alla-allaos-fullstack/plans/task-d.3.md

Task D.3: Lead / Enquiry Ownership Refinement

Goal

ปรับ CRM Pipeline ให้สอดคล้องกับ Business Process ล่าสุด

Current:

Lead (unassigned enquiry)
↓
Opportunity (assigned enquiry)
↓
Quotation
↓
Won / Lost

New Business Flow:

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:

Marketing (MK)

Purpose:

Lead collection
Lead qualification
Lead nurturing

Status examples:

new
contacted
qualified
disqualified
assigned

Lead may exist without sales assignment.

---

Enquiry

Owner:

Sales

Purpose:

Project follow-up
Opportunity development
Competitor tracking
Quotation preparation

Enquiry begins when:

Lead assigned to Sales

or

Sales creates enquiry directly

---

Scope D3.1 Pipeline Terminology Refinement

Replace current KPI and workflow terminology.

Old:

Lead = enquiry without assignment
Opportunity = enquiry with assignment

New:

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:

pipelineStage

Allowed values:

lead
enquiry
closed_won
closed_lost

Default:

lead

Rules:

Marketing-created lead

pipelineStage = lead
assignedToUserId = null

Assign to sales

Automatically:

pipelineStage = enquiry
assignedToUserId = salesUserId
assignedAt = now()

Reassign

Keep:

pipelineStage = enquiry

Won

pipelineStage = closed_won

Lost

pipelineStage = closed_lost

---

Scope D3.3 Assign Flow Refinement

Current assign flow already exists.

Update behavior:

Assign:

Lead
↓
Enquiry

When assign executes:

assignedToUserId
assignedAt
assignedBy
pipelineStage = enquiry

Audit:

assign
lead_to_enquiry

---

Scope D3.4 MK Visibility Policy

Marketing users must be able to monitor progress.

MK can view:

Lead
Enquiry
Follow-ups
Status
Pipeline Stage
Assigned Sales
Won/Lost Result

MK cannot view:

Quotation Amount
Quotation Item
Quotation Cost
Discount
Margin
Approval Data

MK cannot:

Edit enquiry owned by sales
Create quotation
Modify quotation
Approve quotation

---

Scope D3.5 Sales Visibility Policy

Sales can:

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

pipelineStage = lead

Enquiry Count

pipelineStage = enquiry

Won Count

pipelineStage = closed_won

Lost Count

pipelineStage = closed_lost

Remove dependency on:

assignedToUserId == null

for lead calculation.

---

Scope D3.7 Revenue Rules

No revenue logic change.

Still use:

Quotation Amount
Revenue Attribution
Project Party Governance

from Task D.2.1.

---

Scope D3.8 UI Labels

Update CRM wording.

Examples:

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:

Create crm_leads table
Split enquiry form
Split enquiry schema
Split enquiry API

Continue using:

crm_enquiries

as the single source of truth.

Lead vs Enquiry is determined by:

pipelineStage

and ownership.

---

Scope D3.10 ADR

Create:

docs/adr/0011-lead-enquiry-ownership-model.md

Document:

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:

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