Is Your Business ARM Ready? 5 [NEW] Questions to Ask Before Making the Leap
What Salesforce and NetSuite enterprises need to know before starting their RCA/ARM reimplementation.
The Reality Check: RCA/ARM Isn’t an Upgrade — It’s a Reimplementation
Salesforce’s Revenue Cloud Advanced (RCA), now Agentforce Revenue Management (ARM) modernizes Salesforce’s revenue engine and fundamentally changes how Salesforce and NetSuite must work together across pricing, orders, usage, and revenue events. RCA/ARM is built on a modern, component-based architecture designed to support complex pricing, contracts, and order orchestration across the full quote-to-cash lifecycle.
For companies already running complex quote-to-cash processes, this isn’t a version update. It’s a full reimplementation. One that will expose every inefficiency, integration gap, and data weakness in your current architecture.
At Continuous, we help companies enter this new era Revenue Ready, modernizing their revenue stack without the cost or disruption of a rebuild. We fix quote-to-cash for Salesforce and NetSuite enterprises so they can extend their existing systems into the future, instead of starting over.
What We’re Seeing in the Market: Success Meets Operational Reality
At Continuous, we work with companies that are deep into CPQ and Billing, and five patterns consistently emerge.
1. Your Customer Experience Shouldn’t Depend on Support Tickets
Most customers can’t see their usage, credit balances, or contract details, so they open support tickets for basic questions. This reactive model frustrates users, burdens internal teams, and erodes trust, especially in usage-based models where real-time visibility is expected.
2. When SKUs Don’t Map to Value, Trust Breaks Down
Workarounds that helped get CPQ live or bring a new product to market, like placeholder SKUs or loosely defined product hierarchies create quoting confusion and billing disconnects. The result? Customers are unsure of what they purchased or why they were charged.
3. Governance Gaps and Swivel-Chair Handoffs Create a Loop of Rework and Risk
What began as flexible CPQ configuration has evolved into a patchwork of overrides, manual workarounds, and uncontrolled customizations. Even after deals are signed, corrections are often required before revenue can be recognized. The outcome: delayed deals, inconsistent data, and ongoing rework across Sales, RevOps, and Finance.
4. Unstructured or Manual Consumption Data
As businesses move toward monetizing usage, the supporting data often isn’t ready. Usage data may be captured inconsistently, defined differently across products, or manually tracked in spreadsheets, if it’s tracked at all. Sales teams miss upsell signals, Finance can’t reconcile revenue, and customers lack visibility, limiting both growth and trust.
5. Fragmented, Disconnected Lifecycle Events Derail Growth
Renewals, amendments, and cancellations are often managed through manual workarounds or outside systems (i.e spreadsheets, net-new quotes, or support tickets). This leads to duplicate records, conflicting contract data, customer confusion, and unreliable revenue and renewal reporting.
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If these issues sound familiar, you’re not alone. They’re exactly what RCA/ARM will expose, and amplify, if left unaddressed.
That’s why readiness matters. Before you start your RCA/ARM reimplementation, ask yourself these five questions to see whether your foundation is ready for the new architecture.
Is Your Business RCA/ARM Ready?
RCA/ARM assumes a strong foundation, but that’s where many teams struggle. Before diving in, ask yourself:
- Is our product catalog standardized and enforceable?
- Do our SKUs map to value — for us and our customers?
- Is our usage data reliable and available in real time?
- Are renewals, amendments, and cancellations governed and aligned?
- Can Sales, Finance, and Customers all see the same thing?
Without that foundation, even the best RCA/ARM implementation can fall short of expectations.
How Continuous Helps You Get Revenue Ready
At Continuous, we help Salesforce and NetSuite enterprises prepare for RCA/ARM by fixing what’s underneath, the quote-to-cash foundations that everything depends on.
Continuous enables Salesforce customers to modernize their revenue stack, Revenue Cloud or ARM, without the cost or disruption of a rebuild. We extend Salesforce with flexible pricing, rating, and ERP-ready billing logic that works across both current and next-generation architectures.
With Continuous, teams can:
- Add modern pricing, usage, and credit models directly within Salesforce — no new platform required.
- Connect Salesforce quoting and billing to NetSuite or other ERPs with real-time data flow and reconciliation.
- Evaluate ARM readiness and move on their own timeline — adopting RCA/ARM when they’re ready, without business disruption.
Continuous runs natively across Salesforce and NetSuite, giving you an embedded revenue infrastructure that’s built for the RCA/ARM era.
Final Word
RCA/ARM is changing how Salesforce handles revenue, but it doesn’t have to change everything about how you operate. Companies that clean up now and build the right foundation will move faster, scale smarter, and avoid the pain of rebuilding twice.
Continuous fixed quote-to-cash for companies running Salesforce and NetSuite, so you can enter the RCA/ARM era confident, connected, and Revenue Ready.
Learn how Continuous fixed quote-to-cash in Salesforce and NetSuite. Request a demo today or reach out for a RCA/ARM readiness audit.
This blog is an update to Part 3 of the RCA Series originally published in April 2025. View all three posts from the series here: