{
  "planning_period": "未来12个月（2026Q4—2027Q3滚动）",
  "recommended_target_wan": 800,
  "floor_target_wan": 500,
  "stretch_target_wan": 1200,
  "collection_target_wan": 650,
  "gross_pipeline_target_wan": 2400,
  "primary_win_target": 22,
  "assumption_note": "销售额、规划客单价、赢单率和资源比例均为D级内部假设，必须用真实商机、成本、毛利、回款和交付产能校准。",
  "score_weights": {
    "market_attractiveness": 0.35,
    "competitive_position": 0.30,
    "financial_potential": 0.20,
    "delivery_repeatability": 0.15
  },
  "skus": [
    {"sequence":"01","code":"SPU01-SKU01","name":"单食堂消费结算","role":"聚焦-入口","market":3.0,"position":3.0,"finance":3.5,"delivery":4.5,"target_units":4,"planning_asp_wan":10,"target_wan":40,"battle":"低门槛获客与渠道标准包","action":"只做标准刷卡闭环，不接受低价换无限定制"},
    {"sequence":"02","code":"SPU01-SKU02","name":"多档口多食堂消费结算","role":"聚焦-主战","market":4.2,"position":3.5,"finance":3.7,"delivery":4.0,"target_units":4,"planning_asp_wan":30,"target_wan":120,"battle":"园区/机场/大型单位多食堂","action":"作为企业机关标准底座，带动补贴、订餐和菜牌增购"},
    {"sequence":"03","code":"SPU01-SKU03","name":"集团版消费结算","role":"突破-治理","market":4.3,"position":2.6,"finance":4.0,"delivery":2.5,"target_units":1,"planning_asp_wan":60,"target_wan":60,"battle":"集团总部、多公司、多园区","action":"只从已有多站点客户向上销售，先锁法人、权限和结算口径"},
    {"sequence":"04","code":"SPU01-SKU04","name":"补贴与多策略结算","role":"聚焦-主战","market":4.4,"position":4.0,"finance":4.0,"delivery":3.6,"target_units":4,"planning_asp_wan":35,"target_wan":140,"battle":"央国企/机关福利、财务与审计","action":"把补贴准确、多人群不混账和审计证据作为第一买点"},
    {"sequence":"05","code":"SPU01-SKU05","name":"绑盘称重结算","role":"聚焦-主战","market":4.0,"position":4.0,"finance":3.7,"delivery":4.0,"target_units":4,"planning_asp_wan":45,"target_wan":180,"battle":"高校、医院、机关营养自助餐线","action":"以成熟餐线和项目证据形成可复制BOM，不卖裸设备"},
    {"sequence":"06","code":"SPU01-SKU06","name":"免绑盘称重结算","role":"布局-验证","market":3.8,"position":2.5,"finance":3.5,"delivery":2.5,"target_units":1,"planning_asp_wan":30,"target_wan":30,"battle":"追求少步骤的大规模称重餐线","action":"只做付费样板，真机吞吐和异常闭环不过关不扩张"},
    {"sequence":"07","code":"SPU01-SKU07","name":"AI视觉识别结算","role":"布局-防守","market":3.7,"position":2.4,"finance":3.3,"delivery":2.7,"target_units":1,"planning_asp_wan":30,"target_wan":30,"battle":"标准小碗菜与竞品替换场景","action":"作为能力防守和选择性投标，不与头部厂商拼识别率口号"},
    {"sequence":"08","code":"SPU01-SKU08","name":"移动订餐与取餐","role":"聚焦-增购","market":3.8,"position":3.5,"finance":3.8,"delivery":4.2,"target_units":5,"planning_asp_wan":10,"target_wan":50,"battle":"现有结算客户的错峰与取餐体验","action":"原则上与SKU02/04/05捆绑销售，用增购率而非独立客户数考核"},
    {"sequence":"09","code":"SPU01-SKU09","name":"K12家校阳光消费","role":"突破-渠道","market":4.5,"position":2.5,"finance":3.5,"delivery":2.8,"target_units":1,"planning_asp_wan":40,"target_wan":40,"battle":"银行/教育伙伴主导的区域学校项目","action":"渠道优先，拿不到付费方、接口和多校复制证据不自建大平台"},
