Salesforce CPQ is no longer getting new features. What should you do next?

If your sales team quotes in Salesforce CPQ, you may have heard that Salesforce is no longer adding new features to it. New pricing, quoting and billing capabilities are going into Revenue Cloud Advanced (RCA) instead.

That raises a fair question for any growing business: do we need to move, and if so, when? This guide walks through what’s changing, what it means for you, and a practical way to plan the move.

What’s actually changing

Salesforce CPQ isn’t switching off. Your quotes, contracts and renewals will keep working. What changes is where Salesforce invests: new features, AI capabilities and improvements now land in Revenue Cloud Advanced.

RCA isn’t just a newer version of CPQ. It’s built differently, with a new way of managing your product catalog, pricing and contracts. That’s good news long term, because it’s more flexible and connects quoting, orders and billing more closely. It also means a move takes real planning, not just a copy-across.

Why it matters for a growing business

Every new product, bundle or pricing rule you add to CPQ today is something you’ll need to move later. Staying put for a while is fine. But if you’re about to make big changes to how you sell, such as new subscription offers, usage-based pricing or a major catalog update, it often makes sense to build them in RCA instead.

Step 1: Review what you have

Before deciding anything, get a clear picture of your current CPQ setup. List:

• Your products and bundles, and how they’re structured
• Price rules, discount schedules and product rules
• Approval processes and quote templates
• Any custom code or plugins
• How many active contracts and subscriptions you have

This review usually shows that some of what you built years ago is no longer needed, and that RCA handles some of it out of the box.

Step 2: Pick your timing

The best time to move is rarely “right now” or “someday”. It’s usually tied to your renewal cycle. If most of your contracts renew in a particular quarter, plan the move so it doesn’t land in the middle of that rush.

Step 3: Redesign, don’t copy

Because RCA works differently, moving every CPQ rule across one by one is the slowest and riskiest approach. A better approach is to redesign your catalog and pricing for RCA, keeping what works and simplifying what grew messy over time.

Step 4: Phase the switch

You don’t have to move everything at once. Many businesses run CPQ and RCA side by side for a while: new deals go through RCA, while existing contracts finish in CPQ or are moved across in batches. Your reps keep quoting throughout, and every active contract still renews at the right price.

When staying on CPQ for now makes sense

If your setup is simple, stable and working well, and you have no big changes planned, it’s reasonable to stay on CPQ for now. Just make the decision on purpose, and revisit it once a year.

The bottom line

You don’t need to rush, but you do need a plan. A short review of your current setup will tell you how big the move is, when to do it, and what you can simplify along the way.

Your first Agentforce agent: picking the right use case

AI agents can answer customers, help reps and handle routine work around the clock. But the first agent you build sets the tone for everything that follows. Pick well, and your team sees real value quickly. Pick badly, and AI becomes “that project that didn’t work.”

Here’s how to choose a first Agentforce agent that succeeds.

Start narrow

It’s tempting to build one agent that does everything. Resist it. The agents that work best do one job well, with clear instructions and clear boundaries. You can always add more agents later.

Pick something you can measure

Choose a task where you already know the “before” number, such as how many order-status emails your team answers each week or how long it takes to reply to a new lead. Then you can show exactly what changed once the agent is live.

Stay close to revenue or cost

The easiest agents to justify either help win more business or save your team real time. Following up on new leads, preparing quotes and answering common customer questions are good examples.

Check your data first

An agent is only as good as the information it can see. If the answers it needs live in spreadsheets, email threads or someone’s head, fix that first. The best first use cases rely on data that’s already in Salesforce and kept up to date.

Plan the hand-off

Decide up front when the agent should step aside, for example when a customer is upset, when a request falls outside its job, or when a decision needs human judgment. A smooth hand-off to a person builds trust with customers and with your team.

