Introduction

Purpose of the Document

This URD defines the scope, behavior, and acceptance criteria for Version 1 (AI-based
MVP) of Coopbank’s TAS Sales Execution Platform. It translates the Business Review into
build-ready requirements for engineering, QA, and implementation teams, ensuring a shared
understanding across BOS/CCM leadership and TAS Pods.

Scope of the Document

This URD defines the user and functional requirements for TAS Platform MVP1, focused on
getting the basic TAS workflow working end-to-end (6-step process, role-based actions,
essential UI, simple acceptance criteria, and core assumptions/dependencies). At MVP1 we
are not pursuing sophisticated AI—only light, assistive features (e.g., draft templates and
simple summaries) with human review; no autonomous decisions or advanced analytics. It
excludes technical design/architecture/API specs, post-MVP enhancements (advanced
analytics, deep finance integrations, full enterprise CRM), and org change/training (handled
elsewhere). This scope sets clear boundaries for MVP1 to align Coopbank stakeholders, AI
Foundry, and engineering during delivery and testing.

Overall Description

System Overview
A web-based, role-secured platform that guides TAS Pods through a standardized,
AI-supported sales process. The system serves as the single source of truth for
campaigns, outreach, proposals, contracting progress, and onboarding status, with
dashboards for visibility and accountability.

User Needs and Goals

●​ BOS/Leadership: Real-time visibility; segment/campaign prioritization;
outcome-focused KPIs; AI briefs and summaries.
●​ CCM: Create/approve campaigns; ensure compliance to TAS steps; monitor
throughput & quality; manage permissions and versioning.
●​ SCE: Spend less time on admin; faster proposals; clear pipeline; approval visibility;
close deals quicker.​
MDE: Clean lists, MAN qualification, strong outreach assets; simple activity logging;
AI-writing support.
●​ CSE: Frictionless contracting & onboarding with checklists, document tracking, and
SLA alerts.
●​ MKR: Managed upload channel; tagging; instant AI summaries for BOS/MDE;
version control.
System Constraints and Assumptions

The following assumptions and limits define how MVP1 will operate:

●​ AI will only assist, not decide. All AI-generated content (summaries, proposals,
messages) must be reviewed and approved by a human before sharing with
clients.​

●​ Data responsibility stays with Market Research (MKR). The system expects
clean, validated data from MKR; the AI can only flag missing or duplicate
records, not fix them automatically.​

●​ TAS Platform is the main working tool. For MVP1, it will act as the central system
where all Pods manage campaigns, clients, and opportunities.​

●​ Basic security is mandatory. The system must have secure login (SSO),
role-based permissions, and keep audit logs of all actions for accountability.​

●​ Limited integrations at this stage. Connections to other systems (like Finance,

Risk, DocuSign, or Telephony) will not be built in MVP1—they are future
enhancements unless separately approved.
Functional Requirements

User Roles

●​ BOS (Commercial VP): Sets segment/campaign direction and reviews

results via executive dashboards; doesn’t handle day-to-day sales actions.​

●​ CCM (Commercial Campaign Manager): Creates/approves campaigns and

enforces the 6-step process; unblocks Pods and monitors
compliance/throughput.​

●​ SCE (Senior Client Executive): Owns deals from pitch to close, generates
proposals, negotiates terms, and hands off to onboarding.​

●​ MDE (Market Development Executive): Builds/cleans target lists, identifies

MAN decision-makers, runs outreach, and books qualified meetings for SCE.​

●​ CSE (Customer Support Executive): Orchestrates contracting and

onboarding (documents, signatures, go-live) and tracks 30/60/90-day health.​

●​ MKR (Market Research): Supplies vetted datasets and market insights;

