{
  "ucid": "21112178841755161",
  "call_date": "2026-09-03",
  "start_time": "2026-09-03 12:09:11",
  "end_time": "2026-09-03 12:11:42",
  "duration_sec": 151,
  "campaign": "IS_Inte_MFG_M1_3_NoEnq_Sep26",
  "disposition": "Wrap up time exceeded :0",
  "agent": "Anupreeti Mahadik",
  "audio_url": "https://s3.ap-south-1.amazonaws.com/3m-pu.ozonetel.com/jswone/DIA2481675f1887def3975596af07ed6183.mp3",
  "dial_status": null,
  "customer_status": null,
  "agent_status": null,
  "hangup_by": null,
  "excel_row": 1114,
  "is_test": 0,
  "raw_payload": null,
  "audio_path": "/data/audio/21112178841755161__DIA2481675f1887def3975596af07ed6183.mp3",
  "audio_bytes": 404352,
  "audio_status": "ok",
  "audio_error": null,
  "excel_turn_count": 0,
  "ingested_at": "2026-09-11 12:19:54.357907+00",
  "audio_secs": 134.784,
  "source_file": "Sep1-10>40s.xlsx",
  "upload_id": null,
  "audio_permanent": 0,
  "english_text": "[1s] CUSTOMER: Hello   (हॅलो)\n[2s] AGENT: Hello   (हॅलो)\n[2s] CUSTOMER: Yes, Shahji Devirupe?   (हा, शाहजी देविरुपे?)\n[4s] AGENT: Yes.   (हो.)\n[5s] AGENT: Sir, Anukriti speaking from JSW One.   (सर, अनुकृती बोलतीये JSW One मधून.)\n[7s] CUSTOMER: Speak.   (बोला.)\n[8s] AGENT: Sir, do you have any requirement for MS steel?   (सर, काय requirement आहे का MS steel मध्ये?)\n[10s] CUSTOMER: Yes, we need both MS and SS.   (हो, आम्हाला MS आणि SS दोन्ही लागतं.)\n[12s] AGENT: Sir, then if you have a live requirement, tell me. I can then give you good rates.   (सर, मग आता live requirement असेल तर सांगा मला. मी मग चांगले rate देऊ शकते तुम्हाला.)\n[16s] CUSTOMER: Where are you speaking from now?   (कुठून बोलताय म्हणजे तुम्ही आता?)\n[18s] AGENT: Sir, Jindal Steel, JSW One, I'm calling from Mumbai.   (सर, जिंदाल स्टील, JSW One, मुंबई वरून बोलतीये.)\n[20s] CUSTOMER: Okay. But do you provide in retail?   (अच्छा. पण तुम्ही रिटेल मध्ये देता का?)\n[23s] AGENT: Meaning, are you talking about a credit basis?   (म्हणजे credit basis वर बोलताय का तुम्ही?)\n[24s] CUSTOMER: No, no, no. My payment is immediate.   (नाही नाही नाही. माझं payment immediate असतं.)\n[26s] AGENT: Yes, yes.   (हा हा.)\n[27s] CUSTOMER: But suppose ten pieces are needed, five pieces are needed, do we provide like that?   (पण समजा दहा piece पाहिजे, पाच piece पाहिजे, असं देतो का आपण?)\n[30s] AGENT: Sir, how it is for us, if it's HR, then the MOQ is five tons, and for CR, it's three tons.   (आपलं सर कसं आहे, HR चं जर असेल, तर पाच टन MOQ आहे आणि CR चं तीन टन आहे.)\n[35s] AGENT: Minimum requirement.\n[36s] CUSTOMER: Okay.   (अच्छा.)\n[37s] CUSTOMER: And what is the difference in rate compared to the market?   (आणि rate मध्ये काय फरक पडतो म्हणजे मार्केट पेक्षा तुमचा?)\n[40s] AGENT: Market, in HR at least, our rate is very competitive. You tell me the inquiry once, I'll do accordingly then.   (मार्केट, HR मध्ये तरी आपलं खूप competitive rate आहे. तुम्ही मला inquiry सांगा एकदा, मी तसं करते मग.)\n[44s] AGENT: What do you manufacture, sir?   (तुम्ही काय manufacture करता सर?)\n[45s] CUSTOMER: We do manufacturing of industrial furnaces and ovens.   (आम्ही manufacturing करतो industrial furnace आणि oven.)\n[48s] AGENT: Okay. And...   (अच्छा. आणि...)\n[49s] CUSTOMER: And now laser... we need CR.   (आणि आता laser... आम्हाला CR लागतं.)\n[50s] AGENT: Yes.   (हा.)\n[51s] CUSTOMER: Um, 1.5 mm, 1.2 mm.   (अं, दीड mm, 1.2 mm.)\n[54s] CUSTOMER: And we need SS 1 mm.   (आणि SS लागतं 1 mm.)\n[55s] AGENT: SS, sir, we don't do.   (SS सर आपण नाही करत.)\n[57s] AGENT: Um, we do MS, yes.   (अं, MS च करतो, हा.)\n[59s] CUSTOMER: Okay. Our sizes are, 1500 by 3000 and 2500 by 1250. Or can you also give us 4 meter by 2 meter?   (बर. आमच्या sizes काय, पंधराशे by तीन हजार आणि पंचवीसशे by बाराशे पन्नास. किंवा तुम्ही चार मीटर by दोन मीटर पण देऊ शकता का आम्हाला?)\n[64s] AGENT: We can do that as well. I'll WhatsApp you once. You send me the requirement on my... this is the system's number. I will WhatsApp you from this number.   (तसं पण करू. मी तुम्हाला एकदा WhatsApp करते. तुम्ही मला requirement पाठवा माझ्या... ह्या system चा नंबर आहे. मी तुम्हाला ह्या नंबर वरून WhatsApp करते.)\n[70s] CUSTOMER: Then send it.   (मग पाठवा.)\n[71s] CUSTOMER: Do it, do it.   (करा करा.)\n[72s] AGENT: Okay, okay.\n[72s] CUSTOMER: But I can send it to you tomorrow, not today, today is a holiday.   (पण मी तुम्हाला उद्या पाठवू शकतो, आज नाही, आज सुट्टी आहे.)\n[74s] AGENT: That's fine, sir, no problem. Send it tomorrow. Tomorrow our...   (चालेल सर, काही हरकत नाही. उद्या पाठवा तुम्ही. उद्या आपलं...)\n[77s] CUSTOMER: Fine.   (चालेल.)\n[78s] AGENT: Thank you.",
  "language": "Marathi",
  "languages": "[\"Marathi\", \"English\"]",
  "turn_count": 39,
  "connected": 1,
  "audio_notes": "clear: Some light background noise is present but does not affect transcription.",
  "transcript_status": "ok",
  "transcript_error": null,
  "band": "green",
  "band_reason": "39 turns, clean transcript (0% inaudible)",
  "band_language": "Marathi",
  "label_contradiction": 0,
  "status": "ok",
  "model": "gemini-2.5-pro",
  "rubric_version": "1.0.0",
  "exclusion_reason": null,
  "pitch_type_detected": "new_registration",
  "pitch_type_source": "campaign_name:medium",
  "pitch_type_conflict": 0,
  "pitch_adherence_score": 4.0,
  "pitch_score_band": "red",
  "pitch_missed_steps": "[\"NR1 Warm welcome opener\", \"NR2 Verify basic profile (4 Qs)\", \"NR3 Full discovery (8 Qs)\", \"NR4 Platform education\"]",
  "pitch_coaching_note": "Follow the script's discovery questions (NR2, NR3) to understand the customer's business before asking for an order; this builds trust and helps you tailor the pitch.",
  "usp_relevance": "none",
  "rubric_inferred": 0,
  "segment_detected": "manufacturing",
  "mfg_flag": 0,
  "geo_flag": 0,
  "geo_reason": null,
  "moq_flag": 0,
  "moq_qty_detected": null,
  "moq_severity": null,
  "material_flag": 1,
  "material_detected": "SS (Stainless Steel)",
  "catalogue_status": "not_available",
  "quality_flags_total": 1,
  "supply_flag": "none",
  "supply_details": "",
  "customer_req_date": null,
  "agent_committed_date": null,
  "call_summary": "The customer, an industrial furnace manufacturer, inquired about both MS and SS steel. The agent correctly stated that SS is not available but failed to perform structured discovery for the MS requirement. Despite the weak pitch opening, the agent captured some initial CR specs and secured a commitment from the customer to send the full requirement via WhatsApp the next day.",
