CRM
Salesforce CPQ is being phased out. Should you panic?
Salesforce CPQ is being phased out. Should you panic? No. Should you plan? Yes.
What is happening
Salesforce stopped selling CPQ to new customers in March 2025. It now receives critical fixes only, with no new features. Its replacement is Revenue Cloud.
Do you need to move now?
No. There is no announced end-of-life date, and support runs for the length of your contract. Salesforce will not force you to move at renewal, but expect the conversation, and possibly a discount to switch.
Is Revenue Cloud better?
For most companies it does the same job in a different way, at a higher price. Its one real advantage is the product catalogue. A product in three sizes and four colours needs twelve product codes in CPQ, but one product with options in Revenue Cloud. The catch is that your ERP still expects twelve codes. Unless you also re-architect your ERP product records, there is no real gain.
Much of the Revenue Cloud roadmap catches up with what CPQ already does: ramp deals, approvals, discounting. The genuinely new pieces are usage-based billing, which most companies already run elsewhere, and AI quoting agents, which are still early. If none of that is worth a six to twelve month rebuild, do not move yet.
When you do move, what matters
It is a rebuild, not an upgrade: a different data model, pricing logic rebuilt in a new rules engine, approvals moved to Flow, and ERP and billing integrations re-pointed. Two lessons from my own programmes:
- Simplify first. A financial services client of mine had ten thousand product variants. They cut them to around twenty before migrating. That made rebuilding the pricing engine far easier and left the business far simpler to run.
- Plan live quotes and renewals in detail. Moving open quotes and renewals is one of the hardest parts of any cutover. Map every stage of a quote and a renewal in CPQ to how it will work in Revenue Cloud before you build anything, and decide for each open quote whether to honour, re-quote or migrate it.
CPQ is not dying. It is being frozen. Put it on the risk register, and plan the move on your timetable rather than your account executive's.
Scott Armstrong is a programme director who recovers and delivers ERP, finance, data and CRM transformation for large organisations. Talk to Scott about your programme.