{
  "summary": {
    "customers": 3,
    "buyingCommitteeMembers": 3,
    "jobsToBeDone": 4,
    "segments": 4,
    "pricingStudies": 2,
    "outcomes": 2,
    "competitors": 2,
    "experiments": 2,
    "approvedExperiments": 0,
    "completedExperiments": 0,
    "marketEvidenceReadiness": 43.8,
    "ventures": [
      {
        "ventureId": "venture_voice_agent",
        "ventureName": "HDP Voice Agent Services",
        "score": 47.4,
        "evidenceCoverage": 70,
        "tier": "EARLY_SIGNAL",
        "blockers": [],
        "warnings": [
          {
            "code": "LOW_WIN_LOSS_SAMPLE",
            "message": "Fewer than three sales outcomes are available."
          },
          {
            "code": "NO_COMPLETED_EXPERIMENTS",
            "message": "No offer–market-fit experiment has been completed."
          }
        ],
        "topSegmentId": "segment_voice_local_services",
        "winLoss": {
          "totalSalesOutcomes": 2,
          "wins": 0,
          "losses": 0,
          "noDecision": 2,
          "winRatePct": 0,
          "noDecisionRatePct": 100,
          "averageWonValue": 0,
          "averageCycleDays": 14,
          "topReasons": [
            {
              "reason": "INTERNAL_TEST",
              "count": 1
            },
            {
              "reason": "NO_EXTERNAL_BUYER",
              "count": 1
            },
            {
              "reason": "NO_PAID_COMMITMENT",
              "count": 1
            },
            {
              "reason": "CHANNEL_FRICTION",
              "count": 1
            }
          ]
        },
        "retentionPct": 100,
        "completedExperiments": 0,
        "passedExperiments": 0
      },
      {
        "ventureId": "venture_compensation",
        "ventureName": "HDP Compensation Intelligence",
        "score": 20.6,
        "evidenceCoverage": 30,
        "tier": "FOUNDATION_REQUIRED",
        "blockers": [
          {
            "code": "NO_PRICING_RESEARCH",
            "message": "No governed pricing research has been recorded."
          }
        ],
        "warnings": [
          {
            "code": "LOW_WIN_LOSS_SAMPLE",
            "message": "Fewer than three sales outcomes are available."
          },
          {
            "code": "NO_COMPLETED_EXPERIMENTS",
            "message": "No offer–market-fit experiment has been completed."
          }
        ],
        "topSegmentId": "segment_comp_advisory_partners",
        "winLoss": {
          "totalSalesOutcomes": 0,
          "wins": 0,
          "losses": 0,
          "noDecision": 0,
          "winRatePct": 0,
          "noDecisionRatePct": 0,
          "averageWonValue": 0,
          "averageCycleDays": 0,
          "topReasons": []
        },
        "retentionPct": 0,
        "completedExperiments": 0,
        "passedExperiments": 0
      },
      {
        "ventureId": "venture_acquisition",
        "ventureName": "HDP Acquisition Intelligence",
        "score": 28,
        "evidenceCoverage": 45,
        "tier": "UNPROVEN",
        "blockers": [],
        "warnings": [
          {
            "code": "LOW_WIN_LOSS_SAMPLE",
            "message": "Fewer than three sales outcomes are available."
          },
          {
            "code": "NO_COMPLETED_EXPERIMENTS",
            "message": "No offer–market-fit experiment has been completed."
          }
        ],
        "topSegmentId": "segment_acq_independent_sponsors",
        "winLoss": {
          "totalSalesOutcomes": 0,
          "wins": 0,
          "losses": 0,
          "noDecision": 0,
          "winRatePct": 0,
          "noDecisionRatePct": 0,
          "averageWonValue": 0,
          "averageCycleDays": 0,
          "topReasons": []
        },
        "retentionPct": 0,
        "completedExperiments": 0,
        "passedExperiments": 0
      },
      {
        "ventureId": "venture_fshack",
        "ventureName": "Fshack Marketplace",
        "score": 14.2,
        "evidenceCoverage": 30,
        "tier": "FOUNDATION_REQUIRED",
        "blockers": [
          {
            "code": "NO_PRICING_RESEARCH",
            "message": "No governed pricing research has been recorded."
