Automation Testing Case Study

Business Challenges

A global B2B SaaS enterprise implementing and scaling a Salesforce CPQ (Configure-Price-Quote) platform faced significant quality and delivery challenges:Manual regression testing across complex quoting workflows consumed 5–7 weeks per release cycleCPQ configuration changes frequently introduced defects in pricing logic, discount rules, and contract terms—critical business risksDistributed QA teams across time zones struggled with inconsistent test coverage and undocumented dependencies in quoting logicPerformance and data integrity issues in high-volume quoting scenarios during quarter-end rushes caused revenue impactLimited visibility into test coverage for custom CPQ extensions and third-party integrations (ERP, billing systems)

Digital Transformation

The organization launched a Salesforce CPQ Quality Engineering Program to build enterprise-grade testing automation aligned with agile release cadence:Established repeatable, metadata-driven test frameworks for CPQ quoting logic, pricing engine, and integrationsShifted from manual regression to continuous automated testing embedded in Salesforce CI/CD pipelinesImplemented risk-based testing prioritization focusing on revenue-critical quote configurationsBuilt quality dashboards tracking defect leakage, test coverage, and business process SLAs

Key Solutions

Salesforce CPQ Automation Framework (TypeScript + Playwright)Built a reusable framework for testing quote creation, pricing calculations, discount approvals, and contract generationAutomated cross-browser testing for Salesforce Lightning UI with custom CPQ componentsImplemented data-driven testing for multiple customer segments, product hierarchies, and regional pricing rulesResult: 500+ CPQ test cases covering 95% of quote-to-cash workflows; manual regression time reduced from 6 weeks to 3 daysPricing Logic & Business Rules ValidationAutomated testing for CPQ price books, discount matrices, and approval workflowsBuilt SQL-based data validation to ensure pricing rule consistency across Salesforce and backend ERP systemsCreated test scenarios for complex multi-level discounts, volume pricing, and promotional rulesResult: Pricing defects reduced by 80%; zero revenue-impacting quote errors in productionIntegration Testing (Salesforce ↔ ERP/Billing Systems)Automated API testing for quote-to-order data synchronization between Salesforce CPQ and backend systemsImplemented contract data validation and billing system integration checksBuilt end-to-end order fulfillment test scenarios (quote → order → invoice)Result: 200+ integration tests; eliminated manual reconciliation efforts; reduced order-to-cash cycle time by 30%Performance & Load TestingEstablished SLAs for quote generation (<2 seconds), product catalog queries, and pricing calculation under concurrent user loadsAutomated load testing simulating quarter-end quote surge scenariosBuilt monitoring dashboards for Salesforce org performance and API limitsResult: Identified and resolved CPU bottlenecks; maintained sub-2-second response times during peak usageQuality Intelligence & GovernanceCentralized test execution metrics: CPQ test coverage %, pricing logic validation status, integration health checksAutomated quality gates in CI/CD: only code changes with >90% test pass rate proceed to UATBuilt stakeholder dashboards tracking quote defect trends and business impact (revenue at risk)Result: Stakeholders gained confidence in release quality; reduced post-deployment issues by 75%

Business Benefits

Accelerated Release Cadence: Shifted from quarterly releases to bi-weekly sprints; faster time-to-market for new pricing strategies and product offeringsRevenue Protection: Pricing and quoting defects reduced by 85%; eliminated revenue leakage from incorrect discount applicationsOperational Efficiency: Reduced manual regression effort by 70%; QA teams shifted focus from script execution to exploratory testing and edge-case scenariosImproved Customer Experience: Quote turnaround time reduced from 3–5 days to 24 hours; higher quote-to-close ratio due to accuracy and speedScalability: Industrialized testing model enabling organization to scale CPQ configurations across 50+ business units and geographies without quality trade-offs

Best Practices

Salesforce-Native Testing Strategy: Leveraged Salesforce APIs (Tooling API, REST API) for automated org configuration testing and data setup.Metadata-Driven Test Data: Centralized catalog of pricing rules, product configurations, and customer scenarios; tests reference metadata instead of hardcoded valuesRisk-Based Prioritization: Tagged tests by business criticality (e.g., high-value deals, regulatory pricing rules, integration with critical systems); ran full suites for Tier-1, smoke tests for Tier-2/3Shift-Left Testing: Involved business stakeholders in test design reviews; automated pricing rule validation before deploymentContinuous Observability: Post-launch monitoring of quote performance, pricing anomalies, and system health; feedback loops into test design

Best Practices

Industry

B2B SaaS & Enterprise Software

Partner

Salesforce

Project

Salesforce CPQ Release