Fix hot prospects by implementing additive engagement scoring

.changeset/cool-memes-wear.md

@@ -0,0 +1,2 @@
+---
+---

server/public/admin-prospects.html

@@ -1176,7 +1176,7 @@ <h2>Bulk Import Prospects</h2>
       needs_followup: 'Organizations with pending follow-up actions due within 7 days',
       new_signups: 'Organizations that signed up in the last 14 days with no logged activities',
       open_invoices: 'Organizations with open or draft invoices waiting for payment - follow up to close deals',
-      hot_prospects: 'Non-members with high engagement (3+ fires) - good candidates for conversion',
+      hot_prospects: 'Non-members with engagement score 30+ (Slack users, team members, activities, events, interest)',
       going_cold: 'Organizations with no activity in the last 30 days - may need re-engagement',
       renewals: 'Active members with subscriptions ending in the next 60 days',
       low_engagement: 'Active members with low engagement (2 fires or less) - retention risk',
@@ -2520,9 +2520,11 @@ <h3>No accounts found</h3>
           companyHtml += ` <span class="status-badge status-member">Member</span>`;
         }
 
-        // Engagement fires
+        // Engagement fires with score
         const fires = '\u{1F525}'.repeat(prospect.engagement_level || 1);
-        const engagementTooltip = prospect.engagement_reasons?.join(', ') || 'Cold';
+        const score = prospect.engagement_score || 0;
+        const reasons = prospect.engagement_reasons?.join(', ') || 'New prospect';
+        const engagementTooltip = `Score: ${score}/100\n${reasons}`;
         const engagementHtml = `<span class="engagement-fires" title="${engagementTooltip}">${fires}</span>`;
 