A quick checklist

A good first agent usually ticks most of these boxes:

• The task happens often, every day or every week
• The rules are clear, and a new employee could learn them quickly
• The data it needs is in Salesforce
• Mistakes are low-risk and easy to catch
• You can measure the result

Good first candidates

• Order status and simple customer questions: high volume, clear answers, easy to measure.
• New lead follow-up: a fast first reply and a booked meeting for your rep.
• Case summaries: give service agents the full picture of a customer in seconds.
• Quote drafts: prepare a quote from a simple request, ready for a rep to review.

The bottom line

Your first agent doesn’t need to be impressive. It needs to be useful, measurable and safe. Get that right, and your second and third agents will be much easier to build.

Connecting Salesforce to your accounting system: what to sync and why

When sales works in Salesforce and finance works in an accounting system like QuickBooks, NetSuite or SAP, someone usually ends up re-typing the same information into both. That’s slow, and it’s where mistakes creep in.

Connecting the two systems fixes that. But a good connection starts with a few decisions, not with code.

Decide who owns what

For each type of information, pick one system as the “source of truth”. A common split:

• Salesforce owns leads, opportunities, quotes and customer contacts.
• Your accounting system owns invoices, payments, tax and the general ledger.
• Products and prices can live in either, but only one should be where they’re edited.

Getting this wrong is the main reason integrations end up with conflicting data.

What usually syncs

• Customers: a new account in Salesforce becomes a customer in accounting.
• Products and prices: so reps always quote what finance can bill.
• Orders: a closed deal creates an order or sales invoice automatically.
• Invoices and payment status: so reps can see who has paid before they call a customer.

Real-time or scheduled?

Not everything needs to move instantly. Payment status that updates every hour is fine for most teams, while a new order may need to reach finance right away. Choosing the right timing for each flow keeps the integration simpler and more reliable.

Plan for errors

Things will occasionally go wrong: a missing tax code, a duplicate customer, a system that’s briefly offline. A good integration flags these straight away, retries where it can, and tells someone when it can’t, so records are never silently lost.

Choosing the right tool

For simple, low-volume connections, point-and-click tools like MuleSoft Composer, or integration platforms such as Jitterbit and Celigo, are often enough. For many systems, high volumes or complex logic, MuleSoft’s full platform gives you more control and room to grow. The right choice depends on your size, your systems and your budget.

Start with one flow

You don’t need to connect everything on day one. Start with the flow that causes the most re-typing, usually closed deals becoming invoices. Prove it works, then add the next one.

The bottom line

Connecting sales and finance is one of the quickest ways to save time and reduce errors. Decide who owns what, start with one flow, and plan for errors from the start.

Pricing in Revenue Cloud Advanced, explained

Pricing is the heart of any quoting system. If reps don’t trust the number on the quote, they work around the system, and that’s when discounts creep up and errors slip through.

Revenue Cloud Advanced (RCA) takes a different approach to pricing than Salesforce CPQ did. Here’s what that means in plain language.

Price as a series of steps

In RCA, a price is worked out through an ordered set of steps. Salesforce calls this a pricing procedure. Think of it like a recipe: start with the list price, then apply each adjustment in a set order until you reach the final price.

A typical sequence might look like this:

• List price: the standard price from your price book
• Customer or contract price: any special price agreed with this customer
• Volume or tier discount: a lower price for larger quantities
• Option-based adjustments: price changes based on the product options chosen
• Manual discount: what the rep offers, within approved limits

Why steps help

Because each step does one clear job, it’s easier to see how a price was reached. That view is often called a price waterfall. When a customer asks “why is this the price?”, your rep can point to each step instead of guessing.

It also makes pricing easier to change. Adding a new discount or adjusting one step doesn’t mean untangling a web of rules that depend on each other.

How this differs from CPQ

In Salesforce CPQ, pricing logic was often spread across price rules, discount schedules and, in more complex setups, custom code. Over the years, many businesses ended up with rules that only one person fully understood.