  "raw_json": "{\"pitch_steps\": [{\"step_id\": \"NR1\", \"result\": \"fail\", \"questions_hit\": null, \"evidence\": \"Sir, do you have any requirement for MS steel?\", \"comment\": \"The agent did not provide a warm welcome or position as a helper, instead opening with a direct sales question.\"}, {\"step_id\": \"NR2\", \"result\": \"fail\", \"questions_hit\": 0, \"evidence\": \"\", \"comment\": \"The agent asked zero of the four required basic profile questions.\"}, {\"step_id\": \"NR3\", \"result\": \"fail\", \"questions_hit\": 3, \"evidence\": \"What do you manufacture, sir?\", \"comment\": \"The agent only asked about business type and stumbled into payment terms, missing the threshold for a partial pass.\"}, {\"step_id\": \"NR4\", \"result\": \"fail\", \"questions_hit\": null, \"evidence\": \"\", \"comment\": \"The agent did not explain the platform's value propositions like transparent pricing, TCs, or stockyard availability.\"}, {\"step_id\": \"NR5\", \"result\": \"pass\", \"questions_hit\": null, \"evidence\": \"But I can send it to you tomorrow, not today, today is a holiday.\", \"comment\": \"The agent identified a live requirement for CR, captured initial specs, and got a commitment for the full requirement the next day.\"}, {\"step_id\": \"NR6\", \"result\": \"pass\", \"questions_hit\": null, \"evidence\": \"That's fine, sir, no problem. Send it tomorrow.\", \"comment\": \"The call ended with a specific next action agreed: the customer will send their requirement 'tomorrow'.\"}], \"usp_relevance\": \"none\", \"pitch_coaching_note\": \"Follow the script's discovery questions (NR2, NR3) to understand the customer's business before asking for an order; this builds trust and helps you tailor the pitch.\", \"segment_detected\": \"manufacturing\", \"mfg_flag\": false, \"geo_flag\": false, \"geo_reason\": null, \"moq_flag\": false, \"moq_qty_detected\": null, \"moq_severity\": null, \"material_flag\": true, \"material_detected\": \"SS (Stainless Steel)\", \"catalogue_status\": \"not_available\", \"supply_flag\": \"none\", \"supply_details\": \"\", \"customer_req_date\": null, \"agent_committed_date\": null, \"objections\": [{\"obj_type\": \"price\", \"state\": \"mishandled\", \"evidence\": \"And what is the difference in rate compared to the market?\", \"response\": \"Market, in HR at least, our rate is very competitive.\"}], \"call_summary\": \"The customer, an industrial furnace manufacturer, inquired about both MS and SS steel. The agent correctly stated that SS is not available but failed to perform structured discovery for the MS requirement. Despite the weak pitch opening, the agent captured some initial CR specs and secured a commitment from the customer to send the full requirement via WhatsApp the next day.\"}",
  "error": null,
  "latency_ms": 57232,
  "input_tokens": 3860,
  "output_tokens": 820,
  "created_at": "2026-09-25 11:42:58",
  "sentiment": "positive",
