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Order Architecture Changes
A key question that many customers consider is whether to rearchitect the modeling of orders in Revenue Management to better use new capabilities.
Customer Asset Lifecycle Management (CALM) in Revenue Management
Migrating subscriptions into the Customer Asset Lifecycle Management (CALM) model of Revenue Management typically requires the most upfront planning of any migration activity.
Each asset has related records that you must account for, such as asset actions, asset action sources, asset state periods, asset relationships. Every amendment, renewal, suspension, or cancellation creates an Asset Action record that chains through the asset's history. Sequence history chains correctly. Migrating records out of order can affect the lifecycle audit trail and your ability to process future amendments. Validate sequencing carefully in your sandbox before running a production migration. This sequential history chains provides a complete, auditable lifecycle record, and makes renewals, upsells, and mid-term changes simpler.
Companies that rearchitected their asset data model during the Revenue Management migration report better subscription management, cleaner renewal automation, and improved revenue visibility after go-live.
Redesign of the Quote to Order Process
CPQ's quote-to-order process is typically linear, moving through configure, price, quote, approve, and order stages. Revenue Management's architecture enables a more flexible experience.
- Agentforce can generate a draft quote from a natural language description in seconds, reducing the time a sales rep spends in the UI.
- Dynamic pricing procedures replace stacked, sequentially ordered price rules, eliminating calculation delays that were a common pain point in CPQ.
- Screen flows and headless APIs enable guided selling experiences without requiring custom Apex.
Before migrating, audit every approval workflow in CPQ. Many companies find that approval rules implemented to work around CPQ's pricing limitations are no longer needed in Revenue Management. Simplify approval workflows before migration begins.
Redesign of Renewals
Renewals are an area where many companies report significant operational overhead. Revenue Management's asset lifecycle model changes the renewal management flow.
- Assets managed in CALM automatically surface renewal dates, co-term opportunities, and upsell signals.
- Multi-year ramped deals, known as ramp deals in Revenue Management and MDQ in CPQ, have cleaner native support in Revenue Management.
- Cotermination of assets with contract end dates, term extension, renewal of expired assets, and early renewals have native support in Revenue Management, unlike CPQ.
After you make the required architecture and technical changes, understand the automation level of your assets and then migrate your asset data.