RCA brings that logic together in one place, in a clear order. That’s why moving from CPQ works best as a redesign: you map what each old rule was trying to do, then rebuild it as a clean step in RCA, often with fewer moving parts than before.

Getting pricing right

• Start with your real deals. Pull a handful of recent quotes, including your most complicated one, and make sure RCA prices them correctly.
• Keep discounts in policy. Pair pricing with approvals, so larger discounts go to the right person automatically.
• Write it down. Keep a simple description of each pricing step, so the logic doesn’t live in one person’s head again.

The bottom line

Good pricing is predictable, explainable and easy to change. RCA’s step-by-step approach makes all three easier, as long as you design it around how you actually sell.

Cutting technician travel time with smarter scheduling

For most field service businesses, travel is the hidden cost. Technicians criss-cross the same area several times a day, jobs get scheduled in the order they were booked rather than the order that makes sense, and one late job knocks everything else off track.

Salesforce Field Service can take much of that waste out of the day, but only if scheduling is set up well. Here’s where to start.

Set up sensible territories

Service territories define the area each technician or team covers. When they’re drawn well, technicians spend their day in one part of town instead of driving across the whole region. Start from where your technicians live and where your customers actually are, not from old postal-code lists.

Match jobs to the right person

Scheduling rules decide who can do each job. The basics are:

• Skills: only send technicians who are qualified for the work
• Location: prefer the nearest available technician
• Availability: respect working hours, breaks and time off
• Customer preferences: the same technician for repeat visits, where it matters

When these rules are clear, the system can suggest or assign the best technician automatically, instead of a dispatcher working it out by hand.

Decide what “best” means for you

Different businesses care about different things. Some want the fewest kilometres driven. Others care most about arriving within a promised time window, or keeping urgent customers happy. Field Service lets you weigh these priorities, so the schedule reflects what actually matters to your business.

Leave room for the unexpected

Emergencies happen. If every minute of the day is booked, one urgent job pushes everything else late. Keeping a little capacity free, or having a clear rule for which jobs can move, keeps the day under control.

Give technicians the full picture

Smarter scheduling is only half the story. Technicians also need the job details, customer history and parts list on their phone before they arrive. That’s what cuts repeat visits, and repeat visits are the most expensive kind of travel.

The bottom line

Less time on the road means more jobs per day, happier technicians and customers who aren’t left waiting. Start with good territories and clear scheduling rules, then fine-tune from there.

Five ways Consumer Goods Cloud improves store visits

For brands that sell through retail, the store visit is where sales are won or lost. But many field teams still plan visits by habit, record checks on paper and send orders in at the end of the day.

Consumer Goods Cloud is built to fix that. Here are five things that change for your reps.

1. Visits planned around opportunity

Instead of visiting the same stores every week out of habit, reps get visit plans based on what each store is worth and what needs attention. High-value stores and stores with problems get more time. Quiet stores get less.

2. A clear checklist for every visit

Each visit comes with a list of tasks, such as checking the shelf, confirming prices, setting up a display or talking to the store manager. Reps know exactly what to do, and new reps get up to speed faster.

3. Shelf checks with photos, not paper

Reps record what’s on the shelf, what’s missing, what it costs and whether promotions are in place, using simple forms and photos on their phone. That information reaches managers the same day, not at the end of the month.

4. Orders taken on the spot

When a store needs more stock, reps take the order during the visit, with up-to-date products and prices at hand. No more writing orders down and re-typing them later, and far fewer mistakes.

5. Managers see what’s really happening

Because every visit, check and order is recorded as it happens, managers get a live view of store performance. They can spot problems early, such as a competitor taking shelf space or a promotion that never went up, and act before sales drop.

It works where reps work

Stores often have poor signal. The mobile app works offline, so reps can complete visits, checks and orders anywhere, and everything syncs when they’re back online.

The bottom line

Better planning, better data and faster orders add up to more productive reps and better-run shelves. And the information your team collects in store becomes one of your most valuable sales tools.