Founder-led first revenue テンプレート集

最終確認: 2026-08-02
用途: 狭い B2B segment の account 選定、連絡可能性、文面、接触、返信、discovery、失注、Qualified handoff を同じ証拠系で運用する

この pack は顧客開発・営業・計測用の記入書式であり、法律、個人情報、プラットフォーム規約、メール配信、契約の個別助言ではない。販売地域、宛先、取得元、既存関係、目的、内容、利用 channel に応じ、送信直前に一次情報と専門家へ確認する。

このファイルの名称、会社、役割、文面、ID、URL hash、件数、比率、時間、金額、日付、結果は完全な架空例である。市場 benchmark、法的送信許可、推奨返信率、実績ではない。

氏名、メールアドレス、電話番号、private profile、顧客秘密、raw reply、面談 transcript、credential をこの公開書式や生成 AI prompt に貼らない。実運用では opaque ID、権限管理された CRM/evidence reference、redacted summary を使う。

章との責任境界

• 16 章: Target から discovery evidence、Qualified handoff までの原則と判断順序。
• 01 章: 顧客、problem、競争、反証する事業仮説。
• 04 章: positioning、channel、copy、SEO、紹介、lifecycle 全体。
• 06 章: 現行法、privacy、security、規約を確認する正本。
• 08 章: 業務候補、支払者、安全境界。
• 09 章: 創業者内部時間価値、CAC、獲得・提供容量。
• 10 章: channel/platform 依存、agent 権限。
• 11 章: Qualified 後の opportunity、提案、契約、invoice、payment、pilot、更新。
• SQLite companion: 粒度、送信 veto、cutoff funnel、架空 fixture を実行可能にした参考実装。

使う順序

1. 書式 1 で segment と batch の対象、上限、cutoff、反証を固定する。
2. 書式 2 で account と trigger の fact / hypothesis を分ける。
3. 書式 3 で contact provenance を作る。個人データ本体は権限制御された正本に置く。
4. 書式 4 で contact × channel × purpose × sender を人が review する。
5. 書式 5 で message と一つずつの claim を version 固定する。
6. 書式 6 で exact send を承認し、attempt と delivery を append-only に記録する。
7. 書式 7 で reply、meeting、no reply、snapshot ごとの after-cutoff / late-known event を分ける。
8. 書式 8 で直近業務の discovery evidence を残す。
9. 書式 9 で Lost / Nurture / Continue と変更 domain を決める。
10. 書式 10 で cutoff 時点の account/contact/attempt funnel、Qualified までの費用、成熟後の CAC を照合する。
11. 書式 11 で evidence が揃った案件だけ 11 章へ渡す。
12. 書式 12 で Codex の research、draft、classification、send approval を分離する。

共通データ契約

Identity、version、時刻

artifact_id:
artifact_type:
artifact_version:
artifact_status: Draft | Active | Superseded | Closed
supersedes_artifact_id: N/A — first version | prior ID

segment_id / segment_version:
batch_id:
account_id:
contact_id: N/A — account grain | opaque ID
attempt_id: N/A — not an attempt | opaque ID
meeting_id: N/A — not a meeting | opaque ID
opportunity_id: N/A — not Qualified | Chapter 11 ID

occurred_at:
recorded_at:
source_revision_or_causal_sequence: N/A — non-event | exact value
ingest_sequence: N/A — non-event | append-only value
supersedes_event_id: N/A — first/non-event | exact prior causal event
outcome_cutoff_at: N/A — event row | metric snapshot only
snapshot_as_of: N/A — event row | metric snapshot only
source_data_watermark_at:
time_zone:

owner:
reviewer:
reviewed_at:
next_review_due_at:
source_evidence_ids:
payload_or_artifact_hash:
confidentiality:
retention_due_at:
deletion_or_suppression_exception:

• occurred_at は現実の event、recorded_at は取り込み、outcome_cutoff_at は outcome の発生期限、snapshot_as_of はその snapshot が知り得た取込期限である。
• metric へ含める基本条件は occurred_at <= outcome_cutoff_at AND recorded_at <= snapshot_as_of。reply、delivery、recipient/provider feedback、suppression、meeting status の全てへ適用する。
• within_cutoff / after_cutoff / late_known は event に固定せず snapshot ごとに導出する。後日 restatement しても元 snapshot を上書きしない。
• recorded_at や ingest sequence を業務状態の順序にしない。source revision、causal sequence、exact supersession chain を別に持ち、信頼できる順序がない場合は UNKNOWN。遅着した古い benign event で terminal failure を戻さない。
• source、message、review、decision を現在値で上書きしない。訂正は新 version/event にする。
• Opaque ID や hash は匿名化・合法性・真正性を自動的に証明しない。

