May 5, 2025

Salesforce CPQ vs. RLM: Comprehensive Comparison and Transition Guide

Introduction 

In today’s fast-paced business environment, managing sales and revenue processes efficiently  is critical for growth. Salesforce offers two powerful tools to address these needs: Configure,  Price, Quote (CPQ) and Revenue Lifecycle Management (RLM), now integrated into  Salesforce Revenue Cloud (sometimes referred to as Revenue Cloud Advanced or RCA).  While both tools streamline revenue-related tasks, they serve different purposes and cater to  varying business complexities. 

This document provides a beginner-friendly, comprehensive comparison of Salesforce CPQ  and RLM, with brief references to Oracle CPQ and SAP CPQ for context. It is designed for  both technical and non-technical stakeholders, offering clear explanations, structured  sections, and actionable insights. The document includes: 

  • Definitions and use cases for CPQ and RLM. 
  • Key differences and similarities, including technology stack comparisons.
  •  Pros and cons of each solution. 
  • A detailed migration strategy for transitioning from CPQ to RLM, including a  practical example with all steps, actions, and tasks. 
  • Real-world case studies or examples. 
  • Decision criteria and strategic recommendations for future-proofing revenue  processes. 

Definitions and Overview 

What is Salesforce CPQ? 

Salesforce CPQ is a software solution that automates and streamlines the sales process by  enabling sales teams to configure products, set accurate prices, and generate professional  quotes quickly. Originally developed by SteelBrick and acquired by Salesforce, CPQ is  particularly valuable for businesses with complex product catalogs or customizable offerings. 

  • Key Features: Product configuration, pricing rules, quote generation, approval  workflows, and seamless integration with Salesforce CRM. 
  • Purpose: Simplifies quoting and pricing to accelerate sales cycles and reduce errors.

What is Salesforce RLM? 

Salesforce RLM, now part of Salesforce Revenue Cloud, is a comprehensive platform that  manages the entire revenue lifecycle. It extends beyond quoting and pricing to include  contract management, billing, subscriptions, and revenue recognition. Built natively on  Salesforce’s Einstein 1 Platform, RLM is designed for businesses with complex revenue  models, such as subscriptions or usage-based pricing. 

  • Key Features: End-to-end revenue management, native platform integration, contract  lifecycle management (CLM), subscription support, billing automation, and AI powered tools. 
  • Purpose: Provides a unified solution for managing all revenue-related processes,  enhancing scalability and integration. 

Other Vendors: Oracle and SAP CPQ 

  • Oracle CPQ: A cloud-based solution that streamlines the quote-to-cash process for  complex products. It offers guided selling, dynamic pricing, and robust integration  with CRM and ERP systems, making it ideal for enterprises with intricate  configurations (Oracle CPQ). 
  • SAP CPQ: A cloud-based solution focused on streamlining quote fulfillment,  eliminating pricing errors, and leveraging AI for upsell and cross-sell opportunities. It  integrates with CRM and ERP systems and supports multiple languages and  currencies (SAP CPQ). 

Use Cases and Typical Business Scenarios 

Salesforce CPQ Use Cases 

  • Customizable Product Sales: Companies selling products or services requiring  customization, such as software packages or industrial equipment. 
  • Rapid Quoting: Sales teams needing to produce accurate quotes quickly to close  deals faster. 
  • Error Reduction: Businesses aiming to minimize manual errors in pricing and  quoting processes. 

Example Scenario: A manufacturing company uses CPQ to configure complex machinery,  apply discounts, and generate quotes for clients, integrating seamlessly with Salesforce CRM. 

Salesforce RLM Use Cases 

  • Subscription-Based Models: Companies with recurring revenue models, such as  SaaS or telecom providers. 
  • Unified Revenue Management: Organizations needing a single platform for quoting,  contracts, billing, and revenue tracking. 
  • Scalable Revenue Operations: Businesses seeking a future-proof solution for  complex, high-volume revenue processes.

Example Scenario: A SaaS provider uses RLM to manage subscriptions, automate billing,  and track revenue recognition, all within Salesforce. 

Oracle CPQ Use Cases 

  • Complex Configurations: Enterprises with highly customizable products requiring  guided selling and dynamic pricing. 
  • ERP Integration: Businesses needing strong integration with ERP systems like  Oracle E-Business Suite. 

Example Scenario: An automotive manufacturer uses Oracle CPQ to configure vehicle  options and integrate quotes with its ERP system. 

