings align with campaigns?
How will you coordinate pricing strategies with promotions?
How will you utilize the platform’s data to enhance segmentation, personalization and reporting?
-
What’s the best way to ensure a seamless handover from sales to customer support?
How will you manage subscription renewals, cancellations, and changes?
How will you support customer queries regarding product configurations and pricing?
-
What is the most effective way to define order fulfilment workflows?
How will you integrate logistics and supply chain systems (if applicable)?
What is the most effective way to streamline the product-to-cash process?
-
How will you provide strategic direction for the implementation and communicate that effectively company-wide?
Who are the key stakeholders that need to be involved and what input will be needed from them?
How much budget and resources is needed to implement Revenue Cloud effectively?
What are the most important KPIs that will determine the success of the project?
Measuring Twice, Cutting Once: The Path to a Successful Revenue Cloud Implementation
Implementing Revenue Cloud is the perfect opportunity for your organization to think seriously about your lead-to-cash process and align on issues like how you:
Commercialise new products and bring them to market
Price and structure your product offering
Handle complex order configurations
Invoice across multiple channels
Unify direct sales, partner sales
Facebook’s old mantra of moving fast and breaking things may have served the business (and the tech industry in general) back in the late 2000s, but for wide-scale tech implementations you are better served by the old carpenter’s adage of ‘measure twice, cut once’.
Which is the long way of saying take the time to clearly define your goals and strategy before implementing a solution like Revenue Cloud and you’ll save your organization countless headaches further down the line.
Or you could just call us ☎️
Want to know more?
Send a quick email or give us a call. We’re happy to answer any questions you have and promise we won’t dive into a sales pitch.
Stay tuned for the next article to find out more about the right approach to your revenue-defining transformation.