uploads/tagged materials that fuel targeting and outreach.​

●​ Legal (external): Provides templates and reviews custom terms for

risk/compliance on non-standard deals.(external)​

●​ Marketing: Delivers campaign angles and approved collateral to support

outreach and pitching.​
Role Based Functional Requirement

Functional Step / Use Case (Steps &

Actor
Requirement Module Goal)
Steps:
1) User opens the MKR-uploaded
dataset and its AI summary.
2) User clicks “Select
Segment/Sub-segment.”
3) User selects Segment from the
controlled ARMINGC list.
4) Selects Sub-segment or adds a
new one if missing.
5) User enters the High-Level
Timestamp (decision date/time) in
the provided field.
FR 1.1 Select target
6) User links the MKR dataset
Segment & Sub-segment
Step 1 – version as evidence.
using MKR dataset (with
Target 7) User clicks “Publish Selection.”
manual high-level
8) System stores the selection, the
timestamp)
actor-entered high-level timestamp,
and also writes a system audit
timestamp (actor ID, date/time) to
the campaign audit log; notifications
go to CCM/MDE.

FR 1 ፡ BOS Goal: Formally define and record

the campaign’s target
(Commercia Segment/Sub-segment—traceable
l VP) to MKR evidence—with both a
user-specified high-level timestamp
and a system audit record.
Steps:
1. User views submitted campaign
brief prepared by CCM.
2. User clicks ‘Approve’ or ‘Reject’.
FR 1.2 : Approve or reject Step 1 – 3. System records decision with
campaign brief Target timestamp and sends notification to
CCM.

Goal: Approve or reject campaign

briefs before campaign launch.
 Steps:
1) User opens the campaign
targeting panel.
2) User clicks “Change Selection.”
3) User selects a new
segment/sub-segment and links the
FR 1.3 Amend
new MKR dataset version.
segment/sub-segment Step 1 –
4) User enters the change reason
selection with version Target
and confirms.
control (optional)
5) System versions the decision,
updates the audit log, and notifies
CCM/MDE.

Goal: Allow justified retargeting with

full traceability to MKR evidence.
Steps:

1. Actor receives system alert for

High-Value Deal.
2. Opens AI-generated summary
FR 1.4 Review and (deal value, risk level, justification).
Step 5 –
approve large or risky 3. Clicks Approve or Reject.
Close
deal packages 4. System records BOS decision
with timestamp and notifies
Legal/Risk.

Goal: Provide executive oversight

and risk validation for major deals.
Steps:
1. User logs in and opens the
Leadership Dashboard.
2. User views summary metrics:
FR 1.5 : View TAS
All Steps conversion rate, onboarding SLA,
performance dashboards
campaign status, P&L proxy.

Goal: Monitor overall sales and

campaign performance.
Steps:
1. System generates weekly AI
summary of active campaigns.
FR 1.6: Read
2. User opens summary or
AI-generated executive All Steps
downloads PDF.
summaries
Goal: Stay informed on campaign
progress without manual reporting.
 Steps:
1. User clicks ‘Create Campaign’.
2. Enters campaign name,
segment, objectives, start/end
FR 2.1 Create and publish Step 1 –
dates, and assigns Pod members.
new campaigns Target
3. Clicks ‘Publish’ for BOS approval.

Goal: Define and launch new

campaigns for TAS Pods.
Steps:
1. User opens active campaign.
2. Selects team members (SCE,
MDE, CSE) and assigns roles.
FR 2.2 Assign Pod Step 1 –
3. System saves assignments and
members and roles Target
sends notifications.

Goal: Ensure each campaign has

an accountable delivery team.
Steps:
1. User opens campaign workflow.
2. Clicks ‘Mark Step Complete’ or
FR 2 CCM FR 2.3 Approve TAS step
‘Return for Correction’.
All Steps 3. System updates campaign status
transitions
(Commercia and logs reason if rejected.

l Campaign Goal: Control progression across

the 6-step TAS workflow.
Manager) Steps:
1. User opens compliance
dashboard.
2. Filters by Pod, region, or
FR 2.4 Monitor campaign campaign.
All Steps
compliance 3. Reviews overdue actions; system
auto-highlights delayed steps.

Goal: Ensure each Pod follows TAS

sequence and timelines.
Steps:
1. Actor opens Pod P&L
Dashboard.
2. Reviews revenue vs. cost
variance.
Step 5–6 /
FR 2.5 Monitor Pod-level 3. If variance > threshold, clicks
Dashboard
P&L & trigger alerts Trigger Alert.
s
4. System notifies BOS and
relevant Pods.

