Solving the ARM–Commerce Disconnect at Last

B2B commerce has always involved a certain level of complexity. Manufacturers, distributors, and industrial suppliers work with negotiated pricing, configured products, contract driven buying, approval processes, and very large orders. None of this is unusual. It is simply the reality of how these businesses operate.

What has been unusual is the way the systems involved have historically behaved. Revenue Cloud, now called Agentforce Revenue Management (ARM), and Commerce Cloud, now called Agentforce Commerce, were built on separate paths for a long time. Each product solved real problems, but they did not share a common logic. Pricing lived in one place. Configuration logic lived somewhere else. Contracts were handled differently depending on the channel. As a result, teams spent a lot of time bridging gaps manually.

Anyone who has implemented both products knows the pattern. Duplicate rule sets. Inconsistent behavior between quoting and online buying. Extra reconciliation steps. Buyers noticing differences between what a sales rep offered and what they saw online. All of this created friction for internal teams and customers.

Why ARM Matters in This Context

ARM is important because it centralizes configuration, pricing, quoting, and contracting logic. The real shift happens when that logic becomes available beyond the sales process and commerce can use it as well.

That is where interoperability becomes meaningful. Instead of maintaining two sources of truth, or creating custom integrations to keep things aligned, ARM and Agentforce Commerce can now operate with the same rules. When pricing, entitlements, and contract structure behave consistently across both systems, customers do not need to interpret differences. Sellers do not need extra workarounds. Operations do not need to explain mismatches.

The entire commercial lifecycle begins to run on shared logic.

What Interoperability Changes

Once ARM and Commerce share the same foundation, several things become simpler.

• Pricing is consistent whether someone is quoting or buying online.

• Contract terms follow the buyer across channels.

• Entitlements do not need to be recreated in multiple places.

• Catalog visibility becomes predictable.

• Orders created from quotes or carts move through one flow.

• Revenue teams can support both digital and direct channels with the same rules.

The technology becomes less complex because the underlying operating model becomes more consistent.

What This Means for Solution Design

This is the first time we can design B2B commerce solutions without relying on workarounds for the gaps between quoting and online buying. Instead of telling customers that Commerce handles something one way and CPQ handles it another way, we can rely on one set of rules that apply to both.

This reduces implementation effort. It reduces long-term technical debt. It improves accuracy and predictability. Most importantly, it allows B2B companies to scale their digital channels without recreating the logic they already trust in their quoting process.

Where Saltbox Mgmt Fits In

Our role is to understand how ARM and Commerce operate together and to build architectures that reflect how customers actually buy and sell. Interoperability gives us a more reliable foundation to work from and allows us to focus on delivering solutions that support the entire commercial journey.

ARM is most valuable when Commerce can use it. Now that they are aligned, B2B companies finally have one commercial engine that supports every buying experience.