Glossary
One-sentence definitions first, then how each concept works in Salesforce and how Kugamon handles it.
Terms with their own page
Amendment
An amendment is a change to an active subscription or contract before its term ends, such as adding or removing quantity, swapping a product, changing the price or extending the term.
Read →Annual recurring revenue (ARR)
Annual recurring revenue (ARR) is the yearly value of all active subscription contracts, counting recurring charges only, normalized to one year whatever the term or billing frequency.
Read →Bundle
A bundle is a product sold as a set of component products and services, some required and some optional, priced on the quote as one line or as the sum of its members.
Read →Co-terming
Co-terming is aligning the end date of a new or added subscription with the end date of a customer's existing contract, so every subscription on the account renews together on one date.
Read →Contracted price
A contracted price is a price or discount negotiated with one customer that applies automatically to that account's quotes and orders, usually for the term of its contract.
Read →CPQ
CPQ (configure, price, quote) is software that lets a seller build a valid product configuration, price it under the current rules and produce the quote document inside the CRM.
Read →Days sales outstanding (DSO)
Days sales outstanding (DSO) is the average number of days a company takes to collect payment after invoicing: accounts receivable divided by credit sales, times the days in the period.
Read →Discount schedule
A discount schedule is a set of quantity or term tiers that lowers the unit price automatically as a customer buys more, so volume pricing follows policy, not each rep's judgment.
Read →Dunning
Dunning is the process of recovering a failed or overdue payment: retrying soft card declines, notifying the customer, escalating to a person and, if nothing works, suspending service.
Read →End of sale
End of sale is the point when a vendor stops selling a product to new customers while existing customers keep using it; Salesforce CPQ has been end of sale since March 2025.
Read →Gross revenue retention (GRR)
Gross revenue retention (GRR) is the share of starting recurring revenue kept from existing customers over a period, after downgrades and churn but not expansion, so it never exceeds 100%.
Read →Involuntary churn
Involuntary churn is recurring revenue lost because a payment failed or an invoice went unpaid, such as an expired card or an overdue invoice, not because the customer chose to leave.
Read →Managed package
A managed package is a vendor-built Salesforce app installed in your org under a permanent namespace prefix; the vendor owns and upgrades its code, and your admins configure it.
Read →Monthly recurring revenue (MRR)
Monthly recurring revenue (MRR) is the recurring subscription revenue expected each month from active contracts, with annual and multi-year contracts converted to a monthly amount.
Read →Net revenue retention (NRR)
Net revenue retention (NRR) is recurring revenue from an existing group of customers at the end of a period, after expansion, downgrades and churn, as a share of what they started with.
Read →Price book
A price book is a named list of the prices each product sells at, such as list, partner or regional prices; in Salesforce it is Pricebook2, with one PricebookEntry per product and currency.
Read →Proration
Proration is charging or crediting a customer for only the part of a billing period that a change is in effect, by scaling the full-period price to the time remaining.
Read →Quote-to-cash
Quote-to-cash is the end-to-end process from configuring and pricing a quote through approval, signature, order, fulfillment and invoicing to collecting the payment.
Read →Renewal uplift
A renewal uplift is a percentage increase applied to a customer's current subscription price when the contract renews, set by rule or by contract rather than negotiated each term.
Read →Revenue leakage
Revenue leakage is money a company is owed under its contracts but never bills or collects, such as lapsed renewals, unbilled usage, uplifts not applied and invoices that were never sent.
Read →Revenue recognition (ASC 606)
Revenue recognition under ASC 606 is the US accounting standard for when revenue counts as earned: as each promise in a customer contract is fulfilled, not when the invoice is sent or paid.
Read →Salesforce-native
Salesforce-native means every revenue record lives in your Salesforce org, with no external system of record, pricing on the platform, standard Products and Price Books, and admin control.
Read →Total contract value (TCV)
Total contract value (TCV) is the full value of a customer contract over its whole term, combining recurring charges for every year with one-time fees such as setup or training.
Read →Total cost of ownership (TCO)
Total cost of ownership (TCO) is what a system costs over its life, usually modeled over three years: license, implementation, admin and integration upkeep, not just the per-user price.
Read →Usage-based billing
Usage-based billing charges customers for what they consume in a period, such as API calls, transactions or gigabytes, rated against a contracted price and usually invoiced in arrears.
Read →CPQ, billing and migration terms
Short definitions; each becomes a full entry on the content cadence. Benchmarks link to their source.
