diff --git a/.agent-plan.md b/.agent-plan.md index 2ad8593..ff7933b 100644 --- a/.agent-plan.md +++ b/.agent-plan.md @@ -162,6 +162,38 @@ Documentation + CI: - [x] `CHANGELOG.md` — `Unreleased` renamed to `v1.0.0 — (2026-05-02)`; milestone headings folded into collapsible development history - [x] `.agent-plan.md` — updated to reflect v1.0.0 release +### v7: Purely causal leakage trap with canonical validation (PR #50) + +Engine changes: +- [x] `leadforge/mechanisms/counts.py` — `LatentDecayIntensity` follow-up ramp: `followup_boost_after_day`, `followup_boost_factor`, `followup_ramp_days`, `followup_latent_weights` parameters; `_effective_boost(t)` and `_latent_multiplier(t, latents)` methods +- [x] `leadforge/mechanisms/policies.py` — `_FOLLOWUP_LATENT_WEIGHTS` per motif family (budget_readiness, process_maturity, contact_authority); wired into `assign_mechanisms()` with `followup_boost_after_day=20, followup_boost_factor=10.0, followup_ramp_days=10` + +Build pipeline: +- [x] `leadforge/pipelines/build_v7.py` — all pipeline functions (identical to v6 minus `boost_leakage_trap`); purely causal trap via `compute_post_snapshot_touches` +- [x] `scripts/build_v7_snapshot.py` — CLI: generates both student + instructor CSVs +- [x] `scripts/validate_v7_dataset.py` — validates both exports: basic checks, determinism, baseline AUC, tree improvement, value-aware ranking, trap delta (10 seeds), cohort split; honest thresholds for purely causal trap +- [x] `scripts/quick_baseline_eval_v7.py` — LR + RF + GBM baselines, value-aware ranking, feature importance, trap detection + +Datasets: +- [x] `lead_scoring_intro/lead_scoring_intro_v7.csv` — 1000 rows × 20 cols (student-safe, no leakage) +- [x] `lead_scoring_intro/lead_scoring_intro_v7_instructor.csv` — 1000 rows × 21 cols (+ `__leakage__touches_post_snapshot_21_90`) + +Validation results: +- [x] Baseline AUC: 0.671 (within [0.58, 0.90]; snapshot day 20) +- [x] GBM improvement: +0.072 over LR (5-seed average) +- [x] Trap delta: mean 0.0125, 10/10 positive (purely causal — no label injection, honest threshold mean≥0.008) +- [x] Value-aware uplift: +13.4% at K=25, +20.3% at K=50 +- [x] Cohort split AUC gap: 0.089 (random 0.683 → cohort 0.594) +- [x] All mandatory checks pass + +Documentation + CI: +- [x] `lead_scoring_intro/RELEASE_v7.md` — column dictionary, missingness patterns, metrics, teaching guidance (4 lectures), trap evaluation +- [x] `lead_scoring_intro/BACKGROUND_v7.md` — ProcureFlow business context for students (snapshot day 20, regions US/UK) +- [x] `.github/workflows/ci.yml` — `validate-dataset-v7` job added +- [x] `tests/scripts/test_build_v7_snapshot.py` — 32+ tests for pipeline functions +- [x] `tests/mechanisms/test_mechanisms.py` — 9 new tests for follow-up ramp mechanism +- [x] All 839 tests pass; lint + format clean + ### Fix: direct conversion bypass for pre-SQL leads (PR #45, closes #44) - [x] `leadforge/simulation/engine.py` — added `_DIRECT_CONVERSION_STAGES` and `_DIRECT_CONVERSION_DISCOUNT` (0.01) constants; pre-SQL leads (`mql`, `sal`) now have a small daily probability of converting directly, bypassing the full funnel @@ -223,6 +255,18 @@ Documentation + CI: | M14: Notebook 4 (recipe customization) | Discarded | Premature | | M15: Docs polish + v1.0 release | **Done** | README, CHANGELOG, version bump to 1.0.0 complete; architecture diagram and notebooks remain post-v1 | +### v7 follow-up: pipeline deduplication + LatentDecayIntensity cleanup + +From self-review of PR #50. Should be a single follow-up PR. + +| Item | Description | +|---|---| +| Extract shared pipeline functions | Move `subsample`, `inject_missingness`, `derive_features`, `softcap_expected_acv`, `assign_acquisition_wave`, `rename_and_select` into `leadforge/pipelines/common.py`. v5/v6/v7 modules import from common + add version-specific logic. | +| Extract shared ML pipeline | Canonical sklearn pipeline (preprocessor + LR) used by validators and eval scripts should be a single shared utility. | +| Deduplicate feature lists | `CAT_FEATURES`, `NUM_FEATURES`, `BINARY_FEATURES` defined once (in pipeline module or shared constants), imported by validators and eval scripts. | +| Group followup params into dataclass | Introduce `FollowupRampConfig(boost_after_day, boost_factor, ramp_days, latent_weights)` in `mechanisms/counts.py`. Replace 4 constructor params with `followup: FollowupRampConfig | None = None`. | +| Fix `subsample` silent short-return | `subsample()` can return fewer than `n` rows when there aren't enough negatives. Should raise `ValueError` instead. Fix in the shared `common.py`. | + ### From post-v1 list - Second vertical diff --git a/.github/workflows/ci.yml b/.github/workflows/ci.yml index 56f363e..323f858 100644 --- a/.github/workflows/ci.yml +++ b/.github/workflows/ci.yml @@ -110,3 +110,31 @@ jobs: - name: Skip v6 (no dataset) if: steps.check-v6.outputs.found != 'true' run: echo "No v6 datasets found — skipping v6 validation" + + validate-dataset-v7: + name: Validate v7 lead scoring dataset + runs-on: ubuntu-latest + steps: + - uses: actions/checkout@v4 + - uses: actions/setup-python@v5 + with: + python-version: "3.12" + - run: pip install -e ".[dev,scripts]" + - name: Check for v7 datasets + id: check-v7 + run: | + STUDENT="lead_scoring_intro/lead_scoring_intro_v7.csv" + INSTRUCTOR="lead_scoring_intro/lead_scoring_intro_v7_instructor.csv" + if [ -f "$STUDENT" ] && [ -f "$INSTRUCTOR" ]; then + echo "found=true" >> "$GITHUB_OUTPUT" + echo "student=$STUDENT" >> "$GITHUB_OUTPUT" + echo "instructor=$INSTRUCTOR" >> "$GITHUB_OUTPUT" + else + echo "found=false" >> "$GITHUB_OUTPUT" + fi + - name: Run v7 validator + if: steps.check-v7.outputs.found == 'true' + run: python scripts/validate_v7_dataset.py "${{ steps.check-v7.outputs.student }}" "${{ steps.check-v7.outputs.instructor }}" + - name: Skip v7 (no dataset) + if: steps.check-v7.outputs.found != 'true' + run: echo "No v7 datasets found — skipping v7 validation" diff --git a/lead_scoring_intro/BACKGROUND_v7.md b/lead_scoring_intro/BACKGROUND_v7.md new file mode 100644 index 0000000..97d61e0 --- /dev/null +++ b/lead_scoring_intro/BACKGROUND_v7.md @@ -0,0 +1,62 @@ +# BACKGROUND v7 — Lead Scoring Intro Dataset + +## Business context + +You are a data scientist at **ProcureFlow**, a mid-market B2B SaaS company selling AP automation and procurement workflow software. ProcureFlow targets companies with 200–2,000+ employees in manufacturing, logistics, healthcare, and professional services. + +The sales team generates leads through three channels: +- **Inbound marketing**: content downloads, webinars, website forms +- **SDR outbound**: cold outreach by sales development representatives +- **Partner referral**: introductions through consulting and technology partners + +### The lead scoring problem + +The sales team can only actively work a limited number of leads per quarter. Your job is to build a **lead scoring model** that predicts which leads are most likely to convert to paying customers within 90 days of entering the pipeline. + +A good lead score helps sales prioritize their time — contacting high-probability leads first and deprioritizing unlikely conversions. + +## Dataset description + +The dataset contains **1,000 leads** observed at **day 20** of their lifecycle (the "snapshot day"). All features are computed from activity that occurred during the first 20 days. The target variable (`converted`) indicates whether the lead converted to a paying customer within 90 days. + +### Deal sizes + +ProcureFlow's annual contract value (ACV) ranges from **$18,000** (starter plan, small companies) to **$120,000** (enterprise plan, large companies). The `expected_acv` column provides an estimate of the deal size for each lead based on company size and any existing opportunity data. + +This variation in deal size means that not all conversions are equally valuable — a model that identifies high-value conversions may be more useful than one that maximizes the number of conversions. + +### Acquisition waves + +Leads enter the pipeline in three cohorts (`acquisition_wave`): A (earliest), B (middle), C (most recent). These roughly correspond to different time periods. The market conditions and lead mix may vary across cohorts, which is relevant for thinking about how models perform on future data. + +## What to expect + +- **Base conversion rate**: ~30% +- **Baseline AUC**: A simple logistic regression achieves ~0.67 AUC +- **Missingness**: 5 columns have missing values (1–7% each) due to different data collection processes across lead sources +- **Feature interactions**: The relationship between engagement and conversion is nonlinear — tree-based models capture this better than linear models + +## Key columns + +| Column | What it measures | +|---|---| +| `industry` | Business sector | +| `region` | Geography (US, UK) | +| `company_size` | Employee headcount band | +| `company_revenue` | Revenue band | +| `contact_role` | Job function of primary contact | +| `seniority` | Job level | +| `lead_source` | How the lead was acquired | +| `opportunity_created` | Whether sales opened an opportunity | +| `demo_completed` | Whether the lead viewed demo content | +| `expected_acv` | Estimated deal size (USD) | +| `inbound_touches` | Marketing touches received (days 0–20) | +| `outbound_touches` | Sales touches initiated (days 0–20) | +| `touches_week_1` | Touches in first 7 days | +| `touches_last_7_days` | Touches in days 14–20 (recent momentum) | +| `days_since_first_touch` | Time since first engagement | +| `web_sessions` | Website visits | +| `sales_activities` | Sales rep logged activities | +| `days_since_last_touch` | Recency of last engagement | +| `acquisition_wave` | Cohort (A, B, or C) | +| `converted` | **Target**: 1 = converted within 90 days | diff --git a/lead_scoring_intro/RELEASE_v7.md b/lead_scoring_intro/RELEASE_v7.md new file mode 100644 index 0000000..94a2f93 --- /dev/null +++ b/lead_scoring_intro/RELEASE_v7.md @@ -0,0 +1,278 @@ +# RELEASE v7 — Lead Scoring Intro Dataset + +## Overview + +v7 is the seventh iteration of the lead scoring intro dataset, designed for **3–4 lectures** on applied ML for lead scoring. The key change from v6 is a **purely causal leakage trap** — no label-conditioned noise is injected. The trap signal comes entirely from shared latent drivers in the simulation, making it a realistic example of temporal leakage. + +### Key changes from v6 + +| Change | v6 | v7 | +|---|---|---| +| Leakage trap | Causal touches + **Poisson(3) boost conditional on `converted`** | **Purely causal** — post-snapshot touches only, no label injection | +| Trap mechanism | `boost_leakage_trap()` added label-correlated noise | Removed entirely; trap is raw simulated event count | +| Engine: follow-up ramp | Not present | **LatentDecayIntensity follow-up boost** — sales teams increase engagement with high-quality leads after day 20, using different latent dimensions (budget_readiness, process_maturity) than pre-snapshot features | +| Documentation | Mismatches (snapshot day, region list, seniority levels) | **Exact alignment** with generated data, validated programmatically | +| Trap delta thresholds | mean >= 0.03 (calibrated for label-boosted trap) | **mean >= 0.008** (calibrated for purely causal trap) | + +--- + +## Snapshot definition + +- **Snapshot day**: 20 (features computed from events on days 0–20 after lead creation) +- **Prediction horizon**: 90 days from lead creation +- **Target**: `converted` — 1 if a `closed_won` event occurred within 90 days, 0 otherwise +- **Rows**: 1,000 (stratified subsample at 30% conversion rate from 5,000 generated leads) + +**What "as-of snapshot" means**: all legitimate features use information available at or before day 20 of each lead's lifecycle. No feature uses events from day 21 onward. The instructor trap column explicitly violates this rule (it counts touches from days 21–90), which is why it constitutes leakage. + +--- + +## Student vs instructor files + +| File | Columns | Use | +|---|---|---| +| `lead_scoring_intro_v7.csv` | 20 (19 features + 1 target) | Student-safe — no leakage | +| `lead_scoring_intro_v7_instructor.csv` | 21 (same 20 + 1 trap) | Instructor only — contains deliberate temporal leakage | + +Both files have identical rows in identical order. The only difference is the instructor file includes one extra column: `__leakage__touches_post_snapshot_21_90`. + +--- + +## Column dictionary + +### Categorical features (8) + +| Column | Type | Unique values | Description | +|---|---|---|---| +| `industry` | string | healthcare_non_clinical, logistics, manufacturing, professional_services | Industry vertical of the buying organization | +| `region` | string | UK, US | Geographic region | +| `company_size` | string | 200-499, 500-999, 1000-1999, 2000+ | Employee headcount band | +| `company_revenue` | string | $1M-$10M, $10M-$50M, $50M-$200M, $200M+ | Estimated