    {"sequence":"10","code":"SPU01-SKU10","name":"营养菜单与电子菜牌","role":"聚焦-增购","market":3.2,"position":3.4,"finance":4.0,"delivery":4.5,"target_units":6,"planning_asp_wan":5,"target_wan":30,"battle":"现有客户营养展示和前厅升级","action":"做高附加率轻产品，作为结算/称重/专业版的视觉入口"},
    {"sequence":"11","code":"SPU01-SKU11","name":"集中保障供餐","role":"布局-机会","market":3.0,"position":2.8,"finance":3.7,"delivery":2.5,"target_units":1,"planning_asp_wan":20,"target_wan":20,"battle":"部队、封闭内网和保障供餐招采","action":"机会型投标，离线一致性和安全验收未成熟前不主动铺市场"},
    {"sequence":"12","code":"SPU01-SKU12","name":"营养健康智厨专业版","role":"突破-旗舰","market":4.0,"position":3.8,"finance":3.8,"delivery":2.8,"target_units":1,"planning_asp_wan":60,"target_wan":60,"battle":"机关/企业健康食堂与专业示范","action":"用营养专业性建立溢价，但接口贯通和持续服务必须先验证"}
  ],
  "funnel": [
    {"stage":"目标账户","count":200,"conversion":1.00,"evidence":"账户名称、客户类型、区域、食堂规模"},
    {"stage":"有效线索 L1","count":120,"conversion":0.60,"evidence":"明确联系人、痛点或采购触发"},
    {"stage":"需求确认 L2","count":80,"conversion":0.67,"evidence":"售前Intake、预算/时间、业务范围"},
    {"stage":"方案/演示 L3","count":60,"conversion":0.75,"evidence":"标准SKU匹配、关键人反馈、差异化Proof"},
    {"stage":"报价/投标 L4","count":44,"conversion":0.73,"evidence":"配置、报价、接口、部署、交付边界"},
    {"stage":"签约 L7","count":22,"conversion":0.50,"evidence":"合同或客户确认"}
  ],
  "quarters": [
    {"period":"Q1（0—90天）","target_wan":100,"wins":3,"theme":"建制与样板","actions":"冻结3套主战包；完成200目标账户池；复盘5个可外发案例；拿下2个标准包+1个专业样板"},
    {"period":"Q2（91—180天）","target_wan":180,"wins":5,"theme":"同包复制","actions":"企业机关包复制；称重BOM白名单；渠道首个K12/集团项目；报价周期压到2个工作日"},
    {"period":"Q3（181—270天）","target_wan":240,"wins":6,"theme":"区域突破","actions":"京津冀/长三角重点账户战；已有客户增购；形成至少2个跨区域合作渠道"},
    {"period":"Q4（271—365天）","target_wan":280,"wins":8,"theme":"规模与续费","actions":"冲刺年度项目；推动维保/云服务/营养运营续费；复盘SPAN/PDC并淘汰无效布局"}
  ],
  "battle_packages": [
    {"name":"央国企/机关员工餐主战包","skus":"SKU02 + SKU04 + SKU08 + SKU10","buyer":"后勤、财务、工会、信息化","wedge":"补贴准确、对账清楚、高峰稳定、营养可见","route":"重点账户直销 + 机关/央国企集成商"},
    {"name":"营养称重餐线主战包","skus":"SKU05 + SKU12；SKU06按验证选配","buyer":"后勤、餐厅运营、健康管理","wedge":"按克取餐、营养记录、健康服务和余量复盘","route":"现有营养客户 + 医院/高校/机关样板"},
    {"name":"集团多食堂治理突破包","skus":"SKU03 + SKU04 + SKU02","buyer":"集团后勤、财务、信息化","wedge":"总部统一、公司隔离、补贴和经营分级","route":"从已有多站点客户向上销售"},
    {"name":"K12家校阳光消费渠道包","skus":"SKU09 + SKU10 + 银行接口","buyer":"教育运营方、学校、银行伙伴","wedge":"多校开通、家长缴费、学生订餐、学校对账","route":"银行/教育/团餐伙伴主导，避免纯直销重交付"},
    {"name":"封闭内网保障机会包","skus":"SKU11 + SKU01/04","buyer":"部队、封闭机构后勤与信息化","wedge":"离线核销、恢复对账、权限审计","route":"招投标和受控集成渠道，机会型投入"}
  ]
}