Fact、hypothesis、unknown、refuted

statement_id:
statement_class: observed_fact | customer_quote | system_event |
                 founder_hypothesis | model_inference | unknown
statement_summary_redacted:
source_evidence_id:
observed_at:
valid_until:
review_status: confirmed | refuted | unknown | stale
reviewed_by / reviewed_at:
disconfirming_evidence_id:
allowed_use:

生成 AI の要約を observed_fact にしない。公開ページ、顧客原文、provider receipt、創業者解釈を別 ID にする。

N/A、Unknown、0

• N/A は適用不能の理由、決定者、証拠、再確認 trigger がある場合だけ。
• Unknown は欠損、未確認、期限切れ、競合する証拠。0 にしない。
• 0 は対象範囲を観測し、定義上ゼロだった場合だけ。
• UNKNOWN の review は送信不可。PASS を推定で補完しない。

field:
required: yes | no
value: N/A | UNKNOWN | value
reason:
decided_by / decided_at:
evidence_id:
recheck_trigger / recheck_due_at:

Gate priority

STOP > PAUSE > UNKNOWN > READY_TO_SEND / READY_TO_DECIDE

• STOP: explicit opt-out、実際の complaint / spam report、hard bounce、誤宛先、active legal/terms suppression、禁止 claim、incident。適用 scope を必ず持つ。
• PAUSE: soft bounce、deferred、未確認 provider alert、contact 有効性調査、attempt 上限、明示した再開条件待ち。
• UNKNOWN: provenance、利用目的、拒否表示、terms、message evidence、時刻が未確認。
• READY_TO_SEND: exact contact、purpose、source、suppression、message、sender 基盤が有効。
• READY_TO_DECIDE: cutoff と必須 evidence が揃い、人が次 action を選べる。成功を意味しない。

上位状態を返信、meeting、売上見込みで相殺しない。

書式 1 — Segment / batch contract

# Segment contract

segment_id / version:
batch_id:
decision_owner / reviewer:

対象 industry / geography / size:
対象 workflow / trigger moment:
primary user / process owner / value decider / buyer hypothesis:
current alternative hypothesis:
problem and impact hypothesis:
one offered outcome:
explicit exclusions:

inclusion criteria:
  -
exclusion criteria:
  -
sampling frame and known blind spots:
selection method:

primary channel:
secondary channel: N/A — reason | one channel
first-touch attribution rule/version:
assist-touch rule:

cohort_start_at:
selection_close_at:
outcome_cutoff_at:
initial_snapshot_as_of:
maturity_review_at:
decision_due_at:

maximum selected accounts:
maximum contacts per account:
maximum attempts per contact:
minimum interval between attempts:
maximum founder minutes:
maximum cash:

one variable changed in this batch:
invariants held fixed:
primary outcome + exact denominator:
guardrails:
minimum practically useful outcome:

supporting evidence:
disconfirming evidence:
stop condition:
continue condition:
inconclusive condition:

approved_by / approved_at:
contract_hash:

Review

[ ] eligible と selected を分けた
[ ] account、contact、attempt のどれを assignment unit にするか固定した
[ ] reply だけでなく delivery、feedback、suppression、meeting status の late/restatement rule がある
[ ] No reply を分母から除外しない
[ ] 件数・返信率を外部 benchmark から成功基準へ移していない
[ ] 最大時間・現金・attempt は本人の損失上限として入力した
[ ] legal/privacy/platform gate を experiment outcome で相殺しない

書式 2 — Account / trigger evidence card

一 card は segment version × account × observed trigger。

# Account + trigger evidence

account_id:
segment_id / version:
segment_contract_hash:
eligibility_status: eligible | excluded | unknown
eligibility_reason / evidence_ids:
selected_for_batch: yes | no
selection_event_id / sequence / supersedes_selection_event_id:
selection_at / selection_recorded_at / selection_rule:
account_source_ref_hash:

trigger_evidence_id:
trigger_type:
source_type: official_site | public_document | permitted_directory |
             referral_permission | customer_provided | other
source_ref / snapshot_hash:
source_publisher:
observed_at / captured_at / valid_until:

observed fact — source が直接支える最小文:
founder problem hypothesis:
inference steps:
disconfirming evidence:
what must be asked, not asserted:
allowed message claim:
prohibited extrapolation:

current alternative hypothesis:
role hypotheses:
next research action / due_at:
reviewer / reviewed_at:
trigger_status: confirmed | refuted | unknown | stale

不合格例

Observed fact: 採用中
Allowed claim: 人手不足で自動化を必要としている

二行目は source が直接支えない。採用ページで X 業務の担当を募集 を fact、その工程が負担か を question に戻す。

書式 3 — Contact provenance card

一 card は account × role candidate × channel address。PII 本体はここへ書かず、権限制御された正本の ID を参照する。