annual revenue band | +| `contact_role` | string | ap_manager, it_director, procurement_manager, vp_finance | Functional area of primary contact | +| `seniority` | string | c_suite, director, individual_contributor, manager, vp | Seniority level | +| `lead_source` | string | inbound_marketing, partner_referral, sdr_outbound | Origination channel | +| `acquisition_wave` | string | A, B, C | Cohort label — roughly chronological | + +### Binary features (2) + +| Column | Type | Description | +|---|---|---| +| `opportunity_created` | int (0/1) | Whether an opportunity existed by snapshot day | +| `demo_completed` | int (0/1) | Whether demo page was viewed (proxy for demo) | + +### Numeric features (9) + +| Column | Type | Description | Missingness | +|---|---|---|---| +| `expected_acv` | float | Expected ACV in USD ($18k–$120k) | 1.5% MCAR | +| `inbound_touches` | int | Inbound marketing touches (days 0–20) | — | +| `outbound_touches` | int | Outbound sales touches (days 0–20) | — | +| `touches_week_1` | int | Touches in first 7 days | — | +| `touches_last_7_days` | int | Touches in last 7 days of snapshot window (days 14–20) | — | +| `days_since_first_touch` | float | Days from first touch to snapshot cutoff | Structural (no touches) + 2.5% MCAR | +| `web_sessions` | float | Web sessions within snapshot window | 6.6% MAR by lead_source | +| `sales_activities` | int | Sales rep activities within snapshot window | — | +| `days_since_last_touch` | float | Days since last touch to snapshot cutoff | Structural (no touches) + 1.2% MCAR | + +### Target (1) + +| Column | Type | Description | +|---|---|---| +| `converted` | int (0/1) | 1 if closed_won within 90 days, 0 otherwise | + +### Instructor-only leakage trap (1) + +| Column | Type | Description | +|---|---|---| +| `__leakage__touches_post_snapshot_21_90` | int | Touch count in days 21–90 (post-snapshot) — purely from simulated events, NO label injection | + +--- + +## Missingness patterns + +| Column | Count | Rate | Pattern | +|---|---|---|---| +| `seniority` | 28 | 2.8% | MAR: partner referral 8%, others 1% | +| `expected_acv` | 15 | 1.5% | MCAR: uniform 2% | +| `days_since_first_touch` | 40 | 4.0% | Structural (no touches) + MCAR 2% | +| `web_sessions` | 66 | 6.6% | MAR: SDR outbound 15%, inbound 2%, partner 5% | +| `days_since_last_touch` | 42 | 4.2% | Structural (no touches) + MCAR 3% | + +Total: 191 missing values across 5 columns. + +--- + +## Dataset statistics + +### Expected ACV distribution + +| Statistic | Value | +|---|---| +| Min | $18,000 | +| Mean | $59,945 | +| Median | $55,000 | +| P95 | $117,537 | +| P99 | $119,463 | +| Max | $119,937 | +| At max (pile-up) | 0.1% | + +--- + +## Baseline metrics + +Evaluated using the canonical sklearn pipeline: +``` +Numeric: SimpleImputer(median) → StandardScaler +Categorical: SimpleImputer(most_frequent) → OneHotEncoder(handle_unknown='ignore') +Model: LogisticRegression(max_iter=1000, solver='lbfgs', random_state=42) +Split: 70/30 stratified hold-out +``` + +### Logistic Regression baseline (seed 42) + +| Metric | Value | +|---|---| +| ROC-AUC | 0.671 | +| PR-AUC | 0.426 | +| Base rate | 30.0% | +| Precision@25 | 0.440 (Lift: 1.47x) | +| Precision@50 | 0.420 (Lift: 1.40x) | + +### Tree model comparison (5-seed average, seeds 42–46) + +| Model | Mean AUC | vs LR | +|---|---|---| +| Logistic Regression | 0.650 | — | +| GBM (100 trees) | 0.721 | +0.072 | + +GBM reliably outperforms LR due to nonlinear interactions in the DGP (latent trait interactions with engagement patterns, opportunity × momentum, seniority × engagement). + +### Value-aware ranking (seed 42) + +| K | By P(convert) | By expected value | Uplift | +|---|---|---|---| +| 25 | $822,099 | $932,505 | +13.4% | +| 50 | $1,528,789 | $1,839,009 | +20.3% | + +--- + +## Leakage trap evaluation + +The v7 trap is **purely causal**: `__leakage__touches_post_snapshot_21_90` counts actual simulated touch events in days 21–90. **No Poisson boost or label-conditioned noise is applied.** The trap is predictive because: + +1. Latent traits (budget_readiness, process_maturity, account_fit) drive both conversion probability and post-snapshot follow-up intensity +2. Sales teams increase engagement with high-quality leads after the initial assessment period (day 20), modeled via the `LatentDecayIntensity` follow-up ramp mechanism +3. The follow-up weights emphasize *different* latent dimensions than pre-snapshot features, giving the trap genuinely marginal information + +### Why v7 trap delta is smaller than v6 + +v6 applied `Poisson(3) * converted` to the trap — injecting signal that was directly correlated with the label, not merely through shared latent confounders. v7 removes this entirely. A purely causal trap provides smaller marginal AUC improvement because pre-snapshot features already capture most latent signal. + +### Per-seed trap delta table + +Pipeline: canonical LR (full feature set) with and without trap column. + +| Seed | Delta | +|---|---| +| 42 | +0.0193 | +| 43 | +0.0177 | +| 44 | +0.0151 | +| 45 | +0.0092 | +| 46 | +0.0151 | +| 47 | +0.0144 | +| 48 | +0.0139 | +| 49 | +0.0087 | +| 50 | +0.0112 | +| 51 | +0.0005 | + +| Statistic | Value | +|---|---| +| Mean delta | +0.0125 | +| Median delta | +0.0141 | +| Min delta | +0.0005 | +| Max delta | +0.0193 | +| Positive seeds | 10/10 | + +Computed with: +```bash +python scripts/validate_v7_dataset.py \ + lead_scoring_intro/lead_scoring_intro_v7.csv \ + lead_scoring_intro/lead_scoring_intro_v7_instructor.csv \ + --out-json validation_v7_report.json +``` + +--- + +## Cohort split evaluation + +The `acquisition_wave` feature enables a distribution-shift lecture: +- **Random split** approximates IID evaluation (train and test drawn from same distribution) +- **Cohort split** approximates future generalization: train on waves A+B (earlier leads), test on wave C (latest leads) + +| Split | AUC | PR-AUC | +|---|---|---| +| Random (70/30, seed 42) | 0.683 | 0.446 | +| Cohort (A+B → C) | 0.594 | 0.349 | +| **AUC gap (random − cohort)** | **0.089** | | + +The 0.089 AUC gap demonstrates that model performance degrades on future cohorts — a key lesson in real-world ML deployment. + +--- + +## Known limitations + +1. **Two regions only** (US, UK) — limits geographic diversity. Driven by the v1 narrative vertical. +2. **Purely causal trap delta is modest** (mean +0.013) compared to v6's label-boosted trap (mean +0.061). This is the honest result of removing label injection. For a more dramatic leakage demo, instructors can note that in practice, leakage features often have much larger effects because they can be near-perfectly correlated with the outcome. +3. **Small dataset** (1,000 rows) creates variance in hold-out metrics across random seeds. + +--- + +## Teaching guidance + +### Lecture 1: Pipeline + Evaluation + +**Goal**: Students build their first ML pipeline and learn proper evaluation. + +- Load `lead_scoring_intro_v7.csv` +- Handle missing values (5 columns have NaN — discuss structural vs MCAR) +- Build a baseline logistic regression with train/test split +- Evaluate: AUC (~0.67), PR-AUC, confusion matrix +- Discuss class imbalance (30% positive rate) + +### Lecture 2: Top-K + Expected Value Ranking + +**Goal**: Students learn decision-oriented evaluation. + +- Precision@K and Lift@K: "If sales can contact 50 leads, how many convert?" +- Expected value ranking: `P(convert) * expected_acv` +- Demonstrate that EV ranking captures 13% more ACV at K=25 than probability ranking +- Discuss when value-aware scoring matters (heterogeneous deal sizes) + +### Lecture 3: Feature Engineering + Error Slicing + +**Goal**: Students learn to improve models through feature understanding. + +- Examine `touches_last_7_days` (momentum) vs `touches_week_1` (early signal) +- Error analysis by `region`, `company_size`, `lead_source` +- Missing value patterns: why is `web_sessions` missing more for SDR outbound? +- Feature interactions: `opportunity_created` x `touches_last_7_days` + +### Lecture 4: Trees/GBM + Nonlinearity (+ optional cohort shift) + +**Goal**: Students see why tree models outperform linear models. + +- Train GBM, compare AUC vs LR (+0.072 on average) +- Feature importance from GBM +- Discuss nonlinear interactions captured by trees +- **Optional**: use `acquisition_wave` for cohort split (train A/B, test C) + - Random split AUC: 0.683, Cohort split AUC: 0.594 (AUC gap: 0.089) + - Demonstrates distribution shift and evaluation realism + +### Instructor note: Leakage detection exercise + +Use `lead_scoring_intro_v7_instructor.csv` for a leakage detection exercise: +- Students train with all columns including `__leakage__touches_post_snapshot_21_90` +- AUC improves by ~0.013 on average (subtler than v6's label-boosted trap) +- Challenge: identify which column is leaking and explain *why* it's invalid at scoring time +- The trap is **purely causal** — future engagement correlates with conversion via shared latent drivers, not because the label was injected. This makes it a realistic and pedagogically honest example of temporal leakage. +- Teaching point: "at scoring time (day 20), you cannot know how many touches the lead will receive in the future. Using this feature would require time-traveling." diff --git a/lead_scoring_intro/lead_scoring_intro_v7.csv b/lead_scoring_intro/lead_scoring_intro_v7.csv new file mode 100644 index 0000000..7f54f27 --- /dev/null +++ b/lead_scoring_intro/lead_scoring_intro_v7.csv @@ -0,0 +1,1001 @@ +industry,region,company_size,company_revenue,contact_role,seniority,lead_source,opportunity_created,demo_completed,expected_acv,inbound_touches,outbound_touches,touches_week_1,touches_last_7_days,days_since_first_touch,web_sessions,sales_activities,days_since_last_touch,acquisition_wave,converted +manufacturing,US,200-499,$10M-$50M,procurement_manager,manager,inbound_marketing,1,0,,28,0,17,5,20.0,5,4,0.0,C,0 +logistics,US,1000-1999,$1M-$10M,ap_manager,director,inbound_marketing,0,0,25000.0,16,0,5,4,19.0,3,2,0.0,B,0 +manufacturing,UK,2000+,$1M-$10M,vp_finance,vp,sdr_outbound,0,0,25000.0,0,6,2,1,19.0,2,0,0.0,B,0 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+logistics,UK,200-499,$10M-$50M,vp_finance,director,inbound_marketing,1,0,55000.0,22,0,4,10,19.0,5,6,0.0,C,1,26 diff --git a/lead_scoring_intro/validation_v7_report.json b/lead_scoring_intro/validation_v7_report.json new file mode 100644 index 0000000..ac33c41 --- /dev/null +++ b/lead_scoring_intro/validation_v7_report.json @@ -0,0 +1,175 @@ +{ + "version": "v7", + "student_path": "lead_scoring_intro/lead_scoring_intro_v7.csv", + "instructor_path": "lead_scoring_intro/lead_scoring_intro_v7_instructor.csv", + "student_shape": [ + 1000, + 20 + ], + "instructor_shape": [ + 1000, + 21 + ], + "student_columns": [ + "industry", + "region", + "company_size", + "company_revenue", + "contact_role", + "seniority", + "lead_source", + "opportunity_created", + "demo_completed", + "expected_acv", + "inbound_touches", + "outbound_touches", + "touches_week_1", + "touches_last_7_days", + "days_since_first_touch", + "web_sessions", + "sales_activities", + "days_since_last_touch", + "acquisition_wave", + "converted" + ], + "leakage_columns": [ + "__leakage__touches_post_snapshot_21_90" + ], + "acv_stats": { + "min": 18000.0, + "mean": 59945.19187817259, + "median": 55000.0, + "p95": 117537.0, + "p99": 119462.76, + "max": 119937.0, + "at_max_frac": 0.0010152284263959391 + }, + "categorical_uniques": { + "industry": [ + "healthcare_non_clinical", + "logistics", + "manufacturing", + "professional_services" + ], + "region": [ + "UK", + "US" + ], + "company_size": [ + "1000-1999", + "200-499", + "2000+", + "500-999" + ], + "company_revenue": [ + "$10M-$50M", + "$1M-$10M", + "$200M+", + "$50M-$200M" + ], + "contact_role": [ + "ap_manager", + "it_director", + "procurement_manager", + "vp_finance" + ], + "seniority": [ + "c_suite", + "director", + "individual_contributor", + "manager", + "vp" + ], + "lead_source": [ + "inbound_marketing", + "partner_referral", + "sdr_outbound" + ], + "acquisition_wave": [ + "A", + "B", + "C" + ] + }, + "baseline_metrics": { + "auc": 0.6714285714285715, + "pr_auc": 0.4261963653186673, + "base_rate": 0.3, + "precision@25": 0.44, + "recall@25": 0.12222222222222222, + "lift@25": 1.4666666666666668, + "precision@50": 0.42, + "recall@50": 0.23333333333333334, + "lift@50": 1.4 + }, + "tree_metrics": { + "mean_lr_auc": 0.6495132275132275, + "mean_gbm_auc": 0.7211111111111111, + "mean_improvement": 0.07159788359788366 + }, + "value_aware": [ + { + "k": 25, + "captured_prob": 822099.0, + "captured_ev": 932505.0, + "uplift": 13.429769407334152 + }, + { + "k": 50, + "captured_prob": 1528789.0, + "captured_ev": 1839009.0, + "uplift": 20.29187808127871 + } + ], + "trap_stats": { + "trap_column": "__leakage__touches_post_snapshot_21_90", + "mean_delta": 0.012513227513227499, + "min_delta": 0.0005291005291006012, + "max_delta": 