  "sentiment_score": 0.308,
  "sentiment_confidence": "high",
  "pos": 6,
  "neg": 1,
  "lex_hits": 12,
  "objection_phrases": "[]",
  "sentiment_method": "0.6*lexical + 0.4*prior",
  "talk_ratio": 0.527,
  "agent_talk_sec": 33.5,
  "customer_talk_sec": 30.1,
  "dead_air_sec": 87.4,
  "longest_monologue_sec": 5.3,
  "agent_wpm": 281.2,
  "interruptions": 0,
  "agent_turns": 20,
  "customer_turns": 19,
  "discovery_qs": 3,
  "words_agent": 157,
  "words_customer": 130,
  "monologue_heavy": 0,
  "turns": [
    {
      "ucid": "21112178841755161",
      "idx": 0,
      "speaker": "customer",
      "start_s": 1.18,
      "end_s": 1.6,
      "text_en": "Hello",
      "text_native": "हॅलो"
    },
    {
      "ucid": "21112178841755161",
      "idx": 1,
      "speaker": "agent",
      "start_s": 1.8,
      "end_s": 2.21,
      "text_en": "Hello",
      "text_native": "हॅलो"
    },
    {
      "ucid": "21112178841755161",
      "idx": 2,
      "speaker": "customer",
      "start_s": 2.5,
      "end_s": 4.01,
      "text_en": "Yes, Shahji Devirupe?",
      "text_native": "हा, शाहजी देविरुपे?"
    },
    {
      "ucid": "21112178841755161",
      "idx": 3,
      "speaker": "agent",
      "start_s": 4.21,
      "end_s": 4.43,
      "text_en": "Yes.",
      "text_native": "हो."
    },
    {
      "ucid": "21112178841755161",
      "idx": 4,
      "speaker": "agent",
      "start_s": 4.8,
      "end_s": 6.6,
      "text_en": "Sir, Anukriti speaking from JSW One.",
      "text_native": "सर, अनुकृती बोलतीये JSW One मधून."
    },
    {
      "ucid": "21112178841755161",
      "idx": 5,
      "speaker": "customer",
      "start_s": 7.27,
      "end_s": 7.68,
      "text_en": "Speak.",
      "text_native": "बोला."
    },
    {
      "ucid": "21112178841755161",
      "idx": 6,
      "speaker": "agent",
      "start_s": 8.08,
      "end_s": 9.8,
      "text_en": "Sir, do you have any requirement for MS steel?",
      "text_native": "सर, काय requirement आहे का MS steel मध्ये?"
    },
    {
      "ucid": "21112178841755161",
      "idx": 7,
      "speaker": "customer",
      "start_s": 10.2,
      "end_s": 11.9,
      "text_en": "Yes, we need both MS and SS.",
      "text_native": "हो, आम्हाला MS आणि SS दोन्ही लागतं."
    },
    {
      "ucid": "21112178841755161",
      "idx": 8,
      "speaker": "agent",
      "start_s": 12.38,
      "end_s": 15.4,
      "text_en": "Sir, then if you have a live requirement, tell me. I can then give you good rates.",
      "text_native": "सर, मग आता live requirement असेल तर सांगा मला. मी मग चांगले rate देऊ शकते तुम्हाला."
    },
    {
      "ucid": "21112178841755161",
      "idx": 9,
      "speaker": "customer",
      "start_s": 16.4,
      "end_s": 17.9,
      "text_en": "Where are you speaking from now?",
      "text_native": "कुठून बोलताय म्हणजे तुम्ही आता?"
    },
    {
      "ucid": "21112178841755161",
      "idx": 10,
      "speaker": "agent",
      "start_s": 18.2,
      "end_s": 20.4,
      "text_en": "Sir, Jindal Steel, JSW One, I'm calling from Mumbai.",
      "text_native": "सर, जिंदाल स्टील, JSW One, मुंबई वरून बोलतीये."