         // Domain - show primary domain and count of others

server/src/db/migrations/110_org_engagement_scoring.sql

@@ -0,0 +1,324 @@
+-- Migration: 109_org_engagement_scoring.sql
+-- Enhanced organization-level engagement scoring for prospects
+--
+-- This replaces the simple 1-5 priority-based scoring with an additive system
+-- that considers ALL engagement signals, not just the highest priority one.
+--
+-- Scoring Components (0-100 total):
+-- - Slack users (0-20): People from this org in Slack
+-- - Team members (0-15): Web users with organization memberships
+-- - Working groups (0-15): Active working group memberships
+-- - Recent activity (0-15): Logged activities in last 30 days
+-- - Email engagement (0-15): Email opens/clicks in last 30 days
+-- - Event interest (0-10): Event attendance or interest
+-- - Interest level (0-10): Manually set interest level
+--
+-- Hot prospect threshold: engagement_score >= 30
+
+-- =====================================================
+-- COMPUTE ORGANIZATION ENGAGEMENT SCORE (ADDITIVE)
+-- =====================================================
+
+CREATE OR REPLACE FUNCTION compute_org_engagement_score(p_workos_organization_id VARCHAR(255))
+RETURNS TABLE (
+  engagement_score INTEGER,
+  slack_user_score INTEGER,
+  team_member_score INTEGER,
+  working_group_score INTEGER,
+  activity_score INTEGER,
+  email_score INTEGER,
+  event_score INTEGER,
+  interest_score INTEGER,
+  engagement_reasons TEXT[]
+) AS $$
+DECLARE
+  v_slack_user_score INTEGER := 0;
+  v_team_member_score INTEGER := 0;
+  v_wg_score INTEGER := 0;
+  v_activity_score INTEGER := 0;
+  v_email_score INTEGER := 0;
+  v_event_score INTEGER := 0;
+  v_interest_score INTEGER := 0;
+  v_total_score INTEGER := 0;
+  v_reasons TEXT[] := ARRAY[]::TEXT[];
+
+  v_slack_user_count INTEGER;
+  v_team_member_count INTEGER;
+  v_wg_count INTEGER;
+  v_activity_count INTEGER;
+  v_email_open_count INTEGER;
+  v_email_click_count INTEGER;
+  v_event_attending_count INTEGER;
+  v_event_interested_count INTEGER;
+  v_interest_level VARCHAR(20);
+BEGIN
+  -- =========================================
+  -- SLACK USERS (0-20 points)
+  -- =========================================
+  -- Count Slack users associated with this org (via email domain or membership)
+  SELECT COUNT(DISTINCT sm.slack_user_id)
+  INTO v_slack_user_count
+  FROM slack_user_mappings sm
+  LEFT JOIN organization_memberships om ON om.workos_user_id = sm.workos_user_id
+  LEFT JOIN organization_domains od ON od.workos_organization_id = p_workos_organization_id
+    AND sm.slack_email ILIKE '%@' || od.domain
+  WHERE (om.workos_organization_id = p_workos_organization_id
+         OR od.workos_organization_id IS NOT NULL)
+    AND sm.slack_is_bot IS NOT TRUE;
+
+  IF v_slack_user_count > 0 THEN
+    -- 5 points per Slack user, max 20
+    v_slack_user_score := LEAST(20, v_slack_user_count * 5);
+    v_reasons := array_append(v_reasons, v_slack_user_count || ' Slack user(s)');
+  END IF;
+
+  -- =========================================
+  -- TEAM MEMBERS (0-15 points)
+  -- =========================================
+  -- Count web users with organization memberships
+  SELECT COUNT(*)
+  INTO v_team_member_count
+  FROM organization_memberships
+  WHERE workos_organization_id = p_workos_organization_id;
+
+  IF v_team_member_count > 0 THEN
+    -- 5 points per member, max 15
+    v_team_member_score := LEAST(15, v_team_member_count * 5);
+    v_reasons := array_append(v_reasons, v_team_member_count || ' team member(s)');
+  END IF;
+
+  -- =========================================
+  -- WORKING GROUPS (0-15 points)
+  -- =========================================
+  -- Count active working group memberships (excluding event groups)
+  SELECT COUNT(DISTINCT wgm.working_group_id)
+  INTO v_wg_count
+  FROM working_group_memberships wgm
+  JOIN working_groups wg ON wg.id = wgm.working_group_id
+  WHERE wgm.workos_organization_id = p_workos_organization_id
+    AND wgm.status = 'active'
+    AND (wg.committee_type IS NULL OR wg.committee_type != 'event');
+
