@elevasis/core 0.18.0 → 0.20.0

package/src/organization-model/domains/prospecting.ts

@@ -1,11 +1,12 @@
-import { z } from 'zod'
-import { DescriptionSchema, DisplayMetadataSchema, ModelIdSchema } from './shared'
-
-export const ProspectingLifecycleStageSchema = DisplayMetadataSchema.extend({
-  id: ModelIdSchema,
-  order: z.number().int().min(0)
-})
-
+import { z } from 'zod'
+import { LEAD_GEN_STAGE_CATALOG, type LeadGenStageCatalogEntry } from './sales'
+import { DescriptionSchema, DisplayMetadataSchema, ModelIdSchema } from './shared'
+
+export const ProspectingLifecycleStageSchema = DisplayMetadataSchema.extend({
+  id: ModelIdSchema,
+  order: z.number().int().min(0)
+})
+
 export const ProspectingBuildTemplateStepSchema = DisplayMetadataSchema.extend({
   id: ModelIdSchema,
   primaryEntity: z.enum(['company', 'contact']),
@@ -16,221 +17,341 @@ export const ProspectingBuildTemplateStepSchema = DisplayMetadataSchema.extend({
   capabilityKey: ModelIdSchema,
   defaultBatchSize: z.number().int().positive(),
   maxBatchSize: z.number().int().positive()
-}).refine((step) => step.defaultBatchSize <= step.maxBatchSize, {
-  message: 'defaultBatchSize must be less than or equal to maxBatchSize',
-  path: ['defaultBatchSize']
-})
-
-export const ProspectingBuildTemplateSchema = DisplayMetadataSchema.extend({
-  id: ModelIdSchema,
-  steps: z.array(ProspectingBuildTemplateStepSchema).min(1)
-})
-
-export const OrganizationModelProspectingSchema = z.object({
-  listEntityId: ModelIdSchema,
-  companyEntityId: ModelIdSchema,
-  contactEntityId: ModelIdSchema,
-  description: DescriptionSchema.optional(),
-  companyStages: z.array(ProspectingLifecycleStageSchema).min(1),
-  contactStages: z.array(ProspectingLifecycleStageSchema).min(1),
-  defaultBuildTemplateId: ModelIdSchema,
-  buildTemplates: z.array(ProspectingBuildTemplateSchema).min(1)
-})
-
-export const DEFAULT_ORGANIZATION_MODEL_PROSPECTING: z.infer<typeof OrganizationModelProspectingSchema> = {
-  listEntityId: 'leadgen.list',
-  companyEntityId: 'leadgen.company',
-  contactEntityId: 'leadgen.contact',
-  companyStages: [
-    { id: 'populated', label: 'Populated', order: 1 },
-    { id: 'extracted', label: 'Extracted', order: 2 },
-    { id: 'qualified', label: 'Qualified', order: 3 }
-  ],
-  contactStages: [
-    { id: 'discovered', label: 'Discovered', order: 1 },
-    { id: 'verified', label: 'Verified', order: 2 },
-    { id: 'personalized', label: 'Personalized', order: 3 },
-    { id: 'uploaded', label: 'Uploaded', order: 4 }
-  ],
-  defaultBuildTemplateId: 'local-services',
-  buildTemplates: [
-    {
-      id: 'local-services',
-      label: 'Local Services Prospecting',
-      description:
-        'Curated local-services list build using company sourcing, website analysis, qualification, contact discovery, verification, personalization, and review.',
-      steps: [
-        {
-          id: 'source-companies',
-          label: 'Source companies',
-          primaryEntity: 'company',
-          outputs: ['company'],
-          stageKey: 'populated',
-          dependencyMode: 'per-record-eligibility',
-          capabilityKey: 'lead-gen.company.source',
-          defaultBatchSize: 100,
-          maxBatchSize: 250
-        },
-        {
-          id: 'analyze-websites',
-          label: 'Analyze websites',
-          primaryEntity: 'company',
-          outputs: ['company'],
-          stageKey: 'extracted',
-          dependsOn: ['source-companies'],
-          dependencyMode: 'per-record-eligibility',
-          capabilityKey: 'lead-gen.company.website-extract',
