alla-allaos-fullstack/plans/task-j.0.md

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

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Sales Pipeline Definition

Lead

Definition:

ยังไม่ได้ Assign Sales

Rules:

assignedToUserId = null
pipelineStage = lead

KPI Impact:

Lead Count
Lead Aging
Lead Source
New Leads

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Opportunity

Definition:

Assign Sales แล้ว

Rules:

assignedToUserId != null
pipelineStage = opportunity

Auto Transition:

Lead
↓ Assign Sales
Opportunity

KPI Impact:

Opportunity Count
Opportunity Value
Hot Opportunities
Opportunity Aging

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Closed Won

Definition:

ลูกค้ายืนยันรับงาน
หรือโครงการได้รับ Award

Rules:

pipelineStage = closed_won

Recommendation:

Add future field:

closedWonAt

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Closed Lost

Definition:

แพ้คู่แข่ง
งบประมาณไม่ผ่าน
ลูกค้ายกเลิก
โครงการไม่เดินต่อ

Rules:

pipelineStage = closed_lost

Recommendation:

Add future field:

closedLostAt
lostReason

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Opportunity Lifecycle

Lead
↓ Assign Sales
Opportunity
↓ Create Quotation
Opportunity
↓ Approved Quotation
Opportunity
↓ Award
Closed Won

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Customer Party Definition

Billing Customer

Definition:

บริษัทที่ใช้ในการออกใบเสนอราคา
หรือวางบิล

Examples:

ALLA
Italian Thai
SCG

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End Customer

Definition:

เจ้าของโครงการตัวจริง

Examples:

PTT
CP
SCG Chemicals

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Contractor

Definition:

ผู้รับเหมาก่อสร้าง

---

Consultant

Definition:

ที่ปรึกษาโครงการ

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Customer

Definition:

คู่ค้าหรือผู้เกี่ยวข้องทั่วไป

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KPI Definitions

Lead Metrics

Lead Count
New Leads
Unassigned Leads
Lead Aging

Lead Count:

pipelineStage = lead

---

Opportunity Metrics

Opportunity Count
Open Opportunities
Hot Opportunities

Opportunity Count:

pipelineStage = opportunity

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Conversion Metrics

Lead → Opportunity

Formula:

Opportunity Created
/
Total Leads

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Opportunity → Quotation

Formula:

Opportunity With Quotation
/
Total Opportunities

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Quotation → Won

Formula:

Closed Won
/
Total Opportunities With Quotation

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Revenue Metrics

Opportunity Value

Source:

crm_enquiries.estimatedValue

Condition:

pipelineStage = opportunity

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Quotation Value

Source:

crm_quotations.totalAmount

Condition:

quotation status != cancelled

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Won Value

Source:

crm_quotations.totalAmount

Condition:

pipelineStage = closed_won

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Lost Value

Source:

crm_quotations.totalAmount

Condition:

pipelineStage = closed_lost

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Sales Ownership

Dashboard must use:

assignedToUserId

for:

Lead
Opportunity

and

salesmanId

for:

Quotation

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Future Fields (Not In Scope)

Do NOT implement now.

Track as technical debt:

convertedToOpportunityAt
closedWonAt
closedLostAt
lostReason
defaultPartyRole

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Output

1. KPI Definitions Frozen
2. Sales Pipeline Frozen
3. Customer Party Definitions Frozen
4. Revenue Rules Frozen
5. Dashboard Ready

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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