00 · Evidence & Customer Context
Procurement starts with evidence already created upstream. Load the three foundation files below. If you want the customer-level SPO working layer, add RFM and NPS; ABCD is calculated inside this pill from the loaded commercial and product evidence.
Marketing → Purchase Handoff
Customer/order evidence with customer key, UTM/4P, product, quantity, price, benefit, conversion and handoff status.
Strategic Goals & Objectives
Objectives, budget evidence and evidence gates that explain what Procurement must protect and measure.
Buyer Persona / 4P Evidence
Need, trust and 4P keyword evidence used to interpret product, service and procurement requirements without inventing demand.
To calculate the customer-level SPO working layer
Load the same stable customer_key in RFM and NPS. ABCD is generated here from the loaded commercial/product history, so no separate ABCD file is required.
Dynamic RFM
Customer behavioural intelligence. Compass reads the stable customer key and the supplied cognitive/RFM evidence.
NPS
Customer relationship/satisfaction evidence. Survey history is consolidated to the latest valid customer record for the SPO working layer.
Loaded evidence snapshot
This block validates the stable customer keys across Marketing → Purchase, RFM, NPS and the ABCD layer generated inside Compass.
Objective alignment
Source governance evidence is preserved as loaded. Compass adds only the Procurement reading needed to connect it with purchase, SLA and control.
01 · ABCD Product / Offer Intelligence
Compass uses the evidence already loaded to do most of the ABCD work. Revenue, volume, current purchase, 4P offer, transaction frequency and repeat evidence are derived automatically. You only complete the economic or strategic evidence that does not exist upstream. NPS is shown beside the result for customer context, but it is not used to calculate ABCD.
What Compass derives automatically
The user should not re-enter evidence that already exists in Marketing → Purchase or RFM.
What may still need configuration
Variable cost per unit when the commercial file does not contain usable cost evidence, plus cross-sell potential, upsell potential and strategic relevance. Missing evidence remains UNKNOWN and blocks a definitive ABCD class. The Example supplies explicit classroom assumptions for these fields.
| Product / offer | 4P | Variable cost / unit € | Cross-sell potential % | Upsell potential % | Strategic relevance /100 | Evidence status |
|---|---|---|---|---|---|---|
| Load Marketing → Purchase evidence to create the configuration rows. | ||||||
Customer-level ABCD classification
One row per customer. The purchase keeps its RFM and NPS context, while the ABCD column states what that product / offer consumption represents economically and strategically.
02 · SPO Customer Intelligence & Demand Planning
This is the SPO build point. Before any priority is calculated, Compass checks the three customer-level sources required by the operating model: RFM, NPS and the ABCD customer intelligence created in the previous step. Only when the customer keys match and all three layers are usable does the SPO calculation become available.
One customer. One traceable priority record.
The formal structure remains SPOi = CCi · ABCDi · NPSi. In this Procurement implementation, the available RFM-derived customer factor feeds the operational CC layer, ABCD contributes product/service relevance and NPS contributes relationship evidence. The result is a working priority used to protect demand and define supplier service requirements. This operational layer does not redefine the formal KAI·ROI architecture.
Confirm the three customer intelligence layers
If a source was already loaded upstream, Compass shows it as ready. Otherwise, load it here. ABCD may be imported as a CSV or consumed directly from the classification created in Step 01.
Dynamic RFM
Behavioural/customer evidence using the same stable customer_key.
NPS
Relationship/satisfaction evidence consolidated to one current customer record.
ABCD Product Intelligence
Use the customer-level ABCD created in Step 01 or import a compatible ABCD customer CSV.
Customer priority is now calculated and ready for Procurement.
The portfolio is sorted from the highest SPO priority to the lowest. The first column preserves the service segment colour, while the CRM output keeps the complete lineage from every loaded customer source.
One row per customer, ordered by SPO priority and preserving the full matched lineage from Marketing, RFM, NPS, ABCD and the resulting SPO working layer. The segment colour is exported as HEX so the same service-priority logic can be reused downstream.
All Customer SPO.CRM Portfolio
All matched customer variables are available in this view and in the CSV. Scroll vertically through the complete customer population and horizontally through the full lineage.
03 · Purchase Planning by Supplier
Map the ABCD demand portfolio to the suppliers, components and services required to deliver it. Supplier plans are ordered by SPO-informed service priority before execution urgency, while quantities remain driven by demand, stock, MOQ and lead time. Example auto-loads a complete supplier configuration; real files may leave these columns blank and Procurement completes them here.
04 · Purchase Orders
Compass creates one purchase order per identified supplier. Each PO carries the ABCD exposure and the customer-level SPO service priority that Procurement is protecting. Every PO remains conditional when critical evidence is missing and is printable as a clean PDF-ready document.
05 · Service-Level Agreement + Signature-Ready Contract
Each purchase requirement creates a service requirement. Compass tightens supplier-specific SLA targets as the SPO service priority of the protected customer demand increases, then builds a personalised agreement that both parties can review, print and sign.
Buyer identity
Governance
Measurement & remedies
06 · Procurement Control Tower
Final management view connecting customer-level RFM + NPS + ABCD, operational SPO priority, demand, purchase commitments, supplier exposure, cash, lead time, evidence quality and SLA readiness.