{
  "title": "What is planned against the gaps",
  "asOf": "2026-09-09",
  "owner": "COO",
  "note": "A roadmap without refusals is a wish list. Four states, and the fourth one is the useful one: things that were considered, understood, and turned down, with the reason kept next to them so nobody proposes them again in six months as though they were new.",
  "states": [
    { "id": "committed", "label": "Committed", "meaning": "Owner named, date named, and somebody has agreed to be asked about it." },
    { "id": "will-not-do", "label": "Will not do", "meaning": "Considered and turned down. The reason is recorded and the gap it would have closed stays open." },
    { "id": "intended", "label": "Intended", "meaning": "Everybody agrees it should happen. Nobody has scheduled it. Saying intended rather than committed is the honest word." },
    { "id": "unfunded", "label": "Unfunded", "meaning": "Worth doing, understood, and has no time or money against it. Not a plan." }
  ],
  "items": [
    {
      "id": "r01", "state": "committed", "title": "A required loss reason on every closed opportunity",
      "what": "One mandatory field, filled from a short list with a free text line, and a rule that an opportunity cannot be closed without it.",
      "owner": "Account Manager", "when": "Q4 2026", "closesGaps": ["g08", "g07", "g22"],
      "note": "The oldest gap on the list is here because the work was never the problem. The discipline was. The rule is what makes it stick."
    },
    {
      "id": "r02", "state": "committed", "title": "Calibration turnaround measured from job records",
      "what": "Two dates on every calibration job, in and out, totalled quarterly against the published figure.",
      "owner": "Operations Lead", "when": "Q4 2026", "closesGaps": ["g11"],
      "note": "The dates are already written on the paperwork. This is an addition exercise that nobody had been asked to do."
    },
    {
      "id": "r03", "state": "committed", "title": "The source index pulls attachments",
      "what": "When an agreement is indexed, every attachment is indexed with it and counted, so a verifier reading the agreement reads all of it.",
      "owner": "Operations Lead", "when": "September 2026", "closesGaps": ["g18"],
      "note": "Opened and committed in the same week, because a verifier reported a true claim as unsourced and the cause was this."
    },
    {
      "id": "r04", "state": "committed", "title": "Every published price names its column",
      "what": "A rule in the document system: a price is written with list or partner beside it, and a pass over the documents already delivered.",
      "owner": "Operations Lead", "when": "October 2026", "closesGaps": ["g25"],
      "note": "Two true prices in one batch read as a contradiction to the partner who received both. The rule costs four words per price."
    },
    {
      "id": "r05", "state": "will-not-do", "title": "Commission a market sizing study",
      "what": "Buy a study that gives a total market figure so plans have a denominator.",
      "owner": "COO", "when": null, "closesGaps": ["g14"],
      "reason": "A bought figure would carry more authority than it deserves. Nobody has been able to say what decision would change if the number came back twice as large, and a number that changes no decision is not worth its price. The gap stays open, and the assistant keeps saying we have no sourced market size rather than reaching for a figure from a deck.",
      "note": "This one gets proposed roughly once a year. It is recorded here so the reasoning does not have to be rebuilt each time."
    },
    {
      "id": "r06", "state": "will-not-do", "title": "Estimate the competitor's transacted price from the debriefs we hold",
      "what": "Take the two accounts that described negotiating from the published rate and publish a working assumption for internal use.",
      "owner": "Marketing Lead", "when": null, "closesGaps": ["g01"],
      "reason": "Two negotiations are not a sample. An internal working assumption becomes an external claim within about a quarter, and this one would be repeated in front of the customers best placed to know it was wrong. The gap stays open and the refusal stands until there are structured debriefs behind it.",
      "note": "The committed loss reason work is what would eventually make this answerable properly."