SAP CPQ Use Cases 

  • Quote Fulfillment: Companies focused on streamlining quote creation and  eliminating pricing errors. 
  • AI-Driven Sales: Businesses leveraging AI for upsell and cross-sell opportunities  across omnichannel sales. 

Example Scenario: A global retailer uses SAP CPQ to generate quotes with AI-driven  product recommendations, integrating with its CRM system. 

Key Differences and Similarities 

Functional Differences 

The following table (Diagram 1) summarizes the functional differences between Salesforce  CPQ, RLM, Oracle CPQ, and SAP CPQ: 

Diagram 1: Functional Comparison of CPQ and RLM Solutions 

Overlap in Capabilities 

  • Common Features: All solutions support quoting, pricing, and CRM/ERP  integration. 
  • Salesforce Ecosystem: CPQ and RLM both integrate seamlessly with Salesforce  CRM, sharing a focus on enhancing sales processes.

Technology Stack Comparison (Salesforce Ecosystem) 

The following table (Diagram 2) compares the technology stacks of Salesforce CPQ and  RLM:

Diagram 2: Technology Stack Comparison of Salesforce CPQ and RLM 

  • CPQ: Its managed package structure restricts customization and scalability, making it  less adaptable for complex needs (Plative). 
  • RLM: Built natively on Salesforce’s core platform, RLM offers better performance,  supports higher transaction volumes, and leverages Salesforce’s security and platform  capabilities (Cloudwerx). 
  1. Pros and Cons 

Salesforce CPQ

Salesforce RLM

Oracle CPQ

SAP CPQ

When to Use One Over the Other 

  • Salesforce CPQ: Ideal for businesses needing a quick, reliable solution for quoting  and pricing, especially if their current CPQ setup is effective and they don’t require  broader revenue management. 
  • Salesforce RLM: Best for organizations with complex revenue models (e.g.,  subscriptions) that need a scalable, integrated platform for the entire revenue  lifecycle. 
  • Oracle CPQ: Suited for enterprises with complex product configurations and strong  ERP integration needs. 

• SAP CPQ: Appropriate for companies prioritizing streamlined quote fulfillment and  AI-driven sales enhancements.

 

Migration Strategy: CPQ to RLM 

Why Companies Move from CPQ to RLM 

Companies transition from CPQ to RLM to: 

  • Gain a comprehensive revenue management solution that includes contracts, billing,  and revenue recognition. 
  • Leverage Salesforce’s native platform for better integration, scalability, and  performance. 
  • Future-proof revenue processes, as Salesforce is shifting innovation to RLM while  supporting CPQ indefinitely (Plative). 
  • Align with the growing trend of Revenue Operations (RevOps), with Gartner  predicting 75% of high-growth companies will adopt a RevOps model by 2025  (DemandBlue).

Detailed Transition Plan for Salesforce Customers 

Transitioning from CPQ to RLM is a significant undertaking, as there is no direct migration  path due to CPQ’s managed package structure and RLM’s native platform architecture.  Below is a detailed roadmap: 

Integration Architecture 

  • Native Platform: RLM is built on the Einstein 1 Platform, enabling declarative  configuration and reducing reliance on technical expertise (Plative). 
  • Headless APIs: RLM offers headless APIs for seamless integration with external  systems, such as ERP or third-party billing tools, supporting omnichannel  interoperability. 
  • Contract Management: RLM includes out-of-the-box contract management  (redlining, e-signatures, approvals), eliminating the need for tools like Nintex or  Conga. 

Data Model Changes 

  • Core Objects: RLM uses Salesforce Core (standard) objects, simplifying  administration and metadata mapping compared to CPQ’s managed package (Plative). • Data Unification: RLM unifies data across enterprises via Salesforce’s metadata  framework, enhancing flexibility and scalability. 
  • Migration Process: Critical data (e.g., product catalogs, pricing rules, historical  quotes) must be identified and migrated using tools like Salesforce Data Loader to  ensure integrity and compliance. 

Deployment Phases 

The following table (Diagram 3) outlines the key phases of the transition plan: 

Diagram 3: CPQ to RLM Transition Phases 

Change Management and User Training

  • Stakeholder Buy-In: Communicate RLM’s benefits (e.g., unified processes,  scalability) to sales, finance, and IT teams to ensure alignment. 
  • Training Programs: Provide comprehensive training on RLM’s interface, focusing  on new features like contract management and billing. 
  • Support Structure: Establish a helpdesk or support team to address issues during the  initial post-implementation period. 
  • Process Evaluation: Compare current CPQ processes with desired RLM processes to  manage the transition effectively (Plative). 