    },
    {
      "ucid": "21112178841755161",
      "idx": 11,
      "speaker": "customer",
      "start_s": 20.4,
      "end_s": 22.2,
      "text_en": "Okay. But do you provide in retail?",
      "text_native": "अच्छा. पण तुम्ही रिटेल मध्ये देता का?"
    },
    {
      "ucid": "21112178841755161",
      "idx": 12,
      "speaker": "agent",
      "start_s": 22.6,
      "end_s": 24.3,
      "text_en": "Meaning, are you talking about a credit basis?",
      "text_native": "म्हणजे credit basis वर बोलताय का तुम्ही?"
    },
    {
      "ucid": "21112178841755161",
      "idx": 13,
      "speaker": "customer",
      "start_s": 24.4,
      "end_s": 26.1,
      "text_en": "No, no, no. My payment is immediate.",
      "text_native": "नाही नाही नाही. माझं payment immediate असतं."
    },
    {
      "ucid": "21112178841755161",
      "idx": 14,
      "speaker": "agent",
      "start_s": 26.5,
      "end_s": 26.8,
      "text_en": "Yes, yes.",
      "text_native": "हा हा."
    },
    {
      "ucid": "21112178841755161",
      "idx": 15,
      "speaker": "customer",
      "start_s": 27.0,
      "end_s": 30.0,
      "text_en": "But suppose ten pieces are needed, five pieces are needed, do we provide like that?",
      "text_native": "पण समजा दहा piece पाहिजे, पाच piece पाहिजे, असं देतो का आपण?"
    },
    {
      "ucid": "21112178841755161",
      "idx": 16,
      "speaker": "agent",
      "start_s": 30.2,
      "end_s": 34.4,
      "text_en": "Sir, how it is for us, if it's HR, then the MOQ is five tons, and for CR, it's three tons.",
      "text_native": "आपलं सर कसं आहे, HR चं जर असेल, तर पाच टन MOQ आहे आणि CR चं तीन टन आहे."
    },
    {
      "ucid": "21112178841755161",
      "idx": 17,
      "speaker": "agent",
      "start_s": 35.0,
      "end_s": 35.9,
      "text_en": "Minimum requirement.",
      "text_native": "Minimum requirement."
    },
    {
      "ucid": "21112178841755161",
      "idx": 18,
      "speaker": "customer",
      "start_s": 36.2,
      "end_s": 36.6,
      "text_en": "Okay.",
      "text_native": "अच्छा."
    },
    {
      "ucid": "21112178841755161",
      "idx": 19,
      "speaker": "customer",
      "start_s": 37.3,
      "end_s": 39.3,
      "text_en": "And what is the difference in rate compared to the market?",
      "text_native": "आणि rate मध्ये काय फरक पडतो म्हणजे मार्केट पेक्षा तुमचा?"
    },
    {
      "ucid": "21112178841755161",
      "idx": 20,
      "speaker": "agent",
      "start_s": 39.5,
      "end_s": 43.2,
      "text_en": "Market, in HR at least, our rate is very competitive. You tell me the inquiry once, I'll do accordingly then.",
      "text_native": "मार्केट, HR मध्ये तरी आपलं खूप competitive rate आहे. तुम्ही मला inquiry सांगा एकदा, मी तसं करते मग."
    },
    {
      "ucid": "21112178841755161",
      "idx": 21,
      "speaker": "agent",
      "start_s": 43.8,
      "end_s": 44.9,
      "text_en": "What do you manufacture, sir?",
      "text_native": "तुम्ही काय manufacture करता सर?"
    },
    {
      "ucid": "21112178841755161",
      "idx": 22,
      "speaker": "customer",
      "start_s": 45.2,
      "end_s": 47.6,
      "text_en": "We do manufacturing of industrial furnaces and ovens.",
      "text_native": "आम्ही manufacturing करतो industrial furnace आणि oven."
