Documentation Index

Fetch the complete documentation index at: https://hc.pillargtm.com/llms.txt

Use this file to discover all available pages before exploring further.

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Picklist & Stage Mapping

Every CRM uses different names for the same pipeline stages. Salesforce might call it “Closed Won - Paid” while HubSpot uses “closedwon”. PILLAR needs a single, standardized stage vocabulary to score pipeline hygiene, calculate forecasts, and build pipeline views. Picklist mapping is the translation layer that makes this work.

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Why It Matters

Without picklist mapping, PILLAR cannot accurately:

• Score pipeline hygiene — The Pipeline Hygiene model measures stage velocity (how long deals sit in each stage relative to the median). If stages are not mapped, PILLAR cannot group deals by stage for comparison.
• Forecast revenue — Forecast confidence uses stage probability. Unmapped stages receive no probability assignment.
• Calculate financial metrics — ARR, expansion revenue, and churn tracking all depend on recognizing closed_won and closed_lost stages.
• Build pipeline views — The pipeline board, funnel charts, and cohort analyses group deals by canonical stage.

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Canonical PILLAR Stages

PILLAR normalizes all opportunity/deal stages to these 6 canonical stages:

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How to Configure Picklist Mapping

Navigate to Settings > Scoring > Picklist Mapping in the PILLAR app. For each CRM stage value, assign the corresponding PILLAR canonical stage:

1. PILLAR auto-detects your CRM’s stage values during the first sync
2. Review the suggested mappings (PILLAR uses fuzzy matching to suggest defaults)
3. Adjust any incorrect mappings
4. Save to apply the mapping to all existing and future opportunities

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Common Mapping Examples

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Salesforce Opportunity Stages

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HubSpot Deal Stages

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Custom Stage Examples

If your CRM uses custom stage names, map them to the closest canonical stage:

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How Stages Feed Scoring

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Pipeline Hygiene Score

The Pipeline Hygiene model (see Pipeline Hygiene) uses canonical stages to:

• Stage velocity: Compare how long a deal has been in its current stage vs. the median for that stage. Deals sitting 2x the median score 100 (maximum concern).
• Stage probability: Each canonical stage has a default probability used in forecast confidence calculations.

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Financial Health and Revenue Metrics

• Deals in closed_won contribute to ARR calculations and recognized revenue
• The transition from negotiation to closed_won triggers revenue recognition signals
• closed_lost deals feed win/loss ratio analysis and competitive intelligence

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Renewal Risk

For existing customers, the contracting momentum variable in the Renewal Risk model tracks whether renewal-related opportunities are progressing through stages on schedule.

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Adding Custom Stage Mappings

To add a new mapping:

1. Go to Settings > Scoring > Picklist Mapping
2. Click Add Mapping
3. Select the CRM object (Opportunity or Deal)
4. Enter the exact CRM picklist value (case-sensitive for Salesforce, lowercase for HubSpot)
5. Select the PILLAR canonical stage
6. Click Save

The mapping takes effect on the next sync cycle (within 15 minutes). Existing opportunities are re-classified automatically.

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Troubleshooting

My pipeline views show 'Unmapped' stages

This means one or more CRM stage values have not been mapped to a PILLAR canonical stage. Go to Settings > Scoring > Picklist Mapping and map any stages marked as unmapped. The Data Health dashboard also surfaces unmapped picklist warnings.

Stage probabilities seem wrong in forecasts

Check that your mapping is correct. A common mistake is mapping a late-stage value (like “Verbal Commit”) to discovery instead of negotiation. The canonical stage determines the default probability used in forecasting.

Deals are not showing up in pipeline views

Ensure the opportunity’s stage value exactly matches a picklist mapping entry. Salesforce stage values are case-sensitive. Check for trailing spaces or special characters in your CRM’s picklist configuration.