    },
    {
      "id": "r07", "state": "will-not-do", "title": "Track which documents partners open",
      "what": "Delivery level tracking on every document that goes out through a trackable route.",
      "owner": "Marketing Lead", "when": null, "closesGaps": ["g17"],
      "reason": "A real share of documents are handed over in person and would never be counted. The measurement would be biased towards the trackable route by an unknown amount, and a number that is wrong in a direction nobody can size is worse than an admitted blank. If the delivery mix ever changes, this comes back.",
      "note": "Turned down on measurement quality, not on cost. The tracking itself would be cheap."
    },
    {
      "id": "r08", "state": "will-not-do", "title": "Infer competitor product plans from job adverts and stand conversations",
      "what": "A standing process that reads competitor careers pages and trade show notes and produces claims about what they are building.",
      "owner": "Marketing Lead", "when": null, "closesGaps": ["g02"],
      "reason": "We did this reasoning once by hand and it produced the two lowest confidence claims in the whole dossier file. Systematising it would produce more claims of exactly that quality, with a process behind them that would make them look researched. The two claims we have stay in the file, marked low, and no more are added this way.",
      "note": "A watch on their public announcements is a separate thing and is not ruled out. What is ruled out is manufacturing claims from adverts and corridor conversations."
    },
    {
      "id": "r09", "state": "intended", "title": "A five year cost of ownership model",
      "what": "One model, built from the price master and the calibration schedule, with the house assumptions written down and approved.",
      "owner": "Operations Lead", "when": null, "closesGaps": ["g05", "g16"],
      "note": "Everybody agrees. It is a day of work and it has been a day of work since June."
    },
    {
      "id": "r10", "state": "intended", "title": "A warranty comparison table across the category",
      "what": "Read four published warranty documents and build one table with the terms side by side.",
      "owner": "Operations Lead", "when": null, "closesGaps": ["g20"],
      "note": "An afternoon. Intended rather than committed because nobody has taken it."
    },
    {
      "id": "r11", "state": "intended", "title": "Read the subscription competitor's exit terms",
      "what": "A careful read of what a site takes with it if it leaves, and what it does not.",
      "owner": "Marketing Lead", "when": null, "closesGaps": ["g19"],
      "note": "The terms are public. This is the smallest item on the list and it is still not scheduled, which is worth noticing."
    },
    {
      "id": "r12", "state": "intended", "title": "Mark every partner as reselling or using",
      "what": "One field on the partner record, filled in for the existing network and required on any new one.",
      "owner": "Account Manager", "when": null, "closesGaps": ["g10"],
      "note": "The collateral system would use it immediately, which is the argument for making it committed."
    },
    {
      "id": "r13", "state": "unfunded", "title": "A field duty cycle trial for the Field Kit",
      "what": "Run instruments in field conditions across a season and measure what the specification figure actually becomes.",
      "owner": "Operations Lead", "when": null, "closesGaps": ["g09"],
      "reason": "It needs partner sites willing to run a trial and a season to run it in. Neither has been secured and neither is free.",
      "note": "Until it happens, the published figure keeps being quoted without the sentence that says where it was measured."
    },
    {
      "id": "r14", "state": "unfunded", "title": "Failure rate by family, from warranty claims against shipments",
      "what": "Join two record sets that have never been joined and produce a rate per instrument family for the first two years of life.",
      "owner": "Operations Lead", "when": null, "closesGaps": ["g24", "g12"],
      "reason": "The two systems do not share a key. Reconciling them is a project rather than a query, and no time has been allocated to it.",
      "note": "Three commercial decisions rest on the number this would produce, including a price."
    },
    {
      "id": "r15", "state": "unfunded", "title": "Scope a measurement record capability",
      "what": "Work out what it would take for the instrument line to record and export every reading, and whether it is a product or a service.",
      "owner": "COO", "when": null, "closesGaps": ["g06"],
      "reason": "Weeks of engineering scoping with no budget line. It has been described as important in three conversations and funded in none.",
      "note": "This is the gap a competitor is already answering, which is either an argument for funding it or an argument for conceding the segment. Neither has been said out loud."
    }
  ]
}