          }
        ],
        "warnings": [
          {
            "code": "LOW_WIN_LOSS_SAMPLE",
            "message": "Fewer than three sales outcomes are available."
          },
          {
            "code": "NO_COMPLETED_EXPERIMENTS",
            "message": "No offer–market-fit experiment has been completed."
          }
        ],
        "topSegmentId": "segment_fshack_independent_sellers",
        "winLoss": {
          "totalSalesOutcomes": 0,
          "wins": 0,
          "losses": 0,
          "noDecision": 0,
          "winRatePct": 0,
          "noDecisionRatePct": 0,
          "averageWonValue": 0,
          "averageCycleDays": 0,
          "topReasons": []
        },
        "retentionPct": 0,
        "completedExperiments": 0,
        "passedExperiments": 0
      }
    ]
  },
  "customerAccounts": [
    {
      "id": "customer_voice_demo_legal",
      "ventureId": "venture_voice_agent",
      "name": "Anonymized Legal Intake Prospect",
      "anonymizedName": "Legal Prospect A",
      "segmentId": "segment_voice_local_services",
      "stage": "DISCOVERY",
      "industry": "Legal Services",
      "employeeBand": "10-49",
      "revenueBand": "",
      "geography": "California",
      "source": "Internal demonstration and outreach record",
      "sourceRecordId": "",
      "consentStatus": "INTERNAL_BUSINESS_RECORD",
      "privacyClass": "BUSINESS_CONFIDENTIAL",
      "owner": "Harrison L. Gerling II",
      "firstObservedAt": "2026-07-20T13:05:23.790Z",
      "lastInteractionAt": "2026-07-10",
      "annualValue": 0,
      "notes": "Demonstration record; not a verified paying customer.",
      "status": "ACTIVE",
      "createdAt": "2026-07-20T13:05:23.790Z",
      "updatedAt": "2026-07-20T13:05:23.790Z"
    },
    {
      "id": "customer_voice_demo_roofing",
      "ventureId": "venture_voice_agent",
      "name": "Anonymized Roofing Prospect",
      "anonymizedName": "Roofing Prospect A",
      "segmentId": "segment_voice_local_services",
      "stage": "DISCOVERY",
      "industry": "Roofing",
      "employeeBand": "10-49",
      "revenueBand": "",
      "geography": "United States",
      "source": "Internal outreach record",
      "sourceRecordId": "",
      "consentStatus": "INTERNAL_BUSINESS_RECORD",
      "privacyClass": "BUSINESS_CONFIDENTIAL",
      "owner": "Harrison L. Gerling II",
      "firstObservedAt": "2026-07-20T13:05:23.790Z",
      "lastInteractionAt": "2026-07-11",
      "annualValue": 0,
      "notes": "Demonstration record; no paid commitment represented.",
      "status": "ACTIVE",
      "createdAt": "2026-07-20T13:05:23.790Z",
      "updatedAt": "2026-07-20T13:05:23.790Z"
    },
    {
      "id": "customer_voice_internal_pilot",
      "ventureId": "venture_voice_agent",
      "name": "HDP Internal Voice Workflow",
      "anonymizedName": "Internal Pilot",
      "segmentId": "segment_voice_local_services",
      "stage": "PILOT",
      "industry": "AI Services",
      "employeeBand": "1-9",
      "revenueBand": "",
      "geography": "California",
      "source": "Internal capability test",
      "sourceRecordId": "",
      "consentStatus": "INTERNAL_BUSINESS_RECORD",
      "privacyClass": "BUSINESS_CONFIDENTIAL",
      "owner": "Harrison L. Gerling II",
      "firstObservedAt": "2026-07-20T13:05:23.790Z",
      "lastInteractionAt": "",
      "annualValue": 0,
      "notes": "Internal operating evidence only; not external demand evidence.",
      "status": "ACTIVE",
      "createdAt": "2026-07-20T13:05:23.790Z",
      "updatedAt": "2026-07-20T13:05:23.790Z"
    }
  ],
  "buyingCommitteeMembers": [
    {
      "id": "buyer_legal_owner",
      "customerId": "customer_voice_demo_legal",
      "displayName": "Firm Owner / Managing Partner",
      "title": "Managing Partner",
      "role": "ECONOMIC_BUYER",
      "influence": 95,
      "support": 50,
      "accessLevel": "UNKNOWN",
      "priorities": [
        "More qualified consultations",
        "Reliable after-hours intake"
      ],
      "objections": [
        "Client confidentiality",
        "Call quality",
        "Professional responsibility"
      ],
      "successCriteria": [
        "No lost qualified calls",
        "Accurate escalation",
        "Auditable consent and logs"
      ],
      "evidenceIds": [],
      "privacyClass": "BUSINESS_CONFIDENTIAL",
      "status": "ACTIVE",
      "createdAt": "2026-07-20T13:05:23.790Z",
      "updatedAt": "2026-07-20T13:05:23.790Z"
    },
    {
      "id": "buyer_legal_intake",
      "customerId": "customer_voice_demo_legal",
      "displayName": "Intake Operations Lead",
      "title": "Intake Manager",
      "role": "CHAMPION",
      "influence": 75,
      "support": 68,
      "accessLevel": "UNKNOWN",
      "priorities": [
        "Faster response",
        "Fewer manual handoffs"
      ],
      "objections": [
        "Workflow disruption"
      ],
      "successCriteria": [
        "CRM-ready records",
        "Appointment accuracy"
      ],
      "evidenceIds": [],
      "privacyClass": "BUSINESS_CONFIDENTIAL",
      "status": "ACTIVE",
      "createdAt": "2026-07-20T13:05:23.790Z",
      "updatedAt": "2026-07-20T13:05:23.790Z"
    },
    {
      "id": "buyer_roofing_owner",
      "customerId": "customer_voice_demo_roofing",
      "displayName": "Roofing Company Owner",
      "title": "Owner",
      "role": "DECISION_MAKER",
      "influence": 100,
      "support": 55,
      "accessLevel": "UNKNOWN",
      "priorities": [
        "Book more estimates",
        "Stop missed-call leakage"
      ],
      "objections": [
        "Cost",
        "Robocall perception"
      ],
      "successCriteria": [
        "Incremental booked estimates",
        "Human-quality conversation"
      ],
      "evidenceIds": [],
      "privacyClass": "BUSINESS_CONFIDENTIAL",
      "status": "ACTIVE",
      "createdAt": "2026-07-20T13:05:23.790Z",
      "updatedAt": "2026-07-20T13:05:23.790Z"
    }
  ],
  "jobsToBeDone": [
    {
      "id": "job_voice_capture_demand",
      "ventureId": "venture_voice_agent",
      "segmentId": "segment_voice_local_services",
      "customerId": null,
      "statement": "When a valuable prospect calls or requests information, capture, qualify, and route the opportunity immediately so revenue is not lost to delay or missed calls.",
      "situation": "Inbound calls arrive when staff are busy or unavailable.",
      "motivation": "Protect expensive demand generation and increase booked appointments.",
      "desiredOutcome": "A qualified, logged, and correctly routed conversation without adding full-time intake headcount.",
      "currentAlternative": "Voicemail, answering service, manual callback, or unintegrated chatbot",
      "painSeverity": 82,
      "frequency": 88,
      "strategicImportance": 90,
      "evidenceIds": [
        "evidence_voice_working_system",
        "evidence_voice_outreach"
      ],
      "confidence": 72,
      "status": "ACTIVE",
      "createdAt": "2026-07-20T13:05:23.790Z",
      "updatedAt": "2026-07-20T13:05:23.790Z"
    },
    {
      "id": "job_comp_explain_pay",
      "ventureId": "venture_compensation",
      "segmentId": "segment_comp_advisory_partners",
      "customerId": null,
      "statement": "When an employer faces compensation scrutiny, identify material pay issues and produce defensible remediation choices without losing business context or human judgment.",
      "situation": "A client faces audit, litigation, employee concern, or compensation redesign.",