- Agentforce Revenue Management
- A former name of Salesforce Revenue Cloud. Salesforce marketed its revenue product as Agentforce Revenue Management from October 2025 until it restored the Revenue Cloud name on September 14, 2026. Older pages, URLs and partner tools (such as IdeaHelix’s ARM Migration Tool) still use it. See Revenue Cloud Advanced (RCA).
- Apttus
- The CPQ and CLM vendor acquired by Thoma Bravo in 2018 that bought Conga in 2020 and took its name. Apttus CPQ is sold today as Conga Advantage CPQ; the Salesforce packages keep the
Apttus_Config2andApttus_Proposalnamespaces. Since February 2026 Conga also sells a second, separate CPQ, Smart CPQ (formerly PROS), so confirm which one a proposal covers. - Apttus_Config2
- The managed-package namespace of Conga’s Configuration & Pricing package: Product Configuration, Line Item, Price List, Price List Item, Constraint Rule, Asset Line Item, Order.
- Apttus_Proposal
- The namespace of Conga’s Quote Management package: Quote/Proposal and Proposal Line Item.
- Asset (Revenue Cloud Advanced)
- The core object that holds the install base in Revenue Cloud Advanced. Amendments, renewals and cancellations are asset-based;
AssetStatePeriodrecords each span of consistent quantity, amount and MRR. - Asset Line Item (Conga)
Apttus_Config2__AssetLineItem__c— the install base in Conga CPQ: what a customer owns, with dates and pricing.- Attribute-based catalog
- Revenue Cloud Advanced’s product model: products defined by attributes and classifications rather than SKU-based bundles. Salesforce lists it as a core difference from Salesforce CPQ.
- Big-bang cutover
- Moving every user from the old CPQ to the new one on a single date, after a parallel run. The alternative to a phased migration.
- Constraint-based configurator
- A configurator that resolves a set of constraints to determine valid configurations, as in Revenue Cloud Advanced, versus a rules-based configurator as in Salesforce CPQ.
- End of life
- A product is no longer supported or maintained. Salesforce says this has not happened to Salesforce CPQ and no date has been announced.
- Forsys RevRamp
- A partner-built accelerator for migrating catalog, pricing rules and quote data from a legacy CPQ into Revenue Cloud. One of three tools Salesforce names.
- IdeaHelix
- A Salesforce partner offering an estimator and its ARM Migration Tool, which converts CPQ bundles, pricing rules, quotes, contracts and assets into Revenue Cloud data models. Named by Salesforce; listed on AppExchange.
- Install base
- The set of products each customer currently owns or subscribes to. The one data set that must migrate completely:
SBQQ__Subscription__c(Salesforce CPQ), Asset Line Items (Conga),Asset(RCA), Subscription (Kugamon kuga_sub). - kuga_sub
- Kugamon’s Subscription Management package: Subscription object, contract roll-ups, asset tracking, automated renewal opportunities, renewal notices, price uplifts.
- kugo2p
- Kugamon’s Quote-to-Cash package: quotes, orders, invoices, payments, shipments, catalog, tiered and account-specific pricing, tax, payment connectors.
- Maintenance phase
- Salesforce’s description of Salesforce CPQ’s current state: existing customers receive support and critical fixes; new product innovation is focused on Revenue Cloud Advanced.
- Namespace
- The prefix on every object, field and class a managed package adds to an org. Namespaces cannot be renamed, which is why Conga CPQ still uses
Apttus_and Salesforce CPQ still usesSBQQ__. - Nue
- A quote-to-revenue platform built for SaaS and AI companies, founded in 2019 in San Francisco. Hybrid: its CPQ is a Salesforce managed package that writes quotes and orders to the standard Quote and Order, while its billing, invoicing, usage-rating and self-serve engines run on Nue’s AWS platform against a copy that syncs back to Salesforce. Nue publishes one price, “starting at $90 per user per month” on its AppExchange listing; platform fee, add-on modules and implementation are quoted.
- Parallel run
- A period when both the old and new CPQ are live and reps quote in both, so totals can be compared before cutover. Typically one quote cycle.
- Phased migration
- Moving segments (business units, product lines, regions) to the new CPQ one at a time while the old one stays live, rather than a big-bang cutover. The install base should still move in one pass.