Pitfalls to Avoid 

  • Rushing Migration: Avoid hasty transitions if CPQ is functioning well, as Salesforce  will support CPQ indefinitely (Plative). 
  • Ignoring ERP Integration: Ensure RLM aligns with existing ERP systems,  especially if billing or revenue recognition is handled externally. 
  • Poor Partner Selection: Choose an experienced implementation partner to avoid  ineffective setups, as seen in some struggling CPQ implementations (Plative). • Underestimating Resources: Allocate sufficient time, budget, and personnel, as  RLM implementation is resource-intensive. 

 

Practical Example: Step-by-Step Migration from CPQ to RLM 

The following example illustrates a real-world-like migration from Salesforce CPQ to RLM,  based on a mid-sized SaaS company transitioning to manage its growing subscription-based  revenue model. This seven-step guide, adapted from industry best practices (Grazitti  Interactive), details all steps, actions, and tasks, providing a practical template for any  organization. 

Scenario: A SaaS company with 500 employees, offering subscription-based software, used  Salesforce CPQ to manage quoting and pricing. As the company expanded globally and  introduced usage-based pricing, CPQ’s limitations in handling billing, contract management,  and revenue recognition became apparent. The company decided to migrate to Salesforce  RLM to unify its revenue processes and support scalability. 

  1. Assess Existing CPQ Implementation 
  • Objective: Understand the current CPQ system to identify dependencies and  processes. 
  • Actions: 

           o Exported data from CPQ to document 1,000+ products, 50 pricing rules, 5,000  quotes, 2,000 subscriptions, and approval workflows. 

          o Identified integrations with NetSuite (ERP) for billing and Salesforce CRM  for customer data. 

          o Documented workflows, including quote generation (30-minute average) and  approval processes (2-3 days). 

  • Tools: Salesforce Data Loader, SOQL queries. 
  • Navigation: Salesforce Setup → Object Manager → Selected Products, Price Books,  Quote Templates (e.g., Product2, PricebookEntry, SBQQ__QuoteTemplate__c,  SBQQ__Quote__c, SBQQ__Subscription__c). 
  • Tasks:

o Created a detailed inventory of CPQ objects and configurations (2 weeks). o Mapped dependencies with NetSuite and Salesforce CRM (1 week). o Held stakeholder workshops with sales, finance, and IT teams to identify pain  points (e.g., manual billing, lack of contract automation) (1 week). 

  1. Define Revenue Lifecycle Goals 
  • Objective: Establish clear objectives and KPIs for RLM to align with business needs.
  •  Actions: 

          o Defined goals: Automate billing, support usage-based pricing, and improve  revenue forecasting by 20%. 

          o Enabled RLM features: Usage-Based Billing, Revenue Recognition, Contract  Lifecycle Management (CLM). 

          o Set KPIs: Reduce billing errors by 50%, shorten contract processing from 5  days to 2 days, improve forecasting accuracy to 90%. 

  • Tools: Salesforce Setup, Revenue Lifecycle Management Setup. 
  • Navigation: Salesforce Setup → Revenue Lifecycle Management Setup → Feature  Settings. 
  • Tasks: 

          o Conducted two stakeholder workshops to align on goals (1 week). 

          o Documented KPIs and success metrics in a project charter (3 days). o Enabled RLM features in a sandbox environment and tested basic  functionality (1 week). 

  1. Map Existing CPQ Data to RLM 
  • Objective: Ensure data integrity by mapping CPQ data to RLM’s data model.
  •  Actions: 

          o Mapped CPQ fields (e.g., Product2, PricebookEntry, SBQQ__Quote__c) to  RLM objects (e.g., RLM Product Catalog, Billing Object, Revenue Contract). o Performed test migration of 500 products and 1,000 quotes in a sandbox  environment. 

          o Validated mappings to ensure compliance with ASC 606 revenue recognition  standards. 

  • Tools: Data Import Wizard, Salesforce Data Loader, APIs. 
  • Navigation: Data Import Wizard → Select Custom Objects → Chose RLM Revenue  Model and Billing Object. 
  • Tasks: 

          o Created a data mapping document (e.g., Product2.Name →  RLM_Product_Catalog.Name) (1 week). 

          o Tested data migration in a sandbox, resolving 10% data mismatch issues (2  weeks). 

          o Engaged a compliance consultant to validate ASC 606 adherence (3 days).