# Contact provenance

contact_id / account_id:
role_code: user | process_owner | value_decider | buyer |
           security_legal | finance | unknown
role_is_observed_or_inferred:
role_evidence_id:

channel: email | phone | form | platform_message | referral | event | other
address_ref_hash:
address_owner: organization | role | natural_person | unknown

source_type: direct_consent | business_card | public_business_address |
             existing_relationship | referral_permission |
             permissioned_platform | purchased | scraped | unknown
source_ref / source_snapshot_hash:
source_captured_at:
source_publisher / source_context:
self_published_by_recipient: yes | no | unknown
no_solicitation_text_present: yes | no | unknown
no_solicitation_snapshot_id:

intended_sender:
intended_purpose:
purpose_notice_url / version:
existing_relationship_scope:
referral_permission_scope:
platform_or_form_intended_use:

retention_purpose:
retention_due_at:
access_owner:
deletion / correction / complaint path:

provenance_status: confirmed | refuted | unknown | stale
reviewed_by / reviewed_at:

purchased / scraped / unknown は、それ自体で PASS にならない。元の公開主体、拒否表示、取得・利用目的、規約を確認できない場合は次の review が UNKNOWN または STOP。

書式 4 — Contactability / suppression review

一 review は contact × channel × purpose × sender × version。法的分類の候補と、最終 review result を分ける。

# Contactability review

contactability_review_id / version:
contact_id / account_id:
channel / exact purpose / exact sender:
message_class: research_request | commercial_promotion | follow_up |
               requested_reply | transactional | unknown
recipient_type: organization | business_individual | consumer | unknown

candidate_basis: explicit_consent | address_notification | existing_relationship |
                 public_business_address | recipient_requested |
                 permissioned_platform | unknown
basis_is_exception_or_consent:
source_evidence_ids:

specific_email_law_review: PASS | STOP | UNKNOWN | N/A — reason
specified_commercial_transactions_review: PASS | STOP | UNKNOWN | N/A — reason
APPI_purpose_and_handling_review: PASS | STOP | UNKNOWN | N/A — reason
platform_or_form_terms_review: PASS | STOP | UNKNOWN | N/A — reason
channel_check_matrix_version:
sender_identity_display_review: PASS | STOP | UNKNOWN | N/A — reason
opt_out_method_review: PASS | STOP | UNKNOWN | N/A — reason
sender_address_display_review: PASS | STOP | UNKNOWN | N/A — reason
complaint_or_inquiry_contact_display_review: PASS | STOP | UNKNOWN | N/A — reason
consent_or_exception_record_review: PASS | STOP | UNKNOWN | N/A — reason
record_retention_rule / authoritative_record_ref:
authentication_review: PASS | STOP | UNKNOWN | N/A — reason

public_source_url: URL | N/A — basis does not rely on public source
source_captured_at: timestamp | N/A — same reason
public_source_applicability: required | N/A — reason + basis matrix rule
no_solicitation_check: PASS | STOP | UNKNOWN | N/A — reason
purpose_notice_url / version:

suppression_check_at:
contact_suppression: active | none | unknown
account_suppression: active | none | unknown
domain_suppression: active | none | unknown
global_suppression: active | none | unknown

review_result: PASS | STOP | UNKNOWN
result_reason:
reviewed_by / reviewed_at / valid_until:
recheck_triggers:
evidence_package_hash:

Fail-closed rule

if any STOP: STOP
else if any required UNKNOWN or stale: UNKNOWN
else if all required checks PASS: PASS
else: UNKNOWN

N/A は channel check matrix がその項目を適用不能とし、理由、決定者、証拠、再確認 trigger がある場合だけ使う。書式 6 の機械実行 v1 は email 専用である。phone、form、platform message、referral、event を email の display、authentication、delivery receipt で PASS にせず、channel 固有 contract がなければ UNKNOWN で止める。

Suppression event

suppression_event_id / stream_id / causal_sequence / ingest_sequence:
supersedes_event_id: N/A — first event | exact prior event in same stream
action: SUPPRESS | RELEASE
state: STOP | PAUSE | N/A — RELEASE
scope: contact | account | domain | all
scope_ref:
channel_scope: exact channel | all
purpose_scope: exact purpose | all
product_scope: exact product | all
sender_scope: exact sender | all
reason: explicit_opt_out | legal_stop | complaint | spam_report |
        hard_bounce | wrong_recipient | soft_bounce | deferred |
        unverified_provider_alert | attempt_cap | provider_stop | other
occurred_at / recorded_at / effective_at:
ends_at: N/A — STOP or RELEASE | timestamp — PAUSE only
source_evidence_id:
authority / reviewed_by:
release_of_event_id: N/A — suppress | one exact active event ID
release_basis: N/A — suppress | exact new evidence + human decision

explicit opt-out、実際の complaint / spam report、hard bounce、wrong recipient、legal stop は適用 scope で期限のない STOP。soft bounce、deferred、未確認 alert、期限付き attempt cap だけを再開条件と期限を持つ PAUSE とする。RELEASE は、人が根拠を確認して同じ immutable scope stream の active event 一件を exact ID で supersede する。重なる contact/account/domain/all の別 event は解除せず、全 active suppression を再評価する。hard bounce を無関係な domain へ自動拡張せず、account-level refusal を別 contact で迂回しない。scope 不明は UNKNOWN。新しい campaign、別担当、別送信 tool は解除理由ではない。

