Omnichannel Selling: Revenue Management & Commerce Interoperability

Welcome back to the RevOps Roundtable, your go-to spot for all things Revenue Operations strategy, operations, and technology! In this quick-hit episode, we’re gearing up for Dreamforce 2026 and diving headfirst into what’s actually happening on the front lines of Revenue Operations.John Garvens (Owner & Principal Architect at Garvens Consulting) is joined by an elite panel: Jean-Michel Tremblay (Founder & Architect at The Cloud Update), Meredith Schmidt (GM of Agentforce Revenue Management at Salesforce), and David Beebe (Head of Revenue Solutions for Agentforce Revenue Management at Salesforce).We tear down the biggest myths surrounding Revenue Cloud and Agentforce Revenue Management, break down the shift from “Quote-to-Cash” to “Conversation-to-Cash,” and explain how AI agents like Claude are changing workflows from the front office to back-office billing. Plus, Jean-Michel shares real-world proof that his implementations are happening in weeks, not years, and John Garvens shares his key rule for long-term RevOps success: get the process right before touching the product.Whether you’re struggling with hybrid usage-based pricing, trying to ensure end-to-end finance compliance, or planning your Dreamforce agenda, this episode has you covered.PANELISTSJohn Garvens, Owner & Principal Architect, Garvens Consulting: https://www.linkedin.com/in/johngarvens/Jean-Michel Tremblay, Revenue Cloud Solution Architect, The Cloud Update: https://www.linkedin.com/in/jmmtremblay/Meredith Schmidt, Executive Vice President & General Manager, Salesforce: https://www.linkedin.com/in/meredith-schmidt-5446a0/David Beebe, Head of Revenue Solutions, Salesforce: https://www.linkedin.com/in/dmbeebePANELISTSJohn Garvens, Owner & Principal Architect, Garvens Consulting, Garvens Consulting on YouTubeJean-Michel Tremblay, Managing Principal, The Cloud Update, The Cloud Update on YouTubeMeredith Schmidt, Executive Vice President & General Manager, SalesforceDavid Beebe, Head of Revenue Solutions, SalesforceCONTENT00:00 Introduction & Dreamforce 2026 Focus00:59 Panel Introductions01:28 What to Expect at Dreamforce for RevOps and ARM01:55 AI + APIs: The “Deal Strategist” Vision03:57 Omni-Channel in Practice: Conversation-to-Cash06:59 Evolving Monetization: Usage Pricing, Predictability & Compliance11:06 Myth-Busting: Deploying Revenue Cloud in Weeks, Not Years17:35 Dreamforce Strategy: Thinking Beyond Traditional CPQ20:10 Autonomous Resolution with Claude (No-Click Demo Tease)23:54 Networking, RevOps Glossary & Wrap-UpRESOURCESRevenue Operations at Dreamforce 2026Garvens ConsultingThe Cloud UpdateLearn More About Agentforce Revenue Management: Visit the Salesforce ecosystem portal or catch the 2,000-person Agentforce Revenue Management Keynote at Dreamforce 2026!

Build a predictable, scalable revenue engine for your IPO. Discover how CFOs automate RevOps and boost valuations.Welcome to the RevOps Roundtable, hosted by John Garvens.In this episode, we dive deep into the ultimate IPO readiness playbook for modern CFOs. As your company eyes the public markets, your role must evolve from a traditional financial guardian into a strategic growth catalyst. We break down exactly how to scale your revenue operations, eliminate compliance risks, and build a predictable forecasting engine that Wall Street can trust.PANELISTSJohn Garvens, Owner & Principal Architect, Garvens Consulting, Garvens Consulting on YouTubeSam Chung, Chief Customer Officer, SalesforceDavid Beebe, Head of Revenue Solutions, SalesforceCONTENTSThe Mature Revenue Engine: What a healthy, public-ready revenue architecture looks like before you file your S-1.The CFO Evolution: How to successfully transition from a financial guardian to an active growth catalyst.Hidden IPO Landmines: The most common revenue and cash flow pitfalls that stall IPO momentum and crush valuations.Leveraging AI Agents: How autonomous AI (like Agentforce Revenue Management) optimizes revenue workflows, secures compliance, and replaces messy spreadsheets.Metrics That Boost Valuation: A deep dive into Net Revenue Retention (NRR) and the core KPIs investors look for during the roadshow.The Long-Game Strategy: Actionable steps you can implement today to prepare your finance and revenue teams for an IPO years in advance.CHAPTERS00:00 Introduction: IPO readiness for CFOs01:54 Sam Chung: Background & finance + revenue ops perspective03:12 David Beebe: Revenue Cloud, product, and customer advocacy07:36 What makes a healthy, mature revenue engine for IPOs12:26 Systems that enable predictability, auditability, and compliance15:39 CFO as growth catalyst (not just financial guardian)23:26 Common revenue & cash-flow landmines (the “messy middle”)32:05 IPO timelines, monthly close cadence, and audit readiness risks35:25 AI agents: where they help in Quote-to-Cash and finance41:12 Agent use cases: quoting, contracts, billing, collections44:38 API-first architecture & headless integrations for scale49:55 Metrics deep dive: Net Revenue Retention & evolving KPIs50:25 How Agentforce Revenue Management drives NRR & analytics54:12 Selling the solution to your board: ROI, time-to-value, scalability56:05 Practical first steps today: team, architecture map, unify data58:09 Closing remarks, contact info, and next stepsLearn more about Garvens Consulting: https://garvensconsulting.com/

