Documentation Index
Fetch the complete documentation index at: https://hc.pillargtm.com/llms.txt
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System Architecture
PILLAR is the first Revenue Architecture Operating System (RAOS). It sits above the CRM as a governed substrate with four structural properties: one canonical data model, a signal-to-action pathway with ownership and SLAs, a closed-loop flywheel that tunes scoring weights from real outcomes, and an AI-addressable surface exposing 129 MCP tools across 14 categories (63 in vertical_intelligence) to any compatible client (Claude Desktop, Cursor, VS Code, ChatGPT, Zed, Windsurf). For the category argument in depth, see Why horizontal revenue tools can’t do this. PILLAR follows a layered architecture that ingests data from multiple sources, computes scores and signals, and surfaces insights through role-based dashboards and the in-app Drafter agent.Layers
1. Data Ingestion Layer
CRM connectors (Salesforce, HubSpot, Dynamics 365) sync data using OAuth 2.0. PILLAR pulls account, contact, opportunity, and lead data from your CRM on a regular cadence and pushes computed scores (health, risk, priority) back to custom fields in your CRM so reps see PILLAR intelligence inside their existing tools. Email and calendar metadata flows from Google Workspace and Microsoft 365. Starbridge district intelligence arrives via webhook and on-demand API calls.2. Data Model Layer
PILLAR maintains a comprehensive data model with core entities:| Entity | Description |
|---|---|
| Organizations | Top-level tenant for multi-org isolation |
| Users | Team members with role-based access |
| Accounts | Customer and prospect records with 100+ enrichment fields |
| Contacts | Stakeholders with buying role classification |
| Opportunities | Pipeline deals with hygiene and confidence scores |
| Renewals | Contract renewals with multi-variable risk scoring |
| Signals | Actionable alerts with lifecycle management |
| Plays | Signal-triggered playbooks with task execution |
| Activities | Interaction history (email, meeting, call, note) |
| Leads | Inbound leads with behavioral scoring and lifecycle tracking |
3. Scoring Engine
A comprehensive rules engine evaluates every account across 8 categories:- Engagement — Usage trends, activity volume, product adoption
- Fit — ICP alignment, segment, budget, procurement
- Intent — Buying signals, RFPs, grants, competitive windows
- Velocity — Deal speed, stage progression, meeting cadence
- Pipeline Health — Hygiene, forecast integrity, handoff compliance
- Relationship — Champion, exec sponsor, multi-threading
- Risk — Churn patterns, budget decline, competitive threat
- Opportunity Quality — Deal size, win probability, buyer readiness
4. Signal Generation Engine
The signal engine evaluates scoring outputs against configurable thresholds to generate actionable signals. Signals have a 7-state lifecycle (Pending, Active, Acknowledged, In Progress, Resolved, Expired, Suppressed) and are routed across 8 families: Renewal, Pipeline, Expansion, Account, Coverage, Workflow, Starbridge, and Economics.5. Decision Engine (Strategic Intelligence)
The Decision Engine sits above the scoring and signal layers, consuming their outputs to model financial consequences and generate strategic recommendations. It produces strategic outputs rather than entity-level scores. Five layers of intelligence:- Territory Health Composite — A 0-100 score per territory computed from multiple weighted dimensions including financial health, pipeline coverage, signal density, deal velocity, and quota attainment
- Signal-to-Financial Cascade — Every critical signal mapped to ARR at risk, cost-to-yield impact, NRR impact, and headcount plan viability
- What-If Modeling — Accepts proposed account reassignments and headcount additions, returns projected before/after territory health and P&L impact
- Automated Rebalance — System-generated proposals to optimize territory assignments and coverage
- Board Scenario Modeling — Three scenarios (current trajectory, optimized execution, downside risk) computed from actual pipeline cohort data and operational metrics
6. Presentation Layer
Role-based dashboards including:- Command Center — Executive overview with KPIs
- Pipeline Board — Kanban with hygiene overlays
- Forecast Dashboard — Multi-band probability-weighted forecast
- Health Map — Heatmap of account health scores
- Signal Viewer — Signal feed with acknowledgment workflow
- Territory Dashboard — SAM equity and P&L analytics
- Decision Engine — Territory health, financial cascades, rebalance, board scenarios
- Blueprint Assessment — 142-item GTM maturity diagnostic