Campaigns, Forecasts & Customer Patterns

1. Business Summary

Marketing and sales campaigns; account & upselling forecasts; customer behavioral patterns; integration with FreshSales campaigns.

2. Business Value

Pipeline planning, account growth, churn detection, marketing ROI.

3. Users / Stakeholders

Sales, marketing, brand managers, executives, AM.

4. Workflows

A. Sales campaign creation
- RequestForLead with targeting filters (Region/Country/State/Industry/CompanySize/Membership/Certificate/NoOfEmployee).
- SalesCampaign created tied to RequestForLead.
- Team assignment (sales agent, AM, PMs).
- Campaign generates leads/opportunities.

B. Forecasting
- AccountsForecast and UpsellingForecast per account/period with type/status.
- Probability-weighted opportunity values feed forecast totals.

C. Customer pattern tracking
- Account.current_pattern_id, previous_pattern_id updated as buying volume/frequency change.

5. Sub-Features

• MarketingCampaign vs SalesCampaign vs Campaign (generic).
• AccountsForecast / UpsellingForecast.
• ForecastType / ForecastStatus.
• CustomerPattern.

6. Business Rules

• Campaign progresses via CampaignStatus.
• Forecast amount = opportunity_amount × probability (per Probability table).
• Geographic + demographic targeting validated by reference data.

7. Data Entities

Campaign, MarketingCampaign, SalesCampaign, RequestForLead, ForecastType, ForecastStatus, AccountsForecast, UpsellingForecast, CustomerPattern, Probability.

8. Entry Points

• crm/campaigns, crm/marketingCampaigns, crm/salesCampaigns, crm/accountsForecasts, crm/upsellingForecasts, crm/customerPatterns.
• FreshSales: getCampaigns().

9. Inputs & Outputs

• Inputs: campaign metadata, forecast entries.
• Outputs: forecast grids, campaign reports, KPI dashboards.

10. Integrations

• FreshSales selector/campaigns.

11. Calculations / Logic

• Probability-weighted pipeline.
• Pattern derivation likely cron-driven (not visible).

12. Status Lifecycle

• CampaignStatus, ForecastStatus (draft → approved → closed).

13. Permissions

• Created/Modifier user, brand-scoped.

14. Reports & KPIs

• Pipeline weighted total, forecast vs. actuals, campaign-source attribution.

15. Risks & Observations

• Forecast accuracy depends on disciplined Opportunity probability assignment.
• Customer pattern logic not exposed; opacity to business users.

16. Source Code Evidence

• app/Plugin/crm/Model/Campaign.php, MarketingCampaign.php, SalesCampaign.php, AccountsForecast.php, UpsellingForecast.php, CustomerPattern.php.
• app/Plugin/crm/Controller/CampaignsController.php, MarketingCampaignsController.php, SalesCampaignsController.php, AccountsForecastsController.php, UpsellingForecastsController.php, CustomerPatternsController.php.
• app/Plugin/crm/Controller/FreshSalesController.php :: getCampaigns.