Your biggest customer has never seen your website.
They buy from inside Ariba, Coupa or SAP — punching out into a catalogue rendered under their contract and their approval rules, searched by commodity code. An item without classification is not ranked poorly there. It is not there.
- sku
- EL-MCB-3P63C
- description
- MCB 3P 63A C CURVE 10KA
- manufacturer
- Voltek
- list_price
- 48.20
- unspsc
- not supplied
- etim_class
- not supplied
- technical_features
- not supplied
- uom_hierarchy
- not supplied
ETIM features required · EC000090
- Vertical
- B2B wholesale
- Specimen
- EL-MCB-3P63C
- Standards
- ETIM 9 · UNSPSC
- Channel
- cXML · OCI punchout
- Completeness
- 4 / 29
A description is not a classification
"MCB 3P 63A C CURVE" contains four technical features, compressed into a string that no procurement system can filter, compare or approve against.
No UNSPSC
Many corporate buyers cannot raise a requisition for an item without a commodity code. The item is not merely hard to find — it is not purchasable under their policy.
No unit-of-measure hierarchy
The buyer wants six. You sell in cartons of sixty. Without UOM conversion the line either fails or ships ten times the intended quantity.
Miniature Circuit Breaker, 3-Pole, 63 A
- sku
- EL-MCB-3P63C
- description
- MCB 3P 63A C CURVE 10KA
- manufacturer
- Voltek
- list_price
- 48.20
- unspsc
- — not supplied —
- etim_class
- — not supplied —
- technical_features
- — not supplied —
- uom_hierarchy
- — not supplied —
4 of 8 fields empty · this item cannot be requisitioned by policy
A description string standing in for four technical features · no code a procurement system can act on
4
Fields present in the manufacturer price file.
29
Typed features required for comparison and punchout.
Three systems your buyer uses and you never see.
A punchout session begins inside the buyer's procurement system. They click your catalogue from within Ariba, Coupa or SAP SRM, shop in a hosted environment, and return a cart to their own approval workflow.
Your largest customers may never load your website. What they experience is a catalogue rendered under their contract, their approval rules and their commodity codes — and an item that lacks those attributes is invisible inside that session regardless of how good your site is.
Session initiation and authentication
SAP's equivalent, still widely deployed
Customer-specific, resolved per session
Line items handed back with commodity codes attached
Buyer policy applied to your lines, not yours
Search from inside the buyer's UI, never rendering your site
Six ways a B2B line is lost without a single complaint.
Invisible in punchout
The item is in stock, priced under contract, and does not appear in the buyer's search because it carries no classification. Nobody reports this — the buyer simply orders the item that did appear.
Blocked requisition
The line reaches a requisition and stalls because the buyer's policy requires a commodity code. Their procurement team contacts your rep, who cannot fix it, so the line is dropped.
UOM mismatch
The buyer orders 6 and receives 6 cartons. The correction costs a return, a credit, and a conversation about whether you are easy to buy from.
Uncomparable specs
Two breakers on one results page with different attribute names for the same property. The filter returns nothing and the buyer calls a competitor.
400 suppliers, 400 formats
Each manufacturer sends a different spreadsheet with different column names for the same feature. Normalising by hand is a permanent headcount, not a project.
Contract catalogue drift
A customer-specific catalogue is built once and then diverges from your live range, so the buyer sees discontinued items and misses new ones.
A buyer who cannot find your item does not open a support ticket. They order the item that was findable, from whoever classified it, and the requisition closes normally. Your revenue report shows a slightly softer quarter in a category nobody can explain — which is why classification coverage is worth measuring by revenue rather than by line count.
Start with the range your top ten customers buy.
Classifying an entire wholesale range at once is the mistake. Revenue concentration means a fraction of the catalogue carries most of the punchout traffic.
Classification coverage
We measure what proportion of your range carries UNSPSC and ETIM classification, weighted by revenue rather than by line count.
A product export · your top customers' procurement platforms
Feature extraction
Technical features are extracted from manufacturer datasheets and mapped to ETIM classes with typed values and bound units.
Manufacturer datasheets and price files as you receive them
Punchout validation
cXML and OCI outputs are validated in a test session against one customer's procurement platform before anything goes live.
One customer willing to run a test punchout
Supplier intake
New manufacturer files are normalised on arrival, so classification coverage does not decay as the range grows.
Nothing — suppliers keep sending what they already send
How much of your revenue is unclassified?
Send a product export with twelve months of line revenue. We will measure UNSPSC and ETIM coverage weighted by what actually sells, and return the list of high-revenue items that cannot currently be found inside a punchout session.
One export · Revenue weighted · No punchout access needed · 10 working days