      "motivation": "Reduce legal and workforce risk while preserving competitiveness and profitability.",
      "desiredOutcome": "Evidence-backed, explainable pay decisions and a governed remediation plan.",
      "currentAlternative": "Spreadsheet analysis plus separate legal and HR consulting",
      "painSeverity": 78,
      "frequency": 58,
      "strategicImportance": 88,
      "evidenceIds": [],
      "confidence": 55,
      "status": "ACTIVE",
      "createdAt": "2026-07-20T13:05:23.790Z",
      "updatedAt": "2026-07-20T13:05:23.790Z"
    },
    {
      "id": "job_acq_screen_targets",
      "ventureId": "venture_acquisition",
      "segmentId": "segment_acq_independent_sponsors",
      "customerId": null,
      "statement": "When evaluating many acquisition targets, rapidly distinguish viable opportunities from distractions and preserve a defensible investment trail.",
      "situation": "An active buyer has fragmented target information and limited analyst capacity.",
      "motivation": "Spend time on deals with stronger strategic, financial, and execution fit.",
      "desiredOutcome": "A prioritized, evidence-linked target list and decision-ready underwriting packet.",
      "currentAlternative": "Analyst spreadsheets, generic CRM, outsourced research, and disconnected diligence files",
      "painSeverity": 72,
      "frequency": 74,
      "strategicImportance": 84,
      "evidenceIds": [],
      "confidence": 62,
      "status": "ACTIVE",
      "createdAt": "2026-07-20T13:05:23.790Z",
      "updatedAt": "2026-07-20T13:05:23.790Z"
    },
    {
      "id": "job_fshack_sell_inventory",
      "ventureId": "venture_fshack",
      "segmentId": "segment_fshack_independent_sellers",
      "customerId": null,
      "statement": "When quality inventory is not moving, reach buyers and complete a trusted sale without becoming a full-time marketplace operator.",
      "situation": "Seller has underexposed or hard-to-merchandise inventory.",
      "motivation": "Convert inventory into cash with less effort.",
      "desiredOutcome": "A profitable sale with transparent fees and low operational burden.",
      "currentAlternative": "eBay, Facebook Marketplace, consignment, or local sale",
      "painSeverity": 55,
      "frequency": 50,
      "strategicImportance": 52,
      "evidenceIds": [],
      "confidence": 35,
      "status": "ACTIVE",
      "createdAt": "2026-07-20T13:05:23.790Z",
      "updatedAt": "2026-07-20T13:05:23.790Z"
    }
  ],
  "marketSegments": [
    {
      "id": "segment_voice_local_services",
      "ventureId": "venture_voice_agent",
      "name": "High-value local service businesses with missed-call leakage",
      "description": "Roofing, legal, insurance, transportation, and similar operators where each qualified conversation has material value.",
      "firmographicDefinition": "Owner-led or mid-market service firms with inbound demand and inconsistent intake coverage",
      "buyerTrigger": "Missed calls, slow follow-up, after-hours demand, or pressure to increase booked appointments",
      "channel": "Founder-led outreach and live demonstrations",
      "estimatedAccounts": 5000,
      "estimatedAnnualSpend": 6000,
      "deliveryComplexity": 35,
      "regulatoryFriction": 28,
      "evidenceIds": [
        "evidence_voice_working_system",
        "evidence_voice_outreach"
      ],
      "score": 70.5,
      "tier": "VALIDATE",
      "scores": {
        "urgency": 82,
        "willingnessToPay": 70,
        "reachability": 68,
        "marketSize": 72,
        "winProbability": 62,
        "retentionPotential": 75,
        "strategicFit": 96,
        "evidenceStrength": 62
      },
      "friction": 3.2,
      "status": "ACTIVE",
