Migrating from Salesforce CPQ to Revenue Cloud Advanced (RCA) isn’t as simple as flipping a switch. It involves a thorough system migration that reshapes how your products, pricing, and rules work together. If you treat it like a quick “copy-paste” job, you’ll run into problems. The way you approach it, the migration process, enablement, and adoption.
Lane Four’s Director of Delivery, Tatiane Sensin,i and her team, have guided companies through this RCA implementation process, and the lessons are clear: skipping the details costs revenue. Here’s what to avoid.
1. Don’t Try to Lift-and-Shift Your CPQ Rules
Why it’s a mistake: RCA has a different rules engine (Constraint Rules, Product Rules, Scripts) that doesn’t mirror legacy CPQ rules 1:1.
Do instead: Reevaluate your business logic and reimplement using RCA’s rule model and scripting capabilities.
2. Don’t Skip Data and Model Redesign
Why it’s a mistake: RCA uses new object models for configuration, pricing, and quoting that doesn’t mirror legacy CPQ rules 1:1.
Do instead: Reevaluate your business logic and redesign your product catalog and pricing structures to align with RCA’s config model and pricing procedures.
3. Don’t Migrate Without User Training
Why it’s a mistake: RCA introduces a new UI/UX and logic for configuration and quoting, meaning your sales team won’t adopt Salesforce RCA unless they understand its UI and quoting flow.
Do instead: Enablement and change management are as important as the technical cutover. Run enablement sessions with mock quotes, highlight key differences, and get power users involved early.
4. Don’t Underestimate Testing Requirements
Why it’s a mistake: In CPQ, pricing logic is typically handled through scripts and price rules. In RCA, that logic is abstracted into declarative Pricing Procedures and Decision Tables. This structural shift means that pricing calculations may behave differently, even when logic seems equivalent on paper. Testing ensures RCA’s pricing waterfall matches expectations for all scenarios.
Do instead: Develop a comprehensive test plan that includes edge cases for bundles, product and pricing rules, discount scenarios, and integration touchpoints. Make sure to validate your entire pricing waterfall, including how fields like Net Price, Total Price, and Adjustments are calculated at every step.
5. Don’t Forget Your Integrations
Why it’s a mistake: RCA shifts data structures and process flows that downstream systems (like Salesforce Billing, CLM, or custom APIs) might depend on.
Do instead: Audit and update all integrations tied to CPQ and test end-to-end flows in staging environments.
A successful CPQ to RCA transition requires rethinking…not just a simple “let’s just move things over” mindset. Done right, it will streamline and improve the way your team handles revenue processes to be more connected. Done wrong, it leaves you with frustrated users and messy data. If you’re still mulling over the value in migrating from CPQ to RCA, or still looking for some clarity, we can help. Let’s chat.
Let's chat!