Goal: Maintain profitability visibility

and early corrective action.
 Steps:
1. Actor reviews proposed
segment/sub-segment with AI
ranking.
2. Adds field insights or confirms
FR 3.1 Validate proposed Step 1 –
selection.
subsegment selection Target
3. System logs validation and
routes to BOS for approval.

Goal: Align field validation with

strategic targeting.
Steps:
1. User opens a lead record with
MAN qualification.
2. Clicks ‘Convert to Opportunity’.
3. Fills in required fields (product,
deal value, close date).
FR 3.2 Convert qualified Step 4 –
4. System creates linked
leads into opportunities Pitch
opportunity, updates lead status to
Converted, and notifies BOS/CCM.

Goal: Promote MAN-qualified leads

FR 3 SCE into sales opportunities for pipeline
tracking.
(Senior
Steps:
Client 1. User opens opportunity record.
2. Clicks ‘Generate Proposal’.
Executive{H 3. System creates AI-based draft;
FR 3.3 Generate and edit Step 4 – user edits and saves.
UNTER proposal drafts Pitch 4. User requests BOS/CCM
POD}) approval if required.

Goal: Produce structured proposals

efficiently for client presentation.
Steps:
1. User opens proposal history.
2. Clicks ‘New Version’ to create
update.
3. System records version and
FR 3.4 Manage proposal Step 4 – approval status.
versions and approvals Pitch 4. User exports final copy to
PDF/Word.

Goal: Maintain traceable version

history and approval trail for
proposals.
 Steps:
1. User opens opportunity.
2. Clicks ‘Mark as AIP Approved’.
FR 3.5 Record
Step 5 – 3. System timestamps approval and
Agreement-in-Principle
Close notifies CSE to begin contracting.
(AIP)
Goal: Formally mark deals ready
for contracting and onboarding.
Steps:
1. User clicks ‘Upload Leads’ and
selects CSV/Excel.
2. System pre-validates and shows
duplicates/missing fields.
3. User fixes flagged rows or
FR 4.1 Upload and clean Step 2 –
accepts suggested merges.
lead data Data
4. System saves a cleaned list
linked to the campaign.

Goal: Prepare a reliable,

de-duplicated target list for
outreach.
Steps:
1. User opens a lead record.
2. User checks Means, Authority,
Need based on research/calls.
FR 4.2 Qualify leads and Step 2 –
3. User saves MAN status with
mark MAN Data
source note.

FR 4 MDE Goal: Confirm buyer fitness so only

qualified leads progress.
(Market Steps:
Developme 1. Actor opens campaign asset list.
2. Reviews templates or content.
nt FR 4.3 Approve campaign Step 3 –
3. Clicks Approve or Request Edit.
4. System unlocks outreach
assets before launch Campaign
Executive) sequence post-approval.

Goal: Ensure campaign materials

meet brand and segment relevance.
Steps:
1. User selects a segment of leads.
2. User applies a sequence
(email/call/LinkedIn cadence) and
FR4.4 Create and run Step 3 – start date.
outreach sequences Campaign 3. System schedules tasks and
tracks sends/replies.

Goal: Execute structured outbound

to secure meetings.
 Steps:
1. User opens contact/opportunity
and clicks ‘Quick Log’.
2. Enters outcome/notes and next
FR 4.5 Log calls/meetings action.
Step 3–4
and hand over to SCE 3. Clicks ‘Assign to SCE’; system
notifies SCE.

Goal: Capture activity and hand off

engaged prospects for pitching.
Steps:
1. User opens an opportunity
marked AIP Approved.
2. User opens Contracting Checklist
and updates each item (KYC, docs,
FR 5.1 Manage Step 5 –
signatures).
contracting checklist Close
3. System timestamps completion
and shows remaining blockers.