4. Configure and Customize RLM 

  • Objective: Tailor RLM to meet specific business requirements. 
  • Actions: 

          o Set up revenue models: Subscription-Based (80% of revenue) and Usage Based (20% of revenue).

          o Configured billing settings with Stripe integration for automated invoicing. o Integrated RLM with NetSuite via an AppExchange connector for real-time  billing data sync. 

          o Enabled Einstein AI for revenue forecasting and churn prediction. 

  • Tools: Revenue Cloud Setup, AppExchange. 
  • Navigation: Revenue Cloud Setup → Revenue Models → Created New Model;  Billing Setup → Revenue Recognition → Enabled Compliance Framework; Billing &  Invoicing Settings → Payment Gateway Integration. 
  • Tasks: 

          o Configured two revenue models and tested with sample transactions (2  weeks). 

          o Set up Stripe integration and processed 50 test payments (1 week). 

          o Installed NetSuite connector and validated data sync (1 week). 

          o Enabled Einstein AI and tested forecasting accuracy (90% achieved) (1 week).

5. Migrate Data and Validate 

  • Objective: Transfer data from CPQ to RLM and verify its accuracy.
  •  Actions: 

          o Uploaded 1,000+ products, 5,000 quotes, and 2,000 subscriptions to RLM  using Data Loader. 

          o Ran SOQL queries to validate data consistency (e.g., matching product counts  and pricing rules). 

          o Conducted user acceptance testing (UAT) with 10 sales and 5 finance team  members, simulating 100 quotes and 50 invoices. 

  • Tools: Salesforce Data Loader, SOQL queries. 
  • Navigation: Salesforce Setup → Data Loader; Ran SOQL queries in Developer  Console. 
  • Tasks: 

          o Executed full data migration in a sandbox environment (2 weeks). 

          o Validated data mappings, resolving 5% discrepancies (e.g., missing discounts)  (1 week). 

          o Conducted UAT sessions, documenting 20 minor issues (e.g., UI navigation)  (1 week).

  1. Train Users and Optimize Workflows 
  • Objective: Prepare users for RLM and optimize processes for efficiency.
  •  Actions: 

          o Provided role-based training: Sales (quoting, subscriptions), Finance (billing,  revenue recognition), IT (administration). 

          o Created custom Lightning pages for quoting and billing dashboards,  improving visibility. 

          o Leveraged Einstein AI for churn prediction (85% accuracy) and pricing  optimization (10% revenue uplift). 

  • Tools: Salesforce Trailhead, Lightning App Builder. 
  • Navigation: Salesforce Trailhead → RLM modules; Setup → Lightning App Builder  → Created custom pages. 
  • Tasks:

          o Developed training materials and conducted 5 workshops for 50 users (2  weeks). 

          o Built 3 dashboards (sales, finance, executive) with real-time metrics (1 week). o Tested AI features and trained users on interpreting insights (1 week). 

  1. Deploy and Monitor Performance 
  • Objective: Roll out RLM and ensure it meets performance expectations.
  •  Actions: 

          o Deployed RLM to a pilot group of 20 sales and 10 finance users, running  parallel with CPQ for 2 weeks. 

          o Set up automated revenue analytics dashboards to track KPIs (e.g., billing  errors reduced by 60%, contract processing time to 1.5 days). 

          o Monitored performance via weekly feedback sessions, resolving 10 minor  bugs (e.g., invoice formatting). 

  • Tools: Salesforce Reports, Dashboards. 
  • Navigation: Salesforce Setup → Reports → Created Automated Revenue Analytics  Dashboards. 
  • Tasks: 

          o Executed pilot rollout and validated functionality (2 weeks). 

          o Rolled out RLM to all 500 users, retiring CPQ (1 week). 

          o Monitored KPIs and implemented optimizations (e.g., streamlined approval  flows) (ongoing, 4 weeks post-deployment). 

Key Considerations: 

  • System Dependencies: Ensured NetSuite integration supported real-time billing data  sync. 
  • Data Integrity: Used sandbox testing to maintain 99% data accuracy. •
  • User Adoption: Achieved 90% user adoption within 4 weeks through training and  support. 
  • Timeline: The migration took 10 weeks, within the 4-12 week range (GetTectonic). •
  • Ascertainability and Scalability: RLM’s native platform allowed selective adoption  of billing and CLM, supporting 50% transaction volume growth. 
  • Parallel Operation: Ran CPQ and RLM in parallel during the pilot to minimize  disruption. 
  • Custom Development: Minimal, limited to custom NetSuite integration logic.

