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.
Cohort Intelligence
The Cohort Intelligence engine groups accounts into cohorts by vintage (sign-up quarter), segment, territory, or rep, then computes per-cohort revenue metrics (NRR, GRR, churn, expansion), generates vintage retention curves, and detects anomalies like accelerating churn or health score decline.
Cohort Intelligence consumes data from the Accounts and Renewals tables. It does not modify entity-level scores — it produces aggregate cohort metrics for trend analysis and board reporting. How It Works
Accounts + Renewals data
→ Cohort definitions (vintage, segment, territory, rep)
→ Cohort snapshots (NRR, GRR, churn, expansion per period)
→ Vintage curves (month-by-month retention from cohort start)
→ Cohort comparison (ranked by NRR with best/worst flags)
→ Anomaly detection (low NRR, accelerating churn, health decline)
Cohort Types
| Type | Grouping Field | Example |
|---|
| Vintage | created_at quarter | Vintage 2025-Q3 |
| Segment | segment | Segment: Enterprise |
| Territory | territory | Territory: Northeast |
| Rep | owner_id | Rep: sarah-jones |
| Custom | User-defined filter | Custom criteria |
Cohort Snapshots
Each cohort receives a periodic snapshot with the following metrics:
| Metric | Description |
|---|
| Total ARR | Sum of ARR across all cohort members |
| Starting ARR | ARR at the beginning of the snapshot period |
| NRR | (Starting + Expansion - Contraction - Churn) / Starting x 100 |
| GRR | (Starting - Contraction - Churn) / Starting x 100 (capped at 100%) |
| Churn Count | Number of accounts with CHURNED disposition in the period |
| Churn ARR | ARR lost to churn |
| Expansion ARR | ARR gained from expansion |
| Contraction ARR | ARR lost to downsell |
| Avg Health Score | Average health score across cohort members |
| Avg Risk Score | Average risk score across cohort members |
| