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            Migrate Products and Product Attributes to Revenue Management

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            Migrate Products and Product Attributes to Revenue Management

            When migrating from Salesforce CPQ to Revenue Management, understanding the way product structures and attributes are defined is critical for a successful transition. Product Catalog Management in Revenue Management enables you to consolidate your catalog while simplifying maintenance through an attribute-driven data model.

            Core Differences Between Salesforce CPQ and Revenue Management

            Revenue Management introduces two major shifts that work together.

            In Salesforce CPQ, product attributes are managed through configuration attributes, which heavily rely on Salesforce object metadata. Revenue Management uses a data-driven model, eliminating the need for constant schema changes.

            Element Salesforce CPQ Revenue Management
            Definition Attributes are defined as custom fields created directly on the Quote Line and Product Option objects. Attributes are defined as Attribute Definition records.
            Values Attribute values are defined as picklist values within the custom field metadata on the object. Attribute values are managed through Attribute Picklist and Attribute Picklist Value records, not field metadata.
            Assignment Configuration Attribute records map these fields to specific product bundles. To reuse attributes across different products, you often use global attributes combined with attribute sets. Attributes are assigned to Product Classification records. Products inherit attributes from their classification, reducing repetitive setup.

            In Salesforce CPQ, technical limitations often force administrators to create distinct Product records (SKUs) for every variation of an item or to wrap simple products in bundles just to use configuration attributes. Defining product variations usually requires one of these two approaches which lead to catalog bloat.

            • SKU Proliferation: You create a unique Product record for every variation. For example, Laptop-13 inch, Laptop-15 inch, and so on. This bloats the catalog and makes maintenance difficult.
            • Bundle Wrapper: To use configuration attributes which allow user selection, you must configure the product as a bundle, even if it's a single physical item. This approach adds unnecessary complexity to the quote line hierarchy.

            Revenue Management decouples product characteristics from the Product record itself.

            • Single Product Record: You create a product, assign attributes to a product classification, and then you link that classification to the product.
            • Classifications: Attributes are assigned to product classifications. Any product linked to that classification inherits the attributes automatically. You can override the attributes of product components in the context of the product bundle.

            See Plan Your Product Catalog.

            Migration Strategy

            Use this comprehensive strategy to reduce your Product record count and transition to Revenue Management's attribute-driven data model.

            1. Audit your legacy catalog by identifying two types of migration opportunities.
              • Consolidation Candidates: Groups of products in Salesforce CPQ that represent the same base item but differ only by specific characteristics. For example, if you have records for Cable-1m, Cable-3m, and Cable-5m, these can be consolidated into a single Cable product with a Length attribute. The previous example of LAP-13, LAP-15, LAP-15-PRO can become a single Laptop product with Screen Size and RAM attributes.
              • Attribute Inventory: Document all configuration attributes, custom fields on Quote Line or Product Option objects, and their picklist values. These will become your attribute definitions.
            2. Instead of creating custom fields on objects, create Attribute Definition records for each unique product characteristic.
              1. Create Attribute Definition records for the differentiating factors. For example, Length, Color, Material, Memory, CPU Speed, and Storage.
              2. Define the data type for each attribute.
              3. Define valid values for picklist attributes using the Attribute Picklist and Attribute Picklist Value records.
              4. Migrate picklist values from the Salesforce field metadata to the Attribute Picklist Value records that are related to the attribute definition.
            3. Group common attributes into reusable templates called product classifications. Product classifications replace the CPQ pattern of attribute sets and global attributes.
              1. Create a product classification. For example, Cables, Laptops, Laptop and Attributes. See Create a Product Classification.
              2. Assign relevant attributes to this classification. For example, assign Length and Material to Cables, and Memory, CPU Speed, Storage, and Color to Laptop Attributes. See Assign Attributes to a Product Classification.
            4. Create single Product records in Revenue Management to replace multiple legacy SKUs.
              1. Create the product. For example, Universal Cable, Laptop, and so on. See Create Simple Products.
              2. Associate the product with the appropriate classification. The product automatically inherits all attributes from that classification.
              3. Configure constraints. If a product supports only certain attribute values, you can exclude specific values on the Product record without changing the global attribute definition. For example, a Universal Cable comes in lengths of 1m and 3m but not 5m. See Include or Exclude Picklist Values in a Product Classification Attribute.
            5. Organize your consolidated products within catalogs and categories.
              1. Create a catalog. For example, Computer Hardware Catalog.
              2. Create categories for product groupings and associate them with the catalog.
              3. Assign your consolidated products to the appropriate categories.
            6. If your downstream Enterprise Resource Planning (ERP) or fulfillment systems still require distinct SKUs, use Dynamic Revenue Orchestrator to handle the mapping.
              • Commercial Layer: The sales rep configures a product and selects its attribute value. For example, the sales rep configures the Universal Cable and selects its length as 1m.
              • Technical Layer: Use decomposition rules to map the commercial product and attribute selection to the specific technical product or SKU required for fulfillment.

              An orchestration plan can be used to drive fulfillment across one or more ERP or downstream systems. The orchestration plan ensures that Revenue Management has a complete view of order fulfillment.

              See Order Orchestration in Revenue Management.

            Migration Mapping

            Use this table to map your existing Salesforce CPQ configuration to Revenue Management structures.

            Salesforce CPQ Configuration Revenue Management Equivalent Migration Logic
            Multiple SKUs for variants Single product with attributes Consolidate variant SKUs into one Product record. Define attributes for differentiating characteristics.
            Configuration Attribute record Attribute Definition record Create an Attribute Definition record for each unique characteristic and define the data type.
            Target field or Quote Line field Attribute Definition record Instead of using a custom field, use a run-time attribute model where values are stored based on the attribute definition.
            Field picklist values Attribute Picklist Value records Migrate picklist values from the Salesforce field metadata into Attribute Picklist Value records associated with the attribute definition.
            Attribute Set/Global Attribute Product Classification record Instead of grouping global attributes into sets, define a product classification and associate the relevant attribute definitions to it, or use attribute categories.
            Bundle wrapper for simple products Simple product with direct attribute assignment Eliminate unnecessary bundle structures. Assign attributes directly to simple products or through classification inheritance.

            Key Migration Considerations

            Keep these considerations in mind when migrating products.

            • Inheritance Priority: When migrating required attributes, test inheritance behavior carefully. The Required setting of attribute definitions may take precedence over product classifications during order activation and asset generation.
            • Decomposition Planning: Before consolidating products, confirm whether downstream systems, such as ERP, fulfillment, inventory systems, require distinct product identifiers. Plan your decomposition rules accordingly.
            • Testing Configuration Experience: After migration, thoroughly test the Product Configurator to ensure attribute values display correctly, constraints work as expected, and the user experience meets sales team requirements.
            • Price Book Strategy: Consolidated products may require adjustments to your pricing strategy. Consider whether pricing varies by attribute selection and attribute-based pricing rules.

            After you understand about product structures and attributes in Revenue Management, learn about product bundles and product selling models before you migrate product data.

             
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