Archived
spec 定死八条:配方驱动零工具 · 六张台账 + P-06 按结论入账 · 四态 AI 定等级规则算 · 保存即铺格 · 类型不一致硬拦 · 审核卡只有确认 · 只做真用得到的那几式。 计划十三个任务,机制先在纯函数与假端口上钉死,再去接真活动。 Co-Authored-By: Claude Opus 5 (1M context) <noreply@anthropic.com> Claude-Session: https://claude.ai/code/session_01LKMZDwMbyKzjw6Hembwvet
1456 lines
72 KiB
HTML
1456 lines
72 KiB
HTML
<!DOCTYPE html>
|
||
<html lang="zh-CN">
|
||
<head>
|
||
<meta charset="UTF-8">
|
||
<title>SS01-02-03-04 台账体系全景:18 Activity × 44 台账关联矩阵</title>
|
||
<style>
|
||
:root {
|
||
--bg: #ffffff;
|
||
--text: #1a202c;
|
||
--text-light: #4a5568;
|
||
--border: #e2e8f0;
|
||
--card-bg: #f7fafc;
|
||
}
|
||
* { margin:0; padding:0; box-sizing:border-box; }
|
||
body {
|
||
font-family: -apple-system, "Segoe UI", "Microsoft YaHei", "PingFang SC", sans-serif;
|
||
color: var(--text);
|
||
background: var(--bg);
|
||
line-height: 1.7;
|
||
font-size: 14px;
|
||
max-width: 1750px;
|
||
margin: 0 auto;
|
||
padding: 40px 30px;
|
||
}
|
||
.doc-header { text-align:center; margin-bottom:36px; padding-bottom:20px; border-bottom:2px solid #1a365d; }
|
||
.doc-header h1 { font-size:23px; color:#1a365d; margin-bottom:8px; }
|
||
.doc-header .subtitle { font-size:14px; color:var(--text-light); }
|
||
.doc-header .meta { font-size:12px; color:#a0aec0; margin-top:12px; }
|
||
.doc-header .meta span { margin:0 8px; }
|
||
h2.section-title {
|
||
font-size:18px; color:#1a365d; margin:40px 0 16px; padding-bottom:8px;
|
||
border-bottom:2px solid #1a365d;
|
||
}
|
||
.legend { display:flex; gap:20px; flex-wrap:wrap; margin:12px 0 20px; font-size:12px; color:var(--text-light); }
|
||
.legend-item { display:flex; align-items:center; gap:6px; }
|
||
.legend-box { width:22px; height:18px; display:inline-block; text-align:center; line-height:18px; font-weight:600; font-size:11px; border-radius:3px; }
|
||
table { width:100%; border-collapse:collapse; margin:16px 0; font-size:13px; }
|
||
th { background:#1a365d; color:#fff; padding:8px 12px; text-align:left; font-size:12px; }
|
||
td { padding:8px 12px; border-bottom:1px solid var(--border); vertical-align:top; }
|
||
tr:nth-child(even) td { background:#f7fafc; }
|
||
.ledger-badge {
|
||
display:inline-block; color:#fff; font-size:11px; font-weight:bold;
|
||
padding:2px 8px; border-radius:3px; letter-spacing:0.5px; white-space:nowrap;
|
||
}
|
||
.lb-l { background:#185FA5; }
|
||
.lb-p { background:#6B46C1; }
|
||
.lb-s { background:#B7791F; }
|
||
.lb-d { background:#2F855A; }
|
||
.cell-r { background:#EBF8FF; color:#185FA5; font-weight:600; text-align:center; }
|
||
.cell-w { background:#F0FFF4; color:#276749; font-weight:600; text-align:center; }
|
||
.cell-rw { background:#FAF5FF; color:#6B46C1; font-weight:700; text-align:center; }
|
||
.cell-none { color:#CBD5E0; text-align:center; }
|
||
.note-box {
|
||
background:#fffaf0; border:1px solid #fefcbf; border-radius:6px;
|
||
padding:12px 16px; margin:16px 0; font-size:13px; color:#975a16;
|
||
}
|
||
.note-box strong { color:#c05621; }
|
||
.flow-box {
|
||
background:#f7fafc; border:1px solid var(--border); border-radius:6px;
|
||
padding:16px 20px; margin:16px 0; font-size:13px;
|
||
}
|
||
.subsys-tag {
|
||
display:inline-block; font-size:11px; font-weight:600;
|
||
padding:1px 8px; border-radius:10px; margin-left:4px;
|
||
}
|
||
.st-ss01 { background:#EBF8FF; color:#185FA5; }
|
||
.st-ss02 { background:#FAF5FF; color:#6B46C1; }
|
||
.st-ss03 { background:#FAEEDA; color:#B7791F; }
|
||
.st-ss04 { background:#F0FFF4; color:#2F855A; }
|
||
.matrix-wrap { overflow-x:auto; }
|
||
.matrix-table { font-size:12px; }
|
||
.matrix-table th { white-space:nowrap; text-align:center; padding:6px 4px; }
|
||
.matrix-table td { padding:6px 4px; }
|
||
.matrix-table td.act-name { text-align:left; white-space:nowrap; font-size:12px; }
|
||
.footer {
|
||
text-align:center; margin-top:40px; padding-top:20px;
|
||
border-top:1px solid var(--border); color:#a0aec0; font-size:12px;
|
||
}
|
||
.merge-mark { font-size:11px; color:#c05621; font-weight:600; }
|
||
.matrix-table th.th-ss01 { background:#185FA5; }
|
||
.matrix-table th.th-ss02 { background:#6B46C1; }
|
||
.matrix-table th.th-ss03 { background:#B7791F; }
|
||
.matrix-table th.th-ss04 { background:#2F855A; }
|
||
@media print {
|
||
body { max-width:none; padding:10px; font-size:12px; }
|
||
}
|
||
</style>
|
||
</head>
|
||
<body>
|
||
|
||
<div class="doc-header">
|
||
<h1>SS01-02-03-04 台账体系全景:18 Activity × 44 台账关联矩阵</h1>
|
||
<div class="subtitle">CloudCore 云拓芯科 · AI-Native 业务操作系统 · 四子系统(SS01-04)数据底座全景 · 单一关联矩阵</div>
|
||
<div class="meta">
|
||
<span>版本:v6.0 (Draft)</span>
|
||
<span>日期:2026-08-11</span>
|
||
<span>作者:丁子乔 (Zane Ding)</span>
|
||
<span>覆盖:全部 18 个 Activity(E8 + T4 + I4 + X2)× 44 台账</span>
|
||
</div>
|
||
</div>
|
||
|
||
<div class="note-box">
|
||
<strong>v6.0 变更(SS03 S 系列重构,8/14 按《SS03-供应链子系统-台账体系关联矩阵》):</strong>
|
||