+  IF v_wg_count > 0 THEN
+    -- 5 points per working group, max 15
+    v_wg_score := LEAST(15, v_wg_count * 5);
+    v_reasons := array_append(v_reasons, 'In ' || v_wg_count || ' working group(s)');
+  END IF;
+
+  -- =========================================
+  -- RECENT ACTIVITY (0-15 points)
+  -- =========================================
+  -- Count activities in last 30 days
+  SELECT COUNT(*)
+  INTO v_activity_count
+  FROM org_activities
+  WHERE organization_id = p_workos_organization_id
+    AND activity_date >= CURRENT_DATE - INTERVAL '30 days';
+
+  IF v_activity_count > 0 THEN
+    -- 3 points per activity, max 15
+    v_activity_score := LEAST(15, v_activity_count * 3);
+    v_reasons := array_append(v_reasons, v_activity_count || ' recent activity(ies)');
+  END IF;
+
+  -- =========================================
+  -- EMAIL ENGAGEMENT (0-15 points)
+  -- =========================================
+  -- Count email opens and clicks for org members in last 30 days
+  SELECT
+    COUNT(DISTINCT CASE WHEN ee.opened_at IS NOT NULL THEN ee.tracking_id END),
+    COUNT(DISTINCT CASE WHEN ee.first_clicked_at IS NOT NULL THEN ee.tracking_id END)
+  INTO v_email_open_count, v_email_click_count
+  FROM email_events ee
+  JOIN organization_memberships om ON om.workos_user_id = ee.workos_user_id
+  WHERE om.workos_organization_id = p_workos_organization_id
+    AND ee.sent_at >= NOW() - INTERVAL '30 days';
+
+  IF v_email_open_count > 0 OR v_email_click_count > 0 THEN
+    -- 2 points per open (max 6), 3 points per click (max 9)
+    v_email_score := LEAST(6, v_email_open_count * 2) + LEAST(9, v_email_click_count * 3);
+    IF v_email_click_count > 0 THEN
+      v_reasons := array_append(v_reasons, v_email_click_count || ' email click(s)');
+    ELSIF v_email_open_count > 0 THEN
+      v_reasons := array_append(v_reasons, v_email_open_count || ' email open(s)');
+    END IF;
+  END IF;
+
+  -- =========================================
+  -- EVENT INTEREST (0-10 points)
+  -- =========================================
+  -- Count event attendance/interest
+  SELECT
+    COUNT(*) FILTER (WHERE wgm.interest_level = 'attending' OR wgm.interest_level = 'attended'),
+    COUNT(*) FILTER (WHERE wgm.interest_level = 'interested' OR wgm.interest_level = 'maybe')
+  INTO v_event_attending_count, v_event_interested_count
+  FROM working_group_memberships wgm
+  JOIN working_groups wg ON wg.id = wgm.working_group_id
+  WHERE wgm.workos_organization_id = p_workos_organization_id
+    AND wgm.status = 'active'
+    AND wg.committee_type = 'event';
+
+  IF v_event_attending_count > 0 THEN
+    -- 5 points per attending, max 10
+    v_event_score := LEAST(10, v_event_attending_count * 5);
+    v_reasons := array_append(v_reasons, v_event_attending_count || ' event(s) attending');
+  ELSIF v_event_interested_count > 0 THEN
+    -- 3 points per interested, max 6
+    v_event_score := LEAST(6, v_event_interested_count * 3);
+    v_reasons := array_append(v_reasons, v_event_interested_count || ' event(s) interested');
+  END IF;
+
+  -- =========================================
+  -- INTEREST LEVEL (0-10 points)
+  -- =========================================
+  -- Use manually set interest level
+  SELECT interest_level
+  INTO v_interest_level
+  FROM organizations
+  WHERE workos_organization_id = p_workos_organization_id;
+
+  CASE v_interest_level
+    WHEN 'very_high' THEN
+      v_interest_score := 10;
+      v_reasons := array_append(v_reasons, 'Interest: Very High');
+    WHEN 'high' THEN
+      v_interest_score := 7;
+      v_reasons := array_append(v_reasons, 'Interest: High');
+    WHEN 'medium' THEN
+      v_interest_score := 4;
+      v_reasons := array_append(v_reasons, 'Interest: Medium');
+    WHEN 'low' THEN
+      v_interest_score := 0;
+      -- Low interest caps the score - handled below
+    ELSE
+      v_interest_score := 0;
+  END CASE;
+
+  -- Note: Pending invoices are checked via Stripe API in the application layer
+  -- and displayed in engagement_reasons by the JS code, not in this SQL function.
+
+  -- =========================================
