feat(scoring): bump to v3 — max score now 100 (budget rebalanced)

- BUDGET weights raised: no=0, maybe=10, confirmed=20 (was 0/8/15). Reason: BANT-B is the most predictive B2B signal; 20% of max-score matches industry weighting practice and makes the form max land on a round 100 instead of 95. - SCORING_FORMULA_VERSION → 3. No DB migration needed (weight change only); all score_history INSERTs now write formula_version explicitly (POST /leads, PATCH /leads/:id, admin recalc). - Frontend mirror (frontend/src/scoring.ts) + LeadCardView SCORE_MAX updated to 100. NewLeadView live-preview picks up new weights via BUDGET_WEIGHT. - Tests reworked: 18/18 passing. Boundary tests rewritten because maybe 8 -> 10 pushed prior cold-39 case into warm. - PRD/TRD: new totals (95 form + 5 email-mod = 100 cap), updated weight tables, v2 -> v3 changelog entry. To apply on existing leads: POST /api/admin/leads/recalc (rop-only, "Пересчитать всё" button in /admin/users).
2026-05-22 12:44:05 +05:00 · 2026-05-22 12:44:05 +05:00 · 45a4102ae4
commit 45a4102ae4
parent 171fd4636c
7 changed files with 56 additions and 55 deletions
--- a/PRD.md
+++ b/PRD.md
@ -19,17 +19,19 @@
 |---|---|---|---|
 | Размер компании | ✅ | ✅ | 20 |
 | Кто наш контакт (MEDDIC) | ✅ | ✅ | 25 |
-| Бюджет | ✅ | ✅ | 15 |
+| Бюджет | ✅ | ✅ | 20 |
 | Срочность / дедлайн | ✅ | ✅ | 20 |
 | Источник лида | ✅ | — | 10 |
 | Предыдущий контакт | — | ✅ | 10 |
-| **Подсумма (вопросы формы)** | | | **90** |
+| **Подсумма (вопросы формы)** | | | **95** |
 | Email-модификатор | ✅ | ✅ | ±5 (тихий) |
-| **Итого, clamp [0..100]** | | | **95** |
+| **Итого, clamp [0..100]** | | | **100** |

 > Критерий «Соответствие ICP» убран из формулы (см. миграцию `1700000004000_drop_icp_fit.sql`): ICP плохо квантуется в момент ввода и часто превращался в «галочку наугад».
 >
 > Формула v2 (см. `1700000007000_scoring_v2.sql`): размер компании теперь 4 уровня, шкала контакта расширена до MEDDIC-лестницы (5 уровней), срочность — 5 уровней, источник — 6 уровней. Email-домен добавляет ±5 как тихий модификатор (не требует ввода в форме). Score хранится с привязкой к `formula_version` в `score_history` — старые записи v1 сравниваются с новыми v2 корректно.
+>
+> Формула v3 (без миграции БД, чисто code-change): вес `budget` поднят 15 → 20 (`no:0, maybe:10, confirmed:20`), чтобы суммарный максимум вышел ровно на **100**. Бюджет — самый предсказательный сигнал BANT; вес теперь 20 % от total. Прежние записи остаются v2 в `score_history.formula_version`; после прогона `POST /admin/leads/recalc` все живые лиды получают v3-балл.

 ### Детальная логика баллов

@ -46,10 +48,10 @@
 - Внутренний адвокат (champion — продаёт за нас внутри) → 20
 - Распорядитель бюджета (economic buyer — подпись на счёте) → 25

-**Бюджет** (0..15)
+**Бюджет** (0..20)
 - Нет → 0
- Возможно → 8
- Подтверждён → 15
+- Возможно → 10
+- Подтверждён → 20

 **Срочность** (0..20)
 - Нет дедлайна → 0
--- a/TRD.md
+++ b/TRD.md
@ -132,12 +132,12 @@ type ScoringInput = {
 };

 type ScoringResult = {
-  total: number;                 // clamp [0..100]; теоретический максимум формулы — 95
+  total: number;                 // clamp [0..100]; max в формуле v3 = 100
  breakdown: Record<string, number>;
  status: 'cold' | 'warm' | 'hot';
 };