0.01931216931216928, + "median_delta": 0.014126984126984155, + "n_positive": 10 + }, + "trap_per_seed": { + "42": 0.01931216931216928, + "43": 0.017671957671957506, + "44": 0.01513227513227522, + "45": 0.009206349206349107, + "46": 0.015079365079364915, + "47": 0.0143915343915344, + "48": 0.01386243386243391, + "49": 0.00873015873015881, + "50": 0.011216931216931236, + "51": 0.0005291005291006012 + }, + "missingness": { + "seniority": { + "count": 28, + "rate": 0.028 + }, + "expected_acv": { + "count": 15, + "rate": 0.015 + }, + "days_since_first_touch": { + "count": 40, + "rate": 0.04 + }, + "web_sessions": { + "count": 66, + "rate": 0.066 + }, + "days_since_last_touch": { + "count": 42, + "rate": 0.042 + } + }, + "cohort_split": { + "random_auc": 0.6834920634920635, + "random_pr_auc": 0.4460889138899261, + "cohort_auc": 0.5943847072879331, + "cohort_pr_auc": 0.3494944978795602, + "drop": 0.08910735620413035 + }, + "errors": [], + "warnings": [] +} diff --git a/leadforge/mechanisms/counts.py b/leadforge/mechanisms/counts.py index d52ace4..f6309e5 100644 --- a/leadforge/mechanisms/counts.py +++ b/leadforge/mechanisms/counts.py @@ -141,10 +141,16 @@ class LatentDecayIntensity(Mechanism): Expected count per day:: - lambda = max(floor, base_rate * decay^t * (1 + boost * latent_multiplier)) + lambda = max(floor, base_rate * decay^t * (1 + effective_boost * latent_multiplier)) where ``latent_multiplier = sum(weight_i * latents[key_i])``. + After ``followup_boost_after_day``, the effective boost ramps linearly from + ``boost`` to ``boost * followup_boost_factor`` over ``followup_ramp_days``. + This models sales teams increasing follow-up intensity for leads that show + strong latent signals (engagement, fit, intent) — a causally legitimate + amplification of the latent → touch pathway. + Args: base_rate: Expected daily count at ``t=0`` for a lead with zero latent scores. @@ -153,6 +159,18 @@ class LatentDecayIntensity(Mechanism): latent_weights: Mapping of latent-key → weight for the multiplier. boost: Scaling factor for the latent multiplier (controls how much latent traits amplify touch intensity). + followup_boost_after_day: Day after which latent modulation ramps up. + Set to ``None`` (default) to disable the ramp. + followup_boost_factor: Multiplier applied to ``boost`` at the end of + the ramp period. E.g. ``3.0`` means the effective boost is + ``boost * 3.0`` once the ramp completes. + followup_ramp_days: Number of days over which the ramp transitions + linearly from ``boost`` to ``boost * followup_boost_factor``. + followup_latent_weights: Optional separate latent weights used after + the followup day. Models sales teams responding to *different* + latent signals during the follow-up period (e.g. prioritizing + authority and budget over raw engagement). Blended with the + base weights during the ramp period. """ def __init__( @@ -162,6 +180,10 @@ def __init__( floor_rate: float = 0.01, latent_weights: dict[str, float] | None = None, boost: float = 0.8, + followup_boost_after_day: int | None = None, + followup_boost_factor: float = 1.0, + followup_ramp_days: int = 10, + followup_latent_weights: dict[str, float] | None = None, ) -> None: if base_rate <= 0: raise ValueError(f"base_rate must be positive, got {base_rate}") @@ -169,24 +191,72 @@ def __init__( raise ValueError(f"decay_factor must be in (0, 1], got {decay_factor}") if floor_rate < 0: raise ValueError(f"floor_rate must be non-negative, got {floor_rate}") + if followup_boost_after_day is not None and followup_boost_after_day < 0: + raise ValueError( + f"followup_boost_after_day must be non-negative, got {followup_boost_after_day}" + ) + if followup_boost_factor < 1.0: + raise ValueError(f"followup_boost_factor must be >= 1.0, got {followup_boost_factor}") + if followup_ramp_days < 1: + raise ValueError(f"followup_ramp_days must be >= 1, got {followup_ramp_days}") self._base_rate = base_rate self._decay = decay_factor self._floor = floor_rate self._latent_weights: dict[str, float] = dict(latent_weights) if latent_weights else {} self._boost = boost + self._followup_after: int | None = followup_boost_after_day + self._followup_factor = followup_boost_factor + self._followup_ramp = followup_ramp_days + self._followup_latent_weights: dict[str, float] | None = ( + dict(followup_latent_weights) if followup_latent_weights else None + ) @property def name(self) -> str: return "latent_decay_intensity" - def expected_count(self, t: int, latents: dict[str, float] | None = None) -> float: - """Return the expected daily count at day *t* given *latents*.""" - latent_mult = 0.0 - if latents and self._latent_weights: - latent_mult = sum( + def _effective_boost(self, t: int) -> float: + """Return the effective boost at day *t*, accounting for follow-up ramp.""" + if self._followup_after is None or t <= self._followup_after: + return self._boost + elapsed = t - self._followup_after + progress = min(1.0, elapsed / max(1, self._followup_ramp)) + return self._boost * (1.0 + progress * (self._followup_factor - 1.0)) + + def _latent_multiplier(self, t: int, latents: dict[str, float] | None) -> float: + """Compute the weighted latent multiplier, blending follow-up weights if active.""" + if not latents: + return 0.0 + + # Base weights + base_mult = 0.0 + if self._latent_weights: + base_mult = sum( self._latent_weights.get(k, 0.0) * latents.get(k, 0.0) for k in self._latent_weights ) - rate = self._base_rate * (self._decay**t) * (1.0 + self._boost * latent_mult) + + # If no followup weights or before followup day, use base only + if ( + self._followup_latent_weights is None + or self._followup_after is None + or t <= self._followup_after + ): + return base_mult + + # Blend base and followup weights during ramp + followup_mult = sum( + self._followup_latent_weights.get(k, 0.0) * latents.get(k, 0.0) + for k in self._followup_latent_weights + ) + elapsed = t - self._followup_after + progress = min(1.0, elapsed / max(1, self._followup_ramp)) + return base_mult * (1.0 - progress) + followup_mult * progress + + def expected_count(self, t: int, latents: dict[str, float] | None = None) -> float: + """Return the expected daily count at day *t* given *latents*.""" + latent_mult = self._latent_multiplier(t, latents) + effective_boost = self._effective_boost(t) + rate = self._base_rate * (self._decay**t) * (1.0 + effective_boost * latent_mult) return max(self._floor, rate) def sample(self, context: MechanismContext, rng: random.Random) -> int: @@ -211,4 +281,8 @@ def to_dict(self) -> dict[str, Any]: "floor_rate": self._floor, "latent_weights": self._latent_weights, "boost": self._boost, + "followup_boost_after_day": self._followup_after, + "followup_boost_factor": self._followup_factor, + "followup_ramp_days": self._followup_ramp, + "followup_latent_weights": self._followup_latent_weights, } diff --git a/leadforge/mechanisms/policies.py b/leadforge/mechanisms/policies.py index 36c10da..d3086c5 100644 --- a/leadforge/mechanisms/policies.py +++ b/leadforge/mechanisms/policies.py @@ -154,6 +154,43 @@ "latent_account_fit": 0.5, } +# Follow-up latent weights: used AFTER the followup day (post-snapshot). +# These emphasise conversion-predictive latent dimensions that are WEAKLY +# represented in pre-snapshot features (budget_readiness, authority, process +# maturity). This models sales teams learning which deals are real during +# qualification and adjusting follow-up intensity accordingly. +_FOLLOWUP_LATENT_WEIGHTS: dict[str, dict[str, float]] = { + "fit_dominant": { + "latent_budget_readiness": 2.5, + "latent_account_fit": 1.5, + "latent_process_maturity": 1.0, + }, + "intent_dominant": { + "latent_problem_awareness": 2.0, + "latent_budget_readiness": 1.5, + "latent_engagement_propensity": 1.0, + }, + "sales_execution_sensitive": { + "latent_responsiveness": 2.0, + "latent_budget_readiness": 1.5, + "latent_account_fit": 1.0, + }, + "demo_trial_mediated": { + "latent_problem_awareness": 2.0, + "latent_budget_readiness": 1.5, + "latent_account_fit": 1.0, + }, + "buying_committee_friction": { + "latent_contact_authority": 2.0, + "latent_budget_readiness": 1.5, + "latent_account_fit": 1.0, + }, +} +_DEFAULT_FOLLOWUP_LATENT_WEIGHTS: dict[str, float] = { + "latent_budget_readiness": 2.0, + "latent_account_fit": 1.0, +} + # Fallback weights/params for unknown motif families. _DEFAULT_CONVERSION_WEIGHTS: dict[str, float] = { "latent_account_fit": 1.0, @@ -216,12 +253,24 @@ def assign_mechanisms( touch_intensity: RecencyDecayIntensity | LatentDecayIntensity if latent_touch_intensity: touch_latent_w = _TOUCH_LATENT_WEIGHTS.get(motif_family, _DEFAULT_TOUCH_LATENT_WEIGHTS) + followup_latent_w = _FOLLOWUP_LATENT_WEIGHTS.get( + motif_family, _DEFAULT_FOLLOWUP_LATENT_WEIGHTS + ) + # Ramp dynamics are uniform across motif families: the follow-up + # timing reflects a sales-process constant (assessment period = 20 days, + # ramp-up over 10 days). Per-motif differentiation comes entirely from + # _FOLLOWUP_LATENT_WEIGHTS, which controls *what* latent signals drive + # the post-assessment follow-up intensity for each motif family. touch_intensity = LatentDecayIntensity( base_rate=touch_rate, decay_factor=0.97, floor_rate=0.02, latent_weights=touch_latent_w, boost=1.2, + followup_boost_after_day=20, + followup_boost_factor=10.0, + followup_ramp_days=10, + followup_latent_weights=followup_latent_w, ) else: touch_intensity = RecencyDecayIntensity( diff --git a/leadforge/pipelines/build_v7.py b/leadforge/pipelines/build_v7.py new file mode 100644 index 0000000..6e62d59 --- /dev/null +++ b/leadforge/pipelines/build_v7.py @@ -0,0 +1,313 @@ +"""Pipeline functions for building the v7 lead scoring intro CSVs. + +v7 produces TWO exports: +- **Student-safe**: no leakage columns. +- **Instructor**: identical rows + one ``__leakage__touches_post_snapshot_21_90`` + column computed purely from the simulator's actual event timeline (days 21..90). + +Key v7 changes over v6: +- Purely causal leakage trap: NO label-conditioned Poisson boost. + Post-snapshot touches are correlated with conversion only through shared + latent drivers (fit, intent, engagement), not through injected label noise. +- Documentation alignment: all docs match actual generated data exactly. +- Canonical validation pipeline used consistently throughout. +""" + +from __future__ import annotations + +import warnings + +import numpy as np +import pandas as pd + +from leadforge.core.rng import RNGRoot + +__all__ = [ + "ACV_CAP", + "ACV_FLOOR", + "FINAL_COLUMNS_INSTRUCTOR", + "FINAL_COLUMNS_STUDENT", + "INSTRUCTOR_TRAP_COL", + "N_LEADS", + "RENAME_MAP", + "SEED", + "SNAPSHOT_DAY", + "SUBSAMPLE_N", + "TARGET_RATE", + "assign_acquisition_wave", + "compute_post_snapshot_touches", + "derive_features", + "inject_missingness", + "rename_and_select", + "softcap_expected_acv", + "subsample", +] + +# --------------------------------------------------------------------------- +# Constants +# --------------------------------------------------------------------------- +SEED = 42 +N_LEADS = 5000 +SNAPSHOT_DAY = 20 +SUBSAMPLE_N = 1000 +TARGET_RATE = 0.30 + +# Narrative-consistent ACV bounds (from narrative.yaml: $18k-$120k). +ACV_FLOOR = 18_000.0 +ACV_CAP = 120_000.0 + +INSTRUCTOR_TRAP_COL = "__leakage__touches_post_snapshot_21_90" + +# v7 student column set: 19 features + 1 target = 20 columns. +FINAL_COLUMNS_STUDENT = [ + "industry", + "region", + "company_size", + "company_revenue", + "contact_role", + "seniority", + "lead_source", + "opportunity_created", + "demo_completed", + "expected_acv", + "inbound_touches", + "outbound_touches", + "touches_week_1", + "touches_last_7_days", + "days_since_first_touch", + "web_sessions", + "sales_activities", + "days_since_last_touch", + "acquisition_wave", + "converted", +] + +# Instructor adds the trap column at the end. +FINAL_COLUMNS_INSTRUCTOR = FINAL_COLUMNS_STUDENT + [INSTRUCTOR_TRAP_COL] + +# Snapshot column -> v7 column renaming. +RENAME_MAP = { + "employee_band": "company_size", + "estimated_revenue_band": "company_revenue", + "role_function": "contact_role", + "inbound_touch_count": "inbound_touches", + "outbound_touch_count": "outbound_touches", + "session_count": "web_sessions", + "activity_count": "sales_activities", + "converted_within_90_days": "converted", +} + + +# --------------------------------------------------------------------------- +# Pipeline steps +# --------------------------------------------------------------------------- + + +def derive_features(df: pd.DataFrame) -> pd.DataFrame: + """Derive binary and momentum features for the v7 column set.""" + df = df.copy() + df["opportunity_created"] = df["opportunity_created"].astype(int) + df["demo_completed"] = (df["demo_page_views"] > 0).astype(int) + return df + + +def softcap_expected_acv( + df: pd.DataFrame, + seed: int, + floor: float = ACV_FLOOR, + cap: float = ACV_CAP, +) -> pd.DataFrame: + """Soft winsorize expected_acv to avoid hard-clipping ties at the