Aula 2: Funis de Conversão

class SmartFunnelFramework {
  constructor() {
    this.stages = new Map();
    this.triggers = new TriggerSystem();
    this.personalizer = new PersonalizationEngine();
    this.analytics = new FunnelAnalytics();
  }

  // Configuração de estágios do funil
  setupFunnelStages() {
    // Estágio 1: Atração e Qualificação
    this.stages.set('ATTRACTION', {
      name: 'Atração e Qualificação',
      objective: 'Identificar prospects qualificados',
      actions: [
        'welcome_message',
        'lead_magnet_offer',
        'initial_qualification',
        'interest_assessment'
      ],
      criteria: {
        minEngagement: 0.3,
        qualificationScore: 50
      },
      nextStage: 'NURTURING'
    });

    // Estágio 2: Nutrição e Educação
    this.stages.set('NURTURING', {
      name: 'Nutrição e Educação',
      objective: 'Construir confiança e educar sobre solução',
      actions: [
        'value_content_delivery',
        'problem_agitation',
        'social_proof_sharing',
        'objection_handling'
      ],
      criteria: {
        contentEngagement: 0.6,
        trustScore: 70,
        timeInStage: 3 // dias
      },
      nextStage: 'CONVERSION'
    });

    // Estágio 3: Conversão e Fechamento
    this.stages.set('CONVERSION', {
      name: 'Conversão e Fechamento',
      objective: 'Converter prospect em cliente',
      actions: [
        'personalized_offer',
        'urgency_creation',
        'payment_facilitation',
        'upsell_presentation'
      ],
      criteria: {
        buyingSignals: 0.8,
        urgencyResponse: true
      },
      nextStage: 'RETENTION'
    });

    // Estágio 4: Retenção e Expansão
    this.stages.set('RETENTION', {
      name: 'Retenção e Expansão',
      objective: 'Maximizar valor do cliente',
      actions: [
        'onboarding_excellence',
        'satisfaction_monitoring',
        'expansion_opportunities',
        'referral_requests'
      ],
      criteria: {
        satisfactionScore: 4.5,
        productUsage: 0.7
      },
      nextStage: 'ADVOCACY'
    });
  }

  // Processamento de prospect no funil
  async processProspectInFunnel(prospectId, currentMessage) {
    const prospect = await this.getProspectData(prospectId);
    const currentStage = prospect.funnelStage || 'ATTRACTION';
    
    // Analisa mensagem e contexto
    const analysis = await this.analyzeProspectInteraction({
      prospectId,
      message: currentMessage,
      stage: currentStage,
      history: prospect.interactionHistory
    });

    // Determina próxima ação baseada no estágio
    const nextAction = await this.determineNextAction(analysis);
    
    // Executa ação personalizada
    const response = await this.executePersonalizedAction(nextAction, prospect);
    
    // Atualiza progresso no funil
    await this.updateFunnelProgress(prospectId, analysis, response);
    
    return response;
  }
}

class AdvancedLeadQualification {
  constructor() {
    this.scorer = new LeadScoringEngine();
    this.questioner = new SmartQuestionEngine();
    this.analyzer = new BehaviorAnalyzer();
    this.classifier = new LeadClassifier();
  }

  // Sistema de pontuação de leads
  async qualifyLead(prospectData, conversationHistory) {
    const qualificationScore = await this.calculateQualificationScore({
      demographic: await this.analyzeDemographics(prospectData),
      behavioral: await this.analyzeBehavior(conversationHistory),
      explicit: await this.analyzeExplicitResponses(conversationHistory),
      contextual: await this.analyzeContext(prospectData)
    });

    return this.classifyLead(qualificationScore);
  }

  // Pontuação BANT+ automatizada
  async calculateQualificationScore(data) {
    const scores = {
      // Orçamento (0-25 pontos)
      budget: await this.assessBudget({
        explicitBudget: data.explicit.budgetMentioned,
        companySize: data.demographic.companySize,
        industry: data.demographic.industry,
        urgencySignals: data.behavioral.urgencySignals
      }),

      // Autoridade (0-25 pontos)
      authority: await this.assessAuthority({
        jobTitle: data.demographic.jobTitle,
        decisionMakingSignals: data.behavioral.decisionMaking,
        teamMentions: data.explicit.teamReferences,
        approvalProcess: data.explicit.approvalMentioned
      }),

      // Necessidade (0-25 pontos)
      need: await this.assessNeed({
        painPoints: data.explicit.painPointsMentioned,
        currentSolution: data.explicit.currentSolutionGaps,
        problemUrgency: data.behavioral.problemUrgency,
        researching: data.behavioral.researchActivity
      }),

      // Cronograma (0-25 pontos)
      timeline: await this.assessTimeline({
        explicitTimeline: data.explicit.timelineMentioned,
        urgencyBehavior: data.behavioral.urgencySignals,
        projectMentions: data.explicit.projectReferences,
        seasonality: data.contextual.seasonalFactors
      })
    };

    // Fatores modernos adicionais
    const modernFactors = {
      engagement: this.calculateEngagement(data.behavioral),
      fit: await this.calculateFit(data.demographic),
      intent: this.calculateIntent(data.behavioral),
      urgency: this.calculateUrgency(data.behavioral, data.explicit)
    };

    return {
      bantScore: Object.values(scores).reduce((a, b) => a + b, 0),
      modernScore: Object.values(modernFactors).reduce((a, b) => a + b, 0),
      totalScore: (Object.values(scores).reduce((a, b) => a + b, 0) + 
                  Object.values(modernFactors).reduce((a, b) => a + b, 0)) / 2,
      breakdown: { ...scores, ...modernFactors }
    };
  }