-export const SCORING_FORMULA_VERSION = 2;
+export const SCORING_FORMULA_VERSION = 3;
 ```

 ### Таблицы баллов (из PRD §«Детальная логика»)
@ -146,16 +146,17 @@ export const SCORING_FORMULA_VERSION = 2;
 |---|---|---|
 | `company_size` | 20 | `1-10`→4, `11-50`→12, `51-200`→18, `200+`→20 |
 | `dm_contact` | 25 | `unknown`→0, `user`→5, `influencer`→12, `champion`→20, `economic-buyer`→25 |
-| `budget` | 15 | `no`→0, `maybe`→8, `confirmed`→15 |
+| `budget` | 20 | `no`→0, `maybe`→10, `confirmed`→20 |
 | `urgency` | 20 | `none`→0, `6m-plus`→3, `3-6m`→8, `1-3m`→14, `under-1m`→20 |
 | `source` (inbound) | 10 | `cold`→2, `ad`→4, `content`→6, `referral`→8, `website`→8, `demo-request`→10 |
 | `prev_contact` (outbound) | 10 | `none`→0, `once`→5, `well-known`→10 |
 | `email_mod` (тихий, из домена) | ±5 | корп. → +5, free-mail → −5, пусто → 0 |

-Сумма вопросов формы: **90** (inbound = 20+25+15+20+10, outbound = 20+25+15+20+10).
-С email-модификатором: **95** макс.
-Итог clamp в `[0..100]` на случай будущих расширений.
+Сумма вопросов формы: **95** (inbound = 20+25+20+20+10, outbound = 20+25+20+20+10).
+С email-модификатором: **100** макс.
+Итог clamp в `[0..100]`.

+`SCORING_FORMULA_VERSION = 3` (v2 → v3 bump = ребаланс веса `budget`, без миграции БД).
 Список free-mail доменов хранится в `backend/src/scoring.ts → FREE_MAIL_DOMAINS`. Зеркало для live-предпросмотра в форме — `frontend/src/scoring.ts`. **При смене весов нужно править обе копии.**

 ### Пороги статуса
--- a/leadscore/backend/src/routes/leads.ts
+++ b/leadscore/backend/src/routes/leads.ts
@ -1,6 +1,6 @@
 import type { FastifyInstance } from 'fastify';
 import { query } from '../db.js';
-import { calculateScore } from '../scoring.js';
+import { calculateScore, SCORING_FORMULA_VERSION } from '../scoring.js';
 import { AppError } from '../errors.js';
 import { listManagers, requireAuth, requireRole } from '../auth.js';
 import { audit } from '../audit.js';
@ -428,8 +428,8 @@ export async function leadRoutes(app: FastifyInstance) {

    const lead = rows[0]!;
    await query(
-      `INSERT INTO score_history (lead_id, total, breakdown, changed_by) VALUES ($1,$2,$3,$4)`,
-      [lead.id, total, breakdown, user.sub],
+      `INSERT INTO score_history (lead_id, total, breakdown, changed_by, formula_version) VALUES ($1,$2,$3,$4,$5)`,
+      [lead.id, total, breakdown, user.sub, SCORING_FORMULA_VERSION],
    );

    return serializeLead(lead, breakdown);
@ -540,8 +540,8 @@ export async function leadRoutes(app: FastifyInstance) {

    if (lead.score !== current.score) {
      await query(
-        `INSERT INTO score_history (lead_id, total, breakdown, changed_by) VALUES ($1,$2,$3,$4)`,
-        [lead.id, total, breakdown, user.sub],
+        `INSERT INTO score_history (lead_id, total, breakdown, changed_by, formula_version) VALUES ($1,$2,$3,$4,$5)`,
+        [lead.id, total, breakdown, user.sub, SCORING_FORMULA_VERSION],
      );
    }

--- a/leadscore/backend/src/scoring.ts
+++ b/leadscore/backend/src/scoring.ts
@ -11,7 +11,7 @@ import type {
 } from './types.js';
 import { AppError } from './errors.js';

-export const SCORING_FORMULA_VERSION = 2;
+export const SCORING_FORMULA_VERSION = 3;

 const COMPANY_SIZE: Record<CompanySize, number> = {
  '1-10': 4,
@ -20,7 +20,7 @@ const COMPANY_SIZE: Record<CompanySize, number> = {
  '200+': 20,
 };

-const BUDGET: Record<Budget, number> = { no: 0, maybe: 8, confirmed: 15 };
+const BUDGET: Record<Budget, number> = { no: 0, maybe: 10, confirmed: 20 };

 const URGENCY: Record<Urgency, number> = {
  none: 0,
@ -56,7 +56,7 @@ const PREV_CONTACT: Record<PrevContact, number> = {
 export const SCORING_MAX = {
  company_size: 20,
  dm_contact: 25,
-  budget: 15,
+  budget: 20,
  urgency: 20,
  source: 10,
  prev_contact: 10,
--- a/leadscore/backend/test/scoring.test.ts
+++ b/leadscore/backend/test/scoring.test.ts
@ -25,23 +25,23 @@ const baseOutbound: ScoringInput = {
 };

 describe('calculateScore', () => {
-  it('max inbound (corporate email) → 95, hot', () => {
+  it('max inbound (corporate email) → 100, hot', () => {
    const r = calculateScore({ ...baseInbound, email: 'ivan@acme.com' });
-    expect(r.total).toBe(95);
+    expect(r.total).toBe(100);
    expect(r.status).toBe('hot');
    expect(r.breakdown).toEqual({
      company_size: 20,
      dm_contact: 25,
-      budget: 15,
+      budget: 20,
      urgency: 20,
      source: 10,
      email_mod: 5,
    });
  });

-  it('max inbound (no email) → 90, hot', () => {
+  it('max inbound (no email) → 95, hot', () => {