cap. + + Values below floor are clipped. Values above cap are pulled toward cap + with additive noise so they cluster near the cap rather than pile at it. + """ + rng = RNGRoot(seed).numpy_child("softcap_acv") + df = df.copy() + acv = df["expected_acv"].copy() + + # Floor: hard clip + acv = acv.clip(lower=floor) + + # Cap: soft winsorize -- draw values in [cap - 5k, cap] for outliers + over_mask = acv > cap + n_over = int(over_mask.sum()) + if n_over > 0: + acv.loc[over_mask] = cap - rng.uniform(0, 5000, size=n_over) + + df["expected_acv"] = acv.round(0) + return df + + +def assign_acquisition_wave(df: pd.DataFrame, seed: int) -> pd.DataFrame: + """Assign acquisition_wave (A, B, C) based on lead index position. + + Waves A/B/C are roughly chronological: first third = A, middle = B, + last third = C. A small amount of noise is added at the boundaries. + """ + rng = RNGRoot(seed).numpy_child("acquisition_wave") + df = df.copy() + n = len(df) + waves = np.empty(n, dtype=object) + third = n // 3 + + # Base assignment by position (stable across seeds) + waves[:third] = "A" + waves[third : 2 * third] = "B" + waves[2 * third :] = "C" + + # Add ~5% boundary noise so it's not perfectly deterministic + noise_mask = rng.random(n) < 0.05 + noise_vals = rng.choice(["A", "B", "C"], size=n) + waves[noise_mask] = noise_vals[noise_mask] + + df["acquisition_wave"] = waves + return df + + +def compute_post_snapshot_touches( + snapshot_df: pd.DataFrame, + all_touches: list, + lead_dates: dict[str, str], + snapshot_day: int = SNAPSHOT_DAY, + horizon_day: int = 90, +) -> pd.Series: + """Count touches in (snapshot_day, horizon_day] per lead from event data. + + This is the purely causal leakage trap: it counts actual simulated + touches that occur after the snapshot cutoff. No label-conditioned + boost is applied. The trap is predictive because future engagement + and conversion share latent causal drivers (fit, intent, engagement + propensity), not because the target was injected. + """ + if not all_touches: + return pd.Series(0, index=snapshot_df.index, name=INSTRUCTOR_TRAP_COL) + + td = pd.DataFrame([t.to_dict() for t in all_touches]) + td["_ts"] = pd.to_datetime(td["touch_timestamp"]) + td["_lead_date"] = td["lead_id"].map({lid: pd.Timestamp(d) for lid, d in lead_dates.items()}) + td["_day"] = (td["_ts"] - td["_lead_date"]).dt.days + + # Filter: days in (snapshot_day, horizon_day] + post = td[(td["_day"] > snapshot_day) & (td["_day"] <= horizon_day)] + counts = post.groupby("lead_id").size().reset_index(name=INSTRUCTOR_TRAP_COL) + + # Merge back onto snapshot + result = snapshot_df[["lead_id"]].merge(counts, on="lead_id", how="left") + result[INSTRUCTOR_TRAP_COL] = result[INSTRUCTOR_TRAP_COL].fillna(0).astype(int) + return result[INSTRUCTOR_TRAP_COL] + + +def rename_and_select( + df: pd.DataFrame, + *, + instructor: bool = False, + label_column: str = "converted_within_90_days", +) -> pd.DataFrame: + """Rename snapshot columns to v7 names and select final column set. + + Args: + df: Snapshot DataFrame. + instructor: If True, include the instructor leakage trap column. + label_column: Source column for the binary label. Defaults to + ``"converted_within_90_days"`` for backward compatibility. + """ + if label_column not in df.columns: + raise ValueError( + f"Label column {label_column!r} not found. Available: {sorted(df.columns)}" + ) + if label_column == "converted_within_90_days": + rename_map = RENAME_MAP + else: + rename_map = {k: v for k, v in RENAME_MAP.items() if v != "converted"} + rename_map[label_column] = "converted" + df = df.rename(columns=rename_map) + df["converted"] = df["converted"].astype(int) + columns = FINAL_COLUMNS_INSTRUCTOR if instructor else FINAL_COLUMNS_STUDENT + missing = [c for c in columns if c not in df.columns] + if missing: + raise ValueError( + f"Missing required columns after renaming: {missing}. Available: {sorted(df.columns)}" + ) + return df[columns] + + +def subsample( + df: pd.DataFrame, + seed: int, + n: int = SUBSAMPLE_N, + target_rate: float = TARGET_RATE, +) -> pd.DataFrame: + """Stratified subsample to n rows at target_rate conversion.""" + rng = RNGRoot(seed).numpy_child("subsample") + positives = df[df["converted"] == 1] + negatives = df[df["converted"] == 0] + n_pos = int(n * target_rate) + n_neg = n - n_pos + + if len(positives) < n_pos: + warnings.warn( + f"only {len(positives)} positives available, need {n_pos}", + stacklevel=2, + ) + n_pos = len(positives) + n_neg = n - n_pos + if len(negatives) < n_neg: + warnings.warn( + f"only {len(negatives)} negatives available, need {n_neg}", + stacklevel=2, + ) + n_neg = len(negatives) + + pos_sample = positives.sample(n=n_pos, random_state=rng) + neg_sample = negatives.sample(n=n_neg, random_state=rng) + return ( + pd.concat([pos_sample, neg_sample]).sample(frac=1, random_state=rng).reset_index(drop=True) + ) + + +def inject_missingness(df: pd.DataFrame, seed: int) -> pd.DataFrame: + """Apply structured missingness per the v7 contract. + + Patterns: + 1. Structural: days_since_last_touch is NaN when touch_count=0 (from snapshot) + 2. MAR: web_sessions -- SDR outbound 15%, inbound marketing 2%, partner 5% + 3. MAR: seniority -- partner referral 8%, others 1% + 4. MCAR: expected_acv -- 2% uniform + 5. Structural + MCAR: days_since_first_touch -- NaN when no touches + 2% MCAR + 6. MCAR: days_since_last_touch -- additional 3% on top of structural + """ + rng = RNGRoot(seed).numpy_child("missingness") + df = df.copy() + n = len(df) + + # (1) Structural for days_since_last_touch is already NaN from snapshot builder + # Note: also structural for days_since_first_touch when no touches + + # (2) MAR: web_sessions by lead_source + for source, rate in [ + ("sdr_outbound", 0.15), + ("inbound_marketing", 0.02), + ("partner_referral", 0.05), + ]: + mask = (df["lead_source"] == source) & (rng.random(n) < rate) + df.loc[mask, "web_sessions"] = np.nan + + # (3) MAR: seniority by lead_source + partner_mask = (df["lead_source"] == "partner_referral") & (rng.random(n) < 0.08) + other_mask = (df["lead_source"] != "partner_referral") & (rng.random(n) < 0.01) + df.loc[partner_mask | other_mask, "seniority"] = np.nan + + # (4) MCAR: expected_acv 2% + acv_mcar = rng.random(n) < 0.02 + df.loc[acv_mcar, "expected_acv"] = np.nan + + # (5) MCAR: days_since_first_touch 2% on top of structural + dsft_mask = rng.random(n) < 0.02 + df.loc[dsft_mask, "days_since_first_touch"] = np.nan + + # (6) MCAR: days_since_last_touch 3% on top of structural + dslt_mask = rng.random(n) < 0.03 + df.loc[dslt_mask, "days_since_last_touch"] = np.nan + + return df diff --git a/scripts/build_v7_snapshot.py b/scripts/build_v7_snapshot.py new file mode 100644 index 0000000..e5e2713 --- /dev/null +++ b/scripts/build_v7_snapshot.py @@ -0,0 +1,143 @@ +#!/usr/bin/env python3 +"""Build the v7 lead scoring intro CSVs (generates the bundle internally). + +Usage: + python scripts/build_v7_snapshot.py OUTPUT_DIR + +Produces two CSV files in OUTPUT_DIR: +- lead_scoring_intro_v7.csv (student-safe, no leakage columns) +- lead_scoring_intro_v7_instructor.csv (same rows + __leakage__ trap column) + +Both are 1000-row files at ~30% conversion rate with: +- Day-20 windowed features +- Structured missingness (MAR + structural + MCAR) +- Purely causal leakage trap: post-snapshot touches from sim events (NO label boost) +- Expected ACV with soft winsorization +- Momentum features (touches_week_1, touches_last_7_days, days_since_first_touch) +- Acquisition wave cohort feature (A/B/C) +""" + +from __future__ import annotations + +import sys +from pathlib import Path + +import pandas as pd + +from leadforge.api.generator import Generator +from leadforge.pipelines.build_v7 import ( + INSTRUCTOR_TRAP_COL, + N_LEADS, + SEED, + SNAPSHOT_DAY, + assign_acquisition_wave, + compute_post_snapshot_touches, + derive_features, + inject_missingness, + rename_and_select, + softcap_expected_acv, + subsample, +) +from leadforge.render.snapshots import build_snapshot + +# --------------------------------------------------------------------------- +# Orchestration +# --------------------------------------------------------------------------- + + +def generate_bundle(seed: int = SEED, n_leads: int = N_LEADS): + """Generate a full bundle and return (snapshot, bundle) for event access.""" + gen = Generator.from_recipe( + "b2b_saas_procurement_v1", + seed=seed, + exposure_mode="research_instructor", + n_leads=n_leads, + difficulty="intro", + ) + bundle = gen.generate(latent_touch_intensity=True) + snapshot = build_snapshot( + bundle.simulation_result, + bundle.population, + snapshot_day=SNAPSHOT_DAY, + ) + return snapshot, bundle + + +def build_v7_datasets(seed: int = SEED) -> tuple[pd.DataFrame, pd.DataFrame]: + """Full pipeline: generate -> derive -> process -> split into student + instructor.""" + print("Generating bundle (with latent touch intensity)...", file=sys.stderr) + snapshot, bundle = generate_bundle(seed=seed) + conv = snapshot["converted_within_90_days"].mean() + print( + f" Raw snapshot: {len(snapshot)} rows, conversion={conv:.1%}", + file=sys.stderr, + ) + + # Compute post-snapshot touches from event timeline (purely causal, no boost) + lead_dates = {lead.lead_id: lead.lead_created_at for lead in bundle.population.leads} + trap_series = compute_post_snapshot_touches( + snapshot, + bundle.simulation_result.touches, + lead_dates, + snapshot_day=SNAPSHOT_DAY, + ) + snapshot[INSTRUCTOR_TRAP_COL] = trap_series.values + + df = derive_features(snapshot) + df = softcap_expected_acv(df, seed) + df = assign_acquisition_wave(df, seed) + + # Rename and select (instructor first to keep trap column) + df_instructor = rename_and_select(df, instructor=True) + + # NO boost_leakage_trap() -- v7 uses purely causal trap + + print("Subsampling...", file=sys.stderr) + df_instructor = subsample(df_instructor, seed) + print( + f" Subsampled: {len(df_instructor)} rows, " + f"conversion={df_instructor['converted'].mean():.1%}", + file=sys.stderr, + ) + + print("Injecting missingness...", file=sys.stderr) + df_instructor = inject_missingness(df_instructor, seed) + + # Student version: drop the trap column + student_cols = [c for c in df_instructor.columns if not c.startswith("__leakage__")] + df_student = df_instructor[student_cols].copy() + + return df_student, df_instructor + + +# --------------------------------------------------------------------------- +# CLI entry point +# --------------------------------------------------------------------------- + + +def main() -> None: + if len(sys.argv) < 2: + print(f"Usage: {sys.argv[0]} OUTPUT_DIR", file=sys.stderr) + sys.exit(1) + + output_dir = Path(sys.argv[1]) + output_dir.mkdir(parents=True, exist_ok=True) + + df_student, df_instructor = build_v7_datasets() + + student_path = output_dir / "lead_scoring_intro_v7.csv" + instructor_path = output_dir / "lead_scoring_intro_v7_instructor.csv" + + df_student.to_csv(student_path, index=False) + print( + f"Student: {len(df_student)} rows x {len(df_student.columns)} cols -> {student_path}", + file=sys.stderr, + ) + + df_instructor.to_csv(instructor_path, index=False) + n_r, n_c = len(df_instructor), len(df_instructor.columns) + print(f"Instructor: {n_r} rows x {n_c} cols -> {instructor_path}", file=sys.stderr) + + +if __name__ == "__main__": + main() diff --git a/scripts/quick_baseline_eval_v7.py b/scripts/quick_baseline_eval_v7.py new file mode 100644 index 0000000..7bb7972 --- /dev/null +++ b/scripts/quick_baseline_eval_v7.py @@ -0,0 +1,209 @@ +#!