Evan Rumba Pan — SDGI CRM Orientation

Ad-hoc encounter, 14 Jul 2026 — Amir-requested. Amir asked Evan to walk him through CRM development so he can get up to speed; this is Amir's meeting, not Evan's pitch.

Layer 2 — Executive Brief

The one thing to walk in knowing: Evan owns the CPQ workstream — the Phase 2 quotation/pricing design that carries the live CFO sign-off gate (three integration options still open). Of everything in this RM8.25M programme, CPQ is the single decision that sits inside SCP's charter (quotation discipline, account economics). Amir is, by luck of who Evan is, already talking to exactly the right person about exactly the right decision — and it hasn't locked yet.

Mission: Come out with (1) an accurate operator's picture of where the programme is really going, (2) a clear read on the Phase 2 CPQ decision — where it stands, when it locks, and whether any commercial-input channel exists before it does, and (3) confirmation of whether Phase 1 is the mechanism that will carry the S&OP pipeline-visibility gap SCP is already tracking.

Win Conditions 1. Understand the programme well enough to correct SCP's own Model — what CRM will and won't change about how leads, opportunities, quotes and pipeline are tracked at SDGI. 2. Know the state and timeline of the CPQ/quotation decision (Options 1/2/3, CFO gate) and whether there's a route for commercial/customer-economics input before it's fixed. 3. Confirm or rule out that Phase 1 (Lead & Opportunity, live 30 Sep) is the "CRM→S&OP" mechanism the Frontier already names — Afif is a Business Lead on both, so they're likely the same initiative.

Working Hypotheses 1. Phase 1's Lead & Opportunity module is the probable home for the demand_intake / Tuesday-call→S&OP consolidation gap. Unconfirmed; nobody has connected the CRM and S&OP threads out loud yet. 2. The CPQ decision will shape whether a single customer's true quote/margin economics becomes visible (pricing_mechanics, margin_truth). SCP has no seat in that design today; Evan is the most natural entry point if one is ever warranted.

Priority Questions (orientation-first — Amir is here to learn, then probe the two SCP-relevant seams) 1. Walk me through where the programme actually is — what's solid, what's still moving, what's worrying you? (Open the aperture; let Evan map it.) 2. On CPQ / quotation: where has the Option 1/2/3 decision landed, what's the path and timeline to CFO sign-off, and how is commercial/pricing input being fed in? (This is the live, closing-window decision.) 3. Is Phase 1 Lead & Opportunity data meant to feed the S&OP forward view? Given Afif sits on both this and the S&OP pipeline work, are these the same effort? (Tests Hypothesis 1 directly.) 4. Could the lost-business / competitive-intelligence loop the sales team lacks today be built into the Phase 1 leads design? (The open Afif Frontier thread — a concrete, low-cost SCP-relevant hook.) 5. Anything on the horizon — Thailand adoption, data residency, CMDB/Liverpool — that touches strategic accounts I should have on my radar?

What NOT to do in the room (the risk here is Amir over-reaching, since he called the meeting and the topic is genuinely adjacent to his remit) 1. Don't volunteer SCP into CRM design scope. The mandate is still deferred until the ~20 Jul Shashi conversation — gather now, decide later. (Global CLAUDE.md scope-stacking interrupt applies: accepting scope without proportional authority.) 2. Don't take a position on the CPQ option (1/2/3) — that's Finance/PMO/CFO's call; Amir's job today is to understand it, not steer it. 3. Don't surface Shashi's mandate/scorecard timeline — irrelevant here and reveals internal positioning.

Signals worth noting (observe, don't act on) 1. How Evan frames ownership of the CRM vs. the GTO/PMO — his real authority vs. title. 2. Whether the CPQ gate is genuinely open or effectively pre-decided behind the CFO sign-off. 3. Any language on Afif/BD that tells you how the pipeline seam is actually being carved up.

Immediate Follow-up - 30 min after: capture whether Phase 1 was confirmed/disconfirmed as the demand_intake mechanism, and any verbatim on the CPQ timeline. - Today: if confirmed, flag the demand_intake Gap-line update for the debrief (names CRM Phase 1 + Evan/Afif as mechanism/owners). - This week: decide whether to fold the CRM/pipeline question into the ~17 Jul Firman check-in, and whether the CPQ-input question is worth raising in the ~20 Jul Shashi mandate session.

Layer 1 — AI Working Notes

Purpose analysis

This is an Amir-initiated orientation, not a cross-functional dependency check being run at Amir. He asked Evan to bring him up to speed on CRM development. That reframes the whole encounter: the job is intake and judgement, not managing someone else's ask. Two things make it Model-relevant rather than pure FYI:

  1. Frontier.md names "continue CRM→S&OP integration for pipeline visibility" as a first move agreed at the 10 Jul S&OP Demand Review, with Afif (BD) tapped to build the opportunistic pipeline — and Afif is a named CRM Business Lead. Very likely the same initiative referenced from two meetings without anyone connecting them. If Phase 1 is that mechanism, a High-stakes Flow-dimension gap (demand_intake) gets an owner without Amir building anything.
  2. Evan owns the CPQ workstream (PSC#2 governance slide: "CPQ — Evan R Pan (L)"). CPQ = the Phase 2 quotation/pricing decision under a live CFO sign-off gate. So the one CRM decision that lands inside SCP's charter is owned by the person Amir is meeting. That's the real leverage of this session, and it should be foregrounded rather than buried under "what does Evan want."

Fact / assumption / hypothesis split

Question triage — what was cut and why

Pressure test

Scenario branches

Judgment-call audit trail