    },
    {
      "ucid": "21112178841755161",
      "idx": 23,
      "speaker": "agent",
      "start_s": 47.8,
      "end_s": 48.7,
      "text_en": "Okay. And...",
      "text_native": "अच्छा. आणि..."
    },
    {
      "ucid": "21112178841755161",
      "idx": 24,
      "speaker": "customer",
      "start_s": 48.7,
      "end_s": 50.4,
      "text_en": "And now laser... we need CR.",
      "text_native": "आणि आता laser... आम्हाला CR लागतं."
    },
    {
      "ucid": "21112178841755161",
      "idx": 25,
      "speaker": "agent",
      "start_s": 50.4,
      "end_s": 50.6,
      "text_en": "Yes.",
      "text_native": "हा."
    },
    {
      "ucid": "21112178841755161",
      "idx": 26,
      "speaker": "customer",
      "start_s": 51.1,
      "end_s": 52.5,
      "text_en": "Um, 1.5 mm, 1.2 mm.",
      "text_native": "अं, दीड mm, 1.2 mm."
    },
    {
      "ucid": "21112178841755161",
      "idx": 27,
      "speaker": "customer",
      "start_s": 53.5,
      "end_s": 54.7,
      "text_en": "And we need SS 1 mm.",
      "text_native": "आणि SS लागतं 1 mm."
    },
    {
      "ucid": "21112178841755161",
      "idx": 28,
      "speaker": "agent",
      "start_s": 55.1,
      "end_s": 56.3,
      "text_en": "SS, sir, we don't do.",
      "text_native": "SS सर आपण नाही करत."
    },
    {
      "ucid": "21112178841755161",
      "idx": 29,
      "speaker": "agent",
      "start_s": 57.2,
      "end_s": 58.4,
      "text_en": "Um, we do MS, yes.",
      "text_native": "अं, MS च करतो, हा."
    },
    {
      "ucid": "21112178841755161",
      "idx": 30,
      "speaker": "customer",
      "start_s": 58.9,
      "end_s": 64.2,
      "text_en": "Okay. Our sizes are, 1500 by 3000 and 2500 by 1250. Or can you also give us 4 meter by 2 meter?",
      "text_native": "बर. आमच्या sizes काय, पंधराशे by तीन हजार आणि पंचवीसशे by बाराशे पन्नास. किंवा तुम्ही चार मीटर by दोन मीटर पण देऊ शकता का आम्हाला?"
    },
    {
      "ucid": "21112178841755161",
      "idx": 31,
      "speaker": "agent",
      "start_s": 64.5,
      "end_s": 69.8,
      "text_en": "We can do that as well. I'll WhatsApp you once. You send me the requirement on my... this is the system's number. I will WhatsApp you from this number.",
      "text_native": "तसं पण करू. मी तुम्हाला एकदा WhatsApp करते. तुम्ही मला requirement पाठवा माझ्या... ह्या system चा नंबर आहे. मी तुम्हाला ह्या नंबर वरून WhatsApp करते."
    },
    {
      "ucid": "21112178841755161",
      "idx": 32,
      "speaker": "customer",
      "start_s": 69.8,
      "end_s": 70.4,
      "text_en": "Then send it.",
      "text_native": "मग पाठवा."
    },
    {
      "ucid": "21112178841755161",
      "idx": 33,
      "speaker": "customer",
      "start_s": 70.8,
      "end_s": 71.2,
      "text_en": "Do it, do it.",
      "text_native": "करा करा."
    },
    {
      "ucid": "21112178841755161",
      "idx": 34,
      "speaker": "agent",
      "start_s": 71.5,
      "end_s": 72.0,
      "text_en": "Okay, okay.",
      "text_native": "Okay, okay."
    },
    {
      "ucid": "21112178841755161",
      "idx": 35,
      "speaker": "customer",
      "start_s": 72.3,
      "end_s": 74.2,
      "text_en": "But I can send it to you tomorrow, not today, today is a holiday.",
      "text_native": "पण मी तुम्हाला उद्या पाठवू शकतो, आज नाही, आज सुट्टी आहे."