-          defaultBatchSize: 50,
-          maxBatchSize: 100
-        },
-        {
-          id: 'qualify-companies',
-          label: 'Qualify companies',
-          primaryEntity: 'company',
-          outputs: ['company'],
-          stageKey: 'qualified',
-          dependsOn: ['analyze-websites'],
-          dependencyMode: 'per-record-eligibility',
-          capabilityKey: 'lead-gen.company.qualify',
-          defaultBatchSize: 100,
-          maxBatchSize: 250
-        },
-        {
-          id: 'find-contacts',
-          label: 'Find contacts',
-          primaryEntity: 'contact',
-          outputs: ['contact'],
-          stageKey: 'discovered',
-          dependsOn: ['qualify-companies'],
-          dependencyMode: 'per-record-eligibility',
-          capabilityKey: 'lead-gen.contact.discover',
-          defaultBatchSize: 50,
-          maxBatchSize: 100
-        },
-        {
-          id: 'verify-emails',
-          label: 'Verify emails',
-          primaryEntity: 'contact',
-          outputs: ['contact'],
-          stageKey: 'verified',
-          dependsOn: ['find-contacts'],
-          dependencyMode: 'per-record-eligibility',
-          capabilityKey: 'lead-gen.contact.verify-email',
-          defaultBatchSize: 100,
-          maxBatchSize: 500
-        },
-        {
-          id: 'personalize',
-          label: 'Personalize',
-          primaryEntity: 'contact',
-          outputs: ['contact'],
-          stageKey: 'personalized',
-          dependsOn: ['verify-emails'],
-          dependencyMode: 'per-record-eligibility',
-          capabilityKey: 'lead-gen.contact.personalize',
-          defaultBatchSize: 25,
-          maxBatchSize: 100
-        },
-        {
-          id: 'review',
-          label: 'Review',
-          primaryEntity: 'contact',
-          outputs: ['export'],
-          stageKey: 'uploaded',
-          dependsOn: ['personalize'],
-          dependencyMode: 'per-record-eligibility',
-          capabilityKey: 'lead-gen.review.outreach-ready',
-          defaultBatchSize: 25,
-          maxBatchSize: 100
-        }
-      ]
-    },
-    {
-      id: 'dtc-subscription-apollo-clickup',
-      label: 'DTC Subscription Apollo Export',
-      description:
-        'Prospecting pipeline for DTC subscription or subscription-ready brands where Apollo is the source and contact-enrichment layer, Elevasis handles company research and fit scoring, and approved leads export as an approved lead list.',
-      steps: [
-        {
-          id: 'import-apollo-search',
-          label: 'Import Apollo search',
-          description: 'Pull companies and seed contact data from a predefined Apollo search or list.',
-          primaryEntity: 'company',
-          outputs: ['company', 'contact'],
-          stageKey: 'populated',
-          dependencyMode: 'per-record-eligibility',
-          capabilityKey: 'lead-gen.company.apollo-import',
-          defaultBatchSize: 250,
-          maxBatchSize: 1000
-        },
-        {
-          id: 'analyze-websites',
-          label: 'Analyze websites',
-          description: 'Extract subscription, product, retention, and tech-stack signals from each brand website.',
-          primaryEntity: 'company',
-          outputs: ['company'],
-          stageKey: 'extracted',
-          dependsOn: ['import-apollo-search'],
-          dependencyMode: 'per-record-eligibility',
-          capabilityKey: 'lead-gen.company.website-extract',
-          defaultBatchSize: 50,
-          maxBatchSize: 100
-        },
-        {
-          id: 'score-dtc-fit',