- Price List (Conga)
Apttus_Config2__PriceList__c/PriceListItem__c— Conga CPQ’s own pricing objects, used instead of standard Price Books.- Price rule
SBQQ__PriceRule__c— a conditional price change in Salesforce CPQ. Maps to pricing procedures in RCA and tiered/account pricing in Kugamon.- Pricing procedure
- Revenue Cloud Advanced’s declarative pricing logic, replacing price rules and Quote Calculator Plugin scripts.
- Prodly
- A Salesforce DevOps vendor whose Migrate tool analyses a CPQ setup and maps products, pricing, rules and bundles into Revenue Cloud Advanced. Named by Salesforce; offers a free assessment.
- Product Configuration (Conga)
Apttus_Config2__ProductConfiguration__c— the cart in Conga CPQ. One per configuration session, including abandoned ones; export proposals, not carts.- Product rule
SBQQ__ProductRule__c— validation, alert, selection and filter rules for configuration in Salesforce CPQ.- Product selling model
ProductSellingModel— in Revenue Cloud Advanced, defines how a product is sold: one-time, evergreen subscription, or termed subscription. A product can have several.- Quote Calculator Plugin (QCP)
- Custom JavaScript that alters pricing calculation in Salesforce CPQ. Does not migrate; rebuilt as pricing procedures in RCA or usually unnecessary in Kugamon.
- Quote Line Editor
- The Salesforce CPQ interface where reps add and edit quote lines. Its presence is one sign an org runs SBQQ.
- Revenue Cloud Advanced (RCA)
- The Advanced edition ($200 per user per month) of Revenue Cloud, Salesforce’s current CPQ and revenue product and the successor to Salesforce CPQ; the Growth edition is $150. Built on the core platform with a new data model rather than as a managed package, so moving from Salesforce CPQ is a re-implementation, not an upgrade.
- Revenue Cloud Billing
- Salesforce’s billing product for Revenue Cloud, sold separately with quote-only pricing, covering usage rating, invoicing, payments and collections.
- Revenue Lifecycle Management (RLM)
- The name Salesforce launched its core-platform revenue product under in June 2024. The Winter ’25 release (September 2024) renamed it Revenue Cloud.
- SBQQ
- The managed-package namespace of Salesforce CPQ, registered by SteelBrick. Every Salesforce CPQ object carries the
SBQQ__prefix. - SteelBrick
- The company whose native-Salesforce CPQ became Salesforce CPQ after Salesforce agreed to acquire it on December 23, 2015.
- Subscription (Salesforce CPQ)
SBQQ__Subscription__c— the install base: one record per subscribed product per contract, with dates and quantities.- Subskribe
- A quote-to-revenue platform (CPQ, billing and revenue recognition) that DealHub acquired on November 19, 2025. It still runs as its own platform: a standalone web app with a Salesforce managed package (not listed on the AppExchange) and a HubSpot app. DealHub says it will be fully integrated into the DealHub platform but has published no date. No list prices: subskribe.com has a calculator that shows estimates after a contact form, and its “Contact Sales” link goes to DealHub.
- System of record
- The place the authoritative version of a record lives. For quotes it is either your Salesforce org (Salesforce CPQ, Revenue Cloud, Kugamon, Conga Advantage CPQ, Nue’s CPQ package) or a vendor platform that syncs a copy into it (DealHub, Subskribe). Billing records follow the same test: Nue’s and Zuora’s invoices live on their own platforms, with a copy synced back to Salesforce.
- TurboPricing / TurboConfig
- Conga’s optional engines that move pricing and configuration computation from the Salesforce platform to Conga’s compute platform, each under a separate licence, with scheduled data sync.
- Zuora
- A billing-first quote-to-cash platform that runs outside Salesforce and connects to it through Zuora CPQ (the Zuora Quotes managed package) and Zuora 360 / the Zuora Connector for Salesforce CRM; privately held since Silver Lake and GIC completed its acquisition in February 2025. No price list on zuora.com; its AWS Marketplace listing shows Billing + CPQ + Revenue packages from $75,000 per unit per year (unit not defined). It is not priced per user.
Where to go next
The knowledge base
Plain-spoken guides to RevOps, CPQ, billing and subscription management on Salesforce, by topic.
Browse the guides →Questions, answered
Is Salesforce CPQ end of life, what Revenue Cloud Advanced costs, who owns Conga — each answer sourced.
Read the FAQ →One email a month
What changed in Salesforce revenue tooling, and what it means. No drip sequence.
Subscribe →Ready to see it inside Salesforce?
Thirty minutes on your data with someone who has done this before. No pitch — just honest guidance.