Sunsetting salesforce CPQ and billing: Navigating your options

As Salesforce phases out its legacy Configure, Price, Quote (CPQ) and Billing solutions, organizations face critical decisions about how to manage their revenue operations going forward.

Explore what this change means to the current landscape and the four major options for going forward, including potential hybrid approaches, with the following insights.

The salesforce CPQ and billing evolution: What you need to know

Salesforce’s journey with CPQ and Billing began with the acquisition of SteelBrick, which became the foundation for their CPQ offering. Over the years, Salesforce expanded into billing and subscription management, culminating in a robust but legacy add-on package solution.

Recognizing the need for modernization, Salesforce introduced Revenue Cloud Advanced (RCA) in 2024, a fully native platform solution designed to replace the older CPQ and Billing packages.

Key points about the transition:

• Salesforce has ended innovation and major upgrades on legacy CPQ and Billing.
• RCA is built natively on the Salesforce platform, offering modular, API-first architecture.
• Current CPQ and Billing users should consider transitioning to avoid future disruptions.
• No direct upgrade path exists; migrating to RCA requires a full rip-and-replace reimplementation.

Option a: Stay with salesforce CPQ and billing

For organizations with stable CPQ and Billing implementations, staying the course remains a viable option in the short to medium term.

Advantages

• Proven, well-understood architecture with a large ecosystem of experienced implementation and support resources.
• Continued Salesforce support for security and bug fixes, though no new features or AI enhancements.
• Avoids the complexity and cost of a major system overhaul.
• Suitable for organizations with critical use cases not yet supported by Revenue Cloud Advanced.