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docs/define-phase.md

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+# DEFINE Phase — Detailed Guide
+
+The DEFINE phase identifies the customer's business problem and builds commitment to solve it. Output: a scoped **Value Story** and a **Joint Engagement Plan**.
+
+## Steps
+
+### 1. Ideate
+
+Create a value hypothesis expressed in the customer's business terms — not Oracle features.
+
+**Inputs:**
+- Discovery notes (unstructured)
+- Customer's public filings, strategy docs, press releases
+- Industry patterns from `kb/patterns/business-patterns.yaml`
+- Business Drivers Framework from `kb/patterns/business-drivers.yaml`
+
+**Activities:**
+- Build Customer Profile (`templates/customer-profile.yaml`) — strategic goals, Oracle footprint, industry analysis
+- Build Strategy Map (`templates/strategy-map.yaml`) — goals → strategies → capabilities → enablers
+- Parse discovery notes into structured Workload Profile
+- Identify 1-3 business drivers using the four pillars (Strategic, Financial, Business Ops, IT Ops)
+- Formulate 1+ Points of View, evaluate each against SMART criteria
+- Select the strongest PoV as the value hypothesis
+- Cross-reference with `kb/patterns/application-patterns.yaml` for proven solutions
+- Map to hypothesis family from `kb/patterns/business-drivers.yaml`
+
+**Output:** Customer Profile + Strategy Map + Draft Value Story (`templates/value-story.yaml`)
+
+**ECAL Artefacts:** See `kb/patterns/ecal-artefacts-catalog.yaml` DEF-01 through DEF-06
+**Engagement RACI:** See `kb/patterns/engagement-raci.yaml` define.ideate
+
+### 2. Validate
+
+Test the hypothesis against the customer's reality.
+
+**Activities:**
+- Review value story for SMART criteria (Specific, Measurable, Attainable, Relevant, Time-based)
+- Identify gaps in discovery data — list what we assumed vs. what we confirmed
+- Check: Is the hypothesis bold enough? Is there enough urgency?
+- Validate technical feasibility against `kb/services/` and `kb/compatibility/`
+
+**Validation checklist:**
+```
+- [ ] Business driver clearly identified and quantifiable
+- [ ] Desired outcome is SMART
+- [ ] Technical feasibility confirmed (no blockers in feature matrix)
+- [ ] Customer sponsor identified
+- [ ] Urgency driver exists (EOL, contract, compliance deadline, competitive threat)
+```
+
+**Output:** Validated Value Story with confidence flags
+
+### 3. Plan
+
+If the hypothesis is compelling, create a Joint Engagement Plan for the DESIGN phase.
+
+**Activities:**
+- Define engagement tier (small/standard/complex) — see [engagement-tiers.md](engagement-tiers.md)
+- Timebox the DESIGN phase (typically 2-6 weeks)
+- Identify resources needed (SA, specialists, customer stakeholders)
+- Define success criteria for the DESIGN phase itself
+
+**Output:** Joint Engagement Plan (`templates/joint-engagement-plan.yaml`)
+
+## Engagement Tier Selection
+
+The tier determines artifact depth. Select based on:
+
+| Signal | Small | Standard | Complex |
+|--------|-------|----------|---------|
+| # Applications | 1-2 | 3-10 | 10+ |
+| Compliance | None | 1 framework | Multiple |
+| Regions | 1 | 1-2 | 3+ |
+| Integration points | 0-2 | 3-5 | 5+ |
+| Budget sensitivity | Low | Medium | High |
+| Timeline | < 4 weeks | 4-12 weeks | 12+ weeks |
+
+See [engagement-tiers.md](engagement-tiers.md) for full tier definitions and artifact mapping.
+
+## Iterative Checkpoint
+
+Before moving to DESIGN, verify:
+```
+- [ ] Value Story approved by architect (and ideally customer sponsor)
+- [ ] Workload Profile has < 3 critical gaps
+- [ ] Engagement tier selected
+- [ ] Joint Engagement Plan agreed (timebox, resources, success criteria)
+```
+
+If the value story isn't compelling, iterate: refine the hypothesis or pick another one.