  // Classificação inteligente de leads
  classifyLead(qualificationScore) {
    const { totalScore, breakdown } = qualificationScore;
    
    if (totalScore >= 85) {
      return {
        classification: 'HOT_LEAD',
        priority: 'URGENT',
        action: 'IMMEDIATE_SALES_CONTACT',
        timeline: 'SAME_DAY',
        probability: 0.75
      };
    } else if (totalScore >= 65) {
      return {
        classification: 'WARM_LEAD',
        priority: 'HIGH',
        action: 'NURTURING_SEQUENCE',
        timeline: '24_HOURS',
        probability: 0.45
      };
    } else if (totalScore >= 45) {
      return {
        classification: 'QUALIFIED_LEAD',
        priority: 'MEDIUM',
        action: 'EDUCATIONAL_CONTENT',
        timeline: '3_DAYS',
        probability: 0.25
      };
    } else {
      return {
        classification: 'COLD_LEAD',
        priority: 'LOW',
        action: 'LONG_TERM_NURTURING',
        timeline: '7_DAYS',
        probability: 0.10
      };
    }
  }

  // Perguntas de qualificação inteligentes
  async generateQualificationQuestions(prospectProfile) {
    const questions = {
      budget: [
        "Qual o orçamento reservado para resolver essa situação?",
        "Que investimento faz sentido considerando o impacto atual?",
        "Como vocês costumam aprovar investimentos dessa natureza?"
      ],
      
      authority: [
        "Quem mais está envolvido nessa decisão?",
        "Como funciona o processo de aprovação na empresa?",
        "Você tem autonomia para tomar essa decisão?"
      ],
      
      need: [
        "Qual o maior desafio que isso está causando hoje?",
        "Qual seria o impacto de não resolver isso nos próximos meses?",
        "O que já tentaram para resolver essa situação?"
      ],
      
      timeline: [
        "Quando precisam ter isso implementado?",
        "Existe algum prazo específico ou evento que está pressionando?",
        "Qual a urgência de 1 a 10 para resolver isso?"
      ]
    };

    // Seleciona perguntas baseadas no perfil
    return this.selectOptimalQuestions(questions, prospectProfile);
  }
}

// Sistema completo de qualificação de leads
class CompleteQualificationSystem {
  constructor() {
    this.qualifier = new AdvancedLeadQualification();
    this.conversational = new ConversationalQualification();
    this.scorer = new RealTimeScorer();
    this.router = new LeadRouter();
  }

  // Processamento completo de qualificação
  async processQualification(prospectId, message, context) {
    // 1. Atualiza score em tempo real
    const currentScore = await this.scorer.updateScore(prospectId, message);
    
    // 2. Determina se mais qualificação é necessária
    const needsMoreInfo = await this.assessQualificationCompleteness(
      prospectId, 
      currentScore
    );

    if (needsMoreInfo) {
      // 3. Gera próxima pergunta de qualificação
      const nextQuestion = await this.conversational.generateNextQuestion(
        prospectId, 
        currentScore.missingData
      );
      
      return {
        action: 'CONTINUE_QUALIFICATION',
        response: nextQuestion,
        score: currentScore
      };
    } else {
      // 4. Qualificação completa - rotear lead
      const routing = await this.router.routeQualifiedLead(prospectId, currentScore);
      
      return {
        action: 'ROUTE_TO_SALES',
        routing: routing,
        score: currentScore
      };
    }
  }

  // Sistema de roteamento baseado em qualificação
  async routeQualifiedLead(prospectId, qualificationScore) {
    const { totalScore, classification } = qualificationScore;
    
    const routingRules = {
      HOT_LEAD: {
        assignTo: 'SENIOR_CLOSER',
        priority: 'URGENT',
        maxResponseTime: '15_MINUTES',
        followUpSequence: 'HOT_LEAD_SEQUENCE'
      },
      
      WARM_LEAD: {
        assignTo: 'AVAILABLE_SALESPERSON',
        priority: 'HIGH',
        maxResponseTime: '2_HOURS',
        followUpSequence: 'WARM_LEAD_SEQUENCE'
      },
      
      QUALIFIED_LEAD: {
        assignTo: 'NURTURING_SEQUENCE',
        priority: 'MEDIUM',
        maxResponseTime: '24_HOURS',
        followUpSequence: 'EDUCATION_SEQUENCE'
      },
      
      COLD_LEAD: {
        assignTo: 'AUTOMATED_NURTURING',
        priority: 'LOW',
        maxResponseTime: '7_DAYS',
        followUpSequence: 'LONG_TERM_SEQUENCE'
      }
    };

    const routing = routingRules[classification];
    
    // Executa roteamento
    await this.executeRouting(prospectId, routing);
    
    return routing;
  }

  // Relatório de qualificação para vendas
  async generateQualificationReport(prospectId) {
    const data = await this.getProspectData(prospectId);
    
    return {
      summary: {
        score: data.qualificationScore.totalScore,
        classification: data.classification,
        priority: data.priority,
        probability: data.conversionProbability
      },
      
      bantAnalysis: {
        budget: data.qualificationScore.breakdown.budget,
        authority: data.qualificationScore.breakdown.authority,
        need: data.qualificationScore.breakdown.need,
        timeline: data.qualificationScore.breakdown.timeline
      },
      
      keyInsights: [
        `Orçamento: ${data.budgetRange || 'Não informado'}`,
        `Decisor: ${data.decisionMaker || 'A confirmar'}`,
        `Urgência: ${data.urgencyLevel}/10`,
        `Principal dor: ${data.mainPainPoint}`
      ],
      
      nextSteps: await this.getRecommendedNextSteps(data),
      conversationHistory: data.qualificationConversation
    };
  }
}

class NurturingSequenceEngine {
  constructor() {
    this.contentLibrary = new EducationalContentLibrary();
    this.personalizer = new ContentPersonalizer();
    this.scheduler = new IntelligentScheduler();
    this.tracker = new EngagementTracker();
  }