    },
    {
      "ucid": "21112178841755161",
      "idx": 36,
      "speaker": "agent",
      "start_s": 74.3,
      "end_s": 76.6,
      "text_en": "That's fine, sir, no problem. Send it tomorrow. Tomorrow our...",
      "text_native": "चालेल सर, काही हरकत नाही. उद्या पाठवा तुम्ही. उद्या आपलं..."
    },
    {
      "ucid": "21112178841755161",
      "idx": 37,
      "speaker": "customer",
      "start_s": 76.6,
      "end_s": 77.4,
      "text_en": "Fine.",
      "text_native": "चालेल."
    },
    {
      "ucid": "21112178841755161",
      "idx": 38,
      "speaker": "agent",
      "start_s": 78.1,
      "end_s": 78.7,
      "text_en": "Thank you.",
      "text_native": "Thank you."
    }
  ],
  "steps": [
    {
      "ucid": "21112178841755161",
      "step_id": "NR1",
      "step_name": "Warm welcome opener",
      "weight": 1.0,
      "result": "fail",
      "earned": 0.0,
      "questions_hit": null,
      "evidence": "Sir, do you have any requirement for MS steel?",
      "comment": "The agent did not provide a warm welcome or position as a helper, instead opening with a direct sales question."
    },
    {
      "ucid": "21112178841755161",
      "step_id": "NR2",
      "step_name": "Verify basic profile (4 Qs)",
      "weight": 1.0,
      "result": "fail",
      "earned": 0.0,
      "questions_hit": 0,
      "evidence": "",
      "comment": "The agent asked zero of the four required basic profile questions."
    },
    {
      "ucid": "21112178841755161",
      "step_id": "NR3",
      "step_name": "Full discovery (8 Qs)",
      "weight": 3.0,
      "result": "fail",
      "earned": 0.0,
      "questions_hit": 3,
      "evidence": "What do you manufacture, sir?",
      "comment": "The agent only asked about business type and stumbled into payment terms, missing the threshold for a partial pass."
    },
    {
      "ucid": "21112178841755161",
      "step_id": "NR4",
      "step_name": "Platform education",
      "weight": 1.0,
      "result": "fail",
      "earned": 0.0,
      "questions_hit": null,
      "evidence": "",
      "comment": "The agent did not explain the platform's value propositions like transparent pricing, TCs, or stockyard availability."
    },
    {
      "ucid": "21112178841755161",
      "step_id": "NR5",
      "step_name": "First opportunity identified",
      "weight": 2.0,
      "result": "pass",
      "earned": 2.0,
      "questions_hit": null,
      "evidence": "But I can send it to you tomorrow, not today, today is a holiday.",
      "comment": "The agent identified a live requirement for CR, captured initial specs, and got a commitment for the full requirement the next day."
    },
    {
      "ucid": "21112178841755161",
      "step_id": "NR6",
      "step_name": "Closure - one of three outcomes",
      "weight": 2.0,
      "result": "pass",
      "earned": 2.0,
      "questions_hit": null,
      "evidence": "That's fine, sir, no problem. Send it tomorrow.",
      "comment": "The call ended with a specific next action agreed: the customer will send their requirement 'tomorrow'."
    }
  ],
  "objections": [
    {
      "ucid": "21112178841755161",
      "obj_type": "price",
      "state": "mishandled",
      "evidence": "And what is the difference in rate compared to the market?",
      "response": "Market, in HR at least, our rate is very competitive."
    }
  ],
  "missed_steps": [
    "NR1 Warm welcome opener",
    "NR2 Verify basic profile (4 Qs)",
    "NR3 Full discovery (8 Qs)",
    "NR4 Platform education"
  ],
  "objection_phrases_list": []
}