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IP Fabric: From Salesforce CPQ to Revenue Cloud in 4 months

How IP Fabric moved from Salesforce CPQ to Revenue Cloud Advanced in about four months, and handed it over to their Revenue Operations Manager to run in-house.


Salesforce CPQRevenue Cloud Advanced
4–6 wks
to a working sandbox
~4 months
discovery to go-live
4
product types
In-house
run by their RevOps Manager

Context

IP Fabric sells network assurance software to large enterprises. Their deals are multi-year, with ramps, credits, per-seat licences, services and add-ons, often on one quote.

We built their Salesforce CPQ five years ago. It worked. But Salesforce no longer sells CPQ to new customers, and new features now go into Revenue Cloud. IP Fabric wanted to move on their own schedule, while the system was healthy, not when it broke.

What we did

  • Mapped the old setup. We documented what CPQ was doing and agreed what to keep and what to drop.
  • Cleaned up the catalog. Everything they sell now fits into four product types: credits, seats, services and add-ons.
  • Built one of each, together. We rebuilt one product per category with their team. Then their team built the rest.
  • Supported go-live. Testing with real quotes, moving active contracts, training.

Results

  • 4–6 weeks to a working sandbox
  • About 4 months from discovery to go-live
  • Handed over to their Revenue Operations Manager, who runs it in-house with minimal help from us
  • Billing is the next phase, on the same data

Their team owns the system because they built most of it.

The migration in 20 seconds
Context

Five years on Salesforce CPQ

Multi-year deals with ramps, credits and per-seat licences. CPQ worked, but new features now go into Revenue Cloud.

Discovery

Map what CPQ does. Keep what matters.

✓ Products ✓ Discounts ✕ Old price rules ✓ Approvals ✕ One-off workarounds ✓ Renewals
Weeks 4–6

A working sandbox with four product types

CreditsSeatsServicesAdd-ons
Build

We built one of each. Their team built the rest.

Built togetherBuilt by IP Fabric
~Month 4 · Live
Handed over

to their Revenue Operations Manager.

They run it in-house, with minimal help from us. Billing is the next phase, on the same data.

“Incredibly engaged and helpful. Understands the business requirements with ease and implements them technically.”

Nikola Zdravkov
Revenue Operations Manager, IP Fabric IP Fabric
Quick answers

Still on CPQ? What people ask us

Do we have to move off CPQ right away?
No. CPQ still works and is supported. But it's no longer sold to new customers, and new features go into Revenue Cloud. Planning now means you pick the timing.
How long does a migration take?
IP Fabric took about four months, with a working sandbox after four to six weeks. Qualifying projects can go live in as little as 90 days. We confirm a realistic timeline after discovery.
Do we need a big Salesforce team to run it?
No. Pricing in Revenue Cloud is configuration, not code, so most changes are admin work. At IP Fabric, their Revenue Operations Manager runs it in-house, with minimal help from us. Your team builds alongside us, so they know the system when we step back.
Can't we just convert CPQ automatically?
Contracts and accounts can be moved with tools. Products and pricing are modelled differently, so they're redesigned. That's where you drop the rules you no longer need.
What happens to active contracts and old quotes?
Active contracts move over, so renewals continue in Revenue Cloud. Old quotes usually stay behind. We decide together in discovery.

Bring one real quote to a 30-minute call

We'll show you how it would work in Revenue Cloud. You'll speak with Filip or Aoife, co-founders and Revenue Cloud architects.

Discuss your CPQ migration
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