  // Configuração de sequência educacional
  async setupNurturingSequence(prospectProfile, sequenceType) {
    const sequence = {
      type: sequenceType, // 'PRODUCT_EDUCATION', 'SERVICE_NURTURING', 'B2B_CONSULTANT'
      duration: this.calculateOptimalDuration(prospectProfile),
      content: await this.selectEducationalContent(prospectProfile, sequenceType),
      timing: await this.optimizeMessageTiming(prospectProfile),
      personalization: await this.buildPersonalizationRules(prospectProfile)
    };

    return this.activateSequence(sequence, prospectProfile);
  }

  // Biblioteca de conteúdo educacional
  buildEducationalContentLibrary() {
    return {
      // Semana 1: Conscientização do Problema
      week1: {
        day1: {
          type: 'PROBLEM_AWARENESS',
          title: 'O Problema Escondido que Está Custando Caro',
          content: 'Identifica dores que o prospect pode não perceber',
          goal: 'Criar awareness do problema real',
          cta: 'soft' // Sem call-to-action agressivo
        },
        
        day3: {
          type: 'COST_OF_INACTION',
          title: 'O Preço de Não Resolver Essa Situação',
          content: 'Quantifica o custo de não agir',
          goal: 'Urgência baseada em consequências',
          cta: 'diagnostic'
        },
        
        day5: {
          type: 'SUCCESS_STORY',
          title: 'Como [Cliente Similar] Resolveu Exatamente Isso',
          content: 'Case study detalhado e relevante',
          goal: 'Prova social e esperança',
          cta: 'case_study_download'
        }
      },

      // Semana 2: Educação sobre Soluções
      week2: {
        day8: {
          type: 'SOLUTION_LANDSCAPE',
          title: 'As 3 Formas Principais de Resolver Isso',
          content: 'Panorama imparcial das opções disponíveis',
          goal: 'Educar sobre abordagens possíveis',
          cta: 'education'
        },
        
        day10: {
          type: 'METHODOLOGY_DEEP_DIVE',
          title: 'A Metodologia que Garante Resultados',
          content: 'Explica sua abordagem única sem revelar tudo',
          goal: 'Posicionar sua metodologia',
          cta: 'methodology_guide'
        },
        
        day12: {
          type: 'COMMON_MISTAKES',
          title: 'Os 5 Erros que 90% das Empresas Cometem',
          content: 'Erros que sua solução evita',
          goal: 'Destacar diferenciais indiretamente',
          cta: 'mistake_checklist'
        }
      },

      // Semana 3: Autoridade e Credibilidade
      week3: {
        day15: {
          type: 'AUTHORITY_CONTENT',
          title: 'Por Trás dos Resultados: Nossa Metodologia',
          content: 'Transparência sobre processos e expertise',
          goal: 'Estabelecer autoridade técnica',
          cta: 'behind_scenes'
        },
        
        day17: {
          type: 'INDUSTRY_INSIGHTS',
          title: 'Tendências que Estão Mudando o Jogo',
          content: 'Insights únicos sobre o mercado/indústria',
          goal: 'Posicionar como thought leader',
          cta: 'trend_report'
        },
        
        day19: {
          type: 'CLIENT_RESULTS',
          title: 'Resultados Reais: ROI de 300% em 6 Meses',
          content: 'Métricas específicas e verificáveis',
          goal: 'Credibilidade através de números',
          cta: 'results_case_study'
        }
      }
    };
  }

  // Sistema de personalização de conteúdo
  async personalizeContent(baseContent, prospectProfile) {
    const personalizations = {
      // Personalização por indústria
      industry: await this.getIndustrySpecificExamples(prospectProfile.industry),
      
      // Personalização por tamanho da empresa
      companySize: await this.getRelevantCaseStudies(prospectProfile.companySize),
      
      // Personalização por dor específica
      painPoint: await this.getFocusedSolutions(prospectProfile.mainPainPoint),
      
      // Personalização por comportamento
      engagement: await this.adjustContentDepth(prospectProfile.engagementLevel)
    };

    return this.applyPersonalizations(baseContent, personalizations);
  }

  // Timing inteligente de mensagens
  async optimizeMessageTiming(prospectProfile) {
    const timing = {
      // Análise do comportamento online
      optimalDays: await this.analyzeOnlineBehavior(prospectProfile.phoneNumber),
      
      // Horários de maior engajamento
      optimalHours: await this.analyzeEngagementPatterns(prospectProfile),
      
      // Frequência baseada no perfil
      frequency: this.calculateOptimalFrequency(prospectProfile.industry),
      
      // Intervalos entre mensagens
      intervals: this.calculateOptimalIntervals(prospectProfile.engagementLevel)
    };

    return timing;
  }
}

class AdvancedNurturingAutomation {
  constructor() {
    this.sequenceEngine = new NurturingSequenceEngine();
    this.behaviorTracker = new BehaviorTracker();
    this.contentOptimizer = new ContentOptimizer();
    this.conversionDetector = new ConversionSignalDetector();
  }