-          label: 'Score DTC fit',
-          description:
-            'Classify subscription potential, consumable-product fit, retention maturity, and disqualifiers.',
-          primaryEntity: 'company',
-          outputs: ['company'],
-          stageKey: 'qualified',
-          dependsOn: ['analyze-websites'],
-          dependencyMode: 'per-record-eligibility',
-          capabilityKey: 'lead-gen.company.dtc-subscription-qualify',
-          defaultBatchSize: 100,
-          maxBatchSize: 250
-        },
-        {
-          id: 'enrich-decision-makers',
-          label: 'Enrich decision-makers',
-          description:
-            'Use Apollo to find qualified contacts such as founders, retention leads, lifecycle leads, and marketing owners.',
-          primaryEntity: 'contact',
-          outputs: ['contact'],
-          stageKey: 'discovered',
-          dependsOn: ['score-dtc-fit'],
-          dependencyMode: 'per-record-eligibility',
-          capabilityKey: 'lead-gen.contact.apollo-decision-maker-enrich',
-          defaultBatchSize: 100,
-          maxBatchSize: 250
-        },
-        {
-          id: 'verify-emails',
-          label: 'Verify emails',
-          description: 'Verify deliverability before the QC and handoff step.',
-          primaryEntity: 'contact',
-          outputs: ['contact'],
-          stageKey: 'verified',
-          dependsOn: ['enrich-decision-makers'],
-          dependencyMode: 'per-record-eligibility',
-          capabilityKey: 'lead-gen.contact.verify-email',
-          defaultBatchSize: 250,
-          maxBatchSize: 500
-        },
-        {
-          id: 'review-and-export',
-          label: 'Review and export',
-          description: 'Operator QC approves or rejects leads, then approved records are exported as a lead list.',
-          primaryEntity: 'company',
-          outputs: ['export'],
-          stageKey: 'uploaded',
-          dependsOn: ['verify-emails'],
-          dependencyMode: 'per-record-eligibility',
-          capabilityKey: 'lead-gen.export.list',
-          defaultBatchSize: 100,
-          maxBatchSize: 250
-        }
-      ]
-    }
-  ]
-}
+}).refine((step) => step.defaultBatchSize <= step.maxBatchSize, {
+  message: 'defaultBatchSize must be less than or equal to maxBatchSize',
+  path: ['defaultBatchSize']
+})
+
+export const ProspectingBuildTemplateSchema = DisplayMetadataSchema.extend({
+  id: ModelIdSchema,
+  steps: z.array(ProspectingBuildTemplateStepSchema).min(1)
+})
+
+export type ListBuilderStep = z.infer<typeof ProspectingBuildTemplateStepSchema>
+export type TemplateName = 'localServices' | 'dtcApolloClickup'
+export type StepName = string
+
+export const CapabilitySchema = z.object({
+  id: ModelIdSchema,
+  label: z.string(),
+  description: z.string(),
+  resourceId: ModelIdSchema
+})
+
+export type Capability = z.infer<typeof CapabilitySchema>
+export type CapabilityRegistry = Capability[]
+
+export const CAPABILITY_REGISTRY: CapabilityRegistry = [
+  {
+    id: 'lead-gen.company.source',
+    label: 'Source companies',
+    description: 'Import source companies from a list provider.',
+    resourceId: 'lgn-import-workflow'
+  },
+  {
+    id: 'lead-gen.company.apollo-import',
+    label: 'Import from Apollo',
+    description: 'Pull companies and seed contact data from an Apollo search or list.',
+    resourceId: 'lgn-01c-apollo-import-workflow'
+  },
+  {
+    id: 'lead-gen.contact.discover',
+    label: 'Discover contact emails',
+    description: 'Find email addresses for contacts at qualified companies.',
+    resourceId: 'lgn-04-email-discovery-workflow'