Goal: Drive contracts to signature

with zero gaps.
Steps:
1. Actor opens deal marked AIP
Approved.
2. System displays contract
checklist and legal review status.
3. Actor uploads any pending client
documents (KYC, compliance
FR 5.2 Track documents Step 5 – forms).
FR 5 CSE & legal reviews Close 4. Actor verifies Legal/Risk approval
field marked Approved.
(Customer 5. Once all statuses are green,
actor clicks “Mark Contract Ready.”
Support
Executive) Goal: Ensure all legal reviews,
signatures, and documents are
complete before onboarding begins.
Steps:
1. User creates an Onboarding
Case from an opportunity.
2. Completes tasks (account setup,
FR 5.2 Execute
Step 6 – access, integrations).
onboarding workflow
Deliver 3. Marks Go-Live when the first
(Legal/Practical/Technical)
transaction is verified.

Goal: Move the client from signed

to live usage smoothly.
 Steps:
1. User clicks ‘Generate 30/60/90’
summary.
2. System compiles usage/status;
FR 5.3 Issue user edits and sends to
Step 6 –
30/60/90-day summaries BOS/CCM/SCE.
Deliver
& flag inactivity 3. If low activity, user sets Inactivity
Risk and assigns follow-up.

Goal: Sustain adoption and surface

risks early.
Steps:
1. User clicks ‘Upload Document’
and selects file.
2. Adds tags (segment, campaign,
FR 6.1 Upload Step 2 – version).
datasets/reports with tags Data 3. System stores artifact and links it
to the campaign.

Goal: Provide verified

market/company data to Pods.
Steps:
FR 6 MKR 1. System generates a summary
upon upload.
(Market FR 6.2 Review AI “Top Step 2 –
2. User reviews/edits and clicks
‘Publish Summary’.
Research) Insights” & data gaps Data
3. System notifies BOS/MDE.

Goal: Give fast, consumable

insights for targeting.
Steps:
1. User uploads a new version.
2. System archives the prior version
FR 6.3 Update/replace Step 2 – and updates links.
data versions Data 3. User adds change notes.

Goal: Keep campaigns on the latest

validated data.
Steps:
1. User opens Template Library.
2. Uploads/edits a template and
sets version as Active.
FR 7.1 Maintain contract Step 5 –
3. System logs version and notifies
templates & clauses Close
SCE/CSE.

Goal: Ensure only approved legal

FR 7 Legal text is used in proposals/contracts.
 Steps:
1. User opens a submitted contract
for review.
2. Adds comments or clicks
FR 7.2 Review/approve Step 5 – ‘Approve’.
custom terms Close 3. System records decision and
notifies requester.

Goal: Control risk on non-standard

deals.
Steps:
1. Actor opens system alert for
flagged deal.
2. Reviews AI summary and risk
FR 7.3 Approve Step 5 –
report.
high-value deal packages Close
3. Approves or rejects.

Goal: Ensure compliance and

control over large transactions.
Steps:
1. User clicks ‘Add Marketing
Asset’.
2. Uploads brochure/deck and links
FR 8.1 Upload approved Step 3 – to campaign.
collateral Campaign 3. System makes it available to
MDE/SCE.

Goal: Provide on-brand assets for

FR 8 outreach and pitch.

Marketing Steps:
1. User reviews proposed
copy/pitch deck.
2. Clicks ‘Approve’ or ‘Request
FR 8.2 Approve campaign Changes’.
Step 3–4
messaging/brand 3. System records decision and
locks approved content.

Goal: Keep messaging compliant

and consistent.
Steps:
1. Actor reviews renewal proposal.
2. Clicks Approve.
3. System logs decision and
updates renewal pipeline.
Approve renewal Step 4 – Goal: Validate account retention
proposals Pitch deals.
Gatherer SCE
 Steps:
1. Actor opens Account Profitability
Dashboard.
2. Reviews revenue vs cost and
renewal trends.
View account profitability Goal: Track client profitability and
dashboard All Steps retention opportunities.
Steps:
1. Actor selects existing client list.
2. Creates campaign type
Cross/Up-sell.
Gatherer MDE
3. System links campaign to
account portfolio.
Create cross/upsell Step 3 – Goal: Drive revenue from existing
campaigns Campaign clients.
Steps:
1. Actor logs feedback or issue
status.
2. Clicks Approve Transition.
Gatherer CSE
3. System records status and alerts
Record customer CCM.
feedback & approve Step 6 – Goal: Maintain post-delivery quality
service transitions Deliver and service tracking.