# DQ: Demo qualifier and paid pilot

Route every demo request to the right next step.

Sources: requirements register rows A9, A10, C7, E1 (`product/roadmap/requirements-register-2026-10-20.md`), ideas #23, #26, #15 (`product/roadmap/ideas-triage-2026-10-20.md`). This replaces the earlier fit gate (`product/onboarding/prototype/out/02a-02c`).

## What the journey proves

SurgePV runs about 28 demos a week and few of them close. Most of the time goes to leads the product cannot serve yet: US residential, Australian no-shows, residential outside India (waiting on pitched roofs), and plants above 5 MW. This journey shows that the "international gate" sales asked for on 7 Aug can be three questions plus an address on the website form:

1. **Every answer leads to a next step.** There are five outcomes, each with its own page, and none of them says "we'll be in touch".
2. **Live demos go to commercial leads in countries that convert,** and the call is on the prospect's own address. The roof is already found before the call (DQ01, DQ02).
3. **Outside India, a paid pilot replaces the free demo:** $99 for 14 days, credited to the licence, with one design review. The project is pre-created from the address (DQ07, DQ08).
4. **Sales can see the routing and change it.** Every request shows the rule that fired. Vikram or Santhosh can override with a reason, and the change is logged (DQ09).
5. In the example week, **28 requests become 10 human calls** (8 demos, 2 pilot reviews) instead of 28.

Changes from the old fit gate: it asks for the current tool (to catch Arka users) and an address (for the live design). It has separate pages for US/Australia, above 5 MW, and Arka. The routing preview is moved to an internal sales view instead of being shown next to the prospect's form. It also adds the paid pilot and the in-app pilot workspace.

## Routing table (first match wins)

| Rule | Condition | Outcome | Screen |
|---|---|---|---|
| R1 | Segment = utility scale, above 5 MW | (d) Design-services conversation (Solar Desk) | DQ05 |
| R2 | Current tool = Arka (any country) | (e) Arka switch offer, handoff to Santhosh | DQ06 |
| R3 | Country = Australia | (c) Self-serve trial plus recorded demo, no live slot | DQ04 |
| R4 | Country = US and segment = residential | (c) Self-serve trial plus recorded demo, no live slot | DQ04 |
| R5 | Segment = residential and country is not India | (b) Pitched-roof waitlist with launch window and "tell me when" | DQ03 |
| R6 | Segment = commercial and country in India, Canada, Mexico, Caribbean, Philippines, Malaysia | (a) Live demo on the prospect's project | DQ02 |
| R7 | Segment = commercial, any other country (US, UK, Europe, Gulf, South Africa) | Paid pilot ($99, 14 days); the design review replaces the free demo | DQ07, DQ08 |
| R8 | Segment = residential and country = India | (a) Live demo (India keeps its pay-part-first model) | DQ02 |

Manual override: only Vikram and Santhosh. A reason is required and every change is logged (DQ09).

## Screens

| ID | Screen | State |
|---|---|---|
| DQ01 | Booking form on surgepv.com: 3 questions plus project address | Happy path |
| DQ02 | (a) Live demo booked: slot picker, upload a bill or roof photo | Happy path |
| DQ03 | (b) Pitched-roof waitlist with launch window | Blocked feature |
| DQ04 | (c) Self-serve trial plus recorded demo | Alternate path |
| DQ05 | (d) Above 5 MW: design-services intake | Alternate path |
| DQ06 | (e) Arka switch offer and handoff | Alternate path |
| DQ07 | Paid pilot checkout, $99 / ₹5,000 | Happy path, "not sure it went through" note |
| DQ08 | Pilot workspace in the app | First run, loading (weather data) |
| DQ09 | Internal sales view with manual override | Permission (override limited to two people) |
| DQ10 | Phone: booking form, address not found | Error, phone |

## Needs backend work

None of this exists in code today. In summary:
- A `DemoRequest` lead record (answers, address, lat/lng, source tag, outcome, rule id, override, audit log) and an ordered, editable routing rule table.
- A geocode and building-footprint lookup the public website can call, with a pin-drop fallback.
- A slot calendar with named hosts that converts IST hours into the prospect's time zone.
- A waitlist tied to the smart-roof feature flag, with a launch-day email.
- A payment link (Stripe in USD, Razorpay in INR) that creates the pilot org, a 14-day entitlement (read-only from day 15) and a credit on the first licence invoice.
- Project pre-creation from the address: roof outline, tariff, weather.
- Services-lead and Arka-switch lead types, each with its own queue (Solar Desk; redraw by designers).

Each screen's exact gap is in the `b` field of `manifest.json`.

## Open questions

1. **Pilot price.** Is $99 right for ROW? ₹5,000 is about $60, so the two prices are not equal. Does India need the pilot at all, given it already sells on a pay-part-first model (24k first)? How long does the credit last (30 days after the pilot is a placeholder)? Who decides: Siddharth.
2. **Which countries count as supported for a live demo.** The table uses the countries that convert: India, Canada, Mexico, Caribbean, Philippines, Malaysia. Open: should US commercial (Northwind-type C&I) get a free live demo instead of the paid pilot? Same question for UK and Europe commercial, the Gulf, and South Africa. Which Caribbean islands count?
3. **US residential.** Should it go to the trial (as the brief says) or to the pitched-roof waitlist? US homes are mostly pitched roofs, so a trial today mostly shows what does not work.
4. **Smart-roof launch window.** "Target January 2027" is a placeholder. Launch waits on Vikram/Santhosh approval and the 41-task smart-roof bug list (A9).
5. **Self-serve trial length.** 7 days is a placeholder. It must not be confused with the 14-day paid pilot.
6. **Arka offer terms** (3 months free, redraw of all projects, "first 5 within 3 working days") are drafts and Siddharth's call. Redraw capacity depends on HGE designers.
7. **Design services outside India.** HGE had not done foreign work as of 16 Oct, so turnaround and pricing for a 40 MW job are not defined.
8. **Who hosts demos and pilot reviews.** Do hosts stay Vikram and Santhosh, or does a designer take the pilot design review?
9. **Measurement.** Per idea #23, run the qualifier on all demos for 2 weeks and compare close rate and no-show rate against the 28-a-week baseline.

## Example data

The leads below are invented. Maple Ridge Solar / Foothills Cold Storage, Northwind Commercial Solar / Rivergate Logistics, Shivalik Energy and Stage Zero Solar come from the shared data sheet in `../CONTRACT.md`. All the others (Brightwell Solar, Desert Bloom Solar, Al Noor Renewables, Lumen Power Corp, Harbor Point Homes, Coastline Solar, Gulf Sun Contracting) were made up for this journey. Today is Sun 25 Oct 2026, and the sales view covers Mon 19 to Sun 25 Oct.

## Screenshots

`./shoot.sh <page.html> <width> <height>` uses the contract's chromium command. One difference: this Chrome build (145, `--headless=new`) renders a viewport 87 px shorter than `--window-size`, so the script shoots at height + 87 and crops back to the exact size. Desktop shots are 1440x900 and the phone is 390x844.