      "createdAt": "2026-07-20T13:05:23.790Z",
      "updatedAt": "2026-07-20T13:05:23.790Z"
    },
    {
      "id": "segment_comp_advisory_partners",
      "ventureId": "venture_compensation",
      "name": "Employment-law and HR advisory partners",
      "description": "Professional advisers seeking a governed compensation-intelligence capability without building the technology themselves.",
      "firmographicDefinition": "Employment-law firms, HR consultancies, and labor-economics advisers serving mid-market employers",
      "buyerTrigger": "Client pay-equity concern, regulatory review, litigation prevention, or compensation redesign",
      "channel": "Technology partnership and white-label relationship",
      "estimatedAccounts": 1200,
      "estimatedAnnualSpend": 24000,
      "deliveryComplexity": 58,
      "regulatoryFriction": 65,
      "evidenceIds": [],
      "score": 61.5,
      "tier": "VALIDATE",
      "scores": {
        "urgency": 74,
        "willingnessToPay": 78,
        "reachability": 55,
        "marketSize": 58,
        "winProbability": 48,
        "retentionPotential": 82,
        "strategicFit": 92,
        "evidenceStrength": 48
      },
      "friction": 6.2,
      "status": "ACTIVE",
      "createdAt": "2026-07-20T13:05:23.790Z",
      "updatedAt": "2026-07-20T13:05:23.790Z"
    },
    {
      "id": "segment_acq_independent_sponsors",
      "ventureId": "venture_acquisition",
      "name": "Independent sponsors and acquisition entrepreneurs",
      "description": "Deal professionals needing governed target research, scoring, underwriting, and diligence workflows.",
      "firmographicDefinition": "Independent sponsors, searchers, family offices, succession advisers, and small PE teams",
      "buyerTrigger": "Active mandate, target list overload, inconsistent screening, or need for faster investment decisions",
      "channel": "Direct professional outreach and referrals",
      "estimatedAccounts": 3000,
      "estimatedAnnualSpend": 15000,
      "deliveryComplexity": 45,
      "regulatoryFriction": 42,
      "evidenceIds": [],
      "score": 63.7,
      "tier": "VALIDATE",
      "scores": {
        "urgency": 72,
        "willingnessToPay": 74,
        "reachability": 63,
        "marketSize": 60,
        "winProbability": 58,
        "retentionPotential": 68,
        "strategicFit": 90,
        "evidenceStrength": 55
      },
      "friction": 4.4,
      "status": "ACTIVE",
      "createdAt": "2026-07-20T13:05:23.790Z",
      "updatedAt": "2026-07-20T13:05:23.790Z"
    },
    {
      "id": "segment_fshack_independent_sellers",
      "ventureId": "venture_fshack",
      "name": "Independent sellers with hard-to-move quality inventory",
      "description": "Small sellers seeking a trusted marketplace and merchandising support.",
      "firmographicDefinition": "Independent resellers and small inventory holders",
      "buyerTrigger": "Unsold inventory, low marketplace visibility, or desire for managed listing support",
      "channel": "Seller recruitment, social, and partnerships",
      "estimatedAccounts": 20000,
      "estimatedAnnualSpend": 1200,
      "deliveryComplexity": 72,
      "regulatoryFriction": 45,
      "evidenceIds": [],
      "score": 44.8,
      "tier": "DEPRIORITIZE",
      "scores": {
        "urgency": 45,
        "willingnessToPay": 38,
        "reachability": 70,
        "marketSize": 78,
        "winProbability": 42,
        "retentionPotential": 46,
        "strategicFit": 58,
        "evidenceStrength": 28
      },
      "friction": 5.9,
      "status": "ACTIVE",
      "createdAt": "2026-07-20T13:05:23.790Z",
      "updatedAt": "2026-07-20T13:05:23.790Z"
    }
  ],
  "pricingResearch": [
    {