  // Sistema de nutrição adaptativa
  async manageAdaptiveNurturing(prospectId) {
    const prospect = await this.getProspectData(prospectId);
    const currentSequence = prospect.activeSequence;
    
    // Analisa engajamento com conteúdo atual
    const engagementAnalysis = await this.behaviorTracker.analyzeEngagement(
      prospectId, 
      currentSequence.sentMessages
    );

    // Detecta sinais de conversão
    const conversionSignals = await this.conversionDetector.detect(
      prospectId,
      engagementAnalysis
    );

    // Adapta sequência baseado no comportamento
    if (conversionSignals.buyingSignals > 0.7) {
      return await this.accelerateToConversion(prospectId);
    } else if (engagementAnalysis.engagementScore < 0.3) {
      return await this.reactivateEngagement(prospectId);
    } else {
      return await this.continueNormalSequence(prospectId);
    }
  }

  // Aceleração para conversão
  async accelerateToConversion(prospectId) {
    const fastTrackSequence = {
      name: 'FAST_TRACK_CONVERSION',
      messages: [
        {
          delay: '2_hours',
          content: await this.generateUrgentValue(prospectId),
          type: 'VALUE_REINFORCEMENT'
        },
        {
          delay: '1_day',
          content: await this.generatePersonalizedOffer(prospectId),
          type: 'PERSONALIZED_OFFER'
        },
        {
          delay: '2_days',
          content: await this.generateLimitedTimeOffer(prospectId),
          type: 'LIMITED_TIME_OFFER'
        }
      ]
    };

    return await this.executeSequence(prospectId, fastTrackSequence);
  }

  // Sistema de reativação de engajamento
  async reactivateEngagement(prospectId) {
    const reactivationTactics = [
      {
        type: 'PATTERN_INTERRUPT',
        content: 'Mudança radical no tipo de conteúdo',
        trigger: 'low_engagement'
      },
      {
        type: 'PERSONALIZED_VALUE',
        content: 'Conteúdo ultra-específico para a dor',
        trigger: 'content_fatigue'
      },
      {
        type: 'INTERACTIVE_CONTENT',
        content: 'Quiz, polls, perguntas diretas',
        trigger: 'engagement_drop'
      },
      {
        type: 'BEHIND_SCENES',
        content: 'Histórias pessoais e transparência',
        trigger: 'trust_building'
      }
    ];

    const selectedTactic = await this.selectOptimalReactivation(
      prospectId, 
      reactivationTactics
    );

    return await this.executeReactivation(prospectId, selectedTactic);
  }

  // A/B Testing de sequências
  async optimizeSequencePerformance() {
    const sequenceVariants = await this.generateSequenceVariants();
    
    for (const variant of sequenceVariants) {
      const testResults = await this.runSequenceTest(variant);
      
      if (testResults.conversionRate > variant.baselineConversion * 1.2) {
        await this.promoteVariantToProduction(variant);
      }
    }
  }

  // Relatório de performance de nutrição
  async generateNurturingReport(timeframe) {
    return {
      sequencePerformance: {
        totalProspectsNurtured: await this.countNurturedProspects(timeframe),
        averageSequenceCompletion: await this.calculateCompletionRate(timeframe),
        conversionRate: await this.calculateNurturingConversion(timeframe),
        engagementRate: await this.calculateEngagementRate(timeframe)
      },
      
      contentPerformance: {
        topPerformingContent: await this.getTopContent(timeframe),
        lowestPerformingContent: await this.getUnderperformingContent(timeframe),
        engagementByContentType: await this.analyzeContentTypePerformance(timeframe)
      },
      
      segmentAnalysis: {
        performanceByIndustry: await this.analyzeIndustryPerformance(timeframe),
        performanceByCompanySize: await this.analyzeCompanySizePerformance(timeframe),
        performanceByPainPoint: await this.analyzePainPointPerformance(timeframe)
      },
      
      recommendations: await this.generateOptimizationRecommendations(timeframe)
    };
  }
}

class IntelligentUpsellEngine {
  constructor() {
    this.customerAnalyzer = new CustomerBehaviorAnalyzer();
    this.productMatcher = new ProductMatchingEngine();
    this.timingOptimizer = new UpsellTimingOptimizer();
    this.valueCalculator = new ROICalculator();
  }

  // Análise de oportunidades de upsell
  async analyzeUpsellOpportunities(customerId) {
    const customer = await this.getCustomerData(customerId);
    
    const opportunities = {
      // Análise de uso atual
      usageAnalysis: await this.analyzeProductUsage(customer),
      
      // Identificação de gaps
      featureGaps: await this.identifyFeatureGaps(customer),
      
      // Padrões de crescimento
      growthPatterns: await this.analyzeGrowthPatterns(customer),
      
      // Benchmarking com clientes similares
      benchmarking: await this.benchmarkAgainstSimilarCustomers(customer)
    };

    return this.prioritizeOpportunities(opportunities);
  }

  // Sistema de recomendação baseado em IA
  async generateUpsellRecommendations(customerId, opportunities) {
    const recommendations = [];
    
    for (const opportunity of opportunities) {
      const recommendation = {
        product: opportunity.recommendedProduct,
        reasoning: await this.generateRecommendationReasoning(opportunity),
        value: await this.calculateCustomerValue(opportunity, customerId),
        timing: await this.timingOptimizer.getOptimalTiming(opportunity),
        approach: await this.selectOptimalApproach(opportunity, customerId),
        objections: await this.anticipateObjections(opportunity, customerId),
        successProbability: await this.calculateSuccessProbability(opportunity)
      };

      if (recommendation.successProbability > 0.6) {
        recommendations.push(recommendation);
      }
    }

    return this.rankByExpectedValue(recommendations);
  }

  // Timing perfeito para upsell
  async optimizeUpsellTiming(customerId, recommendation) {
    const timingFactors = {
      // Momentos de alto value realization
      valueRealizedMoments: await this.detectValueRealization(customerId),
      
