CPQ migration checklist: twelve steps, in order
Every CPQ migration — from Salesforce CPQ, Conga, DealHub, Nue, or a home-grown build — passes through the same twelve steps: decide the destination, inventory what you have, freeze changes, move the catalog and pricing, migrate open quotes and the install base, rebuild templates and approvals, re-point integrations, run in parallel, cut over, and retire. Here is each step with what to verify before moving on.
The checklist
- Decide the destination and the owner
Revenue Cloud Advanced, a Salesforce-native alternative, or an external platform (compare destinations). Name one person who owns the migration end to end. Verify: a signed-off one-page decision with the three-year cost from the calculator.
- Inventory the current CPQ
Products, bundles, price books, price rules, discount schedules, contracted prices, QCP or callback scripts, templates, approval chains, integrations, and reports that read CPQ objects. Verify: every rule has a one-line plain-language description; anything nobody can explain is flagged for retirement.
- Set the scope of history
Open quotes migrate; closed and expired quotes are archived, not transformed. The install base migrates completely. Verify: counts of open quotes and active subscriptions agreed with sales and finance.
- Freeze structural change
No new products, bundles, or rules in the old CPQ from this point unless mirrored in the new one. Verify: a written freeze notice to admins and the SI.
- Load the catalog and price books
Standard Product2, Pricebook2, and PricebookEntry move as-is to a native destination; to Revenue Cloud Advanced they become an attribute-based catalog. Verify: list price for 20 random products matches in both systems.
- Rebuild pricing logic
Tiered, volume, term, and account-specific pricing. Retire rules flagged in step 2. Verify: ten closed quotes re-priced in the new system match the originals.
- Rebuild bundles and configuration rules
Features, options, constraints. Verify: your three most complex bundles configure end to end.
- Migrate open quotes
Header, lines, discounts, and status. Verify: totals match; reps can regenerate the document.
- Migrate the install base in one pass
Active subscriptions and contracts with dates, quantities, and net prices, under a short amendment freeze. Verify: next-90-day renewals reconcile to the old system.
- Rebuild templates and approvals
Quote documents, terms, approval thresholds and chains. Verify: a discounted quote routes to the right approver and produces the right PDF.
- Re-point integrations
ERP, billing, e-signature, document generation, and any Apex or Flow that references old objects. Verify: one order flows to the ERP from the new system.
- Parallel run, cut over, retire
One quote cycle in parallel; then cut over by segment or all at once (phased approach); keep the old CPQ read-only for history; uninstall when reporting no longer needs it. Verify: month-end pipeline reconciles from the new system alone.
Typical timelines
| From | To Kugamon (native) | To Revenue Cloud Advanced | Source |
|---|---|---|---|
| Salesforce CPQ (SBQQ) | 4–8 weeks | 12–18 months in practice typical | Salesforce |
| Revenue Cloud Advanced | 4–8 weeks | — | playbook |
| Conga CPQ | 6–10 weeks | Not published | playbook |
| DealHub | 4–6 weeks | Not published | playbook |
| Nue | 3–6 weeks | Not published | playbook |
| Subskribe | 6–10 weeks | Not published | playbook |
| Custom / home-grown | 6–12 weeks | Not published | playbook |
Source-specific notes
- Salesforce CPQ: list prices are already in standard Price Books; the work is rules, bundles, and subscriptions. Object map.
- Conga / Apttus: list prices are in Conga Price List Items, not Price Books; export proposals, not carts. Object map.
- DealHub, Nue, Subskribe: the system of record is outside the org; export from the vendor first, then treat the CRM copy as a cross-check.
- Custom Apex: the inventory step is the migration; document every pricing branch before touching data.
From Salesforce CPQ to a native alternative such as Kugamon, typically 4–8 weeks. To Revenue Cloud Advanced, a full rebuild runs 12–18 months in practice (source). From Conga, DealHub, Nue, Subskribe, or custom CPQ to Kugamon, 3–12 weeks depending on the source (see the timeline table above).
Porting every rule. Years of price and product rules accumulate; migrating them unexamined recreates the complexity you are leaving. Inventory each rule in plain language first and rebuild only what the business still recognizes.
No. Archive them in the old system (read-only) or in a data warehouse. Migrate open quotes and the full install base only. Object-level detail: data migration guide.
For Revenue Cloud Advanced, the partner migration tools automate parts of the move; the rebuild itself is a 12–18 month project in practice. For a native alternative that reuses standard Products and Price Books, the migration is admin-led; Kugamon’s implementation is a fixed fee of $30K (one-year term) or $25K (two or three years) — see implementation cost.
See your migration plan
Published timelines by source platform, a fixed implementation fee, and a calculator that labels every estimate.