      "id": "pricing_voice_diagnostic",
      "ventureId": "venture_voice_agent",
      "segmentId": "segment_voice_local_services",
      "offerName": "Voice workflow diagnostic and pilot",
      "pricingModel": "HYBRID",
      "method": "Internal offer design informed by implementation scope; external willingness-to-pay validation still required",
      "sampleSize": 2,
      "minimumPrice": 1500,
      "targetPrice": 3500,
      "maximumPrice": 7500,
      "currency": "USD",
      "billingPeriod": "ONE_TIME",
      "includedValue": [
        "Workflow mapping",
        "Configured pilot",
        "CRM integration",
        "Measurement plan"
      ],
      "objections": [
        "Unproven call conversion",
        "Existing answering service"
      ],
      "evidenceIds": [
        "evidence_voice_working_system"
      ],
      "observedAt": "2026-07-18",
      "confidence": 50,
      "status": "ACTIVE",
      "createdAt": "2026-07-20T13:05:23.790Z",
      "updatedAt": "2026-07-20T13:05:23.790Z"
    },
    {
      "id": "pricing_acq_screening",
      "ventureId": "venture_acquisition",
      "segmentId": "segment_acq_independent_sponsors",
      "offerName": "Acquisition target-screening engagement",
      "pricingModel": "FIXED_FEE",
      "method": "Internal service economics and comparable professional-service positioning; buyer validation required",
      "sampleSize": 1,
      "minimumPrice": 3500,
      "targetPrice": 7500,
      "maximumPrice": 15000,
      "currency": "USD",
      "billingPeriod": "ONE_TIME",
      "includedValue": [
        "Target scoring",
        "Sources and uses",
        "Decision packet",
        "Diligence queue"
      ],
      "objections": [],
      "evidenceIds": [],
      "observedAt": "2026-07-18",
      "confidence": 40,
      "status": "ACTIVE",
      "createdAt": "2026-07-20T13:05:23.790Z",
      "updatedAt": "2026-07-20T13:05:23.790Z"
    }
  ],
  "marketOutcomes": [
    {
      "id": "outcome_voice_internal_pilot",
      "ventureId": "venture_voice_agent",
      "customerId": "customer_voice_internal_pilot",
      "segmentId": "segment_voice_local_services",
      "outcomeType": "NO_DECISION",
      "occurredAt": "2026-07-12",
      "amount": 0,
      "currency": "USD",
      "cycleDays": 21,
      "primaryReason": "Internal capability validation completed, but no external buying decision occurred.",
      "reasonCodes": [
        "INTERNAL_TEST",
        "NO_EXTERNAL_BUYER"
      ],
      "competitorId": null,
      "priorAlternative": "",
      "lessons": [
        "Separate technical proof from demand proof"
      ],
      "evidenceIds": [
        "evidence_voice_working_system"
      ],
      "confidence": 95,
      "status": "ACTIVE",
      "createdAt": "2026-07-20T13:05:23.791Z",
      "updatedAt": "2026-07-20T13:05:23.791Z"
    },
    {
      "id": "outcome_voice_manual_reach",
      "ventureId": "venture_voice_agent",
      "customerId": "customer_voice_demo_roofing",
      "segmentId": "segment_voice_local_services",
      "outcomeType": "NO_DECISION",
      "occurredAt": "2026-07-11",
      "amount": 0,
      "currency": "USD",
      "cycleDays": 7,
      "primaryReason": "Manual dialing generated more human connections than automated outbound, but no paid scope was secured.",
      "reasonCodes": [
        "NO_PAID_COMMITMENT",
        "CHANNEL_FRICTION"
      ],
      "competitorId": null,
      "priorAlternative": "",
      "lessons": [
        "Lead with scheduled demonstration and human-assisted outreach"
      ],
      "evidenceIds": [
        "evidence_voice_outreach"
      ],
      "confidence": 80,
      "status": "ACTIVE",
      "createdAt": "2026-07-20T13:05:23.791Z",
      "updatedAt": "2026-07-20T13:05:23.791Z"