<br>• <strong>S 系列按能力分层四段</strong>——战略层 <strong>S-01 全球市场供应链战略与能力规划</strong> / <strong>S-02 品类·品牌·产品线供应覆盖</strong>(货架地图);主数据层 <strong>S-03 供应商主台账</strong>(统一 Supplier ID);动态事实层 <strong>S-04 询价、报价、比价与采购决策</strong>(RFQ/Quote/Decision 三层)/ <strong>S-05 采购基准与供应能力</strong>(报价与履约直接调用的供应答案);经验层 <strong>S-06 供应链知识库</strong>(原 K-01 改名);
|
||
<br>• <strong>编号语义全面更新</strong>——原 S-01 采购 Price List → 采购基准 S-05;原 S-03 询价记录 → 询价决策 S-04;原 S-04 供应商主 → S-03;原 S-05 品牌覆盖 → 品类覆盖 S-02;采购实时台账并入 SS04 交易事实(D-16/D-17),SS03 无 PO 台账;
|
||
<br>• 系统边界:SS03 沉淀可重复调用的供应链能力/供应商主数据/询价事实/采购决策/采购基准;采购订单、付款、入库、运输、发货等交易事实由 SS04 记录,SS03 读取结果反哺供应商绩效与供应能力;
|
||
<br>• 台账总数保持 <strong>44</strong>(L 8 + P 12 + S 6 + D 18),编号连续无空号。
|
||
</div>
|
||
|
||
<!-- ========== 台账清单 ========== -->
|
||
<h2 class="section-title">一、台账清单:44 个数据底座</h2>
|
||
|
||
<div class="flow-box">
|
||
<strong>台账分类:</strong>本子系统属主 8 个(L 系列)+ SS02 需求转换 12 个(P 系列)+ SS03 采购 6 个(S 系列)+ SS04 交易履约 18 个(D 系列,执行段 D-01~07 / 责任合规段 D-08~14 / 供应商侧 D-15~18)。<br><span style="color:#c05621;">v3.0:按 8/11 会议决议,原 P-09/P-13 已合并、S-01 拆三、原 D-04 移回 SS03。</span>
|
||
</div>
|
||
|
||
<table>
|
||
<tr><th style="width:90px;">台账</th><th style="width:200px;">名称</th><th>定位</th><th style="width:150px;">属主</th><th>核心内容</th></tr>
|
||
<tr><td colspan="5" style="background:#EDF2F7;font-weight:600;color:#1a365d;">本子系统属主台账(SS01 维护)</td></tr>
|
||
<tr>
|
||
<td><span class="ledger-badge lb-l">L-01</span></td>
|
||
<td>宏观市场台账</td>
|
||
<td>市场层数据底座:外部信号与市场评分沉淀</td>
|
||
<td>SS01 · AM</td>
|
||
<td>市场信号(宏观/产业/竞争)、历史绩效参考、市场评分排序、竞品动态、政策法规变化、版本号</td>
|
||
</tr>
|
||
<tr>
|
||
<td><span class="ledger-badge lb-l">L-02</span></td>
|
||
<td>客户主台账</td>
|
||
<td>唯一客户 ID 锚点:画像 + 决策链 + 全生命周期状态</td>
|
||
<td>SS01 · AM Lead</td>
|
||
<td>唯一 ID、主体信息、360° 画像、组织架构、决策链地图、关系覆盖、互动时间线、健康状态、状态机(联系人明细在 L-08)</td>
|
||
</tr>
|
||
<tr>
|
||
<td><span class="ledger-badge lb-l">L-03</span></td>
|
||
<td>触达管理台账</td>
|
||
<td>触达全生命周期过程数据</td>
|
||
<td>SS01 · AM</td>
|
||
<td>触达方案、材料清单、触达轮次、结果状态、意图分级(A/B/C/D)、复盘指标、模板库版本</td>
|
||
</tr>
|
||
<tr>
|
||
<td><span class="ledger-badge lb-l">L-04</span></td>
|
||
<td>攻坚项目台账</td>
|
||
<td>战略客户专项作战全记录</td>
|
||
<td>SS01 · AM Lead</td>
|
||
<td>立项书、攻坚计划、打法组合、里程碑、卡点分析、复盘案例</td>
|
||
</tr>
|
||
<tr>
|
||
<td><span class="ledger-badge lb-l">L-05</span></td>
|
||
<td>品牌内容库</td>
|
||
<td>对外呈现内容资产</td>
|
||
<td>SS01 · AM</td>
|
||
<td>公司介绍、能力声明、销售工具包、案例集、多语言版本、品牌调性标准</td>
|
||
</tr>
|
||
<tr>
|
||
<td><span class="ledger-badge lb-l">L-06</span></td>
|
||
<td>知识沉淀库</td>
|
||
<td>SS01 组织知识资产:客户情报与销售 Best Practice</td>
|
||
<td>SS01 · AM</td>
|
||
<td>客户异常处理案例、触达有效做法、攻坚 Best Practice、避坑清单、Win-Loss 复盘</td>
|
||
</tr>
|
||
<tr>
|
||
<td><span class="ledger-badge lb-l">L-07</span></td>
|
||
<td>情报源台账</td>
|
||
<td>情报采集源注册与质量评估</td>
|
||
<td>SS01 · AM</td>
|
||
<td>公开数据库、行业报告订阅、私有数据库、人脉网络、数据源质量评级</td>
|
||
</tr>
|
||
<tr>
|
||
<td><span class="ledger-badge lb-l">L-08</span></td>
|
||
<td>客户联系人信息台账</td>
|
||
<td>联系人(Contact)明细:一人一记录,一客户多人</td>
|
||
<td>SS01 · AM</td>
|
||
<td>联系人 ID、所属客户(L-02)、姓名/多语言、职位、部门、角色(采购/研发/质量/决策者)、影响力评级、关系亲密度、沟通偏好、联系方式、政治文化背景、关联决策链节点</td>
|
||
</tr>
|
||
<tr><td colspan="5" style="background:#EDF2F7;font-weight:600;color:#6B46C1;">SS02 需求分析与方案匹配 · 商务段 P-01~P-05(BDPM 主导)</td></tr>
|
||
<tr>
|
||
<td><span class="ledger-badge lb-p">P-01</span></td>
|
||
<td>客户具体需求与项目任务主台账 <span class="merge-mark">▲ 原 P-07+P-08 合并</span></td>
|
||
<td>客户具体需求(RFQ/询价/技术需求)原始输入 + 咨询选型过程 + 技术问题案例的统一主记录</td>
|
||
<td>SS02 · BDPM/FAE</td>
|
||
<td>需求编号、客户 ID、料号、数量、目标价、需求时间窗、需求类型(RFQ/询价/技术需求)、原始需求快照、咨询记录、选型推荐、技术问题案例、关联报价(P-02)/项目(P-05)、状态机(待处理→已响应→已成交→已放弃)</td>
|
||
</tr>
|
||
<tr>
|
||
<td><span class="ledger-badge lb-p">P-02</span></td>
|
||
<td>报价与商务记录台账</td>
|
||
<td>历史报价记录(正式 + 非正式)+ 商务往来记录</td>
|
||
<td>SS02 · BDPM</td>
|
||
<td>报价单号、客户 ID、料号、价格、币种、生效期、报价状态、关联需求号(P-01)/项目(P-05)、商务往来记录</td>
|
||
</tr>
|
||
<tr>
|
||
<td><span class="ledger-badge lb-p">P-03</span></td>
|
||
<td>Price List 台账</td>
|
||
<td>正式 Release 给客户的报价表</td>
|
||
<td>SS02 · BDPM</td>
|
||
<td>料号、客户专属价、币种、Release 版本、生效期、折扣条款</td>
|
||
</tr>
|
||
<tr>
|
||
<td><span class="ledger-badge lb-p">P-04</span></td>
|
||
<td>交易框架与承诺台账</td>
|
||
<td>与客户签署的销售框架合同 + 交易承诺</td>
|
||
<td>SS02 · BDPM Lead</td>
|
||
<td>合同版本、账期条款、信用额度、合作范围、生效期、签署方、交易承诺记录</td>
|
||
</tr>
|
||
<tr>
|
||
<td><span class="ledger-badge lb-p">P-05</span></td>
|
||
<td>客户项目主台账</td>
|
||
<td>客户关键项目全生命周期(客户侧主记录)</td>
|
||
<td>SS02 · BDPM/FAE</td>
|
||
<td>项目名称、客户 ID、SOP 时间、预估用量、技术负责人、终端客户状态、Design-in 阶段</td>
|
||
</tr>
|
||
<tr><td colspan="5" style="background:#EDF2F7;font-weight:600;color:#6B46C1;">SS02 需求分析与方案匹配 · 技术段 P-06~P-12(FAE 主导)</td></tr>
|
||
<tr>
|
||
<td><span class="ledger-badge lb-p">P-06</span></td>
|
||
<td>样品交付与芯片验证记录台账 <span class="merge-mark">▲ 原 P-13 并入</span></td>
|
||
<td>样品交付过程 + 芯片验证结果(商务侧 + 技术侧合一)</td>
|
||
<td>SS02 · BDPM/FAE</td>
|
||
<td>样品申请、样品交付、样品报价、关联项目/料号/需求号、客户 ID、验证编号、验证类型(Pin-to-Pin/功能/可靠性/认证)、测试条件、测试结果、通过状态</td>
|
||
</tr>
|
||
<tr>
|
||
<td><span class="ledger-badge lb-p">P-07</span></td>
|
||
<td>FAE知识资产库</td>
|
||
<td>技术方案与选型知识统一资产库</td>
|
||
<td>SS02 · FAE</td>
|
||
<td>技术方案模板、Pin-to-Pin 对照、参考设计、应用笔记、知识资产统一管理</td>
|
||
</tr>