      // Ciclos de renovação
      renewalCycles: await this.analyzeRenewalPatterns(customerId),
      
      // Seasonal patterns
      seasonalOpportunities: await this.analyzeSeasonalPatterns(customerId),
      
      // Success milestones
      milestoneAchievements: await this.trackMilestones(customerId),
      
      // Support interactions
      supportInteractions: await this.analyzeSupportInteractions(customerId)
    };

    return this.calculateOptimalTimingWindow(timingFactors, recommendation);
  }

  // Abordagem personalizada de upsell
  async craftPersonalizedUpsellMessage(customerId, recommendation) {
    const customer = await this.getCustomerProfile(customerId);
    
    const messageStrategy = {
      // Personalização baseada no perfil
      personality: await this.adaptToPersonality(customer.communicationStyle),
      
      // Contexto específico do cliente
      context: await this.buildCustomerContext(customer),
      
      // Proof points relevantes
      proofPoints: await this.selectRelevantProofPoints(customer, recommendation),
      
      // Value proposition customizada
      valueProposition: await this.craftCustomValueProp(customer, recommendation)
    };

    return this.generateUpsellMessage(messageStrategy, recommendation);
  }

  // Templates de upsell por cenário
  getUpsellTemplates() {
    return {
      // Upsell por crescimento detectado
      growth_based: {
        trigger: 'customer_growth_detected',
        message: `
Parabéns! Vejo que sua {metric} cresceu {percentage}% nos últimos {period}!

Com esse crescimento, você provavelmente está sentindo algumas limitações com o plano atual. 

Nossa experiência mostra que empresas no seu estágio se beneficiam muito de {upgrade_feature}, que:

✅ {benefit_1}
✅ {benefit_2}  
✅ {benefit_3}

Posso mostrar como isso funcionaria especificamente para o seu caso?
        `,
        timing: 'value_realization_peak'
      },

      // Upsell por feature usage
      feature_limitation: {
        trigger: 'feature_limit_approaching',
        message: `
Notei que você está usando intensivamente o {feature_name}! 

Isso é ótimo - mostra que está extraindo valor real da plataforma.

Vejo que está chegando perto do limite de {limit_type}. Para não impactar seu workflow, temos a opção de {upgrade_option} que:

• Remove completamente esse limite
• Adiciona {additional_feature}
• Inclui {bonus_feature}

Quer que eu configure isso para você hoje mesmo?
        `,
        timing: '80_percent_usage'
      },

      // Upsell por milestone
      milestone_achievement: {
        trigger: 'milestone_achieved',
        message: `
🎉 Incrível! Você alcançou {milestone}!

Esse resultado coloca você entre os {percentile}% top performers usando nossa plataforma.

Clientes que chegam nesse nível normalmente dão o próximo passo para {next_level_product}, que oferece:

🚀 {advanced_capability_1}
📊 {advanced_capability_2}
⚡ {advanced_capability_3}

Com seu histórico de sucesso, tenho certeza que você extrairia valor máximo disso. Quer ver uma demonstração personalizada?
        `,
        timing: 'immediately_after_milestone'
      }
    };
  }
}

// Sistema completo de upsell/cross-sell automatizado
class AutomatedUpsellCrosssellSystem {
  constructor() {
    this.upsellEngine = new IntelligentUpsellEngine();
    this.crosssellSystem = new IntelligentCrosssellSystem();
    this.revenueOptimizer = new RevenueOptimizer();
    this.customerSuccess = new CustomerSuccessIntegration();
  }

  // Orquestração completa de revenue expansion
  async orchestrateRevenueExpansion(customerId) {
    // 1. Análise abrangente do cliente
    const customerAnalysis = await this.analyzeCustomerComprehensively(customerId);
    
    // 2. Identificação de oportunidades
    const opportunities = await Promise.all([
      this.upsellEngine.analyzeUpsellOpportunities(customerId),
      this.crosssellSystem.analyzeCrosssellOpportunities(customerId)
    ]);

    // 3. Priorização baseada em ROI esperado
    const prioritizedOpportunities = await this.revenueOptimizer.prioritize({
      upsellOpportunities: opportunities[0],
      crosssellOpportunities: opportunities[1],
      customerProfile: customerAnalysis
    });

    // 4. Execução sequencial otimizada
    return await this.executeOptimizedSequence(customerId, prioritizedOpportunities);
  }

  // Sequência otimizada de execução
  async executeOptimizedSequence(customerId, opportunities) {
    const executionPlan = {
      immediate: [], // Oportunidades para execução imediata
      shortTerm: [], // 1-4 semanas
      mediumTerm: [], // 1-3 meses
      longTerm: [] // 3+ meses
    };

    // Distribui oportunidades por timeline
    for (const opportunity of opportunities) {
      const timeline = await this.calculateOptimalTiming(opportunity);
      executionPlan[timeline].push(opportunity);
    }

    // Executa sequência respeitando timing
    const results = [];
    