    }
  ],
  "retentionEvents": [
    {
      "id": "retention_internal_voice_m0",
      "ventureId": "venture_voice_agent",
      "customerId": "customer_voice_internal_pilot",
      "cohort": "2026-06",
      "eventType": "ACTIVE",
      "eventAt": "2026-06-15",
      "periodIndex": 0,
      "recurringRevenue": 0,
      "reason": "",
      "source": "Internal operating record",
      "status": "ACTIVE",
      "createdAt": "2026-07-20T13:05:23.791Z",
      "updatedAt": "2026-07-20T13:05:23.791Z"
    },
    {
      "id": "retention_internal_voice_m1",
      "ventureId": "venture_voice_agent",
      "customerId": "customer_voice_internal_pilot",
      "cohort": "2026-06",
      "eventType": "ACTIVE",
      "eventAt": "2026-07-15",
      "periodIndex": 1,
      "recurringRevenue": 0,
      "reason": "",
      "source": "Internal operating record",
      "status": "ACTIVE",
      "createdAt": "2026-07-20T13:05:23.791Z",
      "updatedAt": "2026-07-20T13:05:23.791Z"
    }
  ],
  "competitors": [
    {
      "id": "competitor_voice_answering_service",
      "ventureId": "venture_voice_agent",
      "name": "Traditional answering services",
      "type": "ALTERNATIVE",
      "positioning": "Human call answering and message taking",
      "targetCustomer": "Businesses needing after-hours coverage",
      "pricing": "Typically usage or minute based; not externally verified here",
      "strengths": [
        "Human familiarity",
        "Established category"
      ],
      "weaknesses": [
        "Limited workflow automation",
        "Variable integration depth"
      ],
      "differentiationResponse": "Position HDP around end-to-end qualification, CRM records, governed follow-up, and measurable booked outcomes.",
      "evidenceIds": [],
      "confidence": 65,
      "lastReviewedAt": "2026-07-18",
      "status": "ACTIVE",
      "createdAt": "2026-07-20T13:05:23.791Z",
      "updatedAt": "2026-07-20T13:05:23.791Z"
    },
    {
      "id": "competitor_acq_spreadsheets",
      "ventureId": "venture_acquisition",
      "name": "Spreadsheet plus generic CRM workflow",
      "type": "STATUS_QUO",
      "positioning": "Flexible and familiar manual deal process",
      "targetCustomer": "Small acquisition teams",
      "pricing": "Existing internal tooling and analyst time",
      "strengths": [
        "Low software cost",
        "Familiarity"
      ],
      "weaknesses": [
        "Fragmented evidence",
        "Manual scoring",
        "Weak governance trail"
      ],
      "differentiationResponse": "Sell speed, consistency, decision provenance, and controlled outreach—not another CRM.",
      "evidenceIds": [],
      "confidence": 80,
      "lastReviewedAt": "2026-07-18",
      "status": "ACTIVE",
      "createdAt": "2026-07-20T13:05:23.791Z",
      "updatedAt": "2026-07-20T13:05:23.791Z"
    }
  ],
  "competitiveObservations": [
    {
      "id": "observation_voice_human_reach",
      "competitorId": "competitor_voice_answering_service",
      "ventureId": "venture_voice_agent",
      "observedAt": "2026-07-11",
      "category": "CHANNEL",
      "observation": "Human-assisted/manual calling reached more people than automated outbound in the current sample.",
      "implication": "Commercialization should emphasize scheduled demos, caller trust, and human-assisted workflows before scaling unattended dialing.",
      "evidenceId": "evidence_voice_outreach",
      "severity": "MATERIAL",
      "status": "ACTIVE",
      "createdAt": "2026-07-20T13:05:23.791Z",
      "updatedAt": "2026-07-20T13:05:23.791Z"
    }
  ],
  "marketExperiments": [
    {
      "id": "experiment_voice_paid_diagnostic",
      "ventureId": "venture_voice_agent",
      "segmentId": "segment_voice_local_services",
