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Understand Migration Strategies
Whether you're looking for a partial migration or a direct lift-and-shift, learn about the four strategies that show you the migration path from CPQ to Revenue Management. Each strategy reflects a different balance between speed, business disruption, and access to Revenue Management capabilities. Choosing the right strategy early shapes the scope of your catalog design, pricing logic, and data migration effort.
Partial Migration
Migrate your CPQ configuration with targeted rationalization of the product catalog and selective redesign of pricing logic. This approach is best suited for mid-market companies, CPQ orgs with moderate catalog complexity, and companies that want Revenue Management benefits without a full redesign.
This approach includes these key migration tasks.
- Partial rationalization of the product catalog, with a clear distinction drawn between commercial and technical products.
- Reimplementation of high-value product lines with attributes and product selling models.
- Migration of legacy product lines without changes and rationalization in subsequent phases.
This approach improves usability and provides access to key Revenue Management capabilities with a more manageable risk than a full rationalization. However, it requires reconciliation between migrated and rationalized data.
Full Rationalization
Redesign the product catalog by using the attribute-based model of Revenue Management. For transactional data, use the Customer Asset Lifecycle Management (CALM) model. This approach is recommended for companies that want the full value of Revenue Management. It’s best suited for complex CPQ orgs, companies with large or inconsistent catalogs, and companies with a long-term roadmap that includes Dynamic Revenue Orchestrator (DRO), Agentforce, and Omni-Channel.
This approach includes these key migration tasks.
- Replacement of products (SKUs) with attribute-based products.
- Redesign of the product catalog from commercial and technical perspectives by using decomposition rules to map between commercial and technical products.
- Redesign of pricing by using pricing procedures rather than migrating each rule.
- Migration of subscriptions into the CALM model.
This approach provides substantially improved usability and full access to DRO, Agentforce, and Omni-Channel APIs. However, it requires the most upfront design investment and has a broader impact on current business processes.
Reimagine or Greenfield
Build out Revenue Management independently, treating CPQ data as a historical reference rather than a migration source. Revenue Management is configured to meet your future-state business design. This approach works best for companies that are changing their business model, adding new business units, or working with a CPQ configuration that's too complex to migrate efficiently.
This approach involves these key characteristics.
- Redesign of business processes before any configuration begins.
- There’s no migration of CPQ data.
- Historical data remains accessible in Salesforce CPQ during a wind-down period.
This approach provides maximum design freedom and a clean architectural foundation. However, it requires significant reimplementation effort, user retraining, and parallel system management during the transition.
Full Migration or Lift and Shift
Migrate your existing CPQ configuration and data into Revenue Management with minimal redesign. The goal is to have functional parity with CPQ as quickly as possible. This approach is best suited for simple CPQ orgs, short-term deadlines, and low appetite for process change.
This approach includes these key migration tasks.
- Migration of the product catalog without changes and without rationalization.
- Recreation of pricing rules to be as close as possible in Revenue Management constructs.
- Full migration of assets and subscriptions.
This approach offers the fastest path to Revenue Management adoption with minimal business disruption. However, it unlocks only some Revenue Management capabilities and can introduce technical debt. Usability challenges may also persist.
Migration Strategy Comparison
The key differences between these migration strategies are the scope of change and the capabilities that they enable. Use this table to understand the differences in outcomes across strategies.
| Dimension | Partial Migration | Full Rationalization | Reimagine | Full Migration |
|---|---|---|---|---|
| Product Catalog | Selective rationalization with high-value lines moving to an attribute-based model | Redesign of full attribute-based catalog by using commercial and technical product separation | Building of catalog independently in Revenue Management | Migration of SKU-based catalog without changes |
| Pricing | Redesign of key pricing logic with partial replication of legacy rules | Redesign of pricing | Redesign of pricing | Replication of CPQ rules in Revenue Management constructs |
| Assets | Partial retrofit to the CALM model | Full migration to CALM | Building in CALM from the beginning | Migration to CALM without changes |
| CPQ data migration |  Yes. Migration of catalog and priority transactional data |
 Yes |
 No. CPQ data retained only for reference |
Yes. Full migration of catalog and transactional data. |
| Agentforce | Available with improved catalog and pricing foundation | Fully used with a clean data model enabling richer agent actions | Fully used from the beginning | Available with limitations from catalog. Pricing complexity carried over from CPQ. |
| DRO and Contract Lifecycle Management (CLM) | Partially available for rationalized product lines |
Fully available with a clean catalog and asset model enabling end-to-end
DRO and CLM |
Fully available and designed to use DRO and CLM |
Limited by order model and catalog structure |
| Recommended For | Companies wanting meaningful Revenue Management capabilities without a full redesign | Companies with a long-term roadmap wanting all the Revenue Management capabilities | Companies making a simultaneous business model change or starting fresh | Companies prioritizing speed and continuity |
After you've learned about the various migration strategies, identify the right strategy for your company.