|
||
<tr>
|
||
<td><span class="ledger-badge lb-p">P-08</span></td>
|
||
<td>芯片主数据台账</td>
|
||
<td>料号主数据:全链路料号引用的统一基准</td>
|
||
<td>SS02 · FAE</td>
|
||
<td>料号、规格参数、封装、原厂、Pin-to-Pin 替代关系、EoL/PCN 状态、生命周期阶段</td>
|
||
</tr>
|
||
<tr>
|
||
<td><span class="ledger-badge lb-p">P-09</span></td>
|
||
<td>客户技术与机会档案</td>
|
||
<td>客户技术侧画像 + 机会档案(区别于 L-02 商务关系视角)</td>
|
||
<td>SS02 · FAE/BDPM</td>
|
||
<td>客户 ID、技术栈、产品线技术方向、BOM 品牌使用、验证流程、技术决策人(关联 L-08)、研发能力评估、技术偏好标签、机会记录</td>
|
||
</tr>
|
||
<tr>
|
||
<td><span class="ledger-badge lb-p">P-10</span></td>
|
||
<td>原厂技术资料库 <span class="merge-mark">▲ 新增</span></td>
|
||
<td>原厂官方技术资料统一存档</td>
|
||
<td>SS02 · FAE</td>
|
||
<td>原厂 Datasheet、应用笔记、参考设计、白皮书、样片资料、原厂支持联系人、版本与更新记录</td>
|
||
</tr>
|
||
<tr>
|
||
<td><span class="ledger-badge lb-p">P-11</span></td>
|
||
<td>替代选型与批准关系库 <span class="merge-mark">▲ 新增</span></td>
|
||
<td>候选芯片 推荐 → 客户验证 → 客户批准 的完整信息链条</td>
|
||
<td>SS02 · FAE/BDPM</td>
|
||
<td>候选料号、目标替代料号、推荐理由、验证类型与结果、客户反馈、批准状态、批准时间、关联项目(P-05)/需求(P-01)</td>
|
||
</tr>
|
||
<tr>
|
||
<td><span class="ledger-badge lb-p">P-12</span></td>
|
||
<td>技术知识沉淀与复盘库</td>
|
||
<td>SS02 组织知识资产:方案/选型/报价经验</td>
|
||
<td>SS02 · BDPM/FAE</td>
|
||
<td>方案生成 Best Practice、选型推荐经验、报价策略、Design-in 打法、Win-Loss 技术复盘</td>
|
||
</tr>
|
||
<tr><td colspan="5" style="background:#EDF2F7;font-weight:600;color:#B7791F;">SS03 供应链 / 采购 · 战略层(供应链负责人 / Sourcing)· v6.0 重构</td></tr>
|
||
<tr>
|
||
<td><span class="ledger-badge lb-s">S-01</span></td>
|
||
<td>全球市场供应链战略与能力规划台账</td>
|
||
<td>市场与供应能力的战略层数据底座:回答「去哪个国家/行业建设什么供应能力、当前建到了哪里」</td>
|
||
<td>SS03 · 供应链负责人</td>
|
||
<td>国家/区域、细分行业、目标客户类型、典型应用、重点芯片品类、BT 战略重点、供应链建设目标、成熟度、能力缺口、主推中国品牌方向、必要欧美日系能力、阶段目标、复盘时间</td>
|
||
</tr>
|
||
<tr>
|
||
<td><span class="ledger-badge lb-s">S-02</span></td>
|
||
<td>品类·品牌·产品线供应覆盖台账</td>
|
||
<td>供应链「货架地图」:管理具体应覆盖什么产品资源、已有资源和能力缺口</td>
|
||
<td>SS03 · Sourcing</td>
|
||
<td>品类、Brand、Product Line、代表型号、战略角色(主推/必须覆盖/备选/按需)、目标/当前覆盖深度、原厂关系、主渠道、Backup 渠道、价格能力、样品能力、FAE 支持、海外合作状态、成熟度、缺口与建设优先级</td>
|
||
</tr>
|
||
<tr><td colspan="5" style="background:#EDF2F7;font-weight:600;color:#B7791F;">SS03 供应链 / 采购 · 主数据层(Sourcing)</td></tr>
|
||
<tr>
|
||
<td><span class="ledger-badge lb-s">S-03</span></td>
|
||
<td>供应商主台账</td>
|
||
<td>供应商长期主数据的统一主体库:统一 Supplier ID,覆盖原厂、授权代理、分销商及贸易资源</td>
|
||
<td>SS03 · Sourcing</td>
|
||
<td>基础信息与合作状态、联系人与组织关系、品牌授权与渠道关系、资质/准入/合规、长期商务规则与供应政策、海外战略合作、供应商绩效与健康度(从 SS04 读取后计算)</td>
|
||
</tr>
|
||
<tr><td colspan="5" style="background:#EDF2F7;font-weight:600;color:#B7791F;">SS03 供应链 / 采购 · 动态事实层(Sourcing / 采购负责人)</td></tr>
|
||
<tr>
|
||
<td><span class="ledger-badge lb-s">S-04</span></td>
|
||
<td>询价、报价、比价与采购决策记录台账</td>
|
||
<td>采购动态事实库与决策过程库:记录市场真实反馈,保留本次采购定点的完整依据</td>
|
||
<td>SS03 · Sourcing / 采购负责人</td>
|
||
<td>RFQ 层(需求来源、客户/项目、PN、数量、目标时间、询价类型)+ Quote 层(供应商、价格、数量阶梯、LT、MOQ、SPQ、有效期、特殊条款、可信度)+ Decision 层(多家比价、评分/建议、RI 定点、推荐供应商、未选原因、审批结论)——紧急现货、缺货、临时涨价等异常价格均记录</td>
|
||
</tr>
|
||
<tr>
|
||
<td><span class="ledger-badge lb-s">S-05</span></td>
|
||
<td>采购基准与供应能力台账</td>
|
||
<td>经采购确认、供报价与履约等后续 Activity 直接调用的「供应答案」</td>
|
||
<td>SS03 · 采购负责人</td>
|
||
<td>报价锁定采购基准(客户/项目报价依据)、当前采购基准(供应商、价格、数量阶梯及适用范围)、当前供应能力状态(LT、MOQ、SPQ、供应风险、可供状态)——S-04 定点后按需生成或更新;历史询价和一次性异常价格不直接覆盖正常基准</td>
|
||
</tr>
|
||
<tr><td colspan="5" style="background:#EDF2F7;font-weight:600;color:#B7791F;">SS03 供应链 / 采购 · 经验层(全体采购)</td></tr>
|
||
<tr>
|
||
<td><span class="ledger-badge lb-s">S-06</span></td>
|
||
<td>供应链知识库 <span class="merge-mark">原 K-01 改名</span></td>
|
||
<td>结构化业务事实之外的可复用经验与 Best Practice,供后续 Activity 生成建议时调用</td>
|
||
<td>SS03 · 全体采购</td>
|
||
<td>供应商开发与关系推进方法、谈判与议价经验、品牌/渠道认知、异常与供应风险案例、海外战略合作案例——业务事实状态仍分别写入 S-01~S-05</td>
|
||
</tr>
|
||
<tr><td colspan="5" style="background:#EDF2F7;font-weight:600;color:#2F855A;">SS04 交易与履约 · 执行段 D-01~D-07(履约运营 · 客户端 + 仓库端)· v5.0 扩展</td></tr>
|
||
<tr>
|
||
<td><span class="ledger-badge lb-d">D-01</span></td>
|
||
<td>交易与执行台账</td>
|
||
<td>订单 + 承诺 + 跟单 + 物流 + 开票 + 验收,一单一行</td>
|
||
<td>SS04 · 履约运营</td>
|
||
<td>订单号、客户 ID、料号、需求编号(P-01)、项目(P-05)、承诺交期、跟单里程碑状态、物流节点(提货/报关/放行/离港)、发货/开票/验收状态、BT 类型、关闭状态</td>
|
||
</tr>
|
||
<tr>
|
||
<td><span class="ledger-badge lb-d">D-02</span></td>
|
||
<td>Forecast 台账</td>
|
||
<td>客户需求预测(多版本)</td>
|
||
<td>SS04 · 履约运营</td>
|
||
<td>客户 ID、料号×月份×数量、版本号、偏差分析、时间窗——分析未来需求营收与趋势,形成销售策略</td>
|
||
</tr>
|
||
<tr>
|
||
<td><span class="ledger-badge lb-d">D-03</span></td>
|
||
<td>库存与在途台账</td>
|
||
<td>库存 + 在途 + 备货决策</td>
|
||
<td>SS04 · 履约运营</td>
|
||
<td>料号、可用/待检/冻结、在途(D-16)、MOQ、交期、备货决策记录与退出方案——分析异常 PN,支撑 BDPM 与客户沟通</td>
|
||
</tr>
|
||
<tr>
|
||
<td><span class="ledger-badge lb-d">D-04</span></td>
|
||
<td>回款与信用台账</td>
|
||
<td>应收 + 账期 + 信用 + 现金流预测</td>
|
||
<td>SS04 · 履约运营</td>
|
||
<td>账期条款(P-04)、应收/已回款、逾期天数、信用评级、预警状态、未来 3 月回款预测</td>
|
||
</tr>
|
||
<tr>
|
||
<td><span class="ledger-badge lb-d">D-05</span></td>
|
||
<td>质量与退换货台账(RMA)</td>
|
||
<td>投诉事件 + 到货差异</td>
|
||
<td>SS04 · 履约运营</td>
|
||
<td>RMA 编号、客户 ID、料号、问题类型、投诉日期、处理状态(处理中→退换→结案)、涉及金额、根因分类、到货差异记录</td>
|
||
</tr>
|
||
<tr>
|
||
