{
  "$schema": "https://json-schema.org/draft/2020-12/schema",
  "name": "HVAC Membership Revenue Loop",
  "version": "1.0.0",
  "provenance": "Independently developed operating framework. No private FSM, customer, or employer data.",
  "stages": [
    { "id": "offer", "question": "Is the membership valuable, understandable, differentiated, and easy to explain?", "evidence": ["offer page", "agreement terms", "team language"] },
    { "id": "acquisition", "question": "Are qualified homeowners entering the membership funnel?", "evidence": ["source", "audience", "cost", "inquiry intent"] },
    { "id": "booking", "question": "Does interest become a scheduled conversation?", "evidence": ["contact state", "booking state", "lag"] },
    { "id": "pre_job_conversion", "question": "Is the plan introduced before arrival with context and permission?", "evidence": ["consent", "message version", "suppressions"] },
    { "id": "in_home_conversion", "question": "Can technicians connect the offer to the current need?", "evidence": ["eligible job", "offer state", "outcome"] },
    { "id": "post_job_conversion", "question": "Does appropriate follow-up happen after resolved service?", "evidence": ["completion trigger", "eligibility", "response"] },
    { "id": "activation", "question": "Do new members reach a defined first-value event?", "evidence": ["welcome", "first use", "questions"] },
    { "id": "renewal_retention", "question": "Are renewals and payment failures managed by cohort?", "evidence": ["renewal cohort", "failure reason", "recovery"] },
    { "id": "referral", "question": "Can satisfied members introduce others naturally?", "evidence": ["eligibility", "consent", "attribution"] },
    { "id": "measurement", "question": "Can the FSM show each denominator and unknown state?", "evidence": ["definitions", "joins", "missing states"] }
  ],
  "guardrails": ["Do not infer consent from job completion.", "Keep missing states visible.", "Do not use private data without permission.", "Do not imply causal lift without a valid experiment."]
}