書式 5 — Message version / claim ledger

# Message version

message_id / version:
segment_id / segment_version:
batch_id:
channel:
message_purpose:
offer_version:

subject_hash / body_hash / CTA_hash:
sender_identity_version:
required_disclosures_version:
opt_out_method_version:

allowed personalization fields:
prohibited personalization fields:
human_edit_required:

claim_ids:
message_status: Draft | Approved | Retired
approved_by / approved_at:
effective_from / retired_at:
retirement_reason:

一 claim を一行にする。

claim_id	class	exact redacted claim	fact / hypothesis label	evidence ID	scope / cohort / period	review	valid until
	observed_fact		fact			PASS / STOP / UNKNOWN
	problem_hypothesis		hypothesis	N/A — question		PASS / STOP / UNKNOWN
	own_capability		fact			PASS / STOP / UNKNOWN
	measured_outcome		fact			PASS / STOP / UNKNOWN
	third_party_fact		fact			PASS / STOP / UNKNOWN
	offer_term		fact			PASS / STOP / UNKNOWN

[ ] 顧客名・成果・推薦を捏造していない
[ ] 公開 fact から problem や購買意向へ飛躍していない
[ ] outcome は cohort、baseline、unit、期間、許諾がある
[ ] AI draft の fact source を人が開いた
[ ] exact body と claim set を hash 固定した
[ ] retired version は送信不可

書式 6 — Exact send approval / attempt / delivery

この書式の machine-execution contract v1 は channel=email 専用である。他 channel は書式 4 の review を通したうえで、channel 固有の action、receipt、停止条件を別に定義するまで実行不可とする。

Send approval

# Exact send approval

send_approval_id:
batch_id / segment_contract_hash:
account_id / contact_id / selection_evidence_id:
eligibility_status: eligible
selected_for_batch: yes
channel: email
intended purpose:
trigger_evidence_id / status / valid_until:
contactability_review_id / result / valid_until:
suppression_checked_at / latest_suppression_watermark / result:
message_id / version / final_body_hash:
claim_set_hash / all_claims_PASS:
sender_identity / authentication_receipt_ids:
attempt_sequence / max_attempts / interval_check:
scheduled_send_at:
single_use_idempotency_key:

exact recipient approved: yes | no
exact content approved: yes | no
exact source and purpose approved: yes | no
human_approved_by / approved_at:
approval_expires_at:
execution_state: AUTHORIZED | EXECUTING | RECEIPT_CONFIRMED |
                 RECEIPT_REJECTED | UNKNOWN | CANCELLED
gate_state: STOP | PAUSE | UNKNOWN | READY_TO_SEND

Executor は provider call の直前に一つの local transaction で、matching contract、eligible + selected、review validity、latest suppression watermark、claim/message、interval/cap、approval expiry を再読する。全て有効で idempotency key が未使用のときだけ AUTHORIZED → EXECUTING と一度だけ claim する。承認後の opt-out、complaint、hard bounce を古い check で追い越さない。

Attempt event

attempt_id:
send_approval_id:
batch_id / account_id / contact_id:
channel: email
message_id / version:
single_use_idempotency_key:
attempt_sequence:
execution_claimed_at / preflight_at / suppression_watermark:
occurred_at / recorded_at:
provider_message_ref_hash:
send_receipt_status: accepted | rejected | unknown
prior_attempt_id:

timeout、crash、receipt 欠損で unknown なら同じ action を自動 retry しない。provider idempotency key と履歴を照合し、人が RECEIPT_CONFIRMED / RECEIPT_REJECTED / UNKNOWN を決める。新規 key での再送は新しい approval と attempt sequence を要する。

Delivery event

delivery_event_id / attempt_id / causal_sequence / ingest_sequence:
outcome: accepted | delivered_signal | soft_bounce | hard_bounce |
         deferred | rejected | unknown
provider_code_redacted:
occurred_at / recorded_at:
supersedes_delivery_event_id:
provider_receipt_hash:
suppression_event_id: required — hard_bounce | N/A + reason — other outcome

accepted、delivered_signal、inbox、open、human read を同じにしない。current delivery state は、snapshot の二時計内にある terminal valid supersession chain から導出する。causal order を復元できなければ UNKNOWN。遅着した古い accepted で hard bounce を戻さない。