<td><span class="ledger-badge lb-d">D-06</span></td>
|
||
<td>知识沉淀库 <span class="merge-mark">结论与案例沉淀中心</span></td>
|
||
<td>履约 BP + 异常根因与规则更新 + 结论/案例沉淀</td>
|
||
<td>SS04 · 履约运营</td>
|
||
<td>回款催收 BP、RMA 案例、履约异常案例、库存调整经验、信用风险案例、异常根因库与规则更新记录;挂 3 子表:改进动作跟踪 / 经营分析报告(月度快照)/ 退出善后案例</td>
|
||
</tr>
|
||
<tr>
|
||
<td><span class="ledger-badge lb-d">D-07</span></td>
|
||
<td>样品库存台账 <span class="merge-mark">▲ 新增</span></td>
|
||
<td>所有样品(免费/收费)出入库实物管理</td>
|
||
<td>SS04 · 履约运营</td>
|
||
<td>样品批次、料号、数量、免费/收费标签、入库来源(原厂/采购/自备)、出库去向(交付 P-06/领用)、状态(在库/已出/已消耗/退回)、样品成本——不论收费免费,所有出入库必记录</td>
|
||
</tr>
|
||
<tr><td colspan="5" style="background:#EDF2F7;font-weight:600;color:#2F855A;">SS04 交易与履约 · 责任与合规段 D-08~D-14(履约运营)</td></tr>
|
||
<tr>
|
||
<td><span class="ledger-badge lb-d">D-08</span></td>
|
||
<td>质保期与产品责任台账 <span class="merge-mark">▲ 新增</span></td>
|
||
<td>批次 × 质保期监控</td>
|
||
<td>SS04 · 履约运营</td>
|
||
<td>批次号、客户 ID、质保到期日、质保事件、到期预警、赔付决策、责任延续</td>
|
||
</tr>
|
||
<tr>
|
||
<td><span class="ledger-badge lb-d">D-09</span></td>
|
||
<td>条款执行监控台账 <span class="merge-mark">▲ 新增</span></td>
|
||
<td>条款 vs 事实比对 + 违约预警(AI 自动比对)</td>
|
||
<td>SS04 · 履约运营</td>
|
||
<td>条款基线(P-04,结构化:账期/交期窗口/数量/质量/罚则/责任上限/币种)、各节点执行事实、偏差、违约预警、月度执行率</td>
|
||
</tr>
|
||
<tr>
|
||
<td><span class="ledger-badge lb-d">D-10</span></td>
|
||
<td>客户履约主数据台账 <span class="merge-mark">▲ 新增</span></td>
|
||
<td>执行参数 + 料号映射(挂 2 子表)</td>
|
||
<td>SS04 · 履约运营</td>
|
||
<td>20.1 执行参数:贸易术语/包装/标签/单证要求/物流偏好/服务等级/预警阈值;20.2 料号映射:客户料号 ↔ 内部料号(差异标注、版本受控)</td>
|
||
</tr>
|
||
<tr>
|
||
<td><span class="ledger-badge lb-d">D-11</span></td>
|
||
<td>出口单证台账 <span class="merge-mark">▲ 新增</span></td>
|
||
<td>单证包 + 证据归档</td>
|
||
<td>SS04 · 履约运营</td>
|
||
<td>发票/箱单/COC/产地证/质保书、客户格式要求(D-10)、一致性审核记录、证据包齐套、归档期限</td>
|
||
</tr>
|
||
<tr>
|
||
<td><span class="ledger-badge lb-d">D-12</span></td>
|
||
<td>出口退税台账 <span class="merge-mark">▲ 新增</span></td>
|
||
<td>退税组包 + 到账跟踪</td>
|
||
<td>SS04 · 履约运营</td>
|
||
<td>报关单号(D-11)、退税依据、申报状态、到账记录、政策版本</td>
|
||
</tr>
|
||
<tr>
|
||
<td><span class="ledger-badge lb-d">D-13</span></td>
|
||
<td>出口管制与制裁筛查台账 <span class="merge-mark">▲ 新增</span></td>
|
||
<td>筛查记录 + 拦截</td>
|
||
<td>SS04 · 履约运营</td>
|
||
<td>客户/最终用户(L-02)、筛查时间、名单版本、命中结果、拦截报告、判定结论——接单/出运/收款三节点</td>
|
||
</tr>
|
||
<tr>
|
||
<td><span class="ledger-badge lb-d">D-14</span></td>
|
||
<td>客户服务水平台账 <span class="merge-mark">▲ 新增</span></td>
|
||
<td>服务水平评分与改进闭环</td>
|
||
<td>SS04 · 履约运营</td>
|
||
<td>客户 ID、月份、OTD、承诺达成率、响应时效、质量表现、双基准(客户要求/公司承诺值)、评分、差距分析、改进动作与复查记录</td>
|
||
</tr>
|
||
<tr><td colspan="5" style="background:#EDF2F7;font-weight:600;color:#2F855A;">SS04 交易与履约 · 供应商侧 D-15~D-18(采购主责)</td></tr>
|
||
<tr>
|
||
<td><span class="ledger-badge lb-d">D-15</span></td>
|
||
<td>采购计划与执行需求台账 <span class="merge-mark">▲ 新增</span></td>
|
||
<td>采购执行的正式入口</td>
|
||
<td>SS04 · 采购</td>
|
||
<td>需求计划 ID、客户/项目、PN、Forecast 版本、客户提货需求、需求日期、库存/在途引用、建议采购量、采购触发数量、采购类型(量产/样品/现货/异常补货)、计划状态、触发时间、关联后续 PO——由 SS04 内部读取 Forecast/订单/样品/库存统一形成</td>
|
||
</tr>
|
||
<tr>
|
||
<td><span class="ledger-badge lb-d">D-16</span></td>
|
||
<td>采购订单与履约台账 <span class="merge-mark">▲ 新增 · PO 主对象在 D-16</span></td>
|
||
<td>PO 主对象 + 发货前履约关联记录合一</td>
|
||
<td>SS04 · 采购</td>
|
||
<td>PO 主记录:PO 号、供应商、PN、数量、价格、币种、价格来源(SS03 采购基准/专项询价)、付款条件、交货条款、需求日期、承诺交期、状态、关联 D-15;履约关联记录:供应商确认时间、交期变更历史、催交承诺、发货前风险状态、交接结果(PO 主对象在本台账,SS03 侧 S-05 采购基准为报价依据,不重复建 PO 台账)</td>
|
||
</tr>
|
||
<tr>
|
||
<td><span class="ledger-badge lb-d">D-17</span></td>
|
||
<td>采购结算与核销台账 <span class="merge-mark">▲ 新增</span></td>
|
||
<td>PO/入库/发票/付款财务闭环</td>
|
||
<td>SS04 · 采购</td>
|
||
<td>结算/核销 ID、Supplier、PO 号、入库批次/明细引用、Invoice 号/日期/含税金额/币种、发票数量与 PO/入库匹配状态、金额匹配状态与差异原因、付款条件/申请/状态/日期、核销状态(待匹配/待付款/部分核销/已核销/异常)——发票匹配为核心(多对多)</td>
|
||
</tr>
|
||
<tr>
|
||
<td><span class="ledger-badge lb-d">D-18</span></td>
|
||
<td>采购异常事件台账 <span class="merge-mark">▲ 新增</span></td>
|
||
<td>由正常交易台账自动识别抽取的异常事件中心</td>
|
||
<td>SS04 · 采购</td>
|
||
<td>异常 ID、来源台账/对象 ID(D-15 偏差/超提;D-16 延期/少交/条件变更;D-17 发票不匹配/核销差异)、异常类型、触发时间/规则、原计划/新状态、影响、责任归属、风险等级、处置方案、RI 判断、最终结果、是否反哺 SS03 供应商绩效——一条记录 = 一个明确异常事件</td>
|
||
</tr>
|
||
</table>
|
||
<!-- ========== 关联矩阵 A ========== -->
|
||
<h2 class="section-title">二、Activity × 台账关联矩阵(全 44 台账 · 列首颜色区分子系统)</h2>
|
||
|
||
<div class="legend">
|
||
<div class="legend-item"><span class="legend-box cell-r">R</span> 读取</div>
|
||
<div class="legend-item"><span class="legend-box cell-w">W</span> 写入</div>
|
||
<div class="legend-item"><span class="legend-box cell-rw">R+W</span> 读写</div>
|
||
<div class="legend-item"><span class="legend-box cell-none">—</span> 不涉及</div>
|
||
<div class="legend-item" style="margin-left:16px;"><span class="legend-box" style="background:#185FA5;color:#fff;">L</span> SS01 客户情报</div>
|
||
<div class="legend-item"><span class="legend-box" style="background:#6B46C1;color:#fff;">P</span> SS02 需求转换(商务 P-01~05 · 技术 P-06~12)</div>
|
||
<div class="legend-item"><span class="legend-box" style="background:#B7791F;color:#fff;">S</span> SS03 采购(战略 S-01~02 · 主数据 S-03 · 动态 S-04~05 · 经验 S-06)</div>
