{
  "period": "未来12个月（2026Q4—2027Q3滚动）",
  "floor_target_wan": 800,
  "base_target_wan": 1200,
  "stretch_target_wan": 1800,
  "collection_target_wan": 950,
  "pipeline_target_wan": 3600,
  "primary_project_wins": 24,
  "sku_order_lines": 33,
  "note": "销售目标、客单价、漏斗和评分均为D级内部假设，必须由真实商机、成本、毛利、回款和交付产能校准。",
  "spus": [
    {"sequence":"01","name":"营养结算","role":"聚焦主产品线","target_wan":720,"share":0.60,"mission":"从消费、补贴、称重和营养服务进入客户日常高频场景","battle":"企业/机关员工餐、营养称重、家校消费、专业健康食堂"},
    {"sequence":"02","name":"智慧食安","role":"突破治理产品线","target_wan":300,"share":0.25,"mission":"把监管责任、过程证据和整改闭环变成可验收治理产品","battle":"单食堂履责、多食堂督办、集团/区域穿透监管"},
    {"sequence":"03","name":"智慧进销存","role":"经营增购产品线","target_wan":180,"share":0.15,"mission":"把采购、收货、库存、调拨和成本纳入经营闭环","battle":"单仓基础、多食堂分仓、集团集中采购"}
  ],
  "skus": [
    {"sequence":"01","spu":"营养结算","name":"智能结算基础版","tier":"基础","role":"聚焦-入口","buyer":"后勤、财务、学校/单位管理员","wedge":"人员、账户、补贴、消费和对账一条线跑通","market":4.0,"position":3.8,"finance":4.0,"delivery":4.4,"units":8,"asp_wan":20,"target_wan":160,"action":"作为低门槛入口，不用低价交换无限接口和定制"},
    {"sequence":"02","spu":"营养结算","name":"营养结算标准版","tier":"标准","role":"聚焦-主战","buyer":"企业/机关/高校/医院后勤与食堂运营","wedge":"结算、营养、智能餐线和订餐经营形成标准闭环","market":4.5,"position":4.0,"finance":4.2,"delivery":4.0,"units":8,"asp_wan":45,"target_wan":360,"action":"作为第一主战SKU，沉淀称重/AI/订餐/菜牌可选BOM"},
    {"sequence":"03","spu":"营养结算","name":"营养健康专业版","tier":"专业","role":"突破-旗舰","buyer":"工会、人力、健康管理、后勤和专业团餐","wedge":"健康测评、真实餐食、营养干预和持续复盘","market":4.2,"position":4.0,"finance":4.0,"delivery":3.0,"units":4,"asp_wan":50,"target_wan":200,"action":"每个项目必须设计持续服务指标，不做一次性健康展示"},
    {"sequence":"04","spu":"智慧食安","name":"单食堂智慧食安","tier":"基础","role":"聚焦-增购","buyer":"单校/单餐厅食品安全负责人","wedge":"每日检查、留样、快检、整改和台账可追溯","market":4.0,"position":3.4,"finance":3.6,"delivery":4.0,"units":4,"asp_wan":30,"target_wan":120,"action":"优先向现有营养结算客户增购，也可作为食安单点入口"},
    {"sequence":"05","spu":"智慧食安","name":"多食堂智慧食安","tier":"标准","role":"聚焦-主战","buyer":"多校点/多餐厅管理方","wedge":"统一标准、各食堂执行、风险比较和整改督办","market":4.4,"position":3.3,"finance":3.8,"delivery":3.5,"units":2,"asp_wan":50,"target_wan":100,"action":"与营养结算标准版组成企业/校园双主线方案"},
    {"sequence":"06","spu":"智慧食安","name":"集团智慧食安","tier":"专业","role":"突破-治理","buyer":"集团总部、教育主管部门、区域监管方","wedge":"跨区域风险透明、总部督办、责任分级","market":4.3,"position":2.8,"finance":4.0,"delivery":2.8,"units":1,"asp_wan":80,"target_wan":80,"action":"从已有多食堂客户向上升级，不空降建设大平台"},
