If you’re evaluating how to modernize pricing, quoting, and revenue operations, it’s important to understand the distinctions between Salesforce CPQ and Revenue Cloud.
What Is Salesforce CPQ?
Salesforce CPQ is a managed package that extends Sales Cloud with tools for product configuration, pricing, and quoting. It’s widely used to support complex catalogs and discounting logic, but relies on add-ons (like Billing or Contract Lifecycle Management (CLM)) and custom integrations to manage the full quote-to-cash process.
Core CPQ Capabilities:
Guided product configuration
Automated pricing and discounting
Quote generation and approvals
CPQ remains fully supported, but Salesforce is no longer selling it to new customers. Future innovation is shifting to Revenue Cloud.
What Is Salesforce Revenue Cloud?
Revenue Cloud is Salesforce’s unified revenue lifecycle platform built natively on the Einstein 1 core, not as a managed package. It combines configuration, pricing, quoting, contracting, fulfillment, billing, subscriptions, and renewals into one system. It’s designed for businesses that want a scalable, AI-enabled, end-to-end revenue solution on a single data model.
Feature Comparisons
Platform Architecture
CPQ: Managed package built on top of Sales cloud
Revenue Cloud: Native Einstein 1 application with shared data, improved performance, and modern UI
Out-of-the-Box Functionality
CPQ: Requires add-ons or custom work for
Product catalogs/categories, pricing management, CLM, billing & subscription management, order management & fulfillment, and native AI automation
Revenue Cloud: Includes capabilities for
Product catalogs, pricing management, CLM, billing & subscription management, order management & fulfillment, and native AI automation
Pricing Flexibility
CPQ: Preset pricing waterfall that often requires configuration
Revenue Cloud: Fully configurable pricing waterfall, advanced discounting models, and dynamic pricing strategies
Digital Selling
CPQ: Works best with direct sales
Revenue Cloud: Allows for selling via direct sales, portals, websites, and 3rd party storefronts
Automation & AI
CPQ: Requires significant customization to use AI
Revenue Cloud: Includes native pricing and quoting automation and Agentforce-powered guided selling
Order management & Fulfillment
CPQ: Does not include fulfillment logic without external systems
Revenue Cloud: Dynamic Revenue Orchestration (DRO) allows configurable, automated fulfillment processes with SLA tracking and exception management
Post-Sale Lifecycle
CPQ: Supports Amendments, Renewals, and Subscription changes, but often requires custom rules, custom objects, or billing integrations
Revenue Cloud: Streamlined Amendments, Renewals, and Subscription changes
When Should You Migrate from CPQ to Revenue Cloud?
You may not need to migrate if:
Your CPQ implementation is stable
Your revenue processes rely heavily on your ERP
You don’t need unified billing, CLM, or order management in Salesforce
You should strongly consider Revenue Cloud if:
You need end-to-end revenue lifecycle management on a single platform
Your product catalog or pricing model is becoming more complex
You want AI-driven automation
You’re planning to add CLM or Billing (both add cost on CPQ but come native in Revenue Cloud)
Your CPQ org is over-customized or hard to maintain
You want to support omnichannel or self-service selling
Revenue Cloud is particularly valuable for companies needing flexible selling models (one-time, subscription, usage/consumption), advanced pricing, or scalable post-sale operations.
Choosing the Right Path
The best fit depends on your revenue processes, system complexity, and long-term scalability needs. Our team at Eigen X can assess your current setup, identify gaps, and recommend whether optimizing CPQ or transitioning to Revenue Cloud will drive the most value.