+  -- CALCULATE TOTAL (max 100)
+  -- =========================================
+  v_total_score := v_slack_user_score + v_team_member_score + v_wg_score +
+                   v_activity_score + v_email_score + v_event_score + v_interest_score;
+
+  -- Cap at 100
+  v_total_score := LEAST(100, v_total_score);
+
+  -- Low interest caps the total score at 20
+  IF v_interest_level = 'low' THEN
+    v_total_score := LEAST(20, v_total_score);
+    v_reasons := array_prepend('Interest: Low (capped)', v_reasons);
+  END IF;
+
+  RETURN QUERY SELECT
+    v_total_score,
+    v_slack_user_score,
+    v_team_member_score,
+    v_wg_score,
+    v_activity_score,
+    v_email_score,
+    v_event_score,
+    v_interest_score,
+    v_reasons;
+END;
+$$ LANGUAGE plpgsql;
+
+COMMENT ON FUNCTION compute_org_engagement_score IS 'Computes additive engagement score (0-100) for an organization based on all engagement signals';
+
+-- =====================================================
+-- UPDATE SINGLE ORGANIZATION ENGAGEMENT
+-- =====================================================
+
+CREATE OR REPLACE FUNCTION update_org_engagement(p_workos_organization_id VARCHAR(255))
+RETURNS VOID AS $$
+DECLARE
+  v_scores RECORD;
+BEGIN
+  -- Compute scores
+  SELECT * INTO v_scores FROM compute_org_engagement_score(p_workos_organization_id);
+
+  -- Update organization
+  UPDATE organizations SET
+    engagement_score = v_scores.engagement_score,
+    org_scores_computed_at = NOW(),
+    updated_at = NOW()
+  WHERE workos_organization_id = p_workos_organization_id;
+END;
+$$ LANGUAGE plpgsql;
+
+COMMENT ON FUNCTION update_org_engagement IS 'Updates engagement score for a single organization';
+
+-- =====================================================
+-- BATCH UPDATE ALL ORGANIZATION ENGAGEMENT SCORES
+-- =====================================================
+
+CREATE OR REPLACE FUNCTION update_all_org_engagement_scores()
+RETURNS INTEGER AS $$
+DECLARE
+  v_org RECORD;
+  v_count INTEGER := 0;
+BEGIN
+  FOR v_org IN
+    SELECT workos_organization_id FROM organizations
+    WHERE is_personal IS NOT TRUE
+  LOOP
+    PERFORM update_org_engagement(v_org.workos_organization_id);
+    v_count := v_count + 1;
+  END LOOP;
+
+  RETURN v_count;
+END;
+$$ LANGUAGE plpgsql;
+
+COMMENT ON FUNCTION update_all_org_engagement_scores IS 'Updates engagement scores for all non-personal organizations';
+
+-- =====================================================
+-- UPDATE STALE ORGANIZATION SCORES (for scheduled jobs)
+-- =====================================================
+
+CREATE OR REPLACE FUNCTION update_stale_org_engagement_scores(p_max_orgs INTEGER DEFAULT 100)
+RETURNS INTEGER AS $$
+DECLARE
+  v_org RECORD;
+  v_count INTEGER := 0;
+BEGIN
+  FOR v_org IN
+    SELECT workos_organization_id
+    FROM organizations
+    WHERE is_personal IS NOT TRUE
+      AND (org_scores_computed_at IS NULL
+           OR org_scores_computed_at < NOW() - INTERVAL '1 day')
+    ORDER BY org_scores_computed_at NULLS FIRST
+    LIMIT p_max_orgs
+  LOOP
+    PERFORM update_org_engagement(v_org.workos_organization_id);
+    v_count := v_count + 1;
+  END LOOP;
+
+  RETURN v_count;
+END;
+$$ LANGUAGE plpgsql;
+
+COMMENT ON FUNCTION update_stale_org_engagement_scores IS 'Batch updates scores for orgs with stale data';
+
+-- =====================================================
+-- INDEXES FOR PERFORMANCE
+-- =====================================================
+
+-- Index for hot prospects query (engagement_score >= 30, non-paying)
+CREATE INDEX IF NOT EXISTS idx_organizations_engagement_score
+ON organizations(engagement_score DESC NULLS LAST)
+WHERE is_personal IS NOT TRUE;
+
+-- Index for stale score updates
+CREATE INDEX IF NOT EXISTS idx_organizations_scores_computed_at
+ON organizations(org_scores_computed_at NULLS FIRST)
+WHERE is_personal IS NOT TRUE;
+
+-- =====================================================
+-- RUN INITIAL SCORING FOR ALL ORGANIZATIONS
+-- =====================================================
+
+SELECT update_all_org_engagement_scores();