Data Readiness

PILLAR enforces data quality standards before computing scores. When your CRM data doesn’t meet the minimum standard, PILLAR will tell you exactly what’s missing and which accounts are affected.

Readiness States

State	Threshold	Behavior
Ready	85%+ readiness, no critical issues	All scoring and signals operate normally
Degraded	60-84% readiness, no critical issues	Scores compute but a warning banner displays. Some accounts may have incomplete scores.
Blocked	Below 60%, or any critical issues, or fewer than 5 scoring-ready accounts	Scoring is paused. A red banner displays with a link to the Data Health dashboard.

Minimum CRM Sync Standard

Required Fields (Blocking)

These fields must be present for PILLAR to function. Missing these generates critical issues. Accounts:

name — Account identifier
status — Active/inactive lifecycle state
arr — Must not be negative

Contacts:

name — Contact full name
account_id — Must reference a valid account (referential integrity)

Opportunities:

name — Opportunity identifier
account_id — Must reference a valid account
stage — Pipeline stage
amount — Deal value

Renewals:

account_id — Must reference a valid account
renewal_date — When the renewal occurs
arr — Renewal ARR value

Activities:

account_id — Must reference a valid account
type — Activity type (call, email, meeting, etc.)

Scoring Readiness Fields (Warning)

These fields aren’t required for sync, but scores will be incomplete without them.

Table	Field	Impact if Missing
Accounts	`segment`	No segment-based benchmarking
Accounts	`health_score`, `risk_score`	No pre-existing health data
Contacts	`buying_role`	Champion/sponsor detection unavailable
Contacts	`is_champion`, `is_exec_sponsor`	Stakeholder coverage signals won’t fire
Opportunities	`probability`	Weighted pipeline can’t compute
Opportunities	`forecast_category`	Forecast bands can’t compute

What Makes an Account “Scoring Ready”

An account needs both of the following to be scored:

At least 1 contact linked to it
At least 1 activity in the last 180 days

The org-level readiness percentage is: scoring_ready_accounts / total_active_accounts.

Record-Level Detail

PILLAR doesn’t just tell you “37 accounts have issues.” It tells you exactly which accounts are affected and what’s wrong with each one. The Data Health dashboard (/data-health) shows:

Overall readiness percentage with progress bar
Critical issues and warnings count
Per-field completeness across all tables
Scoring-ready vs needs-attention account counts

The Affected Records API (GET /api/data-readiness/affected-records) returns per-account detail:

{
  "total_accounts": 155,
  "scoring_ready": 118,
  "not_ready": 37,
  "accounts": [
    {
      "account_id": "abc-123",
      "account_name": "Houston ISD",
      "scoring_ready": false,
      "issues": [
        {
          "code": "no_contacts",
          "severity": "critical",
          "description": "No contacts linked to this account"
        }
      ]
    }
  ],
  "summary": {
    "no_contacts": 12,
    "no_recent_activity": 8,
    "missing_segment": 15
  }
}

Filter by specific issue: GET /api/data-readiness/affected-records?issue=no_contacts

Issue Codes

Code	Severity	Description
`no_contacts`	Critical	No contacts linked to the account
`negative_arr`	Critical	Account has negative ARR (data error)
`no_recent_activity`	Warning	No activity recorded in the last 180 days
`missing_segment`	Warning	Segment field is empty
`zero_arr`	Warning	Active account with zero or missing ARR
`score_imbalance`	Warning	health_score + risk_score deviates from 100

Post-Sync Validation

Every CRM sync automatically triggers a validation pass across 5 tables:

Accounts — Required fields, ARR positivity, score balance
Contacts — Required fields, referential integrity, champion coverage
Opportunities — Required fields, referential integrity, amount > 0, deal freshness
Renewals — Required fields, referential integrity, ARR within 50-150% of account ARR
Activities — Required fields, referential integrity

Results are stored in connector_sync_log and surfaced on the Data Health dashboard. A daily cron job at 6:00 AM UTC re-validates all data to detect drift.

Overview

Resources

Configuration

BUILDER

Data Readiness

Data Readiness

Readiness States

Minimum CRM Sync Standard

Required Fields (Blocking)

Scoring Readiness Fields (Warning)

What Makes an Account “Scoring Ready”

Record-Level Detail

Issue Codes

Post-Sync Validation

​Data Readiness

​Readiness States

​Minimum CRM Sync Standard

​Required Fields (Blocking)

​Scoring Readiness Fields (Warning)

​What Makes an Account “Scoring Ready”

​Record-Level Detail

​Issue Codes

​Post-Sync Validation

Data Readiness

Readiness States

Minimum CRM Sync Standard

Required Fields (Blocking)

Scoring Readiness Fields (Warning)

What Makes an Account “Scoring Ready”

Record-Level Detail

Issue Codes

Post-Sync Validation