    // Execução imediata
    for (const immediateOpp of executionPlan.immediate) {
      const result = await this.executeOpportunity(customerId, immediateOpp);
      results.push(result);
      
      // Aguarda resultado antes de próxima ação
      if (result.success) {
        await this.optimizeNextOpportunity(customerId, result);
      }
    }

    // Agenda execuções futuras
    await this.scheduleNextTimingActions(customerId, executionPlan);
    
    return results;
  }

  // Sistema de revenue scoring
  async calculateRevenueScore(customerId) {
    const scores = {
      // Score de propensão ao upsell
      upsellPropensity: await this.calculateUpsellPropensity(customerId),
      
      // Score de receptividade ao cross-sell
      crosssellReceptivity: await this.calculateCrosssellReceptivity(customerId),
      
      // Score de lifetime value potential
      ltvPotential: await this.calculateLTVPotential(customerId),
      
      // Score de churn risk (influencia timing)
      churnRisk: await this.calculateChurnRisk(customerId)
    };

    return {
      ...scores,
      overallRevenueScore: this.calculateOverallRevenueScore(scores),
      recommendedStrategy: this.selectOptimalStrategy(scores)
    };
  }

  // Integração com Customer Success
  async integrateWithCustomerSuccess(customerId, opportunity) {
    // Notifica Customer Success sobre oportunidade
    await this.customerSuccess.notifyOpportunity({
      customerId,
      opportunity,
      recommendedApproach: opportunity.optimalApproach,
      expectedValue: opportunity.expectedRevenue,
      riskFactors: opportunity.riskFactors
    });

    // Coordena abordagem humanizada quando necessário
    if (opportunity.requiresHumanTouch) {
      return await this.customerSuccess.executeHumanApproach(customerId, opportunity);
    }

    return await this.executeAutomatedApproach(customerId, opportunity);
  }

  // Relatório de performance de revenue expansion
  async generateRevenueExpansionReport(timeframe) {
    return {
      upsellPerformance: {
        totalUpsellRevenue: await this.calculateUpsellRevenue(timeframe),
        upsellConversionRate: await this.calculateUpsellConversion(timeframe),
        averageUpsellValue: await this.calculateAverageUpsellValue(timeframe),
        upsellROI: await this.calculateUpsellROI(timeframe)
      },
      
      crosssellPerformance: {
        totalCrosssellRevenue: await this.calculateCrosssellRevenue(timeframe),
        crosssellConversionRate: await this.calculateCrosssellConversion(timeframe),
        averageCrosssellValue: await this.calculateAverageCrosssellValue(timeframe),
        crosssellROI: await this.calculateCrosssellROI(timeframe)
      },
      
      customerImpact: {
        revenuePerCustomer: await this.calculateRevenuePerCustomer(timeframe),
        customerLifetimeValue: await this.calculateUpdatedLTV(timeframe),
        customerSatisfactionImpact: await this.measureSatisfactionImpact(timeframe),
        retentionImpact: await this.measureRetentionImpact(timeframe)
      },
      
      optimization: {
        topPerformingStrategies: await this.identifyTopStrategies(timeframe),
        underperformingOpportunities: await this.identifyOptimizationAreas(timeframe),
        recommendedAdjustments: await this.generateOptimizationRecommendations(timeframe)
      }
    };
  }
}

class SalesAutomationEngine {
  constructor() {
    this.pipelineManager = new IntelligentPipelineManager();
    this.followUpSystem = new AutomatedFollowUpSystem();
    this.leadScorer = new RealTimeLeadScorer();
    this.salesAssistant = new AISalesAssistant();
  }

  // Gerenciamento automático de pipeline
  async managePipelineAutomation(leadId) {
    const lead = await this.getLeadData(leadId);
    const currentStage = lead.pipelineStage;
    
    // Avalia se lead está pronto para próximo estágio
    const stageEvaluation = await this.evaluateStageProgression(lead);
    
    if (stageEvaluation.readyToAdvance) {
      // Move lead automaticamente
      await this.advanceLeadToNextStage(leadId, stageEvaluation.nextStage);
      
      // Dispara ações automáticas do novo estágio
      await this.triggerStageActions(leadId, stageEvaluation.nextStage);
    } else {
      // Executa ações de nutrição do estágio atual
      await this.executeStageNurturing(leadId, currentStage);
    }

    return this.updatePipelineMetrics(leadId);
  }

  // Sistema de follow-up inteligente
  async setupIntelligentFollowUp(leadId, interactionType) {
    const lead = await this.getLeadData(leadId);
    const behaviorProfile = await this.analyzeBehaviorProfile(leadId);
    
    const followUpStrategy = {
      // Timing baseado no comportamento
      timing: await this.calculateOptimalFollowUpTiming(behaviorProfile),
      
      // Canal preferido do lead
      channel: await this.selectOptimalChannel(lead.preferences),
      
      // Conteúdo personalizado
      content: await this.generatePersonalizedContent(lead, interactionType),
      
      // Sequência adaptativa
      sequence: await this.buildAdaptiveSequence(lead, behaviorProfile)
    };

    return this.activateFollowUpSequence(leadId, followUpStrategy);
  }

  // Lead scoring em tempo real
  async updateLeadScore(leadId, newInteraction) {
    const currentScore = await this.leadScorer.getCurrentScore(leadId);
    const interaction = await this.analyzeInteraction(newInteraction);
    
    const scoreUpdate = {
      demographicScore: await this.updateDemographicScore(leadId, interaction),
      behaviorScore: await this.updateBehaviorScore(leadId, interaction),
      engagementScore: await this.updateEngagementScore(leadId, interaction),
      intentScore: await this.updateIntentScore(leadId, interaction)
    };

    const newTotalScore = this.calculateTotalScore(scoreUpdate);
    