Recipient / provider feedback event

feedback_event_id / attempt_id / causal_sequence / ingest_sequence:
signal: complaint | spam_report | unsubscribe | abuse_report | unknown
occurred_at / recorded_at:
provider_receipt_hash / restricted_message_ref:
human_review: PASS | STOP | UNKNOWN
suppression_candidate_id:
suppression_event_id: required — verified complaint/spam/unsubscribe |
                      PAUSE event ID — unresolved signal

delivery state と recipient/provider feedback は別 stream にする。配信後の complaint で「配信された」という事実を消さない。verified complaint/spam/unsubscribe は適用 scope の STOP、未確認 signal も人の確認まで PAUSE を必須にする。

書式 7 — Reply / meeting / observation clock

Reply event

reply_event_id / thread_id:
account_id / contact_id / causally_related_attempt_id:
occurred_at / recorded_at:
reply_actor: human | auto_reply | system | unknown
human_commercial_outcome: positive | question | referral | wrong_person |
                          explicit_no | not_now | problem_absent |
                          no_authority | legal_stop | other | unknown |
                          N/A — non-human actor
operational_signal: out_of_office | mailbox_closed | system_reject |
                    challenge | other | unknown | N/A — human actor
raw_reply_ref: restricted ID only
redacted_summary:
classification_reason:
classified_by / classified_at:
confidence: confirmed | unknown
suppression_required: yes | no | unknown
suppression_event_id:
next_action / owner / due_at:

reply_actor != human は commercial outcome、reply 分子、Nurture、Qualified への遷移を作れない。再開日を含む out-of-office も同意や関心ではない。拒否らしい文面は suppression candidate として人が原文を確認し、確定した scope の event を別に作る。No reply は row を作らず、snapshot の二時計で attempted AND no human reply から導出する。

Meeting identity / status event

meeting_id / account_id:
source_reply_event_id:
meeting_purpose:
scheduled_at / scheduled_recorded_at:

meeting_status_event_id / causal_sequence / ingest_sequence / supersedes_status_event_id:
status: scheduled | rescheduled | held | cancelled | no_show | unknown
held_started_at / held_ended_at:
occurred_at / recorded_at:
next_action / customer_owner / founder_owner / due_at:

current status は snapshot の二時計内にある terminal valid supersession chain から導出し、ingestion 順で決めない。Booked、held、discovery evidence は別であり、カレンダー予約だけで Qualified にしない。

Meeting data-handling event

meeting_data_event_id / meeting_id / causal_sequence / ingest_sequence:
supersedes_meeting_data_event_id:
event_type: AUTHORIZATION_REVIEWED | PERMISSION_GRANTED | PERMISSION_DENIED |
            PERMISSION_WITHDRAWN | RECORDING_STARTED | RECORDING_STOPPED |
            TRANSCRIPT_CREATED | AI_PROCESSING_STARTED |
            AI_PROCESSING_COMPLETED | ARTIFACT_DELETED | OTHER
purpose / data_classes:
recording_authorization_review: PASS | STOP | UNKNOWN | N/A — reason
AI_processing_authorization_review: PASS | STOP | UNKNOWN | N/A — reason
privacy_notice_customer_policy_review: PASS | STOP | UNKNOWN
model_provider / region / retention / secondary_use:
recording_performed: yes | no
AI_processing_performed: yes | no
artifact_ref: N/A | restricted ID
retention_due_at / deletion_status / deletion_receipt:
occurred_at / recorded_at:
reviewed_by / reviewed_at:

Status と data handling を同じ event にしない。録音開始、transcript 作成、AI 処理には、その時点で適用される authorization、privacy notice、顧客方針の PASS を必須にする。denied / withdrawn / UNKNOWN なら新しい処理を止め、既存 artifact は保持・削除・法定例外の根拠を人が確認する。

書式 8 — Discovery evidence note

# Discovery evidence

discovery_note_id / version:
account_id / meeting_id:
outcome_cutoff_at / snapshot_as_of:
participant_role_codes:

1. recent_workflow_example
   customer/source fact:
   founder interpretation:
   evidence ref:
   confirmed / refuted / unknown:

2. current_alternative
   steps / tools / people / waiting:
   evidence ref:
   confirmed / refuted / unknown:

3. impact_baseline
   metric / unit / period / population:
   observed / estimated / unknown:
   evidence ref:

4. recurrence_and_timing
   last occurrence / next occurrence / decision date:
   evidence ref:

5. standard_scope_fit
   in scope:
   exclusions:
   customer-specific request:

6. stakeholder_path
   user / process owner / value decider / buyer / signer / AP / security:
   observed / inferred / unknown per role:

7. budget_and_purchase_path
   source / range / approval steps:
   observed / inferred / unknown:

8. data_permission_safety
   representative data / rights / access / review / deletion:
   PASS / STOP / UNKNOWN:

