Welcome to Episode 3 of our Salesforce Go for Revenue Cloud series. In Episodes 1 and 2, Khaled El Halabieh took Revenue Cloud from a blank org to a priced quote and then to an order. This episode starts where the previous one left off: what happens after the order is placed - how do we provision and bill it?

What is Dynamic Revenue Orchestrator (DRO)?

Dynamic Revenue Orchestrator, or DRO, is the part of Revenue Cloud that breaks down an order into the individual pieces of work needed to fulfill it. That one purchase might mean shipping hardware, setting up a software account, scheduling a project team, and sending an invoice. It puts them in the right sequence, so billing doesn’t happen before delivery, and then tracks each step through to completion. Some steps run automatically, and others wait for a person to finish them. By the end, the customer has what they bought, and your system has the records, billing schedules, and invoices to show for it.

Streamline Discovery Demos

With DRO and the High Tech Order Orchestration Template, it's easy to show your project stakeholders what DRO looks like in action for the High Tech industry. Using Salesforce Go, you can turn on DRO, install the template, map, and the customer sees an order split into project work, hardware, provisioning, and billing, all without your team building anything custom.

What the template gives you

It installs six technical products: Project, Hardware Assembly, Tenant Provisioning, Software Provisioning, Billing and Revenue Schedule. Each one comes with:

  • A step definition group

  • Its fulfillment steps (auto tasks, manual tasks and assetization steps)

  • Dependencies within and across groups, so you don’t bill before you’ve delivered

The pack also includes:

  • Product fulfillment scenarios that tie each technical product to its group

  • A fulfillment workspace

  • Apex classes and flows that create billing schedules, generate invoice documents and email the invoice

Demo: High Tech Order Orchestration

In this video, Khaled sets up the Dynamic Revenue Orchestrator and the High Tech Order Orchestration Template in a demo org, then runs an order through to an invoice.

Along the way, he shares best practices for order decomposition. If you’re new to Revenue Cloud, demoing it for the first time, scoping a DRO engagement, or sitting in a discovery session where the customer asks, “What happens after the order?”, watch this before your next customer meeting.

Grab the slides: Download here

Key Takeaways

Sequence matters

If you go straight to the template, Salesforce Go stops you. DRO is its own Salesforce Go feature, and it must be enabled first. That’s a five-step automated setup, and you wait for all five steps to finish. Only then does the template install, which takes eight steps of its own: future-dated steps, validation, metadata, technical products, workspace, step groups, step definitions, and fulfillment scenarios.

Two issues to clear before you start

The first is the same one from Episode 2. In a Revenue Cloud demo org, the existing test classes don’t provide sufficient Apex coverage, resulting in a metadata deployment failure if moving to production. Fix coverage first.

The second is new and easy to miss. The template creates its six technical products using your profile’s default product record type. If that default is Commercial, you get six commercial products, and decomposition won’t treat them as technical. Switch the default to Technical before you install, or change each product’s record type afterward.

Wrapping Up

Here's how we'd use it for a project:

  • Discovery Demo Org: Showing stakeholders how an order turns into tasks, assets, and an invoice makes orchestration concrete before design starts.

  • Design Reference: even if you keep none of it, the step groups and dependencies are a solid pattern and show how all the pieces fit together.

  • Proof of Concept: Build off of this by mapping one real commercial product, run it end-to-end, and you’ll learn more in a day than in a week of workshops.

Note: Remember: do not install it straight into production. There’s no undo.

About the author

Khaled El Halabieh is a Principal Technical Architect at Stratus Carta. He has spent 10 years in the Salesforce ecosystem, working across Revenue Cloud and Steelbrick CPQ (Quote-to-Cash). Before joining Stratus Carta, he spent three years on the Revenue Cloud Practice Lead team at Salesforce, focused on delivery excellence. Connect with Khaled on LinkedIn to talk Revenue Cloud.

About Stratus Carta

Planning a Revenue Cloud rollout, or weighing your move from CPQ? Stratus Carta’s team includes former Salesforce and Vlocity practitioners who work closely with Salesforce product teams. We can help you get from foundation to first quote, and from first quote to a design that fits your business. Reach out to us on LinkedIn.