Getting Your Salesforce CPQ Data Migrations Right
The benefits of Salesforce CPQ (Configure, Price, Quote) are well documented — with sales and finance leaders across numerous industries using the software to give certainty to the quoting process, improve forecasting, understand profit drivers and make renewals more efficient, accurate and customer friendly.
However, taking full advantage of these benefits relies on a key factor: your data. Get it wrong, and you risk undermining the entire implementation, leading to inefficiencies, frustration and missed opportunities. Here is why a robust approach to data migration is essential and how you can ensure success…
1. Lay the foundation with data fundamentals
The first step in any successful Salesforce CPQ implementation is establishing solid foundations. Your core objects — Account, Contact, Opportunity, Pricebook, Product and Quote — must be built on accurate, well-organised data. Without this, your implementation is vulnerable to issues that will ripple throughout your sales processes. These issues will likely have been the key prompt behind looking for a better platform in the first place.
A clear data dictionary is essential. It provides visibility and clarity on your data definitions and establishes ownership, operating under the right level of data governance and data mastery. Standardised metadata labels across your technology platforms — especially between sales, marketing and finance platforms — can prevent misalignment and support seamless operations. Ultimately, this foundation will also set your ‘Agents’ up for success, ensuring they are working with reliable and consistent metadata from day one.
2. Address the data quality problem
Poor data quality is a significant roadblock for many organisations. In fact, Gartner estimates it costs organisations on average $12.9 million per year, causing a 20% reduction in revenue.
The same principle applies to Salesforce CPQ. Without clean, validated data, your implementation will struggle to deliver meaningful insights or achieve the higher conversion rates that everyone is hoping for.
Data cleansing involves making tough decisions about what data is necessary and ensuring it is in a usable state. Too often, businesses waste time on fields that add no value to salespeople whilst neglecting those that provide critical insights. High-quality, automated data collection at the right stages of the sales process does not just improve operations, it also engages users and lifts your processes to the next level.
It is also worth calling out that aligning and reconciling your Salesforce billing data with the finance systems will be essential; your finance department will not appreciate being frozen out of this part of the process. Real gains in terms of reducing administrative steps and improving collaboration between Sales and Finance are huge in this area. This is where investment in a master data strategy can pay huge dividends and become a significant part of your overall data governance approach, for which your users and customers will be very thankful.
3. Define your vision and stick to it
To maximise the potential of Salesforce CPQ, your business needs a clear vision. The goal of Salesforce CPQ is to reduce administrative burdens through standardised, efficient and repeatable processes. But this is only possible if you understand what data is required and at what stage of the sales process. You must ensure your data standards align with, not undermine, your overarching vision.
The best implementations focus on standardisation, resisting the temptation to accommodate every workaround or exception that has developed over time. Although flexibility might seem appealing, it often creates bottlenecks and undermines automation opportunities. A clear, disciplined approach to data ensures the system supports your long-term goals, not just short-term fixes.
4. Map your data with expert insights
Your existing data is a goldmine — but only if it is properly mapped to your new system. Subject Matter Experts (SMEs) and Process Owners are critical for this phase. These individuals need to buy into the vision for the platform while understanding the intricacies of your sales processes, price books, products and quotes.
SMEs play a pivotal role in identifying essential data decisions and preventing workarounds that could jeopardise your implementation. Their expertise is also invaluable during functional testing and data testing — a stage that must never be overlooked. Moreover, they act as advocates for the new processes, helping the wider organisation embrace change, understand data decisions and ensure a smooth transition.
5. Think about the sequence
The sequence of your data migration can be just as important as the data quality itself. Although the migration process typically starts with your Account, Opportunity and Product Objects, it must also consider dependencies between products, quotes, assets, subscriptions and their relevant line items.
Equally, establishing a robust delta process is critical for effective data testing and an easier cutover. Do not forget to disable triggers during migration to prevent unnecessary complications! Too many projects falter because the sequence and dependencies of data migration are not carefully planned, leading to delays and costly errors.
Take the time to get it right
A successful Salesforce CPQ and billing implementation hinges on getting your data management right. It is not just about moving data from one system to another; it is about ensuring data is clean, organised and strategically aligned with your business goals.
By prioritising data quality, involving the right experts and following a well-structured migration plan, you can avoid the pitfalls that have derailed many implementations.
Remember, the decisions you make about your data will influence everything from process design to functionality and ultimately determine the success of your project. So, take the time to get it right —your business will thank you.
Contact Technicus today at info@technicus.co.uk to find out more about our data migration services.
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