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Migrate Product Selling Models to Revenue Management
When migrating from Salesforce CPQ to Revenue Management, the method for defining how a product is sold, such as one-time, subscription, or evergreen, changes significantly. Revenue Management uses product selling models, decoupling the selling method from the product definition. This shift allows a single Product record to support multiple selling strategies simultaneously, reducing catalog duplication.
Core Differences between Salesforce CPQ and Revenue Management
In Salesforce CPQ, the selling model is hard-coded onto the Product record using specific fields. Revenue Management abstracts the selling logic into a separate object called the Product Selling Model (PSM).
| Element | Salesforce CPQ | Revenue Management |
|---|---|---|
| Definition | A product’s behavior is determined by the Subscription Pricing field.
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You create Product Selling Model records (One-Time, Term-Defined, or Evergreen) and associate them with products using Product Selling Model Options. |
| Product Selling Model Options | Because these fields are static on the Product record, you generally cannot sell the exact same SKU as both a one-time purchase and a subscription. To achieve this, users typically clone the record to create two distinct products. | A single Product record can have multiple product selling model options. This allows a sales representative to select the selling model at runtime without the admin needing to manage duplicate SKUs. |
Migration Mapping Strategy
Use this table to map your existing Salesforce CPQ pricing configuration to Revenue Management structures.
| Salesforce CPQ Configuration | Revenue Management Equivalent | Migration Logic |
|---|---|---|
| The Subscription Pricing value is null. | Product Selling Model with Type as One Time. | Create a product selling model with the type as One Time. Associate it with the product to handle standard asset sales. |
| The Subscription Pricing value is Fixed Price. | Product Selling Model with Type as Term-Defined. | Create a product selling model with the type as Term-Defined. Define the pricing term and the pricing term unit. |
| The Subscription Type value is Evergreen. | Product Selling Model with Type as Evergreen. | Create a product selling model with the type as Evergreen. This supports recurring billing without a predefined end date. |
| Prorate Precision | Proration Policy | In Salesforce CPQ, proration is largely handled by the Subscription Prorate Precision package setting. In Revenue Management, you must explicitly create a Proration Policy record and link it to your Term-Defined or Evergreen product selling model options. |
Key Migration Considerations
Keep these considerations in mind when migrating product selling models.
- Price Book Entries: When creating price book entries in Revenue Management, you must specify the product selling model.
- Usage-Based Products: For products priced based on consumption, you configure the selling model as Term-Defined or Evergreen, and then associate product usage resources and rate cards to handle the consumption logic.
After you understand about product structures and attributes, product bundles, and product selling models in Revenue Management, migrate product data.