9. mutual_next_action
   customer action / owner / due_at:
   founder action / owner / due_at:

disconfirming evidence:
customer verbatim refs — restricted IDs:
summary reviewed against source by / at:
open unknowns:

書式 9 — Acquisition decision / loss / nurture

一 decision は append-only。状態の訂正や再開は新 event にする。

# Acquisition decision

decision_id / account_id / batch_id:
decision_sequence / supersedes_decision_id:
decision: CONTINUE | QUALIFIED | LOST | NURTURE | PAUSE | STOP | UNKNOWN
decided_at / recorded_at:
outcome_cutoff_at / snapshot_as_of:
decision_owner / reviewer:

primary_reason: problem_absent | low_impact | wrong_timing | wrong_person |
                no_purchase_path | scope_mismatch | trust_or_proof |
                security_privacy_legal | price_value_mismatch |
                channel_rejection | qualified | insufficient_evidence | other
supporting_evidence_ids:
disconfirming_evidence_ids:

change_domain: SEGMENT | TRIGGER | MESSAGE | OFFER | PROOF | CHANNEL |
               NONE | UNKNOWN
next_hypothesis:
next_action / owner / due_at:

NURTURE only:
  restart_trigger:
  earliest_restart_at:
  permitted_channel / new_review_required:
  expected_value_update:

QUALIFIED only:
  qualification_package_id:
  opportunity_id:
  Chapter 11 handoff due_at:

STOP only:
  suppression_event_id / incident_id / legal review ID:

[ ] NURTURE に trigger と日付がある
[ ] LOST reason が一つの change domain へ写像される
[ ] wrong person を account の problem absent としていない
[ ] explicit no / legal stop を別 contact への迂回で無効化していない
[ ] QUALIFIED は書式 11 の全必須 evidence を参照する

Decision compatibility

• wrong_person だけでは account を LOST や STOP にできない。contact は終了しても account は CONTINUE / UNKNOWN のいずれかであり、独立した account-level stop evidence がある場合だけ別 event で STOP にする。
• NURTURE は restart trigger、earliest date、permitted channel、新 review 要否が全て必要で、日付到来だけで自動送信しない。
• QUALIFIED は書式 11 が READY で、同じ cutoff の requirement evidence を全て参照する。
• STOP は suppression、incident、legal/terms review の根拠と scope が必要である。
• LOST は account-level の problem、impact、purchase path、scope 等の反証を要する。contact-level outcome だけでは作らない。
• PAUSE は blocker、owner、再開条件、期限を持つ。欠損していれば UNKNOWN。

書式 10 — Weekly acquisition review / experiment readout

Metric contract

metric_snapshot_id:
restates_metric_snapshot_id: N/A — original | prior immutable snapshot ID
batch_id / segment version:
cohort_start / outcome_cutoff_at / snapshot_as_of:
original_snapshot_as_of:
source_data_watermark_at / maturity_state:
event inclusion rule: occurred_at <= outcome_cutoff_at AND recorded_at <= snapshot_as_of
late/restatement rule:
human-reply rule:
dedup rule:
attribution rule/version:
currency / tax basis:
founder internal rate:

Account funnel

Metric	Numerator	Denominator	x / n	Unknown / late	Notes
selected	selected accounts	eligible pool
attempted	distinct attempted accounts	selected accounts
human replied	distinct replied accounts	attempted accounts
held discovery	accounts with held discovery	attempted accounts
discovery evidenced	accounts with required evidence	attempted accounts
Qualified	Qualified accounts	attempted accounts

Contact funnel

Metric	Numerator	Denominator	x / n	Notes
contactable	PASS contacts	reviewed contacts
attempted	attempted contacts	PASS contacts
human replied	replied contacts	attempted contacts
wrong person	wrong-person contacts	human replied contacts

Attempt funnel

Metric	Numerator	Denominator	x / n	Notes
accepted	accepted attempts	attempts
delivered signal	delivered-signal attempts	attempts		provider signal only
hard bounce	hard-bounced attempts	attempts
human reply	attempts receiving human reply	attempts		do not mix accounts

Integrity and hidden denominator

eligible_not_selected:
selected_no_contact:
review_STOP / review_UNKNOWN:
attempted_no_human_reply_by_cutoff:
soft_bounce / hard_bounce / deferred / delivery_unknown:
auto_reply_count:
reply_unknown_count:
scheduled / held / cancelled / no_show meetings:
after_cutoff / late_known counts by reply, delivery, feedback,
  suppression, meeting status:
CONTINUE / PAUSE / Qualified / Lost / Nurture / STOP / UNKNOWN accounts:
duplicate_candidates_reviewed:

open という未定義の合算状態は使わない。account state は snapshot の二時計内にある terminal valid decision supersession chain から導出し、上記 enum のまま表示する。

