From CPQ to Revenue Cloud: What Australian Businesses Need to Know
At ProQuest, we have always believed in the power of CPQ. Over the years we have helped many businesses improve quoting efficiency and plug revenue leakage. Customers like Henry Schein and Bittn have transformed their quote-to-cash processes with CPQ, creating faster sales cycles and stronger revenue management.
Salesforce CPQ, has long helped businesses streamline their configure, price, and quote (CPQ) processes, and it continues to be fully supported for existing customers. But Salesforce is now investing heavily in the future of revenue management with Revenue Cloud, a next-generation solution designed to handle more complex quoting, pricing, fulfilment, and billing scenarios, all on a unified Salesforce-native platform.
Revenue Cloud builds on the foundation of CPQ, adding capabilities such as order orchestration, subscription lifecycle management, embedded payments, AI-driven insights, and a true omni-channel quoting experience. It’s ideal for businesses that have outgrown spreadsheets, operate across multiple channels, or want to automate more of the revenue lifecycle, from quote to cash to renewal.
For many customers, there’s no urgency to move. But for those who want to future-proof their revenue operations or are looking at a new implementation, Revenue Cloud offers flexibility, scalability, and visibility that goes beyond traditional CPQ.
What’s Included in Revenue Cloud?
Revenue Cloud brings together the best of Salesforce’s past billing products (Steelbrick, CPQ, Vlocity, Salesforce Billing) and adds new capabilities that go beyond traditional B2B selling. Unlike previous CPQ and billing solutions that relied on managed packages with various limitations, Revenue Cloud is now built directly on the Salesforce platform. This shift means faster performance, easier upgrades, tighter integration across clouds, and a cleaner path to AI and automation. It’s a platform-native solution built for scale.
There are two editions to consider, plus an optional Billing add-on for the most complex cases:
- Growth gives you the fundamentals: quoting, pricing rules, product catalog, and simple contract management.
- Advanced builds significantly beyond that: it brings in order management, consumption billing, renewals, and revenue recognition.
- Revenue Cloud Billing (add-on): A specialised billing engine with advanced invoicing, usage rating, payment integrations, collections, and accounting subledgers. For many organisations, the billing and invoicing capabilities in Advanced are sufficient. For businesses with highly complex billing models, Billing is essential.
| Feature / Capability | Revenue Cloud Growth | Revenue Cloud Advanced | Revenue Cloud Billing |
| Licensing approach | Baseline pricing | Per-user pricing | Add-on Pricing |
| Quoting, pricing, product catalog, bundling, discount logic | ✅ Basic | ✅ Full capabilities | |
| Contract & order management, renewals, amendments | Limited / None | ✅ Included | |
| Subscription / consumption billing & invoicing (basic) | ❌ Not included | ✅ Core invoicing + consumption | ✅ Advanced billing engine |
| Usage rating, metered billing, digital wallet | — | Optional / via module | ✅ Yes |
| Invoicing engine, billing policies, document generation | — | ✅ Basic | ✅ Full control |
| Accounting subledger, revenue recognition | — | ✅ Included | ✅ Included |
| Payment gateway integration, collections | — | Via Salesforce Payments | ✅ Full control |
| Advanced billing complexity / modular billing | — | May need RCB | ✅ Yes |
Salesforce is also investing heavily in new revenue dashboards, giving managers and CFOs daily visibility into quoting, billing, and revenue performance. These dashboards are fast becoming control centres for running the business.
How ProQuest can help
At ProQuest, we are helping Australian businesses explore what Revenue Cloud could mean for them. That might be planning a future migration, mapping out what Advanced capabilities could unlock, or simply ensuring their current CPQ setup continues to run smoothly.
Our experience in quote-to-cash transformations means we can:
- Assess your current processes and systems
- Explore where Revenue Cloud could add value for your business
- Map a migration path that fits your timing and budget
- Support your teams with training, adoption, and continuous improvement
CPQ remains a strong foundation. Revenue Cloud is the next evolution, and when you are ready, ProQuest will help you move at your pace, with minimal disruption and maximum value.