PanelistsJohn Garvens, Owner & Principal Architect, Garvens Consulting, Garvens Consulting on YouTubeMicah Gerger, Founder & Chief Technology Officer, Blue Robot DigitalGeorgii Saveliev, Founder & Salesforce Certified Technical Architect, Stratus CartaContent00:00 Introduction01:34 Participant Intros: John Garvens, Micah Gerger, Georgii Saveliev04:19 Origins: SteelBrick, Vlocity, & Agentforce Revenue Management History12:50 Prefab House vs. Home Depot: Out-of-the-Box vs. In-the-Box17:05 Agentforce Revenue Management Industry Accelerators23:12 The Importance of Human Experience in the Age of AI28:52 Strengths & Weaknesses: SteelBrick, Vlocity & RLM/RCA/ARM38:51 Deep Dive: Context Definitions, Expression Sets & Pricing Procedures47:38 What’s “In-the-Box”? — Key Revenue Cloud Modules54:37 DevOps & Data Migration Challenges: Deployments, Tooling & Legacy Data01:02:46 Favorite Features — OmniStudio/DRO, Advanced Approvals, Asset Model01:12:02 Tips for SteelBrick & Vlocity Veterans / Transformation Readiness & Closing

PanelistsJohn Garvens, Owner & Principal Architect, Garvens Consulting, Garvens Consulting on YouTubeMicah Gerger, Founder & Chief Technology Officer, Blue Robot DigitalJean-Michel Tremblay, Managing Principal, Aleysian, The Cloud Update on YouTubeContent00:00 Introduction02:02 Evolution of Commerce and Revenue Cloud10:23 Common Problems with Revenue Systems Interoperability13:23 Most Common Use Cases and Implementation Challenges23:50 Revenue Management and Field Service27:21 Product-Led Growth, Self-Service, and Headless Capabilities38:48 Where Commerce Shines: Orchestrated Checkout44:20 Custom User Interfaces and Optimal User Experiences50:15 Shameless Plug for Consulting Services51:25 Custom User Interfaces and Optimal User Experiences Continued55:55 Final Thoughts and Wrap-Up

PanelistsJohn Garvens, Owner & Principal Architect, Garvens Consulting, Garvens Consulting on YouTubeDan Miller, Chief Financial Officer, RightRevZee Akbarali, Managing Director, AccordionBryce Baker, Managing Director, AccordionContents00:00 Introduction02:35 The CFO as a Growth Catalyst06:47 Transition from Spreadsheets to Modern Tools20:33 The Growing Complexity of Revenue Models28:24 Importance of Data Quality and Compliance41:00 Future of Revenue Recognition and AI51:51 Resources and Action Items for CFOs

PanelistsJohn Garvens, Owner & Principal Architect, Garvens Consulting, Garvens Consulting on YouTubeMeredith Schmidt, Executive Vice President & General Manager, SalesforceArun Abichandani, Senior Vice President, Product Management, SalesforceSam Chung, Chief Customer Officer, SalesforceTiffany Devlin-Drye, Director, Pierce WashingtonMicah Gerger, Founder & Chief Technology Officer, Blue Robot DigitalJean-Michel Tremblay, Managing Principal, Aleysian, The Cloud Update on YouTubeContents00:00 Introductions and Fun Facts07:58 The Past, Present, and Future of Agentforce Revenue Management19:24 New Capabilities: Customer Use Cases33:57 Agentforce Revenue Management Billing42:47 Opportunities for Everyone48:44 Training, Documentation, and Certifications53:53 Keys to Success: How Everyone Wins59:03 Final Thoughts

