Client Overview
Industry
Software Development
Region
Lakewood, Colorado
Company Size
51-200 employees
Featured Solution
Migrating Product Catalog from Zuora to Salesforce Revenue Cloud
About Client
The client is a seasoned provider of enterprise-grade video streaming solutions, with over a decade of experience delivering reliable, scalable video platforms at a global scale. The firm has powered 35,000+ video implementations and specializes in live streaming and video-on-demand solutions, addressing complex requirements around performance, security, and scalability.
How Legacy Zuora Configurations Constrained Salesforce Revenue Cloud Adoption
The client’s Zuora billing environment had become more complicated over time, with unusual rate plans, complex charges, and several usage models. Product definitions and billing logic were scattered across Sales, Operations, and Finance, leading to inconsistencies in the product catalog. When the client chose to move to Salesforce Revenue Cloud, the complexity of the existing setup became a problem. Its rate plan model differs substantially from RCA’s hierarchical charge template architecture.
Limited Auditability and Downstream Revenue Visibility
Slower Deal-to-Bill Cycles
Due to non-standard product structures, order processing and asset creation were delayed by 25%-30%.
Higher Revenue & Compliance Risk
Customized billing logic reduced auditability, making it harder to trace pricing, usage, and billing outcomes during financial reviews and audits.
Manual-Heavy Operations
Fragmented product and charge data forced manual intervention for usage rating, plan updates, and billing changes.
Limited Salesforce Automation
Disconnected data models constrained native quote-to-cash automation.
How We Executed Product Catalog Migration From Zuora to Salesforce RCA
Grazitti executed a full-scale migration of the client’s product catalog from Zuora to Salesforce Revenue Cloud, focusing on RCA’s native data model, charge configuration, billing logic, and downstream lifecycle dependencies.
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Product Catalog Build
Created Product Catalog Entries (PCEs) aligned to Revenue Cloud’s native data model. Each entry was activated and versioned to enable billing and asset creation, establishing a scalable, Salesforce-native foundation for all Revenue Cloud operations.
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Usage Model Reconstruction
To support tiered and PAYG usage models, we set up Rate Management and Usage Selling, defined rate card tiers with clear min/max boundaries, and assigned usage charge templates. Event types were mapped for accurate usage ingestion, and rating behavior was validated using sample records to ensure parity with the legacy Zuora system.
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Context Mapping
Critical context mapping was applied to standardize product type, charge type, and units of measure, ensuring accurate billing classification, consistent financial treatment, and reliable downstream reporting.
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Downstream RCA Dependencies
All downstream RCA dependencies were configured to ensure a seamless, end-to-end quote-to-cash lifecycle. This included Quote, Order, Contract, and Asset Transaction Management, Amendment and Renewal Flows, and Proration Policy setup. Each product, rate plan, and charge was validated against Revenue Cloud’s hierarchical Object Model.
Modernizing Billing with Salesforce Revenue Cloud
The migration established a standardized, Salesforce-native product and charge architecture within Revenue Cloud, enabling a consistent quote-to-order-to-bill lifecycle. By rebuilding the product catalog, usage models, and billing logic on RCA’s native framework, we reduced manual effort, improved auditability, and created a scalable foundation for future updates. Sales, RevOps, and Finance now share a single source of truth, simplifying billing, asset management, and revenue reporting.
Highlights
100%
Product Catalog Rebuilt on Salesforce Revenue Cloud
45%
Faster Order-to-Bill Readiness
35%
Reduction in Manual Billing Adjustments
Zero Disruption to Existing Billing Logic
Near-Zero Rating Discrepancies
Conclusion
By re-architecting the product catalog on Salesforce Revenue Cloud, we laid the groundwork for a fully Salesforce-native revenue model. The migration eliminated dependence on external billing logic, aligned billing and product data within Salesforce, and strengthened auditability and downstream revenue recognition. This foundation now supports consistent quote-to-bill execution and positions the business to scale pricing and product strategies with far greater control.
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