+  },
+  {
+    id: 'lead-gen.contact.verify-email',
+    label: 'Verify emails',
+    description: 'Check email deliverability before outreach.',
+    resourceId: 'lgn-05-email-verification-workflow'
+  },
+  {
+    id: 'lead-gen.company.website-extract',
+    label: 'Extract website signals',
+    description: 'Scrape and analyze company websites for qualification signals.',
+    resourceId: 'lgn-02-website-extract-workflow'
+  },
+  {
+    id: 'lead-gen.company.qualify',
+    label: 'Qualify companies',
+    description: 'Score and filter companies against the ICP rubric.',
+    resourceId: 'lgn-03-company-qualification-workflow'
+  },
+  {
+    id: 'lead-gen.company.dtc-subscription-qualify',
+    label: 'Qualify DTC subscription fit',
+    description: 'Classify subscription potential and consumable-product fit for DTC brands.',
+    resourceId: 'lgn-03b-dtc-subscription-score-workflow'
+  },
+  {
+    id: 'lead-gen.contact.apollo-decision-maker-enrich',
+    label: 'Enrich decision-makers',
+    description: 'Find and enrich qualified contacts at qualified companies via Apollo.',
+    resourceId: 'lgn-04b-apollo-decision-maker-enrich-workflow'
+  },
+  {
+    id: 'lead-gen.contact.personalize',
+    label: 'Personalize outreach',
+    description: 'Generate personalized opening lines for each contact.',
+    resourceId: 'ist-personalization-workflow'
+  },
+  {
+    id: 'lead-gen.review.outreach-ready',
+    label: 'Upload to outreach',
+    description: 'Upload approved contacts to the outreach sequence after QC review.',
+    resourceId: 'ist-upload-contacts-workflow'
+  },
+  {
+    id: 'lead-gen.export.list',
+    label: 'Export lead list',
+    description: 'Export approved leads as a downloadable lead list.',
+    resourceId: 'lgn-06-export-list-workflow'
+  },
+  {
+    id: 'lead-gen.company.cleanup',
+    label: 'Clean up companies',
+    description: 'Remove disqualified or duplicate companies from the list.',
+    resourceId: 'lgn-company-cleanup-workflow'
+  }
+]
+
+export function findCapabilityById(id: string): Capability | undefined {
+  return CAPABILITY_REGISTRY.find((c) => c.id === id)
+}
+
+export const PROSPECTING_STEPS = {
+  localServices: {
+    sourceCompanies: {
+      id: 'source-companies',
+      label: 'Companies found',
+      primaryEntity: 'company',
+      outputs: ['company'],
+      stageKey: 'populated',
+      dependencyMode: 'per-record-eligibility',
+      capabilityKey: 'lead-gen.company.source',
+      defaultBatchSize: 100,
+      maxBatchSize: 250
+    },
+    analyzeWebsites: {
+      id: 'analyze-websites',
+      label: 'Websites analyzed',
+      primaryEntity: 'company',
+      outputs: ['company'],
+      stageKey: 'extracted',
+      dependsOn: ['source-companies'],
+      dependencyMode: 'per-record-eligibility',
+      capabilityKey: 'lead-gen.company.website-extract',
+      defaultBatchSize: 50,
+      maxBatchSize: 100
+    },
+    qualifyCompanies: {
+      id: 'qualify-companies',
+      label: 'Companies qualified',
+      primaryEntity: 'company',
+      outputs: ['company'],
+      stageKey: 'qualified',
+      dependsOn: ['analyze-websites'],
+      dependencyMode: 'per-record-eligibility',
+      capabilityKey: 'lead-gen.company.qualify',
+      defaultBatchSize: 100,
+      maxBatchSize: 250
+    },
+    findContacts: {
+      id: 'find-contacts',
+      label: 'Decision-makers found',
+      primaryEntity: 'contact',
+      outputs: ['contact'],
+      stageKey: 'discovered',
+      dependsOn: ['qualify-companies'],
+      dependencyMode: 'per-record-eligibility',