    // Verifica se mudança de score requer ação
    if (this.scoreChangeRequiresAction(currentScore, newTotalScore)) {
      await this.triggerScoreBasedActions(leadId, newTotalScore);
    }

    return this.updateLeadScore(leadId, newTotalScore);
  }

  // Assistente de vendas com IA
  async provideSalesAssistance(salesPersonId, leadId, context) {
    const assistance = {
      // Próximas melhores ações
      nextBestActions: await this.salesAssistant.suggestNextActions({
        salesPersonId,
        leadId,
        context,
        historicalData: await this.getSalesHistory(salesPersonId)
      }),
      
      // Insights sobre o lead
      leadInsights: await this.salesAssistant.generateLeadInsights(leadId),
      
      // Sugestões de abordagem
      approachSuggestions: await this.salesAssistant.suggestApproach(leadId, context),
      
      // Alertas e oportunidades
      alerts: await this.salesAssistant.generateAlerts(leadId, salesPersonId)
    };

    return assistance;
  }

  // Automação de propostas e contratos
  async automateProposalGeneration(leadId, productInterest) {
    const lead = await this.getLeadData(leadId);
    const requirements = await this.extractRequirements(leadId);
    
    const proposal = {
      // Proposta personalizada
      customizedOffering: await this.generateCustomOffering(requirements),
      
      // Pricing otimizado
      optimizedPricing: await this.calculateOptimalPricing(lead, requirements),
      
      // Termos personalizados
      customTerms: await this.generateCustomTerms(lead, requirements),
      
      // ROI projection específico
      roiProjection: await this.calculateCustomerROI(lead, requirements)
    };

    // Gera proposta automaticamente
    const generatedProposal = await this.generateProposalDocument(proposal);
    
    // Agenda follow-up automático
    await this.scheduleProposalFollowUp(leadId, generatedProposal);
    
    return generatedProposal;
  }
}

class CRMIntegrationAutomation {
  constructor() {
    this.crmConnector = new CRMConnector();
    this.dataSync = new RealTimeDataSync();
    this.workflowOrchestrator = new WorkflowOrchestrator();
    this.analyticsEngine = new SalesAnalyticsEngine();
  }

  // Sincronização automática com CRM
  async setupCRMAutomation(crmType, credentials) {
    const integration = await this.crmConnector.connect(crmType, credentials);
    
    // Configuração de sincronização bidirecional
    const syncConfig = {
      // WhatsApp → CRM
      inbound: {
        contacts: 'sync_immediately',
        conversations: 'sync_in_real_time',
        leadScores: 'update_every_5_minutes',
        opportunities: 'sync_on_stage_change'
      },
      
      // CRM → WhatsApp
      outbound: {
        contactUpdates: 'sync_immediately',
        dealUpdates: 'trigger_workflow_update',
        taskCreation: 'create_follow_up_reminder',
        stageChanges: 'update_automation_sequence'
      }
    };

    return this.activateBidirectionalSync(integration, syncConfig);
  }

  // Automação de criação de leads/contacts
  async automateLeadCreation(conversationData) {
    const leadData = {
      // Dados básicos do WhatsApp
      phone: conversationData.phoneNumber,
      name: conversationData.contactName,
      source: 'WhatsApp Bot',
      
      // Dados enriched automaticamente
      company: await this.enrichCompanyData(conversationData.phoneNumber),
      industry: await this.detectIndustry(conversationData.messages),
      painPoints: await this.extractPainPoints(conversationData.messages),
      budget: await this.estimateBudget(conversationData.qualificationData),
      
      // Scoring automático
      leadScore: await this.calculateInitialScore(conversationData),
      
      // Categorização automática
      leadCategory: await this.categorizeLeadType(conversationData),
      
      // Next steps automáticos
      nextSteps: await this.generateNextSteps(conversationData)
    };

    // Cria lead no CRM
    const crmLead = await this.crmConnector.createLead(leadData);
    
    // Configura automações específicas
    await this.setupLeadSpecificAutomations(crmLead.id, conversationData);
    
    return crmLead;
  }

  // Orquestração de workflows cross-platform
  async orchestrateCrossplatformWorkflows(triggerEvent) {
    const workflows = {
      // Workflow: Nova mensagem no WhatsApp
      whatsapp_message_received: async (data) => {
        await Promise.all([
          this.updateCRMActivity(data.contactId, data.message),
          this.updateLeadScore(data.contactId, data.message),
          this.checkAutomationTriggers(data.contactId, data.message),
          this.generateFollowUpTasks(data.contactId, data.message)
        ]);
      },

      // Workflow: Oportunidade criada no CRM
      crm_opportunity_created: async (data) => {
        await Promise.all([
          this.activateOpportunitySequence(data.contactId),
          this.notifyWhatsAppBot(data.contactId, 'opportunity_created'),
          this.setupOpportunityTracking(data.opportunityId),
          this.createAutomatedFollowUps(data.opportunityId)
        ]);
      },