|
||
<div class="legend-item"><span class="legend-box" style="background:#2F855A;color:#fff;">D</span> SS04 交易履约(执行 D-01~07 · 合规 D-08~14 · 供应商 D-15~18)</div>
|
||
</div>
|
||
|
||
<div class="matrix-wrap">
|
||
<table class="matrix-table">
|
||
<thead>
|
||
<tr>
|
||
<th style="width:190px;">Activity</th>
|
||
<th class="th-ss01">L-01<br>市场</th>
|
||
<th class="th-ss01">L-02<br>客户</th>
|
||
<th class="th-ss01">L-03<br>触达</th>
|
||
<th class="th-ss01">L-04<br>攻坚</th>
|
||
<th class="th-ss01">L-05<br>品牌</th>
|
||
<th class="th-ss01">L-06<br>知识</th>
|
||
<th class="th-ss01">L-07<br>情报源</th>
|
||
<th class="th-ss01">L-08<br>联系人</th>
|
||
<th class="th-ss02">P-01<br>需求<br>任务</th>
|
||
<th class="th-ss02">P-02<br>报价<br>商务</th>
|
||
<th class="th-ss02">P-03<br>Price<br>List</th>
|
||
<th class="th-ss02">P-04<br>框架<br>承诺</th>
|
||
<th class="th-ss02">P-05<br>客户<br>项目</th>
|
||
<th class="th-ss02">P-06<br>样品<br>验证</th>
|
||
<th class="th-ss02">P-07<br>FAE<br>资产</th>
|
||
<th class="th-ss02">P-08<br>芯片<br>主数据</th>
|
||
<th class="th-ss02">P-09<br>技术<br>档案</th>
|
||
<th class="th-ss02">P-10<br>原厂<br>资料</th>
|
||
<th class="th-ss02">P-11<br>替代<br>批准</th>
|
||
<th class="th-ss02">P-12<br>技术<br>沉淀</th>
|
||
<th class="th-ss03">S-01<br>供应链<br>战略</th>
|
||
<th class="th-ss03">S-02<br>品类<br>覆盖</th>
|
||
<th class="th-ss03">S-03<br>供应商<br>主数据</th>
|
||
<th class="th-ss03">S-04<br>询价<br>决策</th>
|
||
<th class="th-ss03">S-05<br>采购<br>基准</th>
|
||
<th class="th-ss03">S-06<br>知识库</th>
|
||
<th class="th-ss04">D-01<br>交易<br>执行</th>
|
||
<th class="th-ss04">D-02<br>Forecast</th>
|
||
<th class="th-ss04">D-03<br>库存</th>
|
||
<th class="th-ss04">D-04<br>回款</th>
|
||
<th class="th-ss04">D-05<br>RMA</th>
|
||
<th class="th-ss04">D-06<br>知识</th>
|
||
<th class="th-ss04">D-07<br>样品<br>库存</th>
|
||
<th class="th-ss04">D-08<br>质保</th>
|
||
<th class="th-ss04">D-09<br>条款<br>监控</th>
|
||
<th class="th-ss04">D-10<br>履约<br>主数据</th>
|
||
<th class="th-ss04">D-11<br>出口<br>单证</th>
|
||
<th class="th-ss04">D-12<br>出口<br>退税</th>
|
||
<th class="th-ss04">D-13<br>制裁<br>筛查</th>
|
||
<th class="th-ss04">D-14<br>服务<br>水平</th>
|
||
<th class="th-ss04">D-15<br>采购<br>计划</th>
|
||
<th class="th-ss04">D-16<br>采购<br>订单</th>
|
||
<th class="th-ss04">D-17<br>结算<br>核销</th>
|
||
<th class="th-ss04">D-18<br>采购<br>异常</th>
|
||
</tr>
|
||
</thead>
|
||
<tbody>
|
||
<tr><td colspan="45" style="background:#EBF8FF;font-weight:600;color:#185FA5;">E — 现有客户</td></tr>
|
||
<tr>
|
||
<td class="act-name">E01 全景画像与决策链</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-rw">R+W</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-rw">R+W</td>
|
||
<td class="cell-r">R</td>
|
||
<td class="cell-r">R</td>
|
||
<td class="cell-r">R</td>
|
||
<td class="cell-r">R</td>
|
||
<td class="cell-r">R</td>
|
||
<td class="cell-r">R</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-r">R</td>
|
||
<td class="cell-r">R</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-r">R</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-r">R</td>
|
||
<td class="cell-r">R</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-r">R</td>
|
||
<td class="cell-r">R</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-r">R</td>
|
||
<td class="cell-r">R</td>
|
||
<td class="cell-r">R</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-r">R</td>
|
||
<td class="cell-r">R</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
</tr>
|
||
<tr>
|
||
<td class="act-name">E02 情报事件监测核实</td>
|
||
<td class="cell-w">W</td>
|
||
<td class="cell-w">W</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-r">R</td>
|
||
<td class="cell-w">W</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-r">R</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
</tr>
|
||
<tr>
|
||
<td class="act-name">E03 需求商机发现 BT 判定</td>
|
||
<td class="cell-r">R</td>
|
||
<td class="cell-r">R</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-r">R</td>
|
||
<td class="cell-r">R</td>
|
||
<td class="cell-r">R</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-w">W</td>
|
||
<td class="cell-r">R</td>
|
||
<td class="cell-r">R</td>
|
||
<td class="cell-r">R</td>
|
||
<td class="cell-r">R</td>
|
||
<td class="cell-r">R</td>
|
||
<td class="cell-rw">R+W</td>
|
||
<td class="cell-r">R</td>
|
||
<td class="cell-r">R</td>
|
||
<td class="cell-r">R</td>
|
||
<td class="cell-r">R</td>
|
||
<td class="cell-rw">R+W</td>
|
||
<td class="cell-r">R</td>
|
||
<td class="cell-r">R</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-r">R</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
</tr>
|
||
<tr>
|
||
<td class="act-name">E04 关系覆盖与关键人</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-rw">R+W</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-rw">R+W</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
</tr>
|
||
<tr>
|
||
<td class="act-name">E05 互动与拜访管理</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-w">W</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-r">R</td>
|
||