Economics

cash_cost_by_type:
  data/list/tool:
  send/provider:
  event/partner:
  travel/other:
  total:

founder_minutes_by_type:
  account_research:
  legal/privacy/terms review:
  message/claim review:
  send/CRM:
  reply handling:
  meeting/discovery:
  analysis:
  total:

founder_internal_rate_per_hour:
founder_time_cost_total: total founder minutes / 60 × hourly rate
pre_Qualified_cash_spend_total:
pre_Qualified_fully_loaded_cost_total:
cash_spend_per_Qualified:
founder_time_cost_per_Qualified: founder_time_cost_total / Qualified accounts
fully_loaded_cost_per_Qualified:
post_Qualified_cost_ledger_refs: Chapter 11 proposal/redline/security/
  vendor-registration/procurement/legal events
cost_boundary_and_dedup_review: PASS | STOP | UNKNOWN
cac_outcome_contract_version:
contract_effective_CAC: IMMATURE | value + exact Chapter 11 outcome/cost refs
first_cash_received_CAC: IMMATURE | value + exact receipt/cost refs
paid_in_full_CAC: IMMATURE | value + exact settlement/cost refs
maturity_rule_by_outcome:
division_by_zero_display: NO_QUALIFIED | UNKNOWN — never 0

Qualified までの値は CAC と呼ばない。成熟後も contract effective、first cash receipt、paid in full を一つへ潰さない。各 CAC は同じ cohort の pre-Qualified ledger と Chapter 11 の post-Qualified cost ledger を join し、version 固定した outcome/maturity と 09 章の境界で重複がない場合だけ表示する。

Decision order

STOP findings:
PAUSE findings:
UNKNOWN findings:
funnel observations:
customer evidence / disconfirming evidence:
economics:

derived_state: STOP | PAUSE | UNKNOWN | READY_TO_DECIDE
chosen_action: STOP | PAUSE | CHANGE | CONTINUE | QUALIFY
change_domain: SEGMENT | TRIGGER | MESSAGE | OFFER | PROOF | CHANNEL | NONE
next batch limit / owner / decision date:

書式 11 — Qualified handoff to Chapter 11

一 requirement を一行にし、感触で package を閉じない。

# Qualified handoff

qualification_package_id / version:
account_id / acquisition_batch_id:
first_touch_source_id:
assist_touch_ids:
discovery_note_ids:
outcome_cutoff_at / snapshot_as_of:

proposed_motion: pilot | production
opportunity_id:

requirement                         status                         evidence IDs
recent real workflow               confirmed | refuted | unknown  ...
impact baseline                     confirmed | refuted | unknown  ...
next occurrence / decision date     confirmed | refuted | unknown  ...
standard scope and exclusions       confirmed | refuted | unknown  ...
data / permission / safety          PASS | STOP | UNKNOWN          ...
user / value / buyer / implementer  confirmed | refuted | unknown  ...
budget source or verification path  confirmed | refuted | unknown  ...
mutual next actions with due dates  confirmed | refuted | unknown  ...
founder delivery feasibility        PASS | STOP | UNKNOWN          ...

disconfirming evidence:
open unknowns:
customer next action / owner / due_at:
founder next action / owner / due_at:

pre-Qualified cash spend through handoff:
founder minutes through handoff:
fully-loaded cost to Qualified:

package_hash:
prepared_by / reviewed_by / reviewed_at:
handoff_state: STOP | PAUSE | UNKNOWN | READY_FOR_CHAPTER_11

READY_FOR_CHAPTER_11 のときだけ QUALIFIED decision を作る。契約、invoice、payment、pilot success はこの package で推定せず、11 章の event を待つ。

書式 12 — Codex research / draft / action approval

Research brief

research_task_id:
allowed segment / account IDs:
allowed public sources / domains:
allowed fields:
prohibited sources / login / scraping / inference:
protected or sensitive attributes prohibited:
rate / time / cost limit:
expected output: fact + URL + captured_at + quote location + hypothesis split
retention / deletion:
human reviewer:

Research review

candidate_id:
source opened by human: yes | no
fact exactly supported: PASS | STOP | UNKNOWN
source current / relevant: PASS | STOP | UNKNOWN
prohibited inference absent: PASS | STOP | UNKNOWN
may enter account card: yes | no
reviewed_by / at:

Draft approval

draft_id / model / prompt version:
input evidence IDs — no raw PII:
message template version:
generated claim candidates:
unsupported claim findings:
exact final body hash:
fact checked by / at:
draft_status: REJECTED | REVISE | APPROVED_FOR_SEND_REVIEW

Classification candidate / human confirmation

classification_job_id / model / prompt / label_set_version:
input_ref: restricted ID only
input_data_class / redaction_receipt:
allowed_model_provider / region / retention / secondary_use:
purpose_and_customer_policy_review: PASS | STOP | UNKNOWN
permitted_candidate_labels:
model_candidate_label / reason / confidence:
forbidden_direct_mutations: suppression, CONTINUE, NURTURE, LOST,
                            QUALIFIED, send approval
human_source_reviewed: yes | no
human_confirmed_label: label | UNKNOWN
confirmed_by / confirmed_at:
resulting_event_id: N/A — candidate only | human-authored event ID

