Salesforce CPQ has long been a dominant force in the Configure, Price, Quote (CPQ) space. For years, it has helped businesses standardize pricing, streamline approvals, and generate quotes. But times have changed. 

Today’s B2B SaaS companies require agility, automation, and flexible pricing models, rapid deal cycles–the needs that Salesforce CPQ has struggled to meet. Not only has the landscape of B2B SaaS evolved dramatically, but Salesforce itself is sunsetting its CPQ product, leaving many companies with a dead-end solution.

Now, these B2B SaaS companies are at a crossroads: continue using an unsupported product, migrate to Salesforce’s new product, or consider a more modern alternative. The choice will determine how well they can adapt to today’s fast-paced SaaS market.

As the B2B SaaS industry evolves, so do expectations for revenue operations and CPQ solutions. Traditional sales models have given way to more complex pricing strategies, faster deal cycles, and highly automated processes. However, legacy CPQ solutions like Salesforce CPQ have failed to keep up. The reality is that today’s SaaS companies need:

• Flexible pricing models, including usage-based and hybrid billing.
• Faster deal execution with automated workflows and approvals.
• Seamless connection across CPQ, customer lifecycle management, and billing that can adjust to changing customer needs, product configurations, and pricing models.

With Salesforce discontinuing CPQ, companies now face an urgent decision. Staying on a legacy platform that’s being phased out will only create inefficiencies and technical debt over time.

RevOps and Finance leaders have felt the limitations of Salesforce CPQ for years, but with its official end-of-life, businesses are now left with a system that no longer evolves. Here’s why companies are moving on:

Modern SaaS pricing models—such as usage-based, hybrid, and multi-year deals—are very difficult to execute efficiently in Salesforce CPQ. Workarounds are complex, requiring extensive customization and admin effort. This lack of flexibility makes it difficult for companies to iterate and optimize their revenue models.

To keep up with evolving market demands, SaaS companies require a CPQ that aligns with their revenue operations goals. Here’s what they need:

• A CPQ Built for Hybrid Revenue Models

Modern SaaS companies require a CPQ solution that supports dynamic pricing structures adaptable to customer needs. Instead of rigid, one-size-fits-all models, they need flexibility to implement usage-based, hybrid, and multi-year pricing seamlessly.

A modern CPQ solution should enable automated discounting, multi-year ramps and uplifts, and advanced approvals, ensuring deals close efficiently while maintaining pricing consistency. By embracing a system built for recurring revenue models, SaaS businesses can optimize pricing strategies, enhance customer satisfaction, and drive long-term revenue growth without the operational bottlenecks of legacy CPQ systems.

• A Data Model that Connects the Entire Revenue Lifecycle, from Quote to Cash 

CPQ doesn’t operate in isolation—it must connect quoting, billing, revenue recognition, and customer lifecycle management to ensure data consistency and eliminate operational bottlenecks. The underlying data model plays a critical role in enabling this integration. A fragmented or inflexible data structure can lead to:

• Disjointed systems – If CPQ, billing, and finance platforms don’t share a common data model, businesses face constant reconciliation issues, delayed revenue recognition, and inaccurate reporting.

• Manual workarounds – When pricing, contract terms, and renewals don’t flow seamlessly across systems, teams are forced to rely on spreadsheets and manual updates, increasing errors and inefficiencies.

• Limited visibility into revenue performance – Without a unified data model, Sales, Finance, and RevOps teams struggle to get real-time insights into deal structures, expansion opportunities, and revenue forecasting.

A modern CPQ with a unified data model ensures that:

• Pricing, contract terms, and billing data stay in sync across the entire revenue lifecycle.

• Sales, Finance, and RevOps teams work from a single source of truth, eliminating discrepancies between quotes, invoices, and revenue recognition.

• Automated workflows reduce reliance on manual data entry, accelerating deal velocity and improving cash flow predictability.

By choosing a CPQ with a flexible, scalable data model, SaaS companies can create a fully connected revenue operation, reducing inefficiencies and enabling long-term growth.

• Fast Implementation and Easy Admin Control

The right CPQ solution should allow RevOps teams to make changes quickly and efficiently—without relying on engineers or external consultants for every update.

Implementing a modern CPQ solution should not be a drawn-out, months-long process. Unlike legacy systems that require extensive setup and customization, an ideal CPQ platform can be up and running in weeks, minimizing disruption to sales operations. 

Modern solutions empower RevOps teams with low-code configuration capabilities, allowing them to make changes quickly and efficiently without relying on external consultants. 

• A CPQ Built for Scale and Future Growth

SaaS companies need a CPQ solution that can grow alongside them. As businesses scale, their pricing models, sales motions, and revenue processes become more complex. 

Choosing a CPQ that can scale ensures businesses don’t outgrow their quoting and revenue processes, avoiding another painful migration down the road.

With Salesforce CPQ no longer a viable long-term option, RevOps and Finance leaders face a pivotal decision—one that will directly impact sales efficiency, revenue scalability, and long-term business growth.There are three paths forward:

• Stay on a Legacy Product: Sticking with a legacy product that will become increasingly outdated, harder to maintain, and costly to support. This option means higher administrative overhead, slower deal cycles, and continued frustration for your teams.
• Migrate to Salesforce RLM: Salesforce RLM is still evolving, making it an uncertain choice. Early adopters face the challenge of unproven features, unclear long-term costs, and the complexity of migrating to a system that is still finding its footing. For businesses that can’t afford disruption in their revenue processes, betting on an unfinished solution presents serious risks.
• Adopting a Modern Revenue Lifecycle Solution: Adopt a modern Revenue Lifecycle solution that aligns with the needs of today’s B2B SaaS companies—not just for today, but for the future. The right choice will give your company the flexibility to scale, automate critical processes, and seamlessly integrate pricing, billing, and revenue recognition without unnecessary complexity.

For RevOps and Finance leaders, this decision isn’t just about switching tools—it’s about future-proofing revenue operations to drive efficiency, accuracy, and long-term business growth. The companies that make the right choice today will be the ones best positioned to adapt, scale, and lead their markets in the years ahead.