<td class="cell-w">W</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-w">W</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
</tr>
|
||
<tr>
|
||
<td class="act-name">E06 账户计划与战略评估</td>
|
||
<td class="cell-r">R</td>
|
||
<td class="cell-rw">R+W</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-r">R</td>
|
||
<td class="cell-r">R</td>
|
||
<td class="cell-r">R</td>
|
||
<td class="cell-r">R</td>
|
||
<td class="cell-r">R</td>
|
||
<td class="cell-r">R</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-r">R</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-r">R</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-r">R</td>
|
||
<td class="cell-r">R</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-r">R</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-r">R</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
</tr>
|
||
<tr>
|
||
<td class="act-name">E07 健康监控与流失管理</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-rw">R+W</td>
|
||
<td class="cell-r">R</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-r">R</td>
|
||
<td class="cell-r">R</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-r">R</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-r">R</td>
|
||
<td class="cell-r">R</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-r">R</td>
|
||
<td class="cell-r">R</td>
|
||
<td class="cell-r">R</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-r">R</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-r">R</td>
|
||
</tr>
|
||
<tr>
|
||
<td class="act-name">E08 升降级与退出管理</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-w">W</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-w">W</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-r">R</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-r">R</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-r">R</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-r">R</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
</tr>
|
||
<tr><td colspan="45" style="background:#FFF5F5;font-weight:600;color:#C05621;">T — 目标客户</td></tr>
|
||
<tr>
|
||
<td class="act-name">T01 目标市场与客户池</td>
|
||
<td class="cell-rw">R+W</td>
|
||
<td class="cell-w">W</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-r">R</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-r">R</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-r">R</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
</tr>
|
||
<tr>
|
||
<td class="act-name">T02 建档与资格评估</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-w">W</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-r">R</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-r">R</td>
|
||
<td class="cell-w">W</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
</tr>
|
||
<tr>
|
||
<td class="act-name">T03 触达策略与执行</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-r">R</td>
|
||
<td class="cell-rw">R+W</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-r">R</td>
|
||
<td class="cell-w">W</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-r">R</td>
|
||
<td class="cell-r">R</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-r">R</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-r">R</td>
|
||
<td class="cell-r">R</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-r">R</td>
|
||
<td class="cell-r">R</td>
|
||
<td class="cell-r">R</td>
|
||
<td class="cell-r">R</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-r">R</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
</tr>
|
||
<tr>
|
||
<td class="act-name">T04 战略客户攻坚</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-rw">R+W</td>
|
||
<td class="cell-r">R</td>
|
||
<td class="cell-rw">R+W</td>
|
||
<td class="cell-r">R</td>
|
||
<td class="cell-w">W</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-rw">R+W</td>
|
||
<td class="cell-r">R</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-r">R</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-r">R</td>
|
||
<td class="cell-r">R</td>
|
||
<td class="cell-r">R</td>
|
||
<td class="cell-r">R</td>
|
||
<td class="cell-r">R</td>
|
||
<td class="cell-r">R</td>
|
||
<td class="cell-rw">R+W</td>
|
||
<td class="cell-r">R</td>
|
||
<td class="cell-r">R</td>
|
||
<td class="cell-r">R</td>
|
||
<td class="cell-r">R</td>
|
||
<td class="cell-r">R</td>
|
||
<td class="cell-r">R</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-r">R</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
</tr>
|
||
<tr><td colspan="45" style="background:#F0FFF4;font-weight:600;color:#2F855A;">I — 公司内部</td></tr>
|
||
<tr>
|
||
<td class="act-name">I01 品牌与工具包</td>
|
||
<td class="cell-r">R</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-rw">R+W</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
</tr>
|
||
<tr>
|
||
<td class="act-name">I02 市场竞品监控</td>
|
||
<td class="cell-w">W</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-r">R</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-w">W</td>
|
||