Outcomes: 

  • Reduced billing errors by 60%, exceeding the 50% KPI target. 
  • Shortened contract processing time from 5 days to 1.5 days, surpassing the 2-day  goal. 
  • Improved forecasting accuracy to 92%, exceeding the 90% target. 
  • Increased revenue by 10% through AI-driven pricing optimization. 

This practical example demonstrates a structured, end-to-end migration from CPQ to RLM,  ensuring minimal disruption and significant business value.

Examples or Case Studies 

In addition to the detailed migration example above, the following inferred examples, based  on industry trends and vendor insights, highlight other organizations’ transitions from CPQ to  RLM: 

  • High-Tech SaaS Company: A software provider transitioned to RLM to manage  subscriptions, automate billing, and streamline revenue recognition, reducing manual  processes by 40% and improving forecasting accuracy by 15% (CPQ Integrations). 
  • Telecom Provider: A telecom company adopted RLM to unify quoting, contract  management, and billing, enhancing omnichannel operations and reducing customer  churn by 10% through better subscription management (NeuraFlash). 
  • Manufacturing Firm: A manufacturer moved to RLM to handle complex pricing and  contract renewals, leveraging RLM’s native platform to support a 30% increase in  transaction volume (Plative). 

For detailed case studies, consult Salesforce partners like DemandBlue or Cloudwerx, or  explore Salesforce’s customer success stories. 

Conclusion and Recommendations 

Decision Criteria for Choosing RLM vs. CPQ 

  • Choose CPQ if: 

o Your business needs a quick, reliable solution for quoting and pricing.

o Your current CPQ setup is effective and meets your requirements. 

o You don’t need advanced features like billing or contract management.

  •  Choose RLM if: 

o Your business has complex revenue models (e.g., subscriptions, usage-based  pricing). 

o You require a scalable, integrated platform for the entire revenue lifecycle.

o You want to future-proof your revenue operations with Salesforce’s latest  innovations. 

  • Consider Oracle or SAP CPQ if: 

o You’re not tied to Salesforce and need specific features like advanced  configurations (Oracle) or AI-driven sales (SAP). 

Strategic Considerations for Future-Proofing Revenue Processes 

  • Assess Business Needs: Evaluate current and future revenue complexity to determine  if CPQ’s simplicity or RLM’s comprehensiveness is more suitable. 
  • Prioritize Scalability: Choose a solution that can grow with your business, especially  for high transaction volumes or global operations. 
  • Consider Total Cost: Factor in licensing, implementation, and maintenance costs, as  RLM is more expensive but offers broader capabilities (Cloudwerx). 
  • Align with RevOps: With 75% of high-growth companies expected to adopt RevOps  by 2025, RLM’s unified approach aligns with this trend (DemandBlue).
  • Evaluate Vendor Ecosystem: If using Salesforce, RLM leverages the native platform  for seamless integration. If using Oracle or SAP systems, their CPQ solutions may  offer better compatibility. 

By carefully weighing these factors, businesses can make informed decisions about whether  to continue with CPQ, transition to RLM, or explore alternatives like Oracle or SAP CPQ.  Consulting with Salesforce partners or conducting a thorough needs assessment can further  guide the decision-making process. 

Key Citations 

https://nebulaconsulting.co.uk/insights/salesforce-revenue-cloud-rlm-vs-cpq understanding-the-core-differences/. 

  • SelectHub. (2025). SAP CPQ vs Oracle CPQ Comparison 2025. Retrieved from  https://www.selecthub.com/cpq-software/sap-cpq-vs-oracle-cpq/. 
  • Grazitti Interactive. (2025). Salesforce CPQ to Salesforce RLM/RCA: 7 Steps to  Ensure a Successful Migration. Retrieved from  https://www.grazitti.com/blog/salesforce-cpq-to-salesforce-rlm-rca-7-steps-to-ensure a-successful-migration/. 
  • GetTectonic. (2025). Salesforce CPQ to RLM/RCA Migration: A 7-Step Guide for  Success. Retrieved from https://gettectonic.com/salesforce-cpq-to-rlm-rca-migration a-7-step-guide-for-success/. 
  • CPQ Developers. (2025). Comparing Salesforce CPQ to Revenue Cloud. Retrieved  from https://cpqdevelopers.com/comparing-salesforce-cpq-to-revenue-cloud/.

 

Written by: Maren Dangut & Bamnan Maclean Dikwal

 

Ready to tap into the full power of Salesforce?
Start your transformation journey today by contacting us at bam@dkloudconsulting.com or enquiries@dkloudconsulting.com 

 

 

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