2026 is shaping up to be the year of Agentforce Revenue Management. In this episode, John Garvens shares his reasons for believing that 2026 will be the year that Agentforce Revenue Management takes off.PanelistsJohn Garvens, Owner & Principal Architect, Garvens Consulting, Garvens Consulting on YouTubeContents00:00 Introduction05:01 Readiness: Product, Customers, and Partners08:52 Talent Pool: Large and Growing, More Needed14:58 Training, Enablement, and Certification19:18 CPQ End-of-Sale: Decision and Action Required24:24 Battle for Product-to-Cash28:13 Established RevOps Best Practices: Grow Up Together31:11 Customer Interest: All-Time High33:23 More Customers Than Expected: SMB, Commercial, and Enterprise37:30 Majority Net New Logos39:53 More Sellers: More Teams, More Verticals42:00 Conclusion

Holiday GiftLearn Agentforce Revenue Management, formerly called Salesforce Revenue Cloud, formerly called Revenue Lifecycle ManagementPanelistsJohn Garvens, Owner & Principal Architect, Garvens Consulting, Garvens Consulting on YouTubeJean-Michel Tremblay, Managing Principal, Aleysian, The Cloud Update on YouTubeChris Hickman, Product-to-Cash Architect, PointClickCare, cmhtechconsulting on SubstackKhaled Halabieh, Principal Technical Architect, Stratus CartaContents00:00 Introduction08:58 The Agentforce Revenue Management Product Suite11:34 Product Catalog Management, Order Management & Asset Management18:21 Parity vs. Progress: Comparing two different products22:05 Flow Approvals vs. Advanced Approvals24:38 The Future of Flow: A friendly debate27:47 Product Catalog Management29:22 Apex Hooks: Jean-Michel’s favorite thing34:31 Salesforce Contracts Sold Separately: When you just need Contract Lifecycle Managment35:23 Revenue Cloud Billing: “Already a lot better than managed package [Salesforce] Billing”36:39 15,000 Quote Lines & Large Data Volume Considerations43:51 Words of Wisdom for the Revenue World44:33 Learn like a six-year-old46:26 Have a beginner’s mind, try things, don’t be afraid49:00 Keep learning, understand how and why49:33 Get used to discomfort and uncertainty, build your crew, give yourself grace

PanelistsJohn Garvens, Owner & Principal Architect, Garvens Consulting, Garvens Consulting on YouTubeGreg Fiorindo, Vice President of Sales, Revenue & Commerce Cloud, SalesforceJosh Pearson, Senior Director, Salesforce, Pierce WashingtonJohn Lehrkind, Director, Solutions & Innovation, Pierce WashingtonRavi Maturi, Managing Partner, MN SquaredCameron Gilbertson, Lead-to-Revenue Consultant, Blue Robot DigitalTiffany Devlin-Drye, Principal Consultant, Pierce WashingtonJessica Roundy, Solution Architect, Roundy Cloud ConsultingMicah Gerger, Founder & Chief Technology Officer, Blue Robot DigitalJohn Bishop, Principal Consultant, Pierce WashingtonContents00:00 Introductions and Fun Facts06:20 Dreamforce 2025 Revenue Cloud Highlights16:46 The Future of Revenue Cloud Careers30:22 Revenue Cloud Roadmap and Opportunities37:24 Transitioning from CPQ to Revenue Cloud43:46 Feedback for Revenue Cloud Product Management49:39 Advice to Net New Agentforce Revenue Management Customers57:57 Advice to Salesforce CPQ & Billing Customers1:20:29 ConclusionResourcesAgentforce Revenue Management (formerly Revenue Lifecycle Management, Revenue Cloud Growth, Revenue Cloud Advanced, and Revenue Cloud Billing)

PanelistsJohn Garvens, Owner & Principal Architect, Garvens Consulting, Garvens Consulting on YouTubeMicah Gerger, Founder & Chief Technology Officer, Blue Robot DigitalJean-Michel Tremblay, Managing Principal, Aleysian, The Cloud Update on YouTubeCC Chiderski, Solution Architect, CLD PartnersJanna Cenko, Salesforce Solution Architect, CPQ, ToastTravis Lee, Salesforce Consultant, TJL ConsultingContents00:00 Introduction02:30 Overview of Revenue Cloud and its readiness04:35 What skills do you need to implement and administer Revenue Cloud?14:35 Revenue Cloud and its interoperability with Commerce Cloud30:40 How do I know when Revenue Cloud is ready for prime time?33:33 Customer and partner perspectives on Revenue Cloud readiness37:18 Revenue Cloud Demo vs. Revenue Cloud Proof-of-Concept49:12 What does a real-life Salesforce CPQ customer think about Revenue Cloud?51:08 The value of advisory, proof-of-concept, and purchasing projectsResourcesRevenue Cloud: Proof of Concept or Period of ClarityMulti-Cloud Data Migrator