<td class="cell-w">W</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-w">W</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-w">W</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
</tr>
|
||
<tr>
|
||
<td class="act-name">I03 情报输出与管线</td>
|
||
<td class="cell-r">R</td>
|
||
<td class="cell-r">R</td>
|
||
<td class="cell-r">R</td>
|
||
<td class="cell-r">R</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-r">R</td>
|
||
<td class="cell-r">R</td>
|
||
<td class="cell-r">R</td>
|
||
<td class="cell-r">R</td>
|
||
<td class="cell-r">R</td>
|
||
<td class="cell-r">R</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-r">R</td>
|
||
<td class="cell-r">R</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-r">R</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-r">R</td>
|
||
<td class="cell-r">R</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-r">R</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-r">R</td>
|
||
<td class="cell-r">R</td>
|
||
<td class="cell-r">R</td>
|
||
<td class="cell-r">R</td>
|
||
<td class="cell-r">R</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
</tr>
|
||
<tr>
|
||
<td class="act-name">I04 知识沉淀与迭代</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-rw">R+W</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-r">R</td>
|
||
<td class="cell-r">R</td>
|
||
<td class="cell-r">R</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-r">R</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-r">R</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
</tr>
|
||
<tr><td colspan="45" style="background:#FAF5FF;font-weight:600;color:#6B46C1;">X — 贯穿性</td></tr>
|
||
<tr>
|
||
<td class="act-name">X01 情报源管理</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-rw">R+W</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
<td class="cell-none">—</td>
|
||
</tr>
|
||
<tr>
|
||
<td class="act-name">X02 数据治理与脱敏</td>
|
||
<td class="cell-rw">R+W</td>
|
||
<td class="cell-rw">R+W</td>
|
||
<td class="cell-rw">R+W</td>
|
||
<td class="cell-rw">R+W</td>
|
||
<td class="cell-rw">R+W</td>
|
||
<td class="cell-rw">R+W</td>
|
||
<td class="cell-rw">R+W</td>
|
||
<td class="cell-rw">R+W</td>
|
||
<td class="cell-rw">R+W</td>
|
||
<td class="cell-rw">R+W</td>
|
||
<td class="cell-rw">R+W</td>
|
||
<td class="cell-rw">R+W</td>
|
||
<td class="cell-rw">R+W</td>
|
||
<td class="cell-rw">R+W</td>
|
||
<td class="cell-rw">R+W</td>
|
||
<td class="cell-rw">R+W</td>
|
||
<td class="cell-rw">R+W</td>
|
||
<td class="cell-rw">R+W</td>
|
||
<td class="cell-rw">R+W</td>
|
||
<td class="cell-rw">R+W</td>
|
||
<td class="cell-rw">R+W</td>
|
||
<td class="cell-rw">R+W</td>
|
||
<td class="cell-rw">R+W</td>
|
||
<td class="cell-rw">R+W</td>
|
||
<td class="cell-rw">R+W</td>
|
||
<td class="cell-rw">R+W</td>
|
||
<td class="cell-rw">R+W</td>
|
||
<td class="cell-rw">R+W</td>
|
||
<td class="cell-rw">R+W</td>
|
||
<td class="cell-rw">R+W</td>
|
||
<td class="cell-rw">R+W</td>
|
||
<td class="cell-rw">R+W</td>
|
||
<td class="cell-rw">R+W</td>
|
||
<td class="cell-rw">R+W</td>
|
||
<td class="cell-rw">R+W</td>
|
||
<td class="cell-rw">R+W</td>
|
||
<td class="cell-rw">R+W</td>
|
||
<td class="cell-rw">R+W</td>
|
||
<td class="cell-rw">R+W</td>
|
||
<td class="cell-rw">R+W</td>
|
||
<td class="cell-rw">R+W</td>
|
||
<td class="cell-rw">R+W</td>
|
||
<td class="cell-rw">R+W</td>
|
||
<td class="cell-rw">R+W</td>
|
||
</tr>
|
||
</tbody>
|
||
</table>
|
||
</div>
|
||
|
||
<div class="note-box">
|
||
<strong>矩阵要点 · 本子系统 L 系列(SS01 8 台账):</strong>
|
||
<br>• <strong>L-02 客户主台账 + L-08 联系人台账</strong>形成客户对象双核心——L-02 管客户主体,L-08 管客户里的人;
|
||
<br>• <strong>L-08 联系人</strong>被 E 端最密集消费——E01 画像、E04 关系覆盖(核心载体)、E05 互动、T04 攻坚、T03 触达、T02 建档;
|
||
<br>• <strong>E02 情报监测</strong>捕捉关键人变动写入 L-08;
|
||
<br>• <strong>X02 数据治理</strong>对全部 8 个台账执行 R+W,联系人隐私数据受脱敏与权限管控;
|
||
<br>• <strong>I03 管线可视</strong>只读 L-01~L-08 聚合管线视图。
|
||
<br><br>
|
||
<strong>矩阵要点 · 跨子系统 P/S/D(SS02/03/04 36 台账):</strong>
|
||
<br>• <strong>P 系列按业务分段</strong>——P-01~P-05 商务段(需求→报价→价格→承诺→项目,BDPM 主导)、P-06~P-12 技术段(样品验证→FAE 资产→芯片主数据→技术档案→原厂资料→替代批准→知识沉淀,FAE 主导);
|
||
<br>• <strong>S 系列按能力分层</strong>——战略层 S-01 供应链战略与能力规划 / S-02 品类品牌覆盖(货架地图);主数据层 S-03 供应商主(统一 Supplier ID);动态事实层 S-04 询价比价与采购决策 / S-05 采购基准与供应能力(报价与履约直接调用的供应答案);经验层 S-06 供应链知识库;采购订单等交易事实由 SS04 记录、SS03 读取反哺供应商绩效;
|
||
<br>• <strong>E01 画像</strong>是跨子系统读取大户——商务侧读需求/报价/Price List/框架承诺/项目 + 技术侧读样品验证/FAE 资产/芯片主数据/技术档案/替代批准 + 履约侧读交易/Forecast/回款/RMA/质保/条款/履约主数据/制裁筛查/服务水平,把外部子系统事实聚合进客户 360° 视图(商务 + 技术 + 履约三维);
|
||
<br>• <strong>E03 商机发现</strong>读 P-01(需求与任务记录)、P-09(客户技术与机会档案)、P-11(替代选型与批准进展)、P-06(验证进展)+ S-01~S-05(供应战略/覆盖/供应商/询价/采购基准,商机可行性五问),并向 S-04 询价决策台账写入前端询价需求;
|
||
<br>• <strong>T03/T04 触达攻坚</strong>读 P-01/P-09/P-11/P-06 + S-02~S-05(品类覆盖/供应商/询价/采购基准)——对外商务与技术承诺有证据支撑;
|
||
<br>• <strong>E06 账户计划</strong>读 P-09 + D-14(BT 升级路径与服务策略);
|
||
<br>• <strong>E07 健康监控</strong>读 D-04 回款 / D-05 RMA / D-14 服务水平 / D-18 采购异常——客户健康覆盖资金、质量、服务、供应链四维信号;
|
||
<br>• <strong>E08 升降级</strong>读 D-09 条款执行监控(升降级依据条款履行事实);
|
||
<br>• <strong>I03 管线</strong>读 P-09 机会档案 + S-03 供应商 / S-05 采购基准(供应可行性维度);
|
||
