Revenue Operations on Core Salesforce, Upgrading CPQ to Revenue Cloud

A renowned industrial equipment and services provider selling configurable products, add-on services and multi-year maintenance plans was hitting operational friction as their catalog grew. Salesforce CPQ supported quoting, but contracting and billing relied on separate tools and manual handoffs, creating slow cycles, inconsistent regional pricing and frequent rework across renewals and amendments.

Caelius delivered a phased upgrade to Salesforce Revenue Cloud to unify the lead-to-invoice flow, starting with commercial model governance and catalog rationalization, then standardizing the data captured at quote stage so downstream contracting and billing stayed consistent. Revenue Cloud supports a unified revenue lifecycle across quoting, contracting, and invoicing.

Key impact

• Reduced quote rework by standardizing product and pricing rules.
• Shortened approval cycles by clearly defining exceptions.
• Improved contract consistency by aligning terms and templates to the commercial model.
• Reduced billing disputes by standardizing data handed into billing workflows.
• Enabled a repeatable renewal and amendment motion for service plans.