Salesforce has officially announced the discontinuation of Salesforce CPQ (Configure, Price, Quote), marking a significant step in the evolution of its revenue management solutions. This decision is prompting companies to consider robust alternatives for maintaining the efficiency of their configuration, pricing and quotation processes.
For companies that have invested in this solution, this transition can raise many questions.
Here’s a comprehensive look at this change, its implications, and the next steps to consider.
Revenue Cloud Transition (RLM)
Salesforce is now focusing its efforts on Revenue Cloud, previously known as Revenue Lifecycle Management (RLM). This unified platform integrates CPQ, contract management (CLM), billing and revenue recognition functionality, offering a complete solution for managing the entire revenue lifecycle. Revenue Cloud enables companies to :
- Configure, price and quote with precision.
- Automate billing and subscription management.
- Transparent management of contracts and revenue recognition.
This transition aims to provide a more integrated and scalable solution to meet the complex needs of modern businesses.
An official announcement: the End of Sale for Salesforce CPQ
In March 2024, Salesforce discreetly communicated to its partners and customers that its Salesforce CPQ product was entering the so-called “end-of-sale” phase. This means that :
- Salesforce will no longer sell the CPQ solution to new customers.
- Existing customers retain access to the platform, with ongoing support, security updates and the option of renewing their licenses.
- There will be no further major developments on the platform.
Not end of life, but gradual disengagement
It is crucial to distinguish between “end of sale” and “end of life”:
- End of sale: the product is no longer sold to new customers.
- End of life: the product is no longer supported.
Salesforce has not announced the end of CPQ’s life, but several indicators point to a gradual disengagement:
- Few or no significant updates since 2022.
- Documentation increasingly oriented towards Revenue Cloud.
- Less official communication about CPQ innovations.
Why the change? Convergence to Revenue Cloud
Salesforce is now focusing on a more comprehensive solution: Revenue Cloud.
Revenue Cloud integrates :
- CPQ (Configure, Price, Quote)
- Billing
- Contract Lifecycle Management (CLM)
💡 Objective: offer a unified platform to manage the entire revenue cycle, from sales proposal to invoicing, including subscription management.
What if you’re still using Salesforce CPQ?
Continue to use Salesforce CPQ in the short term
You don’t have to migrate immediately. Salesforce continues to provide :
- Technical support.
- Security patches.
- License renewal.
Preparing for a strategic transition
We recommend :
- Perform a functional audit of your current CPQ solution.
- Evaluate the options offered by Revenue Cloud or other CPQ platforms such as Hive, Conga, Epicor, or DealHub.
- Consider a phased migration, integrating other Revenue Cloud bricks.
Alternatives to Salesforce CPQ: which options are right for your company?
Several CPQ solutions on the market can meet the specific needs of companies looking for alternatives to Salesforce CPQ. Here’s an overview of the main options:
Hive CPQ: flexibility and integration
Hive CPQ is a SaaS solution designed to simplify the configuration, pricing and quotation process. It offers an intuitive interface and seamless integration with existing CRM systems. Hive CPQ is particularly well suited to manufacturing and industrial companies, offering :
- Visual, interactive product configuration.
- Advanced pricing rules.
- Efficient management of quotes and orders.
Conga CPQ: complete revenue management
Conga CPQ offers a complete solution for managing sales processes, from product configuration to contract management. Features include:
- Advanced product configuration with complex pricing rules.
- Automated document and proposal generation.
- Efficient management of renewals and subscriptions.
Conga CPQ is ideal for companies requiring a robust solution to manage sophisticated sales cycles.
Epicor CPQ: visualization and customization
Epicor CPQ stands out for its 2D and 3D visual configuration capabilities, offering an immersive experience for users. It is particularly suited to manufacturers of complex products, offering:
- Interactive product configuration with real-time visualization.
- Integration with computer-aided design (CAD) systems.
- Advanced product customization to meet specific customer needs.
DealHub: automation and intelligence
DealHub offers a unified platform combining CPQ, contract lifecycle management (CLM) and invoicing. It is distinguished by :
- Advanced automation of sales processes.
- Artificial intelligence-based guided selling functionalities.
- Seamless integration with existing CRM and ERP systems.
DealHub is ideal for medium-sized to large companies looking to optimize their complex sales cycles.
ITCelerator’s role: helping you make the transition to Salesforces CPQ
At ITCelerator, we support companies in the transition from Salesforce CPQ to solutions better suited to their needs, such as Revenue Cloud or other high-performance CPQ alternatives such as Conga CPQ, DealHub, Hive CPQ or Epicor CPQ, ensuring a smooth and efficient transition.
ITCelerator helps companies to :
- Identify the business impacts of a CPQ migration.
- Build a technical and functional roadmap.
- Deploy Revenue Cloud or an alternative more suited to your sector.
We have certified consultants who can help you through this critical transition phase.
Why choose ITCelerator?
Recognized expertise: Over 10 years’ experience in CPQ solutions integration and revenue lifecycle management.
Customized approach: Solutions tailored to the size, sector and specific objectives of each customer.
Full support: from the diagnostic phase through to user training, deployment and post-implementation support.
To find out more about our services and discuss your CPQ migration project, please contact us!