+      capabilityKey: 'lead-gen.contact.discover',
+      defaultBatchSize: 50,
+      maxBatchSize: 100
+    },
+    verifyEmails: {
+      id: 'verify-emails',
+      label: 'Emails verified',
+      primaryEntity: 'contact',
+      outputs: ['contact'],
+      stageKey: 'verified',
+      dependsOn: ['find-contacts'],
+      dependencyMode: 'per-record-eligibility',
+      capabilityKey: 'lead-gen.contact.verify-email',
+      defaultBatchSize: 100,
+      maxBatchSize: 500
+    },
+    personalize: {
+      id: 'personalize',
+      label: 'Personalize',
+      primaryEntity: 'contact',
+      outputs: ['contact'],
+      stageKey: 'personalized',
+      dependsOn: ['verify-emails'],
+      dependencyMode: 'per-record-eligibility',
+      capabilityKey: 'lead-gen.contact.personalize',
+      defaultBatchSize: 25,
+      maxBatchSize: 100
+    },
+    review: {
+      id: 'review',
+      label: 'Reviewed and exported',
+      primaryEntity: 'contact',
+      outputs: ['export'],
+      stageKey: 'uploaded',
+      dependsOn: ['personalize'],
+      dependencyMode: 'per-record-eligibility',
+      capabilityKey: 'lead-gen.review.outreach-ready',
+      defaultBatchSize: 25,
+      maxBatchSize: 100
+    }
+  },
+  dtcApolloClickup: {
+    importApolloSearch: {
+      id: 'import-apollo-search',
+      label: 'Companies found',
+      description: 'Pull companies and seed contact data from a predefined Apollo search or list.',
+      primaryEntity: 'company',
+      outputs: ['company', 'contact'],
+      stageKey: 'populated',
+      dependencyMode: 'per-record-eligibility',
+      capabilityKey: 'lead-gen.company.apollo-import',
+      defaultBatchSize: 250,
+      maxBatchSize: 1000
+    },
+    analyzeWebsites: {
+      id: 'analyze-websites',
+      label: 'Websites analyzed',
+      description: 'Extract subscription, product, retention, and tech-stack signals from each brand website.',
+      primaryEntity: 'company',
+      outputs: ['company'],
+      stageKey: 'extracted',
+      dependsOn: ['import-apollo-search'],
+      dependencyMode: 'per-record-eligibility',
+      capabilityKey: 'lead-gen.company.website-extract',
+      defaultBatchSize: 50,
+      maxBatchSize: 100
+    },
+    scoreDtcFit: {
+      id: 'score-dtc-fit',
+      label: 'Companies qualified',
+      description: 'Classify subscription potential, consumable-product fit, retention maturity, and disqualifiers.',
+      primaryEntity: 'company',
+      outputs: ['company'],
+      stageKey: 'qualified',
+      dependsOn: ['analyze-websites'],
+      dependencyMode: 'per-record-eligibility',
+      capabilityKey: 'lead-gen.company.dtc-subscription-qualify',
+      defaultBatchSize: 100,
+      maxBatchSize: 250
+    },
+    enrichDecisionMakers: {
+      id: 'enrich-decision-makers',
+      label: 'Decision-makers found',
+      description:
+        'Use Apollo to find qualified contacts at qualified companies - founders, retention leads, lifecycle leads, and marketing owners.',
+      primaryEntity: 'company',
+      outputs: ['contact'],
+      stageKey: 'decision-makers-enriched',
+      dependsOn: ['score-dtc-fit'],
+      dependencyMode: 'per-record-eligibility',
+      capabilityKey: 'lead-gen.contact.apollo-decision-maker-enrich',
+      defaultBatchSize: 100,
+      maxBatchSize: 250
+    },
+    verifyEmails: {
+      id: 'verify-emails',
+      label: 'Emails verified',
+      description: 'Verify deliverability before the QC and handoff step.',
+      primaryEntity: 'contact',
+      outputs: ['contact'],
+      stageKey: 'verified',
