How to optimize Salesforce Revenue Cloud

Scaling your business faster requires a streamlined quote-to-cash process. As the engine that powers your selling organization, Salesforce Revenue Cloud must be highly optimized to meet business targets.

However, when you’re responsible for managing a complex Salesforce org, new requests and requirements come frequently from all corners of the business. Over time, these ad hoc changes can accumulate as technical debt—adding complexity, slowing down your org, and preventing business agility. When working with a configure, price, quote (CPQ) product like Salesforce Revenue Cloud, this growing complexity and technical debt can present serious challenges. These challenges are compounded when you land in a new business and take over a new Salesforce org. 

In this article, we'll explore what technical debt looks like in Revenue Cloud and strategies for proactively addressing it to optimize performance and scalability. By learning how to automate your Revenue Cloud analysis, you can save hundreds of hours, helping you focus on accelerating your business.

What does technical debt in Revenue Cloud look like? 

Technical debt refers to the accumulated challenges stemming from past technology decisions that hinder an organization's ability to achieve its business goals. 

In Revenue Cloud, technical debt can manifest in various forms, such as outdated pricing processes, inefficient automation, and poorly implemented product and pricing rules. For example, legacy pricing waterfall processes may have been extended using platform automation, leading to performance issues and a poor user experience.

Understanding Revenue Cloud complexity

To optimize your Revenue Cloud implementation and ensure you’re getting the most from your Salesforce investment, it’s important to first understand the current state and complexity of your Salesforce org. This involves gaining a comprehensive understanding of the various components, functionalities, and interdependencies within the Revenue Cloud ecosystem. 

Here are some key aspects to consider:

Salesforce Revenue Cloud health assessment

1. Business processes: Start by assessing your core business processes to ensure they align with current business needs and future goals. Documenting and refining these processes is essential for optimizing Revenue Cloud functionality and supporting business growth.

2. Industry benchmark: View your Salesforce health and complexity compared to other Revenue Cloud customers and the entire Salesforce ecosystem. Set a baseline for improvement and track your standing over time.

3. Compliance and regulatory requirements: Check your Revenue Cloud for any security risks including custom code issues, out-of-date packages, and unauthorized profiles and permissions to ensure compliance with industry regulations and data privacy laws. 

4. Record counts: How are you using Revenue Cloud? Build an understanding of the volume of records within your Revenue Cloud (including Price Rules, Product Rules, Configuration Rules, Error Conditions, Product Catalogs, Product Categories, ProductCategoryProducts, Product Options, Product Actions, and more) to identify usage patterns, plan for scalability, ensure compliance, and optimize performance.

5. Record-triggered automation: Review your automation, including workflow, process builder, flow, and triggers, to identify opportunities to modernize automation and streamline processes. Gain visibility into automation on Quote and Quote Line objects, as well as all other standard and custom objects, to optimize quoting processes and enhance sales efficiency.

6. Field utilization: Evaluate the utilization of fields within Revenue Cloud objects, ensuring data accuracy and relevance while minimizing clutter. Identify easily native fields you could be leveraging in your processes or custom fields that should be removed to simplify.

7. Product catalogs and categories: Conduct a thorough review of your product catalog and pricing models to identify redundancies and streamline offerings. Ask key questions about SKU support, product hierarchy, and pricing model documentation to ensure alignment with business objectives.

8. Object utilization and user adoption: Survey users and review utilization metrics across your Salesforce org to understand user adoption levels and identify any usability issues or training gaps that need to be addressed.

9. Quote and contract lifecycle management: Gain visibility into the quote and contract lifecycle within Revenue Cloud to track the progress of deals, improve efficiency, and identify bottlenecks. 

Optimizing Revenue Cloud with Hubbl Diagnostics & Process Analytics 

Hubbl Diagnostics’ comprehensive suite of Salesforce org optimization solutions arms Salesforce Admins and Managers with everything they need to perform a Revenue Cloud Health Assessment, identify technical debt, prioritize areas of improvement, and drive revenue growth.

• Hubbl Diagnostics: Automate Salesforce Revenue Cloud org management by scheduling metadata audits and health checks, identifying areas for optimization, and monitoring security risks.
• Hubbl Process Analytics: Understand and improve your business processes inside Salesforce to better track the progress of deals, improve data quality, and identify bottlenecks.

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Maximize your Salesforce Revenue Cloud investment.

• Audit Salesforce license, cloud, and object utilization.
  
• Track org limits nearing their maximum.
• Identify Salesforce licenses and apps you pay for, but aren’t using.

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‍Effortlessly manage object automation.

• Understand all record-triggered automation in your org.
• Plan your migration to Flow with a single view.
• Drill down by automation type, cloud, object, and more.

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Speed up your Salesforce org.

• Monitor field utilization and identify unused custom fields.
• Assess objects with multiple automation types.
• Uncover legacy automation such as workflows and processes.

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Sustaining your Revenue Cloud investment

Managing technical debt in Salesforce Revenue Cloud requires a proactive approach and a thorough understanding of the platform's complexities. By implementing strategies to address technical debt and leveraging tools like Hubbl Diagnostics Process Analytics, Salesforce Admins can optimize Revenue Cloud performance, streamline business processes, and drive long-term value for their organizations.