TL;DR: Salesforce is transitioning from its legacy CPQ product to Revenue Cloud because modern businesses require more than just quoting; they need a comprehensive quote-to-cash platform. Revenue Cloud combines CPQ, contracts, order management, billing, payments, and revenue recognition into one AI-enabled solution on the Einstein 1 platform.
Industries such as transportation, logistics, and energy are adopting it quickly because they rely on complex pricing, multi-party fulfilment, and hybrid billing models (subscriptions + usage). Revenue Cloud automates these processes end-to-end, reduces billing errors, accelerates cash flow, supports compliance, and provides AI-driven insights.
In short: CPQ handled quoting. Revenue Cloud handles the entire revenue lifecycle – that’s why companies are upgrading.
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For years, Salesforce CPQ (Configure, Price, Quote) has been the go-to solution for streamlining quotes and product configuration within the Salesforce platform. However, the way companies generate revenue has changed dramatically. Subscription models, usage-based pricing, digital services, partner fulfilment, contract renewals, and increasingly automated finance processes have become the norm. This shift prompted Salesforce to evolve beyond traditional CPQ and develop a more comprehensive revenue platform. That evolution is Salesforce Revenue Cloud.
When Did CPQ Transition to Revenue Cloud?
The shift from legacy CPQ to Revenue Cloud wasn’t a single event but a phased transition:
2019–2020: Revenue Cloud announced as a bundled “suite”
Salesforce first introduced the term Revenue Cloud around 2019–2020. At this stage, it was mainly a packaging concept grouping together:
- Salesforce CPQ
- Salesforce Billing
- Partner/Commerce integrations
It was not yet a replacement for CPQ, but rather a marketing bundle.
2024: Launch of Revenue Lifecycle Management (RLM)
In February 2024, Salesforce launched Revenue Lifecycle Management (RLM) – a rebuilt, next-generation revenue automation platform native to the new Einstein 1 architecture.
RLM included:
- Next-gen CPQ capabilities
- Native contract lifecycle management
- Automated order & billing workflows
- AI-driven revenue operations
This was the true beginning of CPQ’s transformation.
Late 2024: Rebrand to Revenue Cloud Advanced
Later in 2024 (notably around Dreamforce), RLM was rebranded as Revenue Cloud Advanced, becoming the new flagship revenue platform.
Spring 2025: CPQ enters “End of Sale”
In the first half of 2025, Salesforce officially designated legacy CPQ as End of Sale, meaning:
- No new CPQ licenses (with existing CPQ customers still being able to renew).
- Salesforce is directing all new implementations toward Revenue Cloud.
In short:
Revenue Cloud existed as a name since 2020, but the real transformation occurred between 2024–2025, when Salesforce introduced RLM/Revenue Cloud Advanced and began discontinuing new CPQ sales.
Why Salesforce Shifted to Revenue Cloud
Integration is one of Salesforce’s core strengths. Companies don’t want disconnected tools for quoting, contracting, ordering, billing, and revenue recognition. They want the entire revenue lifecycle to run on one single source of truth – with shared data, automation, and AI intelligence at every stage.
Legacy CPQ was powerful for quoting, but it didn’t address what comes after the quote.
Revenue Cloud focuses on:
- End-to-end revenue automation
- Tight integration between sales, finance, and operations
- Eliminating manual handoffs between CPQ, ERP, billing, and contract tools
- Supporting subscription, usage-based, and hybrid pricing
Bringing AI to revenue prediction, renewal forecasting, and pricing guidance
As companies transitioned to recurring and complex revenue models, Salesforce required a comprehensive solution – not just a quoting tool.
The 6 Key Features of Salesforce Revenue Cloud
1. Modern CPQ capabilities
Revenue Cloud still includes the classic CPQ strengths:
- Product configuration
- Guided selling
- Discount and approval workflows
- Accurate quote generation
But these capabilities now run on a more flexible and AI-friendly architecture.
