Atlanta RevOps Transformation Day: Customer Insights & RCA Themes

Anonymized feedback from 25 revenue leaders - August 2025

Workshop Overview

We have the pleasure of co-hosting Atlanta RevOps Transformation Day with Salesforce. This brought together 20 revenue leaders to explore the CPQ-to-RCA transition. The customer engagement was exceptional, with several attendees moving into accelerated RCA project discussions following the event.

What struck us most: customers demonstrated genuine enthusiasm for understanding RCA capabilities and migration planning. Their questions revealed sophisticated thinking about implementation challenges and strategic business alignment.

Pre-Workshop: What Customers Asked

Migration Complexity Concerns:

• "Migration from CPQ to RCA for existing customers - trying to understand what capabilities RCA has developed"
• "Large/complex implementations - trying to understand Salesforce's perspective when it comes to instances like ours where migration would be a very large investment"
• "Migration strategies from Revenue Cloud to RCA, path of least resistance, options (big bang, focus on Omnichannel, others)"

Capability & Differentiation Questions:

• "Looking to fully understand the capabilities of Revenue Cloud and how that would alleviate the challenges we have currently with CPQ"
• "What does RCA provide that CPQ does not that will assist with future transformations"
• "I am most interested in seeing what is different with Revenue Cloud - curious about out of the box vs customization needed"

Implementation & Process Focus:

• "Would like to improve our sales forecasting processes and deal desk processes"
• "Simplicity for sales reps experience - focus on quieting the 'noise' of technology and simplifying the seller experience"
• "Configuration flexibility and adoption best practices"

Post-Workshop: Key Takeaways

Customer Enthusiasm:

• "Looking forward to these assets"
• "Better idea of 'migration' and capabilities of the solution"
• "Great to know there are accelerators and lessons learned to help customers implement RCA"
• "RCA is going to be critical to the future of Salesforce"

Major Themes Identified

1. Migration Planning is the #1 Concern Customers need clear roadmaps for complex CPQ-to-RCA transitions, especially for large implementations with extensive customization.
2. Proof of Capability Differentiation Revenue leaders want to understand specific RCA advantages over CPQ before committing to migration investment.
3. Implementation Risk Mitigation Organizations seek proven methodologies and lessons learned to avoid costly delays and budget overruns.
4. User Experience Focus Sales teams need simplified experiences - technology should enable, not complicate, the selling process.
5. Strategic Business Alignment RevOps teams want to align migrations with broader business transformation goals, not just technology upgrades.

Uptima's Response to Customer Needs

Based on these insights, we've developed:

• Sweep.io Partnership: AI-powered CPQ documentation to map existing logic
• Phased Migration Approach: Strategic "Phase 0" planning to reduce risk
• AI Accelerators: Tools to streamline product catalog rationalization
• Customer Success Framework: Proven methodologies from successful implementations

This analysis is based on anonymized feedback from Atlanta RevOps workshop attendees. Individual responses have been aggregated to protect participant privacy.