Model の分類は候補であり、raw reply や transcript の取扱許可を作らない。人が権限制御された原文と照合するまで UNKNOWN とし、classification job から commercial state や suppression を直接変更しない。

External action approval

action_id:
send_approval_id: required — email | N/A + channel-specific approval ref
exact recipient ID:
exact channel / purpose:
segment_contract_hash / eligibility + selection evidence:
contactability_review_id:
latest suppression receipt / watermark:
message_id / version / exact content hash / claim_set_hash:
sender identity / authentication receipt IDs:
exact scheduled time:
human approver / approved_at / expires_at:
execution authority: HUMAN_ONLY | PREAUTHORIZED_TOOL_SCOPE
single-use idempotency key:
allowed executor / one-shot action tuple:
selection / content-change / follow-up / retry authority: none
preflight result / execution_claimed_at:
provider receipt ID:
post-action current-state review:

既定は HUMAN_ONLY。email の External action approval は権限を新しく作る承認ではなく、書式 6 の exact send_approval_id と recipient/channel/purpose/message/claim/sender/time/idempotency tuple が完全一致する executor envelope である。PREAUTHORIZED_TOOL_SCOPE は、その one-shot 実行だけを許す。expiry、execution-time suppression preflight、receipt reconciliation を必須とし、tool に宛先選択、内容変更、追送、retry、抑止解除を許さない。Research approval、draft approval、classification confirmation、send approval を一つにまとめない。

完全架空の記入例

以下は field のつなぎ方だけを示す。実在企業、実績、送信許可、市場反応ではない。

例 A — 広告・制作会社の月次 close

segment_id/version: SEG_AGENCY_CLOSE / 1
batch_id: BATCH_SYN_A
account_id: ACC_SYN_A1

observed_fact:
  架空の公開採用資料に、複数媒体の月次レポート集計を担当業務として記載。
problem_hypothesis:
  媒体差分の確認と顧客説明資料の修正が月末に集中するかもしれない。
safe_question:
  前回の月次締めで、数値差分はどの段階で誰が確認しましたか。

contactability_review: UNKNOWN
reason:
  架空例のため real source、拒否表示、purpose notice を確認できない。
send_gate: UNKNOWN — DO NOT SEND

この例では文面案があっても送れない。synthetic は legal PASS ではない。

例 B — 専門工事の追加工事証拠

account_id: ACC_SYN_B1
trigger: 架空施工事例に追加工事項目
hypothesis: 指示・写真・見積版・承認が別経路かもしれない
reply_outcome: wrong_person
account_decision: CONTINUE
contact_decision: CLOSED_WRONG_PERSON
change_domain: CHANNEL
next_hypothesis: 業務責任者 role の定義を修正

wrong person は problem absent ではない。ただし新 contact に送る前に provenance と review を新しく作る。

例 C — 税理士向け月次説明 pack

account_id: ACC_SYN_C1
meeting_status_event: held — synthetic append-only event ID
recent_workflow: confirmed — synthetic evidence ID
impact_baseline: unknown
value_decider: confirmed — synthetic evidence ID
buyer_path: unknown
data_permission_safety: PAUSE — sample data boundary 未確認
mutual_next_action: confirmed — synthetic due date

handoff_state: UNKNOWN
reason: impact、buyer path、data safety が未確定
decision: CONTINUE

好意的な held meeting でも Qualified にしない。

Pack 完了条件

[ ] segment、batch、outcome cutoff、snapshot as-of、上限、反証が事前 version 固定されている
[ ] account、contact、attempt、reply、meeting、opportunity の粒度が分かれている
[ ] source fact と problem hypothesis が分かれている
[ ] contactability は exact purpose/channel/sender で PASS
[ ] durable STOP と期限付き PAUSE を分け、exact RELEASE 後も重なる suppression を再評価する
[ ] exact message と claim evidence を人が承認した
[ ] delivery、feedback、human reply、No reply、late-known event を混ぜていない
[ ] meeting status と録音・AI処理の authorization / actual use / artifact を分けた
[ ] discovery は直近業務と反証を含む
[ ] account/contact/attempt funnel の分母を別表示した
[ ] founder minutes / 60 × hourly rate で時間費を算出し、Qualified 費用と成熟後 CAC を分けた
[ ] Nurture に restart trigger と日付がある
[ ] Qualified package の全 requirement が evidence ID を持つ
[ ] AI classification は候補に留め、人が原文確認するまで state を変更しない
[ ] Codex に protected inference、unauthorized collection、未承認の宛先・内容・時刻の選択、追送、retry、suppression release を委任していない