2. Contract Lifecycle Management (CLM)
Revenue Cloud centralises:
- Contract creation
- Versioning
- Redlining and negotiation
- E-signature
- Automated renewals
Contracts live directly alongside quotes, orders, and billing – reducing errors and speeding time to value.
3. Order Management & Fulfilment Automation
Revenue Cloud helps companies orchestrate:
- Multi-step orders
- Third-party fulfillment
- Partner logistics
- Change orders and amendments
This is essential for industries where fulfilment is multi-party (carriers, installers, distributors).
4. Billing, Invoicing & Payments
Supports:
- Subscription billing
- Usage/consumption billing
- Hybrid pricing models
- Consolidated or split invoices
- Automated payment collection
Billing rules tie directly back to the quote and contract, eliminating reconciliation work.
5. AI-Powered Revenue Operations
Revenue Cloud uses Salesforce AI features and functionality to:
- Recommend pricing or discounts
- Predict renewals or churn risk
- Highlight revenue leakage
- Auto-generate quotes or contract drafts
- Forecast revenue with improved accuracy
6. Audit-Ready Revenue Recognition
Revenue Cloud also supports compliant revenue recognition schedules and accounting automation, a major gap in traditional CPQ workflows.
Leveraging Revenue Cloud: Examples
Example A. Transportation & Logistics
A Third-Party Logistics provider uses Revenue Cloud to produce shipper contracts, automatically updates pricing when volumes change, and triggers billing only after each delivery stage is fulfilled. Invoice disputes drop, and days-to-cash improve.
Transport companies deal with constantly shifting variables:
- Fuel surcharges
- Shipment weight adjustments
- Multi-leg or multi-modal freight
- Carrier partners
- Complex corporate rate cards
Revenue Cloud enables:
- Configurable freight programs with automated rate rules
- Contracted lane pricing
- Quote generation with value-added services (insurance, tracking)
- Order management that follows each shipment leg
- Usage-based billing for extra weight, delays, or accessorial fees
Example B: Energy & Utilities
An energy retailer sells a home solar package. Revenue Cloud configures the offer, generates the contract, manages the long-term lease, collects real-time usage data, bills customers monthly, and recognises revenue correctly across asset financing and energy supply.
Energy companies increasingly offer hybrid revenue models:
- Fixed subscription + variable usage
- Distributed energy services (solar, battery, EV charging)
- Demand response programs
- Long-term equipment leases
Revenue Cloud supports:
- Meter-based and usage billing
- CLM for multi-year energy supply contracts
- Bundled offers (e.g., solar + maintenance + energy supply)
- Automated renewals
- Revenue recognition for both service and equipment
Why More Companies Are Choosing Revenue Cloud
We have certainly noticed a shift over the past couple of years:
CPQ alone isn’t enough anymore
Companies need revenue automation that spans quoting through cash collection. Revenue Cloud fixes the gaps CPQ left open.
AI-driven revenue insights are the new standard
Pricing guidance, churn prediction, and automated quote generation deliver fast ROI.
One platform = fewer integrations
Companies can eliminate:
- Third-party CLM tools
- Separate billing systems
- Manual revenue recognition processes
This reduces cost and risk.
Modern architecture
Revenue Cloud runs on the Einstein 1 platform – faster, more scalable, and more flexible than the older CPQ managed package.
Salesforce’s strategic direction is clear
With CPQ in End of Sale, all innovation is happening in Revenue Cloud Advanced. Companies moving today are future-proofing their revenue operations.
Salesforce’s focus on Revenue Cloud represents a fundamental evolution from quoting tools to full revenue lifecycle management. The transition from CPQ began as early as 2020 in name, accelerated in 2024 with the launch of RLM, and became definitive in 2025 when CPQ entered its End of Sale phase. For industries where complex pricing, multi-party fulfilment, and hybrid billing are the norm, Revenue Cloud delivers automation, accuracy, and AI-driven insights that CPQ alone cannot support.
Want to learn more about how Revenue Cloud can support your business? Contact us today. More on Revenue Cloud here.