    {"sequence":"07","spu":"智慧进销存","name":"单食堂进销存","tier":"基础","role":"聚焦-增购","buyer":"单食堂采购、库管和财务","wedge":"采购、收货、出入库、盘点和库存预警闭环","market":3.8,"position":3.2,"finance":3.7,"delivery":3.8,"units":3,"asp_wan":20,"target_wan":60,"action":"优先绑定已有前厅客户，减少单独获客成本"},
    {"sequence":"08","spu":"智慧进销存","name":"多食堂进销存","tier":"标准","role":"突破-经营","buyer":"多食堂采购与库存管理方","wedge":"统一采购、分仓库存、跨仓调拨和汇总分析","market":4.0,"position":2.9,"finance":3.8,"delivery":3.0,"units":2,"asp_wan":30,"target_wan":60,"action":"选择已有采购数据基础的客户做付费复制"},
    {"sequence":"09","spu":"智慧进销存","name":"集团采购与库存","tier":"专业","role":"布局-高客单","buyer":"集团采购、仓储、财务和成本管理","wedge":"多公司需求、集中采购、多级仓储和集团成本","market":4.1,"position":2.5,"finance":4.2,"delivery":2.4,"units":1,"asp_wan":60,"target_wan":60,"action":"只做有明确集团预算、主数据和ERP边界的付费样板"}
  ],
  "funnel": [
    {"stage":"目标账户","count":250,"conversion":1.00,"gate":"实名账户、SPU入口、客户类型和区域"},
    {"stage":"有效线索 L1","count":150,"conversion":0.60,"gate":"联系人、痛点、采购或整改触发"},
    {"stage":"需求确认 L2","count":100,"conversion":0.67,"gate":"付费方、预算、场景、时间和当前系统"},
    {"stage":"方案/演示 L3","count":72,"conversion":0.72,"gate":"首选SPU、SKU、跨SPU增购路径和关键人反馈"},
    {"stage":"报价/投标 L4","count":48,"conversion":0.67,"gate":"配置、价格、接口、部署、交付、验收与回款"},
    {"stage":"签约 L7","count":24,"conversion":0.50,"gate":"合同或客户书面确认"}
  ],
  "quarters": [
    {"period":"Q1（0—90天）","target_wan":150,"wins":4,"theme":"三SPU建制","action":"冻结9SKU、3套入口演示、3套报价和5个可外发案例；完成250账户池"},
    {"period":"Q2（91—180天）","target_wan":270,"wins":5,"theme":"单SPU获客、双SPU扩单","action":"营养结算主战；食安/进销存增购率进入周复盘；完成1个专业版样板"},
    {"period":"Q3（181—270天）","target_wan":360,"wins":7,"theme":"区域与渠道复制","action":"京津冀/长三角样板集群；教育/集成商/团餐伙伴形成联合商机"},
    {"period":"Q4（271—365天）","target_wan":420,"wins":8,"theme":"三SPU整包与续费","action":"冲刺集团、多食堂和专业包；推动云、维保、营养服务和扩站点续费"}
  ],
  "battle_formations": [
    {"name":"企业/机关智慧营养食堂","entry":"营养结算标准版","expand":"单食堂食安 + 单食堂进销存","buyer":"后勤/财务/工会/信息化","win":"高频交易刚需 + 营养差异 + 一家负责交付"},
    {"name":"多食堂统一运营治理","entry":"营养结算标准版或多食堂食安","expand":"多食堂进销存","buyer":"总部后勤/食安/采购/财务","win":"统一标准、分级执行、跨点对账和督办"},
    {"name":"集团三SPU旗舰方案","entry":"集团明确预算与治理目标","expand":"集团食安 + 集团采购库存 + 营养健康专业版","buyer":"集团总部与信息化","win":"一套组织数据贯穿消费、风险、采购和健康"},
    {"name":"校园餐渠道方案","entry":"营养结算基础/标准版或多食堂食安","expand":"多食堂进销存、营养菜单与家校入口","buyer":"教育运营方/学校/银行/团餐伙伴","win":"责任、经费、家校和营养四条链组合"},
    {"name":"健康食堂专业样板","entry":"营养健康专业版","expand":"食安与进销存作为可信运营底座","buyer":"工会/人力/健康管理/后勤","win":"从健康测评到真实餐食和持续服务，而非一次报告"}
  ]
}