+      dependsOn: ['enrich-decision-makers'],
+      dependencyMode: 'per-record-eligibility',
+      capabilityKey: 'lead-gen.contact.verify-email',
+      defaultBatchSize: 250,
+      maxBatchSize: 500
+    },
+    reviewAndExport: {
+      id: 'review-and-export',
+      label: 'Reviewed and exported',
+      description: 'Operator QC approves or rejects leads, then approved records are exported as a lead list.',
+      primaryEntity: 'company',
+      outputs: ['export'],
+      stageKey: 'uploaded',
+      dependsOn: ['verify-emails'],
+      dependencyMode: 'per-record-eligibility',
+      capabilityKey: 'lead-gen.export.list',
+      defaultBatchSize: 100,
+      maxBatchSize: 250
+    }
+  }
+} as const satisfies Record<TemplateName, Record<StepName, ListBuilderStep>>
+
+export const OrganizationModelProspectingSchema = z.object({
+  listEntityId: ModelIdSchema,
+  companyEntityId: ModelIdSchema,
+  contactEntityId: ModelIdSchema,
+  description: DescriptionSchema.optional(),
+  companyStages: z.array(ProspectingLifecycleStageSchema).min(1),
+  contactStages: z.array(ProspectingLifecycleStageSchema).min(1),
+  defaultBuildTemplateId: ModelIdSchema,
+  buildTemplates: z.array(ProspectingBuildTemplateSchema).min(1)
+})
+
+function toProspectingLifecycleStage(stage: LeadGenStageCatalogEntry): z.infer<typeof ProspectingLifecycleStageSchema> {
+  return {
+    id: stage.key,
+    label: stage.label,
+    order: stage.order
+  }
+}
+
+function leadGenStagesForEntity(
+  entity: LeadGenStageCatalogEntry['entity']
+): z.infer<typeof ProspectingLifecycleStageSchema>[] {
+  return Object.values(LEAD_GEN_STAGE_CATALOG)
+    .filter((stage) => stage.entity === entity)
+    .sort((a, b) => a.order - b.order)
+    .map(toProspectingLifecycleStage)
+}
+
+export const DEFAULT_ORGANIZATION_MODEL_PROSPECTING: z.infer<typeof OrganizationModelProspectingSchema> = {
+  listEntityId: 'leadgen.list',
+  companyEntityId: 'leadgen.company',
+  contactEntityId: 'leadgen.contact',
+  companyStages: leadGenStagesForEntity('company'),
+  contactStages: leadGenStagesForEntity('contact'),
+  defaultBuildTemplateId: 'local-services',
+  buildTemplates: [
+    {
+      id: 'local-services',
+      label: 'Local Services Prospecting',
+      description:
+        'Curated local-services list build using company sourcing, website analysis, qualification, contact discovery, verification, personalization, and review.',
+      steps: [
+        PROSPECTING_STEPS.localServices.sourceCompanies,
+        PROSPECTING_STEPS.localServices.analyzeWebsites,
+        PROSPECTING_STEPS.localServices.qualifyCompanies,
+        PROSPECTING_STEPS.localServices.findContacts,
+        PROSPECTING_STEPS.localServices.verifyEmails,
+        PROSPECTING_STEPS.localServices.personalize,
+        PROSPECTING_STEPS.localServices.review
+      ]
+    },
+    {
+      id: 'dtc-subscription-apollo-clickup',
+      label: 'DTC Subscription Apollo Export',
+      description:
+        'Prospecting pipeline for DTC subscription or subscription-ready brands where Apollo is the source and contact-enrichment layer, Elevasis handles company research and fit scoring, and approved leads export as an approved lead list.',
+      steps: [
+        PROSPECTING_STEPS.dtcApolloClickup.importApolloSearch,
+        PROSPECTING_STEPS.dtcApolloClickup.analyzeWebsites,
+        PROSPECTING_STEPS.dtcApolloClickup.scoreDtcFit,
+        PROSPECTING_STEPS.dtcApolloClickup.enrichDecisionMakers,
+        PROSPECTING_STEPS.dtcApolloClickup.verifyEmails,
+        PROSPECTING_STEPS.dtcApolloClickup.reviewAndExport
+      ]
+    }
+  ]
+}