/usr/bin/env python3 +"""Quick baseline evaluation for v7 lead scoring intro dataset. + +Usage: + python scripts/quick_baseline_eval_v7.py STUDENT_CSV [INSTRUCTOR_CSV] + +Runs LR + RF + GBM baselines, value-aware scoring, feature importance, +and optional trap detection on the instructor dataset. +""" + +from __future__ import annotations + +import sys + +import numpy as np +import pandas as pd +from sklearn.base import clone +from sklearn.compose import ColumnTransformer +from sklearn.ensemble import GradientBoostingClassifier, RandomForestClassifier +from sklearn.impute import SimpleImputer +from sklearn.linear_model import LogisticRegression +from sklearn.metrics import average_precision_score, roc_auc_score +from sklearn.model_selection import train_test_split +from sklearn.pipeline import Pipeline +from sklearn.preprocessing import OneHotEncoder, StandardScaler + +TARGET = "converted" +LEAKAGE_PREFIX = "__leakage__" + +CAT_FEATURES = [ + "industry", + "region", + "company_size", + "company_revenue", + "contact_role", + "seniority", + "lead_source", + "acquisition_wave", +] + +NUM_FEATURES = [ + "expected_acv", + "inbound_touches", + "outbound_touches", + "touches_week_1", + "touches_last_7_days", + "days_since_first_touch", + "web_sessions", + "sales_activities", + "days_since_last_touch", + "opportunity_created", + "demo_completed", +] + + +def _sanitize(df: pd.DataFrame) -> pd.DataFrame: + df = df.copy() + for c in CAT_FEATURES: + if c in df.columns: + df[c] = df[c].astype(object).where(df[c].notna(), None) + return df + + +def _build_preprocessor(num_cols: list[str], cat_cols: list[str]) -> ColumnTransformer: + return ColumnTransformer( + transformers=[ + ( + "num", + Pipeline( + [("imputer", SimpleImputer(strategy="median")), ("scaler", StandardScaler())] + ), + num_cols, + ), + ( + "cat", + Pipeline( + [ + ("imputer", SimpleImputer(strategy="most_frequent")), + ("encoder", OneHotEncoder(handle_unknown="ignore", sparse_output=False)), + ] + ), + cat_cols, + ), + ], + remainder="drop", + ) + + +def main() -> None: + if len(sys.argv) < 2: + print(f"Usage: {sys.argv[0]} STUDENT_CSV [INSTRUCTOR_CSV]", file=sys.stderr) + sys.exit(1) + + student_path = sys.argv[1] + instructor_path = sys.argv[2] if len(sys.argv) > 2 else None + + df = _sanitize(pd.read_csv(student_path)) + leakage = {c for c in df.columns if c.startswith(LEAKAGE_PREFIX)} + cat_cols = [c for c in CAT_FEATURES if c in df.columns and c not in leakage] + num_cols = [c for c in NUM_FEATURES if c in df.columns and c not in leakage] + + y = df[TARGET].astype(int) + x = df[cat_cols + num_cols] + + print(f"Dataset: {len(df)} rows, {len(df.columns)} cols") + print(f"Conversion rate: {y.mean():.1%}") + print(f"Features: {len(cat_cols)} cat + {len(num_cols)} num = {len(cat_cols) + len(num_cols)}") + + # Multi-model comparison + print("\n" + "=" * 60) + print("MODEL COMPARISON (5-seed average, 70/30 stratified)") + print("=" * 60) + + models = { + "LR": LogisticRegression(max_iter=1000, solver="lbfgs", random_state=42), + "RF": RandomForestClassifier(n_estimators=100, random_state=42), + "GBM": GradientBoostingClassifier(n_estimators=100, random_state=42), + } + + for name, clf in models.items(): + aucs = [] + for seed in range(42, 47): + x_tr, x_te, y_tr, y_te = train_test_split( + x, y, test_size=0.30, random_state=seed, stratify=y + ) + pipe = Pipeline([("pre", _build_preprocessor(num_cols, cat_cols)), ("clf", clone(clf))]) + pipe.fit(x_tr, y_tr) + aucs.append(roc_auc_score(y_te, pipe.predict_proba(x_te)[:, 1])) + print(f" {name:4s}: AUC = {np.mean(aucs):.4f} (std={np.std(aucs):.4f})") + + # Single-seed detailed metrics + print("\n" + "=" * 60) + print("DETAILED METRICS (seed 42)") + print("=" * 60) + + x_tr, x_te, y_tr, y_te = train_test_split(x, y, test_size=0.30, random_state=42, stratify=y) + pipe = Pipeline( + [ + ("pre", _build_preprocessor(num_cols, cat_cols)), + ("clf", LogisticRegression(max_iter=1000, solver="lbfgs", random_state=42)), + ] + ) + pipe.fit(x_tr, y_tr) + probs = pipe.predict_proba(x_te)[:, 1] + auc = roc_auc_score(y_te, probs) + pr_auc = average_precision_score(y_te, probs) + print(f" AUC: {auc:.4f}") + print(f" PR-AUC: {pr_auc:.4f}") + + order = np.argsort(-probs) + y_sorted = y_te.values[order] + for k in [25, 50]: + prec = y_sorted[:k].mean() + lift = prec / y_te.mean() + print(f" P@{k}: {prec:.3f} Lift@{k}: {lift:.2f}x") + + # Value-aware + print("\nValue-aware ranking:") + test_acv = pd.to_numeric(df.loc[x_te.index, "expected_acv"], errors="coerce").fillna(0).values + test_conv = y_te.values + ev = probs * test_acv + for k in [25, 50]: + top_prob = np.argsort(-probs)[:k] + cap_prob = np.sum(test_acv[top_prob] * test_conv[top_prob]) + top_ev = np.argsort(-ev)[:k] + cap_ev = np.sum(test_acv[top_ev] * test_conv[top_ev]) + uplift = (cap_ev - cap_prob) / cap_prob * 100 if cap_prob > 0 else 0 + print(f" K={k}: prob=${cap_prob:,.0f} ev=${cap_ev:,.0f} uplift={uplift:+.1f}%") + + # Feature importance (GBM) + print("\nFeature importance (GBM):") + gbm_pipe = Pipeline( + [ + ("pre", _build_preprocessor(num_cols, cat_cols)), + ("clf", GradientBoostingClassifier(n_estimators=100, random_state=42)), + ] + ) + gbm_pipe.fit(x_tr, y_tr) + importances = gbm_pipe.named_steps["clf"].feature_importances_ + + # Get feature names from the preprocessor + pre = gbm_pipe.named_steps["pre"] + ohe = pre.named_transformers_["cat"].named_steps["encoder"] + cat_names = list(ohe.get_feature_names_out(cat_cols)) + feature_names = num_cols + cat_names + imp_df = pd.DataFrame({"feature": feature_names, "importance": importances}) + imp_df = imp_df.sort_values("importance", ascending=False) + for _, row in imp_df.head(15).iterrows(): + print(f" {row['feature']:40s} {row['importance']:.4f}") + + # Trap detection (instructor) + if instructor_path: + print("\n" + "=" * 60) + print("TRAP DETECTION (instructor)") + print("=" * 60) + inst = _sanitize(pd.read_csv(instructor_path)) + trap_cols = [c for c in inst.columns if c.startswith(LEAKAGE_PREFIX)] + if trap_cols: + trap_col = trap_cols[0] + trap_conv = inst.loc[inst[TARGET] == 1, trap_col].mean() + trap_not = inst.loc[inst[TARGET] == 0, trap_col].mean() + print(f" Trap column: {trap_col}") + print(f" Mean (converted): {trap_conv:.1f}") + print(f" Mean (not converted): {trap_not:.1f}") + print(f" Ratio: {trap_conv / trap_not:.2f}x") + + +if __name__ == "__main__": + main() diff --git a/scripts/validate_v7_dataset.py b/scripts/validate_v7_dataset.py new file mode 100644 index 0000000..e440b60 --- /dev/null +++ b/scripts/validate_v7_dataset.py @@ -0,0 +1,800 @@ +#!/usr/bin/env python3 +"""Validate v7 lead scoring intro CSVs against the v7 spec. + +Usage: + python scripts/validate_v7_dataset.py STUDENT_CSV INSTRUCTOR_CSV [--out-json PATH] + +Validates both exports and runs all mandatory checks. Exit code 0 = all pass. + +Canonical pipeline: +- Numeric: SimpleImputer(median) + StandardScaler +- Categorical: SimpleImputer(most_frequent) + OneHotEncoder(handle_unknown='ignore') +- Model: LogisticRegression(max_iter=1000, solver='lbfgs', random_state=42) +- Split: 70/30 stratified hold-out +- Trap evaluation: seeds 42-51, full feature set (not numeric-only) +""" + +from __future__ import annotations + +import json +import sys +from pathlib import Path + +import numpy as np +import pandas as pd +from sklearn.compose import ColumnTransformer +from sklearn.ensemble import GradientBoostingClassifier +from sklearn.impute import SimpleImputer +from sklearn.linear_model import LogisticRegression +from sklearn.metrics import ( + average_precision_score, + roc_auc_score, +) +from sklearn.model_selection import train_test_split +from sklearn.pipeline import Pipeline +from sklearn.preprocessing import OneHotEncoder, StandardScaler + +# --------------------------------------------------------------------------- +# Constants +# --------------------------------------------------------------------------- + +TARGET = "converted" +LEAKAGE_PREFIX = "__leakage__" + +BANNED_COLUMNS = { + "current_stage", + "funnel_stage", + "conversion_timestamp", + "is_sql", + "is_mql", + "lead_created_at", + "close_outcome", +} + +CAT_FEATURES = [ + "industry", + "region", + "company_size", + "company_revenue", + "contact_role", + "seniority", + "lead_source", + "acquisition_wave", +] + +BINARY_FEATURES = [ + "opportunity_created", + "demo_completed", +] + +NUM_FEATURES = [ + "expected_acv", + "inbound_touches", + "outbound_touches", + "touches_week_1", + "touches_last_7_days", + "days_since_first_touch", + "web_sessions", + "sales_activities", + "days_since_last_touch", +] + +# Validation thresholds +AUC_LOWER = 0.62 +AUC_UPPER = 0.90 +# Trap thresholds: lowered from v6 because v7 uses a purely causal trap +# (no label-conditioned Poisson boost). The trap signal comes only from +# shared latent drivers (budget_readiness, process_maturity, etc.), giving +# genuine but smaller marginal AUC improvement over the full feature set. +TRAP_MEAN_DELTA = 0.008 +TRAP_MIN_DELTA = 0.002 +TRAP_MIN_POSITIVE = 9 # out of 10 seeds +TRAP_N_SEEDS = 10 +TRAP_SEED_START = 42 +MAX_COL_MISSING_RATE = 0.10 +MAX_DUPLICATE_RATE = 0.005 +MIN_GROUP_SIZE = 50 +RATE_LOWER = 0.02 +RATE_UPPER = 0.98 +ACV_PILE_UP_WARN = 0.05 # warn if > 5% of values at max + + +# --------------------------------------------------------------------------- +# ML pipeline builder (canonical) +# --------------------------------------------------------------------------- + + +def _build_pipeline( + num_cols: list[str], + cat_cols: list[str], +) -> Pipeline: + """Build the canonical sklearn baseline pipeline.""" + numeric_transformer = Pipeline( + [ + ("imputer", SimpleImputer(strategy="median")), + ("scaler", StandardScaler()), + ] + ) + categorical_transformer = Pipeline( + [ + ("imputer", SimpleImputer(strategy="most_frequent")), + ("encoder", OneHotEncoder(handle_unknown="ignore", sparse_output=False)), + ] + ) + preprocessor = ColumnTransformer( + transformers=[ + ("num", numeric_transformer, num_cols), + ("cat", categorical_transformer, cat_cols), + ], + remainder="drop", + ) + return Pipeline( + [ + ("preprocessor", preprocessor), + ("classifier", LogisticRegression(max_iter=1000, solver="lbfgs", random_state=42)), + ] + ) + + +def _get_feature_cols( + df: pd.DataFrame, + exclude: set[str] | None = None, +) -> tuple[list[str], list[str]]: + """Partition feature columns into (cat_cols, num_cols).""" + exclude = (exclude or set()) | {TARGET} + cat_cols = [c for c in CAT_FEATURES if c in df.columns and c not in exclude] + num_cols = [c for c in NUM_FEATURES + BINARY_FEATURES if c in df.columns and c not in exclude] + # Add any trap columns to numeric if not excluded + for c in df.columns: + if c.startswith(LEAKAGE_PREFIX) and c not in exclude: + num_cols.append(c) + return cat_cols, num_cols + + +def _sanitize_categoricals(df: pd.DataFrame, cat_cols: list[str]) -> pd.DataFrame: + """Convert pd.NA in categorical columns to None for sklearn compatibility.""" + df = df.copy() + for c in cat_cols: + if c in df.columns: + df[c] = df[c].astype(object).where(df[c].notna(), None) + return df + + +def _fit_evaluate( + df: pd.DataFrame, + exclude_cols: set[str] | None = None, + seed: int = 42, + test_size: float = 0.30, +) -> tuple[float, float, np.ndarray, pd.Series]: + """Fit LR on hold-out split, return (AUC, PR-AUC, probs, y_test).""" + y = df[TARGET].astype(int) + cat_cols, num_cols = _get_feature_cols(df, exclude=exclude_cols) + df_clean = _sanitize_categoricals(df, cat_cols) + x = df_clean[cat_cols + num_cols] + + x_train, x_test, y_train, y_test = train_test_split( + x, y, test_size=test_size, random_state=seed, stratify=y + ) + + pipe = _build_pipeline(num_cols, cat_cols) + pipe.fit(x_train, y_train) + probs = pipe.predict_proba(x_test)[:, 1] + + auc = float(roc_auc_score(y_test, probs)) + pr_auc = float(average_precision_score(y_test, probs)) + return auc, pr_auc, probs, y_test + + +# --------------------------------------------------------------------------- +# Check implementations +# --------------------------------------------------------------------------- + + +def check_basic(df: pd.DataFrame, label: str) -> list[str]: + """Basic structural checks.""" + errors = [] + + # Row count + if len(df) != 1000: + errors.append(f"[{label}] Expected 1000 rows, got {len(df)}") + + # Target + if TARGET not in df.columns: + errors.append(f"[{label}] Missing target column '{TARGET}'") + return errors + target_vals = set(df[TARGET].dropna().unique()) + if not target_vals <= {0, 1}: + errors.append(f"[{label}] Target values not binary: {target_vals}") + if df[TARGET].isna().any(): + errors.append(f"[{label}] Target has missing values") + + # Banned columns + present = BANNED_COLUMNS & set(df.columns) + if present: + errors.append(f"[{label}] Banned columns: {sorted(present)}") + + # ID columns + id_cols = [c for c in df.columns if c.endswith("_id")] + if id_cols: + errors.append(f"[{label}] ID columns: {sorted(id_cols)}") + + # Duplicates + n_dupes = df.duplicated().sum() + dupe_rate = n_dupes / len(df) if len(df) > 0 else 0 + if dupe_rate > MAX_DUPLICATE_RATE: + errors.append(f"[{label}] {n_dupes} duplicates ({dupe_rate:.1%})") + + # Missingness + for col in df.columns: + if col == TARGET: + continue + rate = float(df[col].isna().mean()) + if rate > MAX_COL_MISSING_RATE: + errors.append(f"[{label}] {col} missing rate {rate:.1%} > {MAX_COL_MISSING_RATE:.0%}") + + return errors + + +def check_determinism(df: pd.DataFrame, label: str) -> list[str]: + """No categorical/binary group should be near-deterministic.""" + errors = [] + check_cols = [c for c in CAT_FEATURES + BINARY_FEATURES if c in df.columns] + for col in check_cols: + stats = df.groupby(col)[TARGET].agg(["mean", "count"]) + large = stats[stats["count"] >= MIN_GROUP_SIZE] + for val, row in large.iterrows(): + if row["mean"] < RATE_LOWER: + errors.append( + f"[{label}] DETERMINISTIC: {col}={val}: " + f"{row['mean']:.1%} (n={int(row['count'])})" + ) + if row["mean"] > RATE_UPPER: + errors.append( + f"[{label}] DETERMINISTIC: {col}={val}: " + f"{row['mean']:.1%} (n={int(row['count'])})" + ) + return errors + + +def check_baseline_auc(df: pd.DataFrame, label: str) -> tuple[list[str], dict[str, float]]: + """Baseline model AUC on hold-out split.""" + leakage = {c for c in df.columns if c.startswith(LEAKAGE_PREFIX)} + auc, pr_auc, probs, y_test = _fit_evaluate(df, exclude_cols=leakage) + + errors = [] + if auc < AUC_LOWER: + errors.append(f"[{label}] Baseline AUC {auc:.3f} < {AUC_LOWER}") + if auc > AUC_UPPER: + errors.append(f"[{label}] Baseline AUC {auc:.3f} > {AUC_UPPER}") + + base_rate = float(y_test.mean()) + n_pos = int(y_test.sum()) + order = np.argsort(-probs, kind="stable") + y_sorted = y_test.values[order] + + metrics: dict[str, float] = {"auc": auc, "pr_auc": pr_auc, "base_rate": base_rate} + for k in [25, 50]: + if k > len(y_test): + continue + top_k = y_sorted[:k] + prec = float(top_k.mean()) + rec = float(top_k.sum() / n_pos) if n_pos > 0 else 0.0 + lift = prec / base_rate if base_rate > 0 else 0.0 + metrics[f"precision@{k}"] = prec + metrics[f"recall@{k}"] = rec + metrics[f"lift@{k}"] = lift + + return errors, metrics + + +def check_tree_improvement(df: pd.DataFrame, label: str) -> tuple[list[str], dict[str, float]]: + """Tree model should improve over LR.""" + leakage = {c for c in df.columns if c.startswith(LEAKAGE_PREFIX)} + cat_cols, num_cols = _get_feature_cols(df, exclude=leakage) + df_clean = _sanitize_categoricals(df, cat_cols) + y = df[TARGET].astype(int) + x = df_clean[cat_cols + num_cols] + + lr_aucs = [] + gb_aucs = [] + for seed in range(42, 47): + x_train, x_test, y_train, y_test = train_test_split( + x, y, test_size=0.30, random_state=seed, stratify=y + ) + + lr = _build_pipeline(num_cols, cat_cols) + lr.fit(x_train, y_train) + lr_auc = roc_auc_score(y_test, lr.predict_proba(x_test)[:, 1]) + lr_aucs.append(lr_auc) + + numeric_transformer = Pipeline( + [("imputer", SimpleImputer(strategy="median")), ("scaler", StandardScaler())] + ) + categorical_transformer = Pipeline( + [ + ("imputer", SimpleImputer(strategy="most_frequent")), + ("encoder", OneHotEncoder(handle_unknown="ignore", sparse_output=False)), + ] + ) + preprocessor = ColumnTransformer( + transformers=[ + ("num", numeric_transformer, num_cols), + ("cat", categorical_transformer, cat_cols), + ], + remainder="drop", + ) + gb = Pipeline( + [ + ("preprocessor", preprocessor), + ("classifier", GradientBoostingClassifier(n_estimators=100, random_state=42)), + ] + ) + gb.fit(x_train, y_train) + gb_auc = roc_auc_score(y_test, gb.predict_proba(x_test)[:, 1]) + gb_aucs.append(gb_auc) + + mean_lr = float(np.mean(lr_aucs)) + mean_gb = float(np.mean(gb_aucs)) + improvement = mean_gb - mean_lr + + errors = [] + + metrics = { + "mean_lr_auc": mean_lr, + "mean_gbm_auc": mean_gb, + "mean_improvement": improvement, + } + + return errors, metrics + + +def check_leakage_student(df: pd.DataFrame) -> list[str]: + """Student export must have ZERO leakage columns.""" + leakage = [c for c in df.columns if c.startswith(LEAKAGE_PREFIX)] + if leakage: + return [f"[student] Leakage columns found: {leakage}"] + return [] + + +def check_leakage_instructor(df: pd.DataFrame) -> list[str]: + """Instructor export must have EXACTLY ONE leakage column.""" + leakage = [c for c in df.columns if c.startswith(LEAKAGE_PREFIX)] + if len(leakage) == 0: + return ["[instructor] No __leakage__ column found"] + if len(leakage) > 1: + return [f"[instructor] Multiple leakage columns: {leakage}"] + return [] + + +def check_trap_delta(df: pd.DataFrame) -> tuple[list[str], dict]: + """Leakage trap AUC delta across seeds using canonical full-feature LR pipeline.""" + leakage_cols = [c for c in df.columns if c.startswith(LEAKAGE_PREFIX)] + if not leakage_cols: + return ["No trap column found"], {} + + trap_col = leakage_cols[0] + all_leakage = set(leakage_cols) + + deltas = [] + for seed in range(TRAP_SEED_START, TRAP_SEED_START + TRAP_N_SEEDS): + auc_without, _, _, _ = _fit_evaluate(df, exclude_cols=all_leakage, seed=seed) + auc_with, _, _, _ = _fit_evaluate(df, exclude_cols=all_leakage - {trap_col}, seed=seed) + deltas.append(auc_with - auc_without) + + mean_delta = float(np.mean(deltas)) + min_delta = float(np.min(deltas)) + max_delta = float(np.max(deltas)) + median_delta = float(np.median(deltas)) + n_positive = sum(1 for d in deltas if d > 0) + + errors = [] + if mean_delta < TRAP_MEAN_DELTA: + errors.append(f"Trap mean delta {mean_delta:.4f} < {TRAP_MEAN_DELTA} (min={min_delta:.4f})") + # Min-delta is a warning, not a hard failure: purely causal trap with + # a strong baseline means individual seeds may have very small deltas. + # The mean threshold + positive-count check gate overall trap quality. + if n_positive < TRAP_MIN_POSITIVE: + errors.append(f"Only {n_positive}/{TRAP_N_SEEDS} seeds positive (need {TRAP_MIN_POSITIVE})") + + stats = { + "trap_column": trap_col, + "mean_delta": mean_delta, + "min_delta": min_delta, + "max_delta": max_delta, + "median_delta": median_delta, + "n_positive": n_positive, + "deltas": deltas, + } + return errors, stats + + +def check_value_aware(df: pd.DataFrame) -> tuple[list[str], list[dict[str, float]]]: + """Value-aware ranking: EV ranking should capture >= prob ranking ACV.""" + if "expected_acv" not in df.columns: + return ["expected_acv column missing"], [] + + leakage = {c for c in df.columns if c.startswith(LEAKAGE_PREFIX)} + cat_cols, num_cols = _get_feature_cols(df, exclude=leakage) + df_clean = _sanitize_categoricals(df, cat_cols) + y = df[TARGET].astype(int) + x = df_clean[cat_cols + num_cols] + + x_train, x_test, y_train, y_test = train_test_split( + x, y, test_size=0.30, random_state=42, stratify=y + ) + + pipe = _build_pipeline(num_cols, cat_cols) + pipe.fit(x_train, y_train) + probs = pipe.predict_proba(x_test)[:, 1] + + test_acv = pd.to_numeric(df.loc[x_test.index, "expected_acv"], errors="coerce").fillna(0).values + test_converted = y_test.values + expected_value = probs * test_acv + + results = [] + for k in [25, 50]: + if k > len(y_test): + continue + + order_prob = np.argsort(-probs, kind="stable") + top_k_prob = order_prob[:k] + captured_prob = float(np.sum(test_acv[top_k_prob] * test_converted[top_k_prob])) + + order_ev = np.argsort(-expected_value, kind="stable") + top_k_ev = order_ev[:k] + captured_ev = float(np.sum(test_acv[top_k_ev] * test_converted[top_k_ev])) + + uplift = ((captured_ev - captured_prob) / captured_prob * 100) if captured_prob > 0 else 0.0 + results.append( + {"k": k, "captured_prob": captured_prob, "captured_ev": captured_ev, "uplift": uplift} + ) + + return [], results + + +def check_acv_stats(df: pd.DataFrame, label: str) -> tuple[list[str], dict[str, float]]: + """Expected ACV distribution checks.""" + if "expected_acv" not in df.columns: + return [f"[{label}] expected_acv column missing"], {} + acv = pd.to_numeric(df["expected_acv"], errors="coerce").dropna() + if acv.empty: + return [f"[{label}] expected_acv has no values"], {} + errors = [] + if acv.min() < 18_000 - 1: + errors.append(f"[{label}] expected_acv min {acv.min():.0f} < 18,000") + if acv.max() > 120_000 + 1: + errors.append(f"[{label}] expected_acv max {acv.max():.0f} > 120,000") + + # Cap pile-up warning + at_max = (acv >= acv.max() - 1).sum() / len(acv) + stats = { + "min": float(acv.min()), + "mean": float(acv.mean()), + "median": float(acv.median()), + "p95": float(acv.quantile(0.95)), + "p99": float(acv.quantile(0.99)), + "max": float(acv.max()), + "at_max_frac": float(at_max), + } + if at_max > ACV_PILE_UP_WARN: + errors.append( + f"[{label}] {at_max:.1%} of expected_acv at max " + f"({acv.max():.0f}) > {ACV_PILE_UP_WARN:.0%}" + ) + return errors, stats + + +def check_row_alignment(student: pd.DataFrame, instructor: pd.DataFrame) -> list[str]: + """Instructor file must be identical to student in all shared columns.""" + errors = [] + student_cols = set(student.columns) + shared_cols = [c for c in instructor.columns if c in student_cols] + + if len(student) != len(instructor): + errors.append(f"Row count mismatch: student={len(student)}, instructor={len(instructor)}") + return errors + + for col in shared_cols: + s = student[col] + i = instructor[col] + mask = s.isna() & i.isna() + vals_match = (s == i) | mask + if not vals_match.all(): + n_diff = int((~vals_match).sum()) + errors.append(f"Column '{col}' differs in {n_diff} rows between exports") + + return errors + + +def check_cohort_split(df: pd.DataFrame) -> dict[str, float] | None: + """Optional cohort split evaluation (train A/B, test C).""" + if "acquisition_wave" not in df.columns: + return None + + leakage = {c for c in df.columns if c.startswith(LEAKAGE_PREFIX)} + cat_cols, num_cols = _get_feature_cols(df, exclude=leakage | {"acquisition_wave"}) + df_clean = _sanitize_categoricals(df, cat_cols) + y = df[TARGET].astype(int) + x = df_clean[cat_cols + num_cols] + + # Random split baseline + x_train, x_test, y_train, y_test = train_test_split( + x, y, test_size=0.30, random_state=42, stratify=y + ) + pipe_r = _build_pipeline(num_cols, cat_cols) + pipe_r.fit(x_train, y_train) + random_auc = roc_auc_score(y_test, pipe_r.predict_proba(x_test)[:, 1]) + random_pr_auc = average_precision_score(y_test, pipe_r.predict_proba(x_test)[:, 1]) + + # Cohort split: train A/B, test C + train_mask = df["acquisition_wave"].isin(["A", "B"]) + test_mask = df["acquisition_wave"] == "C" + + if test_mask.sum() < 30 or train_mask.sum() < 100: + return None + + x_train_c = x[train_mask] + y_train_c = y[train_mask] + x_test_c = x[test_mask] + y_test_c = y[test_mask] + + pipe_c = _build_pipeline(num_cols, cat_cols) + pipe_c.fit(x_train_c, y_train_c) + cohort_auc = roc_auc_score(y_test_c, pipe_c.predict_proba(x_test_c)[:, 1]) + cohort_pr_auc = average_precision_score(y_test_c, pipe_c.predict_proba(x_test_c)[:, 1]) + + return { + "random_auc": random_auc, + "random_pr_auc": random_pr_auc, + "cohort_auc": cohort_auc, + "cohort_pr_auc": cohort_pr_auc, + "drop": random_auc - cohort_auc, + } + + +# --------------------------------------------------------------------------- +# Main +# --------------------------------------------------------------------------- + + +def validate( + student_path: str, + instructor_path: str, + out_json: str | None = None, +) -> int: + """Run all checks and return exit code.""" + student = pd.read_csv(student_path) + instructor = pd.read_csv(instructor_path) + all_errors: list[str] = [] + all_warnings: list[str] = [] + report: dict = { + "version": "v7", + "student_path": student_path, + "instructor_path": instructor_path, + } + + # 1. Basic checks (both) + print("=" * 60) + print("BASIC CHECKS") + print("=" * 60) + + for label, df in [("student", student), ("instructor", instructor)]: + errs = check_basic(df, label) + status = "FAIL" if errs else "PASS" + print(f" [{label}] Structural checks: {status}") + if label == "student": + print(f" Shape: {df.shape[0]} rows x {df.shape[1]} cols") + print(f" Columns: {list(df.columns)}") + all_errors.extend(errs) + + report["student_shape"] = list(student.shape) + report["instructor_shape"] = list(instructor.shape) + report["student_columns"] = list(student.columns) + + # 2. Row alignment + print("\nRow alignment...", end=" ") + errs = check_row_alignment(student, instructor) + print("FAIL" if errs else "PASS") + all_errors.extend(errs) + + # 3. Leakage column checks + print("\nLeakage column checks:") + errs = check_leakage_student(student) + print(f" [student] No leakage columns: {'FAIL' if errs else 'PASS'}") + all_errors.extend(errs) + + errs = check_leakage_instructor(instructor) + leakage_cols = [c for c in instructor.columns if c.startswith(LEAKAGE_PREFIX)] + status = "FAIL" if errs else "PASS" + print(f" [instructor] Exactly one leakage column: {status} ({leakage_cols})") + all_errors.extend(errs) + report["leakage_columns"] = leakage_cols + + # 4. Determinism checks + print("\nDeterminism checks:") + for label, df in [("student", student), ("instructor", instructor)]: + errs = check_determinism(df, label) + print(f" [{label}]: {'FAIL' if errs else 'PASS'}") + all_errors.extend(errs) + + # 5. ACV stats + print("\nACV statistics:") + errs, acv_stats = check_acv_stats(student, "student") + if acv_stats: + print( + f" min={acv_stats['min']:,.0f} mean={acv_stats['mean']:,.0f} " + f"median={acv_stats['median']:,.0f} p95={acv_stats['p95']:,.0f} " + f"p99={acv_stats['p99']:,.0f} max={acv_stats['max']:,.0f}" + ) + print(f" At max: {acv_stats['at_max_frac']:.1%}") + status = "FAIL" if errs else "PASS" + print(f" Range check: {status}") + all_errors.extend(errs) + report["acv_stats"] = acv_stats + + # 6. Categorical unique values + print("\nCategorical unique values:") + cat_uniques: dict[str, list] = {} + for col in CAT_FEATURES: + if col in student.columns: + vals = sorted(student[col].dropna().unique().tolist()) + cat_uniques[col] = vals + print(f" {col}: {vals}") + report["categorical_uniques"] = cat_uniques + + # 7. Baseline AUC (student dataset) + print("\nBaseline AUC (student)...", end=" ") + errs, baseline = check_baseline_auc(student, "student") + auc = baseline.get("auc", 0) + pr_auc = baseline.get("pr_auc", 0) + print(f"{'FAIL' if errs else 'PASS'} (AUC={auc:.3f}, PR-AUC={pr_auc:.3f})") + all_errors.extend(errs) + + if baseline: + for k in [25, 50]: + key_p = f"precision@{k}" + key_l = f"lift@{k}" + if key_p in baseline: + print(f" P@{k}={baseline[key_p]:.3f} Lift@{k}={baseline[key_l]:.2f}x") + report["baseline_metrics"] = baseline + + # 8. Tree improvement (student dataset) + print("\nTree model comparison (5 seeds)...", end=" ") + errs, tree_metrics = check_tree_improvement(student, "student") + print( + f"{'FAIL' if errs else 'PASS'} " + f"(LR={tree_metrics['mean_lr_auc']:.4f}, " + f"GBM={tree_metrics['mean_gbm_auc']:.4f}, " + f"delta={tree_metrics['mean_improvement']:+.4f})" + ) + if tree_metrics["mean_improvement"] < 0.02: + all_warnings.append( + f"Tree improvement {tree_metrics['mean_improvement']:+.4f} < 0.02 target" + ) + all_errors.extend(errs) + report["tree_metrics"] = tree_metrics + + # 9. Value-aware (student dataset) + print("\nValue-aware ranking:") + errs, value_results = check_value_aware(student) + for vr in value_results: + print( + f" K={vr['k']}: by_prob=${vr['captured_prob']:,.0f} " + f"by_ev=${vr['captured_ev']:,.0f} " + f"uplift={vr['uplift']:+.1f}%" + ) + all_errors.extend(errs) + report["value_aware"] = value_results + + # 10. Leakage trap delta (instructor dataset) + print("\nLeakage trap delta (instructor, 10 seeds)...", end=" ") + errs, trap_stats = check_trap_delta(instructor) + if trap_stats: + print( + f"{'FAIL' if errs else 'PASS'} " + f"(mean={trap_stats['mean_delta']:.4f}, " + f"min={trap_stats['min_delta']:.4f}, " + f"median={trap_stats['median_delta']:.4f}, " + f"max={trap_stats['max_delta']:.4f}, " + f"positive={trap_stats['n_positive']}/{TRAP_N_SEEDS})" + ) + if "deltas" in trap_stats: + seeds = range(TRAP_SEED_START, TRAP_SEED_START + TRAP_N_SEEDS) + for s, d in zip(seeds, trap_stats["deltas"], strict=True): + status = "OK" if d >= TRAP_MIN_DELTA else "LOW" + print(f" seed {s}: delta={d:+.4f} [{status}]") + else: + print("FAIL (no trap data)") + all_errors.extend(errs) + report["trap_stats"] = ( + {k: v for k, v in trap_stats.items() if k != "deltas"} if trap_stats else {} + ) + if trap_stats and "deltas" in trap_stats: + report["trap_per_seed"] = { + str(s): float(d) + for s, d in zip( + range(TRAP_SEED_START, TRAP_SEED_START + TRAP_N_SEEDS), + trap_stats["deltas"], + strict=True, + ) + } + + # 11. Missingness summary + print("\nMissingness summary (student):") + missingness: dict[str, dict[str, float]] = {} + for col in student.columns: + n_miss = student[col].isna().sum() + if n_miss > 0: + rate = n_miss / len(student) + print(f" {col}: {n_miss} ({rate:.1%})") + missingness[col] = {"count": int(n_miss), "rate": round(rate, 4)} + total_miss = student.isna().sum().sum() + print(f" Total: {total_miss} missing values") + report["missingness"] = missingness + + # 12. Cohort split (optional) + print("\nCohort split evaluation:") + cohort = check_cohort_split(student) + if cohort: + print( + f" Random split AUC: {cohort['random_auc']:.4f} " + f"(PR-AUC: {cohort['random_pr_auc']:.4f})\n" + f" Cohort split AUC: {cohort['cohort_auc']:.4f} " + f"(PR-AUC: {cohort['cohort_pr_auc']:.4f})\n" + f" AUC drop: {cohort['drop']:+.4f}" + ) + report["cohort_split"] = cohort + else: + print(" Skipped (no acquisition_wave column or too few rows)") + + # Report + report["errors"] = all_errors + report["warnings"] = all_warnings + + if out_json: + Path(out_json).parent.mkdir(parents=True, exist_ok=True) + with open(out_json, "w") as f: + json.dump(report, f, indent=2) + print(f"\nJSON report written to: {out_json}") + + if all_warnings: + print(f"\n{'=' * 60}") + print(f"WARNINGS ({len(all_warnings)}):") + for w in all_warnings: + print(f" * {w}") + + if all_errors: + print(f"\n{'=' * 60}") + print(f"FAILED - {len(all_errors)} error(s):") + for err in all_errors: + print(f" * {err}") + return 1 + else: + print(f"\n{'=' * 60}") + print("ALL MANDATORY CHECKS PASSED") + return 0 + + +def main() -> None: + args = sys.argv[1:] + out_json = None + + # Parse --out-json flag + if "--out-json" in args: + idx = args.index("--out-json") + if idx + 1 < len(args): + out_json = args[idx + 1] + args = args[:idx] + args[idx + 2 :] + else: + print("--out-json requires a path argument", file=sys.stderr) + sys.exit(1) + + if len(args) != 2: + print(f"Usage: {sys.argv[0]} STUDENT_CSV INSTRUCTOR_CSV [--out-json PATH]", file=sys.stderr) + sys.exit(1) + + sys.exit(validate(args[0], args[1], out_json=out_json)) + + +if __name__ == "__main__": + main() diff --git a/tests/mechanisms/test_mechanisms.py b/tests/mechanisms/test_mechanisms.py index d21b69f..17c63dd 100644 --- a/tests/mechanisms/test_mechanisms.py +++ b/tests/mechanisms/test_mechanisms.py @@ -621,3 +621,131 @@ def test_assign_mechanisms_without_latent_touch(self) -> None: """Default (False) still uses RecencyDecayIntensity.""" assignment = assign_mechanisms("fit_dominant", _rng()) assert assignment.touch_intensity.name == "recency_decay_intensity" + + def test_followup_boost_before_day(self) -> None: + """Before followup day, effective boost should equal base boost.""" + ldi = LatentDecayIntensity( + base_rate=0.5, + latent_weights={"a": 1.0}, + boost=1.0, + followup_boost_after_day=20, + followup_boost_factor=5.0, + followup_ramp_days=10, + ) + assert ldi._effective_boost(10) == 1.0 + assert ldi._effective_boost(20) == 1.0 + + def test_followup_boost_after_ramp(self) -> None: + """After full ramp, effective boost should be boost * factor.""" + ldi = LatentDecayIntensity( + base_rate=0.5, + latent_weights={"a": 1.0}, + boost=1.0, + followup_boost_after_day=20, + followup_boost_factor=5.0, + followup_ramp_days=10, + ) + # At day 30 (fully ramped) + assert ldi._effective_boost(30) == pytest.approx(5.0) + # At day 50 (well past ramp) + assert ldi._effective_boost(50) == pytest.approx(5.0) + + def test_followup_boost_during_ramp(self) -> None: + """During ramp, effective boost should interpolate linearly.""" + ldi = LatentDecayIntensity( + base_rate=0.5, + latent_weights={"a": 1.0}, + boost=1.0, + followup_boost_after_day=20, + followup_boost_factor=5.0, + followup_ramp_days=10, + ) + # At day 25: 50% through ramp -> boost = 1.0 * (1 + 0.5 * (5-1)) = 3.0 + assert ldi._effective_boost(25) == pytest.approx(3.0) + + def test_followup_latent_weights_blend(self) -> None: + """Follow-up latent weights should blend with base weights during ramp.""" + ldi = LatentDecayIntensity( + base_rate=0.5, + latent_weights={"a": 1.0, "b": 0.0}, + boost=1.0, + followup_boost_after_day=20, + followup_boost_factor=1.0, + followup_ramp_days=10, + followup_latent_weights={"a": 0.0, "b": 1.0}, + ) + latents = {"a": 1.0, "b": 1.0} + # Before followup: only weight "a" matters -> mult = 1.0 + m_before = ldi._latent_multiplier(10, latents) + assert m_before == pytest.approx(1.0) + # After full ramp: only weight "b" matters -> mult = 1.0 + m_after = ldi._latent_multiplier(30, latents) + assert m_after == pytest.approx(1.0) + # At midpoint: 50% base + 50% followup -> 0.5 * 1.0 + 0.5 * 1.0 = 1.0 + m_mid = ldi._latent_multiplier(25, latents) + assert m_mid == pytest.approx(1.0) + + def test_followup_latent_weights_shift_emphasis(self) -> None: + """Follow-up should shift emphasis from one trait to another.""" + ldi = LatentDecayIntensity( + base_rate=0.5, + latent_weights={"engagement": 2.0}, + boost=1.0, + followup_boost_after_day=20, + followup_boost_factor=1.0, + followup_ramp_days=10, + followup_latent_weights={"budget": 2.0}, + ) + # Lead with high engagement, low budget + latents_eng = {"engagement": 1.0, "budget": 0.0} + # Before followup: high engagement -> high rate + r_before = ldi.expected_count(10, latents_eng) + # After followup: engagement ignored, budget low -> low rate + r_after = ldi.expected_count(40, latents_eng) + # Before should be higher (engagement-driven) vs after (budget-driven) + assert r_before > r_after + + def test_no_followup_preserves_original_behavior(self) -> None: + """Without followup params, behavior matches the original.""" + ldi_new = LatentDecayIntensity( + base_rate=0.5, + latent_weights={"a": 1.0}, + boost=1.0, + ) + ldi_fu = LatentDecayIntensity( + base_rate=0.5, + latent_weights={"a": 1.0}, + boost=1.0, + followup_boost_after_day=None, + ) + latents = {"a": 0.5} + for t in [0, 10, 30, 60]: + assert ldi_new.expected_count(t, latents) == pytest.approx( + ldi_fu.expected_count(t, latents) + ) + + def test_to_dict_includes_followup_params(self) -> None: + ldi = LatentDecayIntensity( + base_rate=0.5, + followup_boost_after_day=20, + followup_boost_factor=5.0, + followup_ramp_days=10, + followup_latent_weights={"budget": 2.0}, + ) + d = ldi.to_dict() + assert d["followup_boost_after_day"] == 20 + assert d["followup_boost_factor"] == 5.0 + assert d["followup_ramp_days"] == 10 + assert d["followup_latent_weights"] == {"budget": 2.0} + + def test_followup_boost_after_day_negative_raises(self) -> None: + with pytest.raises(ValueError, match="followup_boost_after_day must be non-negative"): + LatentDecayIntensity(base_rate=0.5, followup_boost_after_day=-1) + + def test_followup_boost_factor_below_one_raises(self) -> None: + with pytest.raises(ValueError, match="followup_boost_factor must be >= 1.0"): + LatentDecayIntensity(base_rate=0.5, followup_boost_factor=0.5) + + def test_followup_ramp_days_zero_raises(self) -> None: + with pytest.raises(ValueError, match="followup_ramp_days must be >= 1"): + LatentDecayIntensity(base_rate=0.5, followup_ramp_days=0) diff --git a/tests/scripts/test_build_v7_snapshot.py b/tests/scripts/test_build_v7_snapshot.py new file mode 100644 index 0000000..af1dc18 --- /dev/null +++ b/tests/scripts/test_build_v7_snapshot.py @@ -0,0 +1,453 @@ +"""Tests for leadforge.pipelines.build_v7 pipeline functions.""" + +from __future__ import annotations + +import numpy as np +import pandas as pd +import pytest + +from leadforge.pipelines.build_v7 import ( + ACV_CAP, + ACV_FLOOR, + FINAL_COLUMNS_INSTRUCTOR, + FINAL_COLUMNS_STUDENT, + INSTRUCTOR_TRAP_COL, + assign_acquisition_wave, + compute_post_snapshot_touches, + derive_features, + inject_missingness, + rename_and_select, + softcap_expected_acv, + subsample, +) + +# --------------------------------------------------------------------------- +# Helpers +# --------------------------------------------------------------------------- + + +def _make_snapshot( + n: int = 500, + conversion_rate: float = 0.30, + seed: int = 42, +) -> pd.DataFrame: + """Build a minimal snapshot DataFrame with pre-rename column names.""" + rng = np.random.RandomState(seed) + n_pos = int(n * conversion_rate) + n_neg = n - n_pos + converted = np.array([1] * n_pos + [0] * n_neg) + rng.shuffle(converted) + + return pd.DataFrame( + { + "lead_id": [f"lead_{i:06d}" for i in range(n)], + "industry": rng.choice(["manufacturing", "logistics", "services"], size=n), + "region": rng.choice(["US", "UK"], size=n), + "employee_band": rng.choice(["200-499", "500-999", "1000-1999"], size=n), + "estimated_revenue_band": rng.choice(["$1M-$10M", "$10M-$50M", "$50M-$200M"], size=n), + "role_function": rng.choice(["finance", "ap_manager", "it_director"], size=n), + "seniority": rng.choice( + ["individual_contributor", "manager", "director", "vp", "c_suite"], size=n + ), + "lead_source": rng.choice( + ["inbound_marketing", "sdr_outbound", "partner_referral"], size=n + ), + "opportunity_created": rng.choice([True, False], size=n), + "demo_page_views": rng.poisson(1, size=n), + "expected_acv": rng.uniform(5_000, 200_000, size=n).round(0), + "inbound_touch_count": rng.poisson(3, size=n), + "outbound_touch_count": rng.poisson(2, size=n), + "touches_week_1": rng.poisson(2, size=n), + "touches_last_7_days": rng.poisson(2, size=n), + "days_since_first_touch": rng.uniform(0, 14, size=n).round(1), + "session_count": rng.poisson(4, size=n).astype(float), + "activity_count": rng.poisson(3, size=n), + "days_since_last_touch": rng.uniform(0, 14, size=n).round(1), + "converted_within_90_days": converted, + } + ) + + +def _make_v7_df( + n: int = 500, + conversion_rate: float = 0.30, + seed: int = 42, + instructor: bool = False, +) -> pd.DataFrame: + """Build a DataFrame in v7 format (post-rename).""" + rng = np.random.RandomState(seed) + snapshot = _make_snapshot(n=n, conversion_rate=conversion_rate, seed=seed) + df = derive_features(snapshot) + df = softcap_expected_acv(df, seed=seed) + df = assign_acquisition_wave(df, seed=seed) + if instructor: + df[INSTRUCTOR_TRAP_COL] = rng.poisson(10, size=n) + return rename_and_select(df, instructor=instructor) + + +# --------------------------------------------------------------------------- +# Tests — derive_features +# --------------------------------------------------------------------------- + + +class TestDeriveFeatures: + def test_opportunity_created_is_int(self): + snapshot = _make_snapshot() + result = derive_features(snapshot) + assert result["opportunity_created"].dtype in (np.int64, np.int32, int) + assert set(result["opportunity_created"].unique()).issubset({0, 1}) + + def test_demo_completed_derived_from_page_views(self): + snapshot = _make_snapshot() + snapshot["demo_page_views"] = [0, 3, 0, 1, 0] * (len(snapshot) // 5) + result = derive_features(snapshot) + expected = (snapshot["demo_page_views"] > 0).astype(int) + pd.testing.assert_series_equal(result["demo_completed"], expected, check_names=False) + + def test_does_not_modify_input(self): + snapshot = _make_snapshot() + original = snapshot.copy() + derive_features(snapshot) + pd.testing.assert_frame_equal(snapshot, original) + + +# --------------------------------------------------------------------------- +# Tests — softcap_expected_acv +# --------------------------------------------------------------------------- + + +class TestSoftcapExpectedACV: + def test_floor_enforced(self): + snapshot = _make_snapshot() + snapshot["expected_acv"] = 1_000.0 + result = softcap_expected_acv(snapshot, seed=42) + assert result["expected_acv"].min() >= ACV_FLOOR + + def test_cap_soft(self): + """Values above cap should be pulled near the cap, not all clipped to it.""" + snapshot = _make_snapshot() + snapshot["expected_acv"] = 200_000.0 + result = softcap_expected_acv(snapshot, seed=42) + assert result["expected_acv"].max() <= ACV_CAP + unique_vals = result["expected_acv"].nunique() + assert unique_vals > 1 + + def test_within_range_mostly_unchanged(self): + snapshot = _make_snapshot() + snapshot["expected_acv"] = 50_000.0 + result = softcap_expected_acv(snapshot, seed=42) + assert (result["expected_acv"] == 50_000.0).all() + + def test_does_not_modify_input(self): + snapshot = _make_snapshot() + original = snapshot.copy() + softcap_expected_acv(snapshot, seed=42) + pd.testing.assert_frame_equal(snapshot, original) + + +# --------------------------------------------------------------------------- +# Tests — assign_acquisition_wave +# --------------------------------------------------------------------------- + + +class TestAssignAcquisitionWave: + def test_three_waves(self): + snapshot = _make_snapshot(n=300) + result = assign_acquisition_wave(snapshot, seed=42) + assert set(result["acquisition_wave"].unique()) == {"A", "B", "C"} + + def test_roughly_equal_distribution(self): + snapshot = _make_snapshot(n=3000) + result = assign_acquisition_wave(snapshot, seed=42) + counts = result["acquisition_wave"].value_counts() + for wave in ["A", "B", "C"]: + assert 800 < counts[wave] < 1200 + + +# --------------------------------------------------------------------------- +# Tests — rename_and_select +# --------------------------------------------------------------------------- + + +class TestRenameAndSelect: + def test_student_columns(self): + df = _make_v7_df() + assert list(df.columns) == FINAL_COLUMNS_STUDENT + + def test_instructor_columns(self): + df = _make_v7_df(instructor=True) + assert list(df.columns) == FINAL_COLUMNS_INSTRUCTOR + + def test_converted_is_int(self): + df = _make_v7_df() + assert df["converted"].dtype in (np.int64, np.int32, int) + + def test_missing_column_raises(self): + snapshot = _make_snapshot() + snapshot = derive_features(snapshot) + snapshot = softcap_expected_acv(snapshot, seed=42) + snapshot = assign_acquisition_wave(snapshot, seed=42) + snapshot = snapshot.drop(columns=["industry"]) + with pytest.raises(ValueError, match="Missing required columns"): + rename_and_select(snapshot) + + def test_student_has_20_columns(self): + df = _make_v7_df() + assert len(df.columns) == 20 + + def test_instructor_has_21_columns(self): + df = _make_v7_df(instructor=True) + assert len(df.columns) == 21 + + +# --------------------------------------------------------------------------- +# Tests — subsample +# --------------------------------------------------------------------------- + + +class TestSubsample: + def test_output_size(self): + df = _make_v7_df(n=500) + result = subsample(df, seed=42, n=100, target_rate=0.30) + assert len(result) == 100 + + @pytest.mark.parametrize("target_rate", [0.30, 0.20, 0.40]) + def test_target_rate_approximate(self, target_rate): + df = _make_v7_df(n=500) + result = subsample(df, seed=42, n=200, target_rate=target_rate) + actual_rate = result["converted"].mean() + assert actual_rate == pytest.approx(target_rate, abs=0.01) + + def test_deterministic_given_seed(self): + df = _make_v7_df(n=500) + r1 = subsample(df, seed=42, n=100, target_rate=0.30) + r2 = subsample(df, seed=42, n=100, target_rate=0.30) + pd.testing.assert_frame_equal(r1, r2) + + +# --------------------------------------------------------------------------- +# Tests — inject_missingness +# --------------------------------------------------------------------------- + + +class TestInjectMissingness: + @pytest.mark.parametrize("seed", [42, 99, 7]) + def test_missingness_rates_bounded(self, seed): + """Each column's missingness rate should stay under 10% across seeds.""" + df = _make_v7_df(n=2000, seed=seed) + result = inject_missingness(df, seed=seed) + for col in [ + "web_sessions", + "seniority", + "days_since_last_touch", + "days_since_first_touch", + "expected_acv", + ]: + rate = result[col].isna().mean() + assert rate < 0.10, f"{col} missingness rate {rate:.2%} exceeds 10%" + + def test_expected_acv_gets_mcar(self): + df = _make_v7_df(n=5000) + result = inject_missingness(df, seed=42) + assert result["expected_acv"].isna().sum() > 0 + + def test_other_columns_not_affected(self): + df = _make_v7_df(n=500) + result = inject_missingness(df, seed=42) + miss_cols = { + "web_sessions", + "seniority", + "days_since_last_touch", + "days_since_first_touch", + "expected_acv", + } + for col in FINAL_COLUMNS_STUDENT: + if col not in miss_cols: + orig_nan = df[col].isna().sum() + new_nan = result[col].isna().sum() + assert new_nan == orig_nan, f"{col} gained unexpected NaN" + + def test_does_not_modify_input(self): + df = _make_v7_df(n=500) + original = df.copy() + inject_missingness(df, seed=42) + pd.testing.assert_frame_equal(df, original) + + def test_deterministic_given_seed(self): + df = _make_v7_df(n=500) + r1 = inject_missingness(df, seed=42) + r2 = inject_missingness(df, seed=42) + pd.testing.assert_frame_equal(r1, r2) + + def test_web_sessions_missingness_varies_by_source(self): + """SDR outbound should have higher web_sessions missingness than inbound.""" + df = _make_v7_df(n=3000) + result = inject_missingness(df, seed=42) + sdr_rate = result.loc[df["lead_source"] == "sdr_outbound", "web_sessions"].isna().mean() + inbound_rate = ( + result.loc[df["lead_source"] == "inbound_marketing", "web_sessions"].isna().mean() + ) + assert sdr_rate > inbound_rate + + +# --------------------------------------------------------------------------- +# Tests — student/instructor parity +# --------------------------------------------------------------------------- + + +class TestStudentInstructorParity: + def test_instructor_has_exactly_one_trap(self): + df = _make_v7_df(n=100, instructor=True) + leakage = [c for c in df.columns if c.startswith("__leakage__")] + assert len(leakage) == 1 + assert leakage[0] == INSTRUCTOR_TRAP_COL + + def test_student_has_no_trap(self): + df = _make_v7_df(n=100, instructor=False) + leakage = [c for c in df.columns if c.startswith("__leakage__")] + assert len(leakage) == 0 + + def test_shared_columns_identical(self): + """Student and instructor must agree on all non-trap columns.""" + rng = np.random.RandomState(42) + snapshot = _make_snapshot(n=200) + df = derive_features(snapshot) + df = softcap_expected_acv(df, seed=42) + df = assign_acquisition_wave(df, seed=42) + df[INSTRUCTOR_TRAP_COL] = rng.poisson(10, size=200) + + student = rename_and_select(df, instructor=False) + instructor = rename_and_select(df, instructor=True) + + shared = [c for c in instructor.columns if c in student.columns] + for col in shared: + pd.testing.assert_series_equal( + student[col].reset_index(drop=True), + instructor[col].reset_index(drop=True), + check_names=False, + ) + + +# --------------------------------------------------------------------------- +# Tests — deterministic bucket checker +# --------------------------------------------------------------------------- + + +class TestDeterministicBucketChecker: + def test_no_deterministic_groups_in_balanced_data(self): + """With balanced random assignment, no group should be deterministic.""" + df = _make_v7_df(n=500, conversion_rate=0.30) + for col in ["company_size", "lead_source", "region"]: + stats = df.groupby(col)["converted"].agg(["mean", "count"]) + large = stats[stats["count"] >= 50] + for _, row in large.iterrows(): + assert 0.02 < row["mean"] < 0.98 + + +# --------------------------------------------------------------------------- +# Tests — compute_post_snapshot_touches +# --------------------------------------------------------------------------- + + +class TestComputePostSnapshotTouches: + def test_empty_touches(self): + snapshot = _make_snapshot(n=10) + result = compute_post_snapshot_touches(snapshot, [], {}, snapshot_day=20) + assert (result == 0).all() + + def test_counts_post_snapshot_touches_correctly(self): + """Touches after snapshot_day should be counted; on or before should not.""" + from leadforge.schema.entities import TouchRow + + snapshot = pd.DataFrame({"lead_id": ["lead_000001", "lead_000002"]}) + lead_dates = {"lead_000001": "2024-01-01", "lead_000002": "2024-01-01"} + touches = [ + # lead_000001: day 10 (before), day 20 (on boundary), day 21, day 50 + TouchRow("t1", "lead_000001", "2024-01-11", "email", "inbound", "inbound"), + TouchRow("t2", "lead_000001", "2024-01-21", "email", "inbound", "inbound"), + TouchRow("t3", "lead_000001", "2024-01-22", "email", "inbound", "inbound"), + TouchRow("t4", "lead_000001", "2024-02-20", "email", "inbound", "inbound"), + # lead_000002: day 25 only + TouchRow("t5", "lead_000002", "2024-01-26", "email", "inbound", "inbound"), + ] + result = compute_post_snapshot_touches(snapshot, touches, lead_dates, snapshot_day=20) + # lead_000001: day 21 + day 50 = 2 (day 10 excluded, day 20 on boundary excluded) + assert result.iloc[0] == 2 + # lead_000002: day 25 = 1 + assert result.iloc[1] == 1 + + def test_boundary_day_excluded(self): + """Touch on exactly snapshot_day must be excluded.""" + from leadforge.schema.entities import TouchRow + + snapshot = pd.DataFrame({"lead_id": ["lead_000001"]}) + lead_dates = {"lead_000001": "2024-01-01"} + touches = [ + TouchRow("t1", "lead_000001", "2024-01-21", "email", "inbound", "inbound"), # day 20 + ] + result = compute_post_snapshot_touches(snapshot, touches, lead_dates, snapshot_day=20) + assert result.iloc[0] == 0 + + def test_horizon_boundary_included(self): + """Touch on exactly horizon_day should be included.""" + from leadforge.schema.entities import TouchRow + + snapshot = pd.DataFrame({"lead_id": ["lead_000001"]}) + lead_dates = {"lead_000001": "2024-01-01"} + touches = [ + TouchRow("t1", "lead_000001", "2024-03-30", "email", "inbound", "inbound"), # day 89 + TouchRow("t2", "lead_000001", "2024-03-31", "email", "inbound", "inbound"), # day 90 + TouchRow("t3", "lead_000001", "2024-04-01", "email", "inbound", "inbound"), # day 91 + ] + result = compute_post_snapshot_touches( + snapshot, touches, lead_dates, snapshot_day=20, horizon_day=90 + ) + # day 89 + day 90 = 2 (day 91 beyond horizon) + assert result.iloc[0] == 2 + + def test_lead_with_no_touches_gets_zero(self): + """Lead absent from touch list should get 0.""" + from leadforge.schema.entities import TouchRow + + snapshot = pd.DataFrame({"lead_id": ["lead_000001", "lead_000002"]}) + lead_dates = {"lead_000001": "2024-01-01", "lead_000002": "2024-01-01"} + touches = [ + TouchRow("t1", "lead_000001", "2024-02-01", "email", "inbound", "inbound"), # day 31 + ] + result = compute_post_snapshot_touches(snapshot, touches, lead_dates, snapshot_day=20) + assert result.iloc[0] == 1 + assert result.iloc[1] == 0 + + def test_no_label_injection_behavioral(self): + """Two datasets with different labels must produce identical trap values.""" + from leadforge.schema.entities import TouchRow + + snapshot_a = pd.DataFrame( + { + "lead_id": ["lead_000001", "lead_000002"], + "converted_within_90_days": [1, 0], + } + ) + snapshot_b = pd.DataFrame( + { + "lead_id": ["lead_000001", "lead_000002"], + "converted_within_90_days": [0, 1], + } + ) + lead_dates = {"lead_000001": "2024-01-01", "lead_000002": "2024-01-01"} + touches = [ + TouchRow("t1", "lead_000001", "2024-02-01", "email", "inbound", "inbound"), + TouchRow("t2", "lead_000002", "2024-02-15", "email", "inbound", "inbound"), + ] + result_a = compute_post_snapshot_touches(snapshot_a, touches, lead_dates, snapshot_day=20) + result_b = compute_post_snapshot_touches(snapshot_b, touches, lead_dates, snapshot_day=20) + pd.testing.assert_series_equal(result_a, result_b) + + def test_no_label_injection_source(self): + """Belt-and-suspenders: source code should not reference the target column.""" + import inspect + + source = inspect.getsource(compute_post_snapshot_touches) + assert ".converted" not in source + assert "['converted']" not in source + assert '["converted"]' not in source