      "name": "Paid diagnostic conversion test",
      "hypothesis": "At least 10% of qualified high-value service businesses that complete a tailored demonstration will purchase a paid voice-workflow diagnostic at $1,500 or more.",
      "offer": "Paid diagnostic credited toward implementation",
      "channel": "Founder-led manual outreach and scheduled demonstration",
      "experimentType": "OFFER_TEST",
      "minimumSampleSize": 20,
      "primaryMetric": {
        "name": "Paid diagnostic conversion rate",
        "direction": "AT_LEAST",
        "target": 10,
        "unit": "%"
      },
      "guardrailMetrics": [
        {
          "name": "Qualified demo show rate",
          "direction": "AT_LEAST",
          "target": 60,
          "unit": "%"
        }
      ],
      "startDate": "2026-07-20",
      "endDate": "2026-08-31",
      "budget": 500,
      "stopRule": "Pause after 20 qualified demos if conversion is below 5% or if delivery feasibility is disproven.",
      "evidenceIds": [
        "evidence_voice_working_system",
        "evidence_voice_outreach"
      ],
      "owner": "Chief Revenue & Commercialization Lead",
      "status": "DRAFT",
      "approvals": {
        "Evidence & Market Owner": {
          "approved": false,
          "actor": "",
          "note": "",
          "at": null
        },
        "General Manager / Owner": {
          "approved": false,
          "actor": "",
          "note": "",
          "at": null
        }
      },
      "results": null,
      "conclusion": "",
      "createdAt": "2026-07-20T13:05:23.791Z",
      "updatedAt": "2026-07-20T13:05:23.791Z",
      "readiness": {
        "score": 100,
        "tier": "READY",
        "blockers": [],
        "warnings": []
      },
      "snapshotHash": "eae2f3d5a58cb89af4a1480d7349172725247c7928777d1fd75be5f75e14ef61"
    },
    {
      "id": "experiment_comp_partner_interviews",
      "ventureId": "venture_compensation",
      "segmentId": "segment_comp_advisory_partners",
      "name": "Advisory partner willingness test",
      "hypothesis": "At least two of ten qualified employment-law or HR advisory partners will request a scoped white-label pilot after reviewing the governed compensation-intelligence workflow.",
      "offer": "Partner-led white-label pilot",
      "channel": "Direct partner interview",
      "experimentType": "PARTNER_DISCOVERY",
      "minimumSampleSize": 10,
      "primaryMetric": {
        "name": "Qualified pilot requests",
        "direction": "AT_LEAST",
        "target": 2,
        "unit": "requests"
      },
      "guardrailMetrics": [],
      "startDate": "2026-07-20",
      "endDate": "2026-08-31",
      "budget": 250,
      "stopRule": "Pause product expansion if fewer than two partners validate a paid or client-sponsored pilot path.",
      "evidenceIds": [],
      "owner": "Chief Strategy Officer",
      "status": "DRAFT",
      "approvals": {
        "Evidence & Market Owner": {
          "approved": false,
          "actor": "",
          "note": "",
          "at": null
        },
        "General Manager / Owner": {
          "approved": false,
          "actor": "",
          "note": "",
          "at": null
        }
      },
      "results": null,
      "conclusion": "",
      "createdAt": "2026-07-20T13:05:23.791Z",
      "updatedAt": "2026-07-20T13:05:23.791Z",
      "readiness": {
        "score": 92,
        "tier": "READY",
        "blockers": [],
        "warnings": [
          {
            "code": "NO_EVIDENCE_LINEAGE",
            "message": "The hypothesis has no linked evidence record."
          }
        ]
      },
      "snapshotHash": "b7a03446da1f035d6e3512067e52fd41133e3c435639aa9f3ba95ecc3457d3ae"
    }
  ]
}