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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.

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Readiness States

StateThresholdBehavior
Ready85%+ readiness, no critical issuesAll scoring and signals operate normally
Degraded60-84% readiness, no critical issuesScores compute but a warning banner displays. Some accounts may have incomplete scores.
BlockedBelow 60%, or any critical issues, or fewer than 5 scoring-ready accountsScoring is paused. A red banner displays with a link to the Data Health dashboard.

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Minimum CRM Sync Standard

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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.)

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Scoring Readiness Fields (Warning)

These fields aren’t required for sync, but scores will be incomplete without them.
TableFieldImpact if Missing
AccountssegmentNo segment-based benchmarking
Accountshealth_score, risk_scoreNo pre-existing health data
Contactsbuying_roleChampion/sponsor detection unavailable
Contactsis_champion, is_exec_sponsorStakeholder coverage signals won’t fire
OpportunitiesprobabilityWeighted pipeline can’t compute
Opportunitiesforecast_categoryForecast bands can’t compute

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What Makes an Account “Scoring Ready”

An account needs both of the following to be scored:
  1. At least 1 contact linked to it
  2. At least 1 activity in the last 180 days
The org-level readiness percentage is: scoring_ready_accounts / total_active_accounts.

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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

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Issue Codes

CodeSeverityDescription
no_contactsCriticalNo contacts linked to the account
negative_arrCriticalAccount has negative ARR (data error)
no_recent_activityWarningNo activity recorded in the last 180 days
missing_segmentWarningSegment field is empty
zero_arrWarningActive account with zero or missing ARR
score_imbalanceWarninghealth_score + risk_score deviates from 100

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Post-Sync Validation

Every CRM sync automatically triggers a validation pass across 5 tables:
  1. Accounts — Required fields, ARR positivity, score balance
  2. Contacts — Required fields, referential integrity, champion coverage
  3. Opportunities — Required fields, referential integrity, amount > 0, deal freshness
  4. Renewals — Required fields, referential integrity, ARR within 50-150% of account ARR
  5. 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.