taks-d.2.1

plans/task-j.0.md

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+# Task J.0: KPI Definition Freeze
+
+## Goal
+
+Freeze KPI Definitions และ Sales Pipeline Definitions ก่อนเริ่มสร้าง CRM Dashboard KPI
+
+หลัง Task J.0 ผ่านแล้ว ห้ามเปลี่ยนนิยาม KPI โดยไม่มี ADR ใหม่
+
+---
+
+# Sales Pipeline Definition
+
+## Lead
+
+Definition:
+
+```txt
+ยังไม่ได้ Assign Sales
+```
+
+Rules:
+
+```txt
+assignedToUserId = null
+pipelineStage = lead
+```
+
+KPI Impact:
+
+```txt
+Lead Count
+Lead Aging
+Lead Source
+New Leads
+```
+
+---
+
+## Opportunity
+
+Definition:
+
+```txt
+Assign Sales แล้ว
+```
+
+Rules:
+
+```txt
+assignedToUserId != null
+pipelineStage = opportunity
+```
+
+Auto Transition:
+
+```txt
+Lead
+↓ Assign Sales
+Opportunity
+```
+
+KPI Impact:
+
+```txt
+Opportunity Count
+Opportunity Value
+Hot Opportunities
+Opportunity Aging
+```
+
+---
+
+## Closed Won
+
+Definition:
+
+```txt
+ลูกค้ายืนยันรับงาน
+หรือโครงการได้รับ Award
+```
+
+Rules:
+
+```txt
+pipelineStage = closed_won
+```
+
+Recommendation:
+
+Add future field:
+
+```txt
+closedWonAt
+```
+
+---
+
+## Closed Lost
+
+Definition:
+
+```txt
+แพ้คู่แข่ง
+งบประมาณไม่ผ่าน
+ลูกค้ายกเลิก
+โครงการไม่เดินต่อ
+```
+
+Rules:
+
+```txt
+pipelineStage = closed_lost
+```
+
+Recommendation:
+
+Add future field:
+
+```txt
+closedLostAt
+lostReason
+```
+
+---
+
+# Opportunity Lifecycle
+
+```txt
+Lead
+↓ Assign Sales
+Opportunity
+↓ Create Quotation
+Opportunity
+↓ Approved Quotation
+Opportunity
+↓ Award
+Closed Won
+```
+
+---
+
+# Customer Party Definition
+
+## Billing Customer
+
+Definition:
+
+```txt
+บริษัทที่ใช้ในการออกใบเสนอราคา
+หรือวางบิล
+```
+
+Examples:
+
+```txt
+ALLA
+Italian Thai
+SCG
+```
+
+---
+
+## End Customer
+
+Definition:
+
+```txt
+เจ้าของโครงการตัวจริง
+```
+
+Examples:
+
+```txt
+PTT
+CP
+SCG Chemicals
+```
+
+---
+
+## Contractor
+
+Definition:
+
+```txt
+ผู้รับเหมาก่อสร้าง
+```
+
+---
+
+## Consultant
+
+Definition:
+
+```txt
+ที่ปรึกษาโครงการ
+```
+
+---
+
+## Customer
+
+Definition:
+
+```txt
+คู่ค้าหรือผู้เกี่ยวข้องทั่วไป
+```
+
+---
+
+# KPI Definitions
+
+## Lead Metrics
+
+```txt
+Lead Count
+New Leads
+Unassigned Leads
+Lead Aging
+```
+
+Lead Count:
+
+```txt
+pipelineStage = lead
+```
+
+---
+
+## Opportunity Metrics
+
+```txt
+Opportunity Count
+Open Opportunities
+Hot Opportunities
+```
+
+Opportunity Count:
+
+```txt
+pipelineStage = opportunity
+```
+
+---
+
+## Conversion Metrics
+
+### Lead → Opportunity
+
+Formula:
+
+```txt
+Opportunity Created
+/
+Total Leads
+```
+
+---
+
+### Opportunity → Quotation
+
+Formula:
+
+```txt
+Opportunity With Quotation
+/
+Total Opportunities
+```
+
+---
+
+### Quotation → Won
+
+Formula:
+
+```txt
+Closed Won
+/
+Total Opportunities With Quotation
+```
+
+---
+
+# Revenue Metrics
+
+## Opportunity Value
+
+Source:
+
+```txt
+crm_enquiries.estimatedValue
+```
+
+Condition:
+
+```txt
+pipelineStage = opportunity
+```
+
+---
+
+## Quotation Value
+
+Source:
+
+```txt
+crm_quotations.totalAmount
+```
+
+Condition:
+
+```txt
+quotation status != cancelled
+```
+
+---
+
+## Won Value
+
+Source:
+
+```txt
+crm_quotations.totalAmount
+```
+
+Condition:
+
+```txt
+pipelineStage = closed_won
+```
+
+---
+
+## Lost Value
+
+Source:
+
+```txt
+crm_quotations.totalAmount
+```
+
+Condition:
+
+```txt
+pipelineStage = closed_lost
+```
+
+---
+
+# Sales Ownership
+
+Dashboard must use:
+
+```txt
+assignedToUserId
+```
+
+for:
+
+```txt
+Lead
+Opportunity
+```
+
+and
+
+```txt
+salesmanId
+```
+
+for:
+
+```txt
+Quotation
+```
+
+---
+
+# Future Fields (Not In Scope)
+
+Do NOT implement now.
+
+Track as technical debt:
+
+```txt
+convertedToOpportunityAt
+closedWonAt
+closedLostAt
+lostReason
+defaultPartyRole
+```
+
+---
+
+# Output
+
+1. KPI Definitions Frozen
+2. Sales Pipeline Frozen
+3. Customer Party Definitions Frozen
+4. Revenue Rules Frozen
+5. Dashboard Ready
+
+---
+
+# Definition of Done
+
+✔ Lead definition frozen
+
+✔ Opportunity definition frozen
+
+✔ Won/Lost definition frozen
+
+✔ Billing Customer definition frozen
+
+✔ Project Party role definition frozen
+
+✔ KPI formulas frozen
+
+✔ Revenue formulas frozen
+
+✔ Ready for Task J