      // Workflow: Deal fechado no CRM
      crm_deal_closed: async (data) => {
        if (data.status === 'won') {
          await this.activateCustomerOnboarding(data.contactId);
          await this.triggerUpsellSequence(data.contactId);
        } else {
          await this.activateNurtureSequence(data.contactId);
          await this.scheduleReengagement(data.contactId);
        }
      }
    };

    return workflows[triggerEvent.type](triggerEvent.data);
  }

  // Analytics e reporting automático
  async generateAutomatedReports() {
    const reports = {
      // Daily sales metrics
      dailyMetrics: await this.analyticsEngine.generateDailyReport({
        newLeads: await this.countNewLeads('today'),
        qualifiedLeads: await this.countQualifiedLeads('today'),
        opportunities: await this.countNewOpportunities('today'),
        revenue: await this.calculateDailyRevenue('today')
      }),

      // Weekly performance analysis
      weeklyAnalysis: await this.analyticsEngine.generateWeeklyAnalysis({
        conversionRates: await this.calculateConversionRates('week'),
        pipelineVelocity: await this.calculatePipelineVelocity('week'),
        winRates: await this.calculateWinRates('week'),
        forecast: await this.generateWeeklyForecast()
      }),

      // Monthly strategic insights
      monthlyInsights: await this.analyticsEngine.generateMonthlyInsights({
        trendsAnalysis: await this.analyzeTrends('month'),
        competitiveIntelligence: await this.analyzeCompetitiveMetrics('month'),
        optimizationOpportunities: await this.identifyOptimizations('month'),
        roiAnalysis: await this.calculateAutomationROI('month')
      })
    };

    // Distribui relatórios automaticamente
    await this.distributeReports(reports);
    
    return reports;
  }
}

class ConversionOptimizationEngine {
  constructor() {
    this.analyticsEngine = new AdvancedAnalyticsEngine();
    this.testingFramework = new ABTestingFramework();
    this.bottleneckDetector = new BottleneckDetector();
    this.optimizationOrchestrator = new OptimizationOrchestrator();
  }

  // Análise abrangente de conversão
  async analyzeConversionFunnel(funnelId) {
    const funnelData = await this.getFunnelData(funnelId);
    
    const analysis = {
      // Análise de fluxo
      flowAnalysis: await this.analyticsEngine.analyzeUserFlow(funnelData),
      
      // Identificação de drop-offs
      dropoffAnalysis: await this.identifyDropoffPoints(funnelData),
      
      // Análise de segmentos
      segmentAnalysis: await this.analyzeSegmentPerformance(funnelData),
      
      // Análise temporal
      temporalAnalysis: await this.analyzeTimePatterns(funnelData),
      
      // Análise de dispositivos/canais
      deviceChannelAnalysis: await this.analyzeDeviceChannelImpact(funnelData)
    };

    return this.generateOptimizationRecommendations(analysis);
  }

  // Detecção automática de gargalos
  async detectConversionBottlenecks(funnelId) {
    const bottlenecks = await this.bottleneckDetector.scan({
      funnel: funnelId,
      timeframe: '30_days',
      segmentation: ['traffic_source', 'device_type', 'user_segment']
    });

    const prioritizedBottlenecks = bottlenecks.map(bottleneck => ({
      ...bottleneck,
      impact: this.calculateBottleneckImpact(bottleneck),
      effort: this.estimateOptimizationEffort(bottleneck),
      priority: this.calculateOptimizationPriority(bottleneck)
    })).sort((a, b) => b.priority - a.priority);

    return prioritizedBottlenecks;
  }

  // Sistema de testes A/B automático
  async setupAutomatedTesting(optimizationTarget) {
    const testConfiguration = {
      // Hipóteses baseadas em dados
      hypotheses: await this.generateDataDrivenHypotheses(optimizationTarget),
      
      // Variações de teste
      variations: await this.generateTestVariations(optimizationTarget),
      
      // Configuração estatística
      statisticalConfig: {
        confidenceLevel: 0.95,
        minimumDetectableEffect: 0.05,
        powerAnalysis: 0.8,
        sampleSizeCalculation: await this.calculateRequiredSampleSize(optimizationTarget)
      },
      
      // Métricas de acompanhamento
      trackingMetrics: await this.defineTrackingMetrics(optimizationTarget)
    };

    return this.launchTestCampaign(testConfiguration);
  }

  // Otimização baseada em machine learning
  async implementMLOptimization(funnelId) {
    const mlModel = await this.trainConversionModel({
      historicalData: await this.getHistoricalConversionData(funnelId),
      features: await this.extractOptimizationFeatures(funnelId),
      targetVariable: 'conversion_rate'
    });

    const optimizations = {
      // Personalização dinâmica
      dynamicPersonalization: await this.implementDynamicPersonalization(mlModel),
      
      // Timing optimization
      timingOptimization: await this.optimizeMessageTiming(mlModel),
      
      // Content optimization
      contentOptimization: await this.optimizeContent(mlModel),
      
      // Flow optimization
      flowOptimization: await this.optimizeUserFlow(mlModel)
    };

    return this.deployMLOptimizations(funnelId, optimizations);
  }

  // Sistema de otimização em tempo real
  async enableRealTimeOptimization(funnelId) {
    const realTimeSystem = {
      // Monitoramento contínuo
      monitoring: await this.setupContinuousMonitoring(funnelId),
      
      // Detecção de anomalias
      anomalyDetection: await this.setupAnomalyDetection(funnelId),
      
      // Auto-ajustes
      autoAdjustments: await this.configureAutoAdjustments(funnelId),
      
      // Alertas inteligentes
      intelligentAlerts: await this.setupIntelligentAlerts(funnelId)
    };

    return this.activateRealTimeOptimization(funnelId, realTimeSystem);
  }
}