# Task K.2: Pipeline Reports

## Objective

Deliver the first production report suite for CRM by providing operational visibility into:

* Leads
* Enquiries
* Quotation Conversion
* Pipeline Aging

using the Report Foundation built in Task K.1.

---

# Background

Completed:

* Lead / Enquiry Ownership Model (D.3)
* Lead / Enquiry Navigation Separation (D.3.1)
* Won / Lost Governance (D.4)
* Dashboard KPI (J)
* Report Foundation (K.1)

Pipeline lifecycle is frozen as:

```txt
Lead
→ Enquiry
→ Quotation
→ Closed Won
→ Closed Lost
```

Task K.2 builds reporting on top of this lifecycle.

---

# Scope K2.1 Lead Pipeline Report

Add:

```txt
Lead Pipeline Report
```

Purpose:

Marketing visibility.

Metrics:

```txt
Total Leads
New Leads
Assigned Leads
Unassigned Leads
Converted Leads
```

Dimensions:

```txt
Lead Source
Customer Owner
Created By
Branch
Product Type
```

Filters:

```txt
Date Range
Lead Source
Branch
Product Type
Customer Owner
```

---

# Scope K2.2 Lead Aging Report

Purpose:

Identify stagnant leads.

Metrics:

```txt
Lead Count
Average Aging Days
Maximum Aging Days
```

Buckets:

```txt
0-7 Days
8-14 Days
15-30 Days
31-60 Days
60+ Days
```

Drill-down:

```txt
Lead Number
Customer
Assigned User
Created Date
Aging Days
```

---

# Scope K2.3 Enquiry Pipeline Report

Purpose:

Sales pipeline visibility.

Metrics:

```txt
Open Enquiries
Converted To Quotation
Won
Lost
```

Dimensions:

```txt
Salesman
Branch
Product Type
Customer Owner
```

Filters:

```txt
Date Range
Salesman
Branch
Product Type
```

---

# Scope K2.4 Enquiry Aging Report

Purpose:

Identify stalled opportunities.

Metrics:

```txt
Open Enquiries
Average Aging
Maximum Aging
```

Buckets:

```txt
0-14 Days
15-30 Days
31-60 Days
60+ Days
```

Drill-down:

```txt
Enquiry No
Customer
Salesman
Last Follow-Up
Aging Days
```

---

# Scope K2.5 Lead → Enquiry Conversion Report

Purpose:

Marketing effectiveness.

Formula:

```txt
Converted Enquiries
/
Total Leads
```

Show:

```txt
Conversion Rate %
```

Dimensions:

```txt
Lead Source
Branch
Product Type
Marketing User
```

---

# Scope K2.6 Enquiry → Quotation Conversion Report

Purpose:

Sales effectiveness.

Formula:

```txt
Enquiries With Quotation
/
Total Enquiries
```

Dimensions:

```txt
Salesman
Branch
Product Type
```

---

# Scope K2.7 Pipeline Funnel Report

Add dedicated report.

Stages:

```txt
Lead
Enquiry
Quotation
Closed Won
Closed Lost
```

Show:

```txt
Count
Value
Conversion %
```

Support:

```txt
Date Range
Branch
Product Type
Salesman
```

---

# Scope K2.8 Pipeline Detail Dataset

Create reusable dataset:

```txt
pipeline-report.dataset.ts
```

Shared by:

```txt
Lead Report
Enquiry Report
Funnel Report
```

No duplicate SQL.

---

# Scope K2.9 Report Pages

Add:

```txt
/dashboard/crm/reports/pipeline
/dashboard/crm/reports/lead-aging
/dashboard/crm/reports/enquiry-aging
```

Use:

```txt
Report Foundation
Shared Filters
Export Foundation
```

from K.1

---

# Scope K2.10 Export Support

All Pipeline Reports support:

```txt
CSV
Excel
```

Exports must respect:

```txt
ResolvedReportContext
CRM Authorization
Branch Scope
Product Scope
Ownership Scope
```

---

# Scope K2.11 Security

Marketing:

Can see:

```txt
Lead Reports
Pipeline Reports
Outcome Summary
```

Cannot see:

```txt
Quotation Pricing
Revenue Values
```

---

Sales:

Can see:

```txt
Own / Scoped Pipeline
```

---

Managers:

Can see:

```txt
Team Pipeline
```

---

CRM Admin:

Can see:

```txt
Organization-wide Pipeline
```

---

# Scope K2.12 Audit Logging

Entity:

```txt
crm_report
```

Actions:

```txt
view_pipeline_report
export_pipeline_report_csv
export_pipeline_report_excel
```

Payload:

```txt
reportCode
filters
recordCount
```

---

# Scope K2.13 Report Definitions

Register:

```txt
lead_pipeline
lead_aging
enquiry_pipeline
enquiry_aging
pipeline_funnel
lead_conversion
enquiry_conversion
```

in:

```txt
crm_report_definitions
```

---

# Verification

Scenario 1

```txt
Lead
→ Assign
→ Enquiry
```

Expected:

```txt
Lead Conversion Report updates
```

---

Scenario 2

```txt
Enquiry
→ Create Quotation
```

Expected:

```txt
Quotation Conversion updates
```

---

Scenario 3

```txt
Won
Lost
```

Expected:

```txt
Pipeline Funnel updates
```

---

Scenario 4

Marketing User

Expected:

```txt
No Revenue Values
```

---

Scenario 5

Sales User

Expected:

```txt
Scoped Pipeline Only
```

---

# Deliverables

1. Lead Pipeline Report
2. Lead Aging Report
3. Enquiry Pipeline Report
4. Enquiry Aging Report
5. Conversion Reports
6. Pipeline Funnel Report
7. Shared Dataset Layer
8. Export Support
9. Security Enforcement
10. Report Registration

---

# Definition of Done

Task K.2 is complete when:

* Lead reports work
* Enquiry reports work
* Funnel report works
* Conversion reports work
* Aging reports work
* Export works
* Security works
* Audit logging works

Result:

```txt
Marketing Pipeline Analytics = READY
Sales Pipeline Analytics = READY

Ready for:

K.3 Outcome Analytics
```