# Scope of work, discovery and project planning

*Revenue Management Consultant Study Guide · Implementation Readiness · Last updated October 29, 2026 · https://www.certifyforce.com/study-guide/revenue-management-consultant/implementation-readiness/scope-of-work-discovery-and-project-planning*

How to run discovery that asks why each request exists, sequence the build from catalog to pricing to sales processes, plan around timeline drivers, and work through the three CPQ migration phases: sponsorship, success criteria, strategy, integrator timing, data scope and org strategy.

- Certification: Salesforce Revenue Management Consultant
- Exam section: Implementation Readiness
- Study guide: https://www.certifyforce.com/study-guide/revenue-management-consultant

**Official exam objective:**

> Develop an Agentforce Revenue Management scope of work and project plan.

## What the exam expects

- Run discovery with sales, marketing, finance, operations and IT that uncovers why each requirement exists.
- Sequence the build: product catalog, then pricing, then quote, order, contract and asset processes.
- Name the factors that stretch a timeline and schedule milestones away from competing business events.
- Order the CPQ migration phases: assess the current state and document pain points before choosing a strategy, and engage a system integrator before the design is final.
- Define data migration scope (move versus archive, selling models before price book entries) and place the org decision inside the wider org strategy.

Key terms: **success criteria** (the documented pain points the project must remove); **complexity profile** (the result of the CPQ org assessment that drives strategy); **data migration scope** (what moves, what is archived); **App Usage Assignment** (the record that marks transactional records as Revenue Management records).

## Key facts

| Fact | Detail | Source |
|---|---|---|
| Build order | Product catalog, pricing, then quote, order, contract and asset processes | [Plan Your Implementation](https://help.salesforce.com/s/articleView?id=ind.plan_your_revenue_cloud_implementation.htm&language=en_US&type=5) |
| Timeline drivers include | Portals in scope; extracting, transforming and importing data | [Plan Your Implementation](https://help.salesforce.com/s/articleView?id=ind.plan_your_revenue_cloud_implementation.htm&language=en_US&type=5) |
| Scheduling | Avoid product launches, annual conferences, extended travel | [Plan Your Implementation](https://help.salesforce.com/s/articleView?id=ind.plan_your_revenue_cloud_implementation.htm&language=en_US&type=5) |
| Strategy timing | Phase 2, after the phase 1 current-state assessment | [Prepare to Migrate](https://help.salesforce.com/s/articleView?id=ind.rev_migration_phases.htm&language=en_US&type=5) |
| Success criteria | Documented CPQ pain points, set before phase 2 | [Phase 1](https://help.salesforce.com/s/articleView?id=ind.rev_migration_phase_1.htm&language=en_US&type=5) |
| System integrator | Engage in phase 2, before the future-state design is finalized | [Phase 2](https://help.salesforce.com/s/articleView?id=ind.rev_migration_phase_2.htm&language=en_US&type=5) |
| Selling model on price book entry | Read-only after the entry is created | [Phase 1](https://help.salesforce.com/s/articleView?id=ind.rev_migration_phase_1.htm&language=en_US&type=5) |
| Org with technical debt | Deploying Revenue Management there isn't recommended | [Org Strategy](https://help.salesforce.com/s/articleView?id=ind.rev_migration_operational_considerations_deployment_org_types.htm&language=en_US&type=5) |

## Check yourself

- When can a CPQ subscription be left out of the migration set?
- Why must a CPQ migration create product classes?
- Which discovery area covers handoffs between sales, operations and finance?
- Which core team role has decision-making authority over catalog changes?

## Sources

- [Plan Your Revenue Management Implementation](https://help.salesforce.com/s/articleView?id=ind.plan_your_revenue_cloud_implementation.htm&language=en_US&type=5)
- [Prepare to Migrate to Revenue Management](https://help.salesforce.com/s/articleView?id=ind.rev_migration_phases.htm&language=en_US&type=5)
- [Phase 1: Understand Your Current State](https://help.salesforce.com/s/articleView?id=ind.rev_migration_phase_1.htm&language=en_US&type=5)
- [Phase 2: Decide Your Migration Strategy](https://help.salesforce.com/s/articleView?id=ind.rev_migration_phase_2.htm&language=en_US&type=5)
- [Determine Your Deployment Model and Org Strategy](https://help.salesforce.com/s/articleView?id=ind.rev_migration_operational_considerations_deployment_org_types.htm&language=en_US&type=5)

## About the full unit

The "Core concepts", "Exam traps" and "Worked scenario" sections of this unit, its 11 linked practice questions, and unlimited timed mock exams are included with the Revenue Management Consultant pack (USD $19): https://www.certifyforce.com/practice-exams