Jackie Zhu – Head of Revenue Cloud
Discover the differences between Revenue Lifecycle Management (RLM) and Salesforce CPQ
Salesforce recently introduced Revenue Lifecycle Management (RLM), a highly anticipated addition to its ecosystem. As the newest CPQ (Configure, Price, Quote) solution, RLM is garnering attention for its potential to redefine the quote-to-cash process. But how does it compare to the established Salesforce CPQ and Industry CPQ solutions? Jacky Zhu, Cloudwerx Head of Revenue Cloud, offers his insights on what sets RLM apart and whether it’s the right choice for your business.
A Closer Look at RLM
Native Construction and Enhanced Performance
One of RLM’s standout features is its native construction on the Salesforce core platform. This is in contrast to Salesforce CPQ and Industry CPQ, which were integrated into Salesforce via acquisitions and operate through managed packages. Because RLM is natively built, it offers better performance, supports higher volumes of quotes and orders, and fully utilises Salesforce’s robust security and platform capabilities. For organisations with complex sales structures, this means RLM can provide a cleaner, more efficient solution.
Inheriting the Best Features
RLM doesn’t just stand on its own; it builds on the strengths of both Salesforce CPQ and Industry CPQ. It brings together the end-to-end quote-to-order process and automated contract management from Salesforce CPQ with the product catalogue management and order decomposition capabilities of Industry CPQ. This blend of features positions RLM as a forward-thinking solution that aligns with industry best practices in the quote-to-cash domain.
Evaluating whether RLM is Right for You
Early Stages and Feature Completeness
While RLM is an exciting advancement, Jacky Zhu reminds us that it’s still in its early stages. New features are continuously being developed and rolled out, but the product is not yet as feature-complete as Salesforce CPQ or Industry CPQ. For instance, although Dynamic Revenue Orchestration was part of RLM’s initial architecture, it only became generally available months after the product’s launch. Other functionalities, like invoicing (planned as part of Winter ‘25 release) and advanced approvals, are still absent in RLM but are well-established in Salesforce CPQ and Salesforce Billing.
Considerations of Cost
RLM’s pricing is another factor to weigh carefully. With two licensing models—one based on platform events and another per user per month—RLM generally comes at a higher price point than Salesforce CPQ. Implementation costs are also likely to be higher, as RLM requires more configuration effort in areas where Salesforce CPQ offers more streamlined solutions and enhancements over the years aimed at simplifying configuration. These differences suggest that while RLM is powerful, it may require more investment to implement and optimise.
What if You Already Use Salesforce CPQ?
Assessing Your Current Solution
For businesses already using Salesforce CPQ, the decision to switch to RLM is not straightforward. Salesforce CPQ remains a mature and feature-rich product, fully supported by Salesforce with no announced plans for retirement. It provides a reliable, integrated quote-to-cash process when paired with Salesforce Billing. Changing a well-functioning system involves not only direct costs but also the hidden costs of change management and user adoption.
Before considering a move to RLM, it’s crucial to assess whether your current CPQ solution meets your business needs. If it does, maximising your existing investment might be the best course of action. However, if your organisation requires capabilities like omnichannel sales support or needs to handle a high volume of transactions across various channels, RLM could offer significant benefits.
Cloudwerx Can Help You Decide
At Cloudwerx, we understand that choosing the right CPQ solution is critical for your business. That’s why we’ve developed a decision tree and a scorecard to help you compare the capabilities of RLM and Salesforce CPQ. Our tools are designed to help you make an informed decision and guide you through the implementation and transition process.
Have questions about RLM, Salesforce CPQ, or any other Revenue Cloud products?
Reach out to us. We’re here to help you navigate these choices and ensure your business gets the most out of its investment.