# FreshClean Pipeline Ops Playbook v1
Date: 2026-03-15

## Purpose
Turn the targeting matrix + creative test plan into one operational tracker Richard/Nicoletta can use immediately once approvals unlock external execution.

## Files created in this pass
- `deliverables/lead-pipeline-tracker-template-v1-2026-03-15.csv`

## How to use the tracker (quick start)
1. Duplicate row templates (`RJN-001` onward) for each real account.
2. Fill segment/tier/contact fields first.
3. Score columns `lead_score_*` from 1–5; `total_lead_score` auto-sums in spreadsheet apps.
4. Only move accounts with **18+ score** into active outreach queue.
5. Assign one owner and one next action due date per account.

## Status workflow
- **Prospect** → initial research complete
- **Queued** → score >=18 and outreach pack selected
- **Contacted** → first touch sent/call made
- **Qualified** → discovery call or positive response
- **Pilot Candidate** → suitable for trial/site test
- **On Hold** → blocked by compliance, timing, or missing contact

## Creative + compliance linking
Use these fields to keep outreach and approvals aligned:
- `creative_cell_id`: maps to ad/message hook variant
- `lp_variant_id`: maps to landing page block variant
- `script_variant_id`: maps to call/demo script variant
- `claim_tier_gate`:
  - **Tier A** = claim-safe, can be prepared now
  - **Tier B** = approval-gated numeric/strong claims

## Gate rules (do not bypass)
1. Keep all active rows on **Tier A** until substantiation + legal wording are approved.
2. Do not send quantified savings or bottle-count claims without approved assumptions text.
3. Add any exception requests in `compliance_notes` and hold in **On Hold** status.

## Data quality standard
Minimum required before outreach:
- company name
- segment + tier
- at least one named contact + role
- one primary pain trigger
- lead score completed
- next action owner + due date

## Internal decision for next loop
Prioritize populating 20 Tier A contractor/FM targets first (fastest conversion path), then expand to distributor batch once brand/legal approvals land.