<br>• <strong>I02 市场竞品</strong>写入 S-02 品类覆盖(新品牌/产品线情报);
|
||
<br>• <strong>D 系列 18 台账</strong>——执行段 D-01~D-07、责任合规段 D-08~D-14、供应商侧 D-15~D-18(采购主责);SS01 只读执行段与合规段核心数据,供应商侧由采购消费;
|
||
<br>• <strong>X02</strong> 对全部 36 个跨子系统台账执行治理,保证接口数据合规。
|
||
</div>
|
||
<!-- ========== 四端数据流 ========== -->
|
||
<h2 class="section-title">四、四端数据流:E/T/I/X 如何消费台账</h2>
|
||
|
||
<table>
|
||
<tr><th style="width:110px;">端</th><th>核心数据需求</th><th>主要台账</th><th>数据角色</th></tr>
|
||
<tr>
|
||
<td style="background:#EBF8FF;font-weight:600;color:#185FA5;">E 现有客户</td>
|
||
<td>画像、联系人、决策链、关系、健康、账户、交易、Forecast、回款、质量、合同、技术</td>
|
||
<td>L-02/L-08(核心)+ P-01~P-12 + D-01~D-05/D-08~D-10/D-13~D-14</td>
|
||
<td><strong>深度消费端</strong>:聚合内外部台账形成客户 360° 视图(商务 + 技术),是数据使用最密集的端</td>
|
||
</tr>
|
||
<tr>
|
||
<td style="background:#FFF5F5;font-weight:600;color:#C05621;">T 目标客户</td>
|
||
<td>市场、候选池、触达、攻坚、报价基准、需求、供货能力、品牌覆盖、技术验证</td>
|
||
<td>L-01/L-02/L-03/L-04(核心)+ P-01/P-03/P-05~P-11 + S-01~S-06 + D-03</td>
|
||
<td><strong>主生产端</strong>:从 0 到 1 构建客户数据,生成 L-01~L-04 全部业务台账</td>
|
||
</tr>
|
||
<tr>
|
||
<td style="background:#F0FFF4;font-weight:600;color:#2F855A;">I 公司内部</td>
|
||
<td>品牌、市场情报、管线、知识</td>
|
||
<td>L-05(产出)+ L-01/L-06(产出)+ 全台账(只读聚合)+ P-12/S-06/D-06(知识借鉴)</td>
|
||
<td><strong>内容与决策端</strong>:I01/I02/I04 生产内容资产,I03 聚合全台账供决策,I04 借鉴各子系统知识</td>
|
||
</tr>
|
||
<tr>
|
||
<td style="background:#FAF5FF;font-weight:600;color:#6B46C1;">X 贯穿性</td>
|
||
<td>情报源、数据质量、脱敏、权限</td>
|
||
<td>L-07(产出)+ 全部 44 台账(治理)</td>
|
||
<td><strong>基础设施端</strong>:X01 供给情报源,X02 治理全量数据(含跨子系统)</td>
|
||
</tr>
|
||
</table>
|
||
|
||
<!-- ========== 治理原则 ========== -->
|
||
<h2 class="section-title">五、数据治理原则(全 44 台账)</h2>
|
||
<div class="flow-box">
|
||
<strong>1. 单一属主原则:</strong>每个台账只有一个属主子系统——本子系统 8 个(L-01~L-08),SS02 12 个(P-01~P-12,BDPM/FAE 属主),SS03 6 个(S-01~S-06,采购属主),SS04 18 个(D-01~D-18,履约运营 + 采购属主)。本子系统对跨子系统台账只做接口读写,不重复建账。
|
||
<br><br>
|
||
<strong>2. 唯一 ID 贯穿原则:</strong>L-02 客户主台账的唯一客户 ID 是整条数据链的锚点——联系人(L-08)、需求与任务(P-01)、报价(P-02)、样品(P-06)、项目(P-05)、Price List(P-03)、框架承诺(P-04)、交易(D-01)、Forecast(D-02)、回款(D-04)、RMA(D-05)、技术档案(P-09)全部通过客户 ID 关联,保证跨台账聚合零断裂。S-03 供应商主台账(统一 Supplier ID)同理作为采购侧的 ID 锚点。
|
||
<br><br>
|
||
<strong>3. 料号主数据基准原则:</strong>P-08 芯片主数据台账是料号引用的统一基准——报价、样品、项目、Price List、采购价格、交易、RMA、样品验证记录(P-06)全部引用同一料号主数据,规格/封装/替代/EoL 状态单一维护,杜绝"同一料号多头定义"。
|
||
<br><br>
|
||
<strong>4. 需求驱动原则:</strong>P-01 客户具体需求与项目任务主台账是需求转换链路的源头——报价(P-02)响应需求、样品(P-06)验证需求、项目(P-05)承载任务,需求编号贯穿报价/样品/项目,支持询价→报价→成交的转化漏斗分析。
|
||
<br><br>
|
||
<strong>5. 画像聚合原则:</strong>E01 是唯一的"数据聚合点"——把分散在各子系统的事实(需求/项目/报价/样品/价格/合同/交易/Forecast/回款/质量/技术)聚合进客户画像,对外呈现统一视图(商务 + 技术);其他 Activity 不直接读散落的跨子系统台账,统一通过画像获取。
|
||
<br><br>
|
||
<strong>6. 商务依据原则:</strong>SS01 对外的商务动作(触达承诺、攻坚方案、商机评估)统一以 P-03 Price List(BDPM 客户报价)和 P-04 框架与承诺条款为基准;内部成本评估以 S-05 采购基准(进价)+ S-04 询价决策(过程询价)为参考——客户报价域(P-03)与采购进价域(S-05/S-04)严格隔离,不混用;采购订单等交易事实由 SS04 记录(D-16/D-17),SS03 按需读取反哺基准。
|
||
<br><br>
|
||
<strong>7. 能力可答原则:</strong>S-03 供应商主台账 + S-02 品类覆盖台账是"我们能不能做"的标准答案源——客户点名品牌、商机可行性、触达供货承诺、攻坚方案评估统一从这两个台账取数;采购基准与供应能力(S-05)提供"能怎么供"的答案,杜绝人肉问采购。
|
||
<br><br>
|
||
<strong>8. 动作与台账分离原则:</strong>业务动作与台账属主可以分离——E03 商机发现动作在 SS01,但写入 P-05 客户项目主台账(SS02 属主);采购下单动作在 SS03,采购订单事实由 SS04 D-16 记录(PO 主对象在 D-16,SS03 无 PO 台账,S-05 采购基准为报价依据);SS04 供应商侧 D-16 记录 PO 主对象与履约关联(采购订单事实归 SS04,SS03 无 PO 台账);前端询价动作在 SS01/SS02,询价记录写入 S-04 询价决策台账(SS03 属主)。台账属主负责数据质量,动作方负责数据产生。
|
||
<br><br>
|
||
<strong>9. 风险显性化原则:</strong>D-04 回款信用 + D-05 RMA + D-18 采购异常是客户风险的三大显性信号——E07 健康监控直接读取,回款逾期、质量投诉与采购异常(延期/少交/断供)即时反映到客户健康分,支撑流失预警、信用管控与供应风险预判。
|
||
<br><br>
|
||
<strong>10. 联系人隐私保护原则:</strong>L-08 联系人台账含联系方式等个人数据——X02 脱敏规则(对外输出隐藏电话/邮箱)、权限分级管控(仅相关 BDPM/FAE 可见),关键人信息变更留痕(离职/调岗记录)。
|
||
<br><br>
|
||
<strong>11. 技术证据原则:</strong>P-01 需求与任务记录 + P-09 技术与机会档案 + P-11 替代选型批准 + P-06 样品验证记录是 SS02 对外技术承诺的证据链——商机判断、攻坚方案、触达话术中的技术主张都必须有这三类记录背书,杜绝无据承诺。
|
||
<br><br>
|
||
<strong>12. 知识分层沉淀原则:</strong>各子系统知识沉淀库(L-06/P-12/S-06/D-06)由对应子系统治理,沉淀本域 Best Practice;I04 负责跨子系统知识借鉴与汇总,形成全局知识视图——知识不越界沉淀,避免职责混乱。
|
||
<br><br>
|
||
<strong>13. 沉淀回流原则:</strong>执行中的有效做法与失败教训持续沉淀到本域知识库,形成"异常→迭代→Best Practice"自进化闭环——每个子系统都是自进化引擎,不只依赖 SS01。
|
||
<br><br>
|
||
<strong>14. 只读引用原则:</strong>跨子系统事实数据(交易、Forecast、库存、采购价/询价、合同、回款、RMA、质保、单证、退税、制裁、服务水平)只读不写,保持各子系统数据单一属主;本子系统通过 E01 画像聚合 + I03 管线展示消费它们。
|
||
<br><br>
|
||
<strong>15. 治理全覆盖原则:</strong>X02 数据治理作用于全部 44 个台账(含跨子系统)——脱敏规则(俄罗斯客户→欧洲 OEM)、一致性校验、权限管控、时效性检查,保证数据可信与合规输出。
|
||
<br><br>
|
||
<strong>16. 版本追溯原则:</strong>L-01 市场判断、L-02 客户状态、P-03 Price List、D-02 Forecast、P-06 样品验证记录都记录版本号,支持季度对比、趋势分析和历史回溯。 <br><br>
|
||
<strong>17. 静态沉淀原则:</strong>现阶段不拆分静态 / 动态数据——触达过程材料、过程性询价、验证过程等全部按静态沉淀记录;动态中转数据是系统内部过程数据(人不可读),对人有效的是静态沉淀数据(8/11 会议决议 R8)。
|
||
</div>
|
||
|
||
<div class="footer">
|
||
CloudCore 云拓芯科 · 客户与市场情报子系统 · 台账体系全景 v6.0 · 2026-08-14<br>
|
||
覆盖全部 18 个 Activity(E8 + T4 + I4 + X2)× 44 台账(L-01~L-08 + P-01~P-12 + S-01~S-06 + D-01~D-18)<br>
|
||
v6.0(8/14):SS03 S 系列按能力分层重构——战略 S-01~02 / 主数据 S-03 / 动态事实 S-04~05 / 经验 S-06(按《SS03-供应链子系统-台账体系关联矩阵》);修复矩阵列头 S/D 段错位
|
||
</div>
|
||
|
||
</body>
|
||
</html>
|