    const r = calculateScore(baseInbound);
-    expect(r.total).toBe(90);
+    expect(r.total).toBe(95);
    expect(r.status).toBe('hot');
    expect(r.breakdown.email_mod).toBeUndefined();
  });
@ -49,7 +49,7 @@ describe('calculateScore', () => {
  it('free-mail penalty subtracts 5', () => {
    const r = calculateScore({ ...baseInbound, email: 'someone@gmail.com' });
    expect(r.breakdown.email_mod).toBe(-5);
-    expect(r.total).toBe(85);
+    expect(r.total).toBe(90);
  });

  it('min outbound → 4, cold', () => {
@ -65,62 +65,60 @@ describe('calculateScore', () => {
    });
  });

-  it('warm inbound — 53', () => {
+  it('warm inbound — 55', () => {
    const r = calculateScore({
      lead_type: 'inbound',
-      company_size: '11-50', // 12
-      budget: 'maybe',       // 8
-      urgency: '3-6m',       // 8
+      company_size: '11-50',    // 12
+      budget: 'maybe',          // 10
+      urgency: '3-6m',          // 8
      dm_contact: 'influencer', // 12
-      source: 'referral',    // 8
-      email: 'ceo@startup.co', // +5 corp
+      source: 'referral',       // 8
+      email: 'ceo@startup.co',  // +5 corp
    });
-    expect(r.total).toBe(53);
+    expect(r.total).toBe(55);
    expect(r.status).toBe('warm');
  });

-  it('cold boundary — 40 is cold, 41 warm', () => {
+  it('cold boundary — 40 is cold, 48 is warm', () => {
    const cold = calculateScore({
      lead_type: 'outbound',
-      company_size: '51-200', // 18
-      budget: 'maybe',         // 8
-      urgency: '3-6m',         // 8
-      dm_contact: 'unknown',   // 0
-      prev_contact: 'once',    // 5
+      company_size: '51-200',  // 18
+      budget: 'maybe',          // 10
+      urgency: 'none',          // 0
+      dm_contact: 'influencer', // 12
+      prev_contact: 'none',     // 0
    });
-    expect(cold.total).toBe(39);
+    expect(cold.total).toBe(40);
    expect(cold.status).toBe('cold');

    const warm = calculateScore({
      lead_type: 'outbound',
      company_size: '51-200',  // 18
-      budget: 'confirmed',     // 15
-      urgency: '3-6m',         // 8
-      dm_contact: 'unknown',   // 0
-      prev_contact: 'once',    // 5
+      budget: 'maybe',          // 10
+      urgency: '3-6m',          // 8
+      dm_contact: 'influencer', // 12
+      prev_contact: 'none',     // 0
    });
-    expect(warm.total).toBe(46);
+    expect(warm.total).toBe(48);
    expect(warm.status).toBe('warm');
  });

  it('clamps total to 100 max', () => {
-    // synthetic ceiling test: max ever achievable is 95, so test the clamp
-    // by mocking would be overkill; just verify it doesn't exceed 100.
-    const r = calculateScore({ ...baseInbound, email: 'a@a.com' });
+    const r = calculateScore({ ...baseInbound, email: 'a@acme.com' });
    expect(r.total).toBeLessThanOrEqual(100);
  });

-  it('hot — 71+ outbound with champion', () => {
+  it('hot — outbound with champion → 89', () => {
    const r = calculateScore({
      lead_type: 'outbound',
      company_size: '200+',       // 20
-      budget: 'confirmed',        // 15
+      budget: 'confirmed',        // 20
      urgency: '1-3m',            // 14
      dm_contact: 'champion',     // 20
      prev_contact: 'well-known', // 10
      email: 'cfo@bigcorp.kz',    // +5
    });
-    expect(r.total).toBe(84);
+    expect(r.total).toBe(89);
    expect(r.status).toBe('hot');
  });
 });
--- a/leadscore/frontend/src/scoring.ts
+++ b/leadscore/frontend/src/scoring.ts
@ -19,7 +19,7 @@ export const COMPANY_SIZE_WEIGHT: Record<CompanySize, number> = {
  '200+': 20,
 };

-export const BUDGET_WEIGHT: Record<Budget, number> = { no: 0, maybe: 8, confirmed: 15 };
+export const BUDGET_WEIGHT: Record<Budget, number> = { no: 0, maybe: 10, confirmed: 20 };

 export const URGENCY_WEIGHT: Record<Urgency, number> = {
  none: 0,
@ -55,7 +55,7 @@ export const PREV_CONTACT_WEIGHT: Record<PrevContact, number> = {
 export const SCORING_MAX: Record<string, number> = {
  company_size: 20,
  dm_contact: 25,
-  budget: 15,
+  budget: 20,
  urgency: 20,
  source: 10,
  prev_contact: 10,
--- a/leadscore/frontend/src/views/LeadCardView.vue
+++ b/leadscore/frontend/src/views/LeadCardView.vue
@ -76,14 +76,14 @@ const breakdownLabels: Record<string, string> = {
 const breakdownMax: Record<string, number> = {
  company_size: 20,
  dm_contact: 25,
-  budget: 15,
+  budget: 20,
  urgency: 20,
  source: 10,
  prev_contact: 10,
  email_mod: 5,
 };

-const SCORE_MAX = 95;
+const SCORE_MAX = 100;

 async function load() {
  loading.value = true;