lead menu

nquiry menu

plans/task-d.3.md

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+# Task D.3: Lead / Enquiry Ownership Refinement
+
+## Goal
+
+ปรับ CRM Pipeline ให้สอดคล้องกับ Business Process ล่าสุด
+
+Current:
+
+```txt
+Lead (unassigned enquiry)
+↓
+Opportunity (assigned enquiry)
+↓
+Quotation
+↓
+Won / Lost
+```
+
+New Business Flow:
+
+```txt
+Lead
+↓ Assign To Sales
+Enquiry
+↓
+Quotation
+↓
+Won / Lost
+```
+
+Important:
+
+Task D.3 focuses on ownership, visibility, permissions, and lifecycle only.
+
+Lead and Enquiry continue using the same underlying business fields and form structure.
+
+Do NOT split the Lead form and Enquiry form yet.
+
+Future form differences will be handled in a separate task if business requirements diverge.
+
+---
+
+# Business Rules
+
+## Lead
+
+Owner:
+
+```txt
+Marketing (MK)
+```
+
+Purpose:
+
+```txt
+Lead collection
+Lead qualification
+Lead nurturing
+```
+
+Status examples:
+
+```txt
+new
+contacted
+qualified
+disqualified
+assigned
+```
+
+Lead may exist without sales assignment.
+
+---
+
+## Enquiry
+
+Owner:
+
+```txt
+Sales
+```
+
+Purpose:
+
+```txt
+Project follow-up
+Opportunity development
+Competitor tracking
+Quotation preparation
+```
+
+Enquiry begins when:
+
+```txt
+Lead assigned to Sales
+```
+
+or
+
+```txt
+Sales creates enquiry directly
+```
+
+---
+
+# Scope D3.1 Pipeline Terminology Refinement
+
+Replace current KPI and workflow terminology.
+
+Old:
+
+```txt
+Lead = enquiry without assignment
+Opportunity = enquiry with assignment
+```
+
+New:
+
+```txt
+Lead = marketing-owned pipeline stage
+
+Enquiry = sales-owned pipeline stage
+```
+
+Rules:
+
+* Stop using Opportunity terminology in UI where practical
+* Use Lead and Enquiry terminology consistently
+* Preserve existing data compatibility
+
+---
+
+# Scope D3.2 Enquiry Pipeline Stage
+
+Add field:
+
+```txt
+pipelineStage
+```
+
+Allowed values:
+
+```txt
+lead
+enquiry
+closed_won
+closed_lost
+```
+
+Default:
+
+```txt
+lead
+```
+
+Rules:
+
+### Marketing-created lead
+
+```txt
+pipelineStage = lead
+assignedToUserId = null
+```
+
+### Assign to sales
+
+Automatically:
+
+```txt
+pipelineStage = enquiry
+assignedToUserId = salesUserId
+assignedAt = now()
+```
+
+### Reassign
+
+Keep:
+
+```txt
+pipelineStage = enquiry
+```
+
+### Won
+
+```txt
+pipelineStage = closed_won
+```
+
+### Lost
+
+```txt
+pipelineStage = closed_lost
+```
+
+---
+
+# Scope D3.3 Assign Flow Refinement
+
+Current assign flow already exists.
+
+Update behavior:
+
+Assign:
+
+```txt
+Lead
+↓
+Enquiry
+```
+
+When assign executes:
+
+```txt
+assignedToUserId
+assignedAt
+assignedBy
+pipelineStage = enquiry
+```
+
+Audit:
+
+```txt
+assign
+lead_to_enquiry
+```
+
+---
+
+# Scope D3.4 MK Visibility Policy
+
+Marketing users must be able to monitor progress.
+
+MK can view:
+
+```txt
+Lead
+Enquiry
+Follow-ups
+Status
+Pipeline Stage
+Assigned Sales
+Won/Lost Result
+```
+
+MK cannot view:
+
+```txt
+Quotation Amount
+Quotation Item
+Quotation Cost
+Discount
+Margin
+Approval Data
+```
+
+MK cannot:
+
+```txt
+Edit enquiry owned by sales
+Create quotation
+Modify quotation
+Approve quotation
+```
+
+---
+
+# Scope D3.5 Sales Visibility Policy
+
+Sales can:
+
+```txt
+View assigned enquiries
+Edit assigned enquiries
+Create quotations
+Manage follow-ups
+View quotation pricing
+```
+
+Rules remain compatible with existing assignment ownership.
+
+---
+
+# Scope D3.6 Dashboard KPI Alignment
+
+Update KPI service layer.
+
+New definitions:
+
+### Lead Count
+
+```txt
+pipelineStage = lead
+```
+
+### Enquiry Count
+
+```txt
+pipelineStage = enquiry
+```
+
+### Won Count
+
+```txt
+pipelineStage = closed_won
+```
+
+### Lost Count
+
+```txt
+pipelineStage = closed_lost
+```
+
+Remove dependency on:
+
+```txt
+assignedToUserId == null
+```
+
+for lead calculation.
+
+---
+
+# Scope D3.7 Revenue Rules
+
+No revenue logic change.
+
+Still use:
+
+```txt
+Quotation Amount
+Revenue Attribution
+Project Party Governance
+```
+
+from Task D.2.1.
+
+---
+
+# Scope D3.8 UI Labels
+
+Update CRM wording.
+
+Examples:
+
+```txt
+Assign Sales
+→ Convert To Enquiry
+
+Assigned Sales
+→ Enquiry Owner
+
+Open Opportunities
+→ Active Enquiries
+```
+
+Do not rename database tables.
+
+Only update business-facing labels.
+
+---
+
+# Scope D3.9 Backward Compatibility
+
+Do NOT:
+
+```txt
+Create crm_leads table
+Split enquiry form
+Split enquiry schema
+Split enquiry API
+```
+
+Continue using:
+
+```txt
+crm_enquiries
+```
+
+as the single source of truth.
+
+Lead vs Enquiry is determined by:
+
+```txt
+pipelineStage
+```
+
+and ownership.
+
+---
+
+# Scope D3.10 ADR
+
+Create:
+
+```txt
+docs/adr/0011-lead-enquiry-ownership-model.md
+```
+
+Document:
+
+```txt
+Lead ownership
+Enquiry ownership
+Assignment flow
+MK visibility restrictions
+Won/Lost lifecycle
+```
+
+This ADR supersedes the Opportunity terminology frozen in Task J.0.
+
+---
+
+# Explicit Non-Scope
+
+Do NOT implement:
+
+```txt
+crm_leads table
+Lead form
+Lead API
+Lead import
+Campaign module
+Marketing automation
+Lead scoring
+New dashboard widgets
+```
+
+---
+
+# Output
+
+1. Files Added
+2. Files Modified
+3. Pipeline Changes
+4. Ownership Changes
+5. Visibility Rules Added
+6. KPI Changes
+7. ADR Added
+8. Migration Notes
+9. Remaining Risks
+
+---
+
+# Definition of Done
+
+✔ Lead and Enquiry terminology updated
+
+✔ Assign converts Lead → Enquiry
+
+✔ MK can monitor enquiries
+
+✔ MK cannot see quotation pricing
+
+✔ Sales owns enquiries
+
+✔ Dashboard KPI follows pipelineStage
+
+✔ No duplicate Lead module created
+
+✔ Existing enquiry form reused
+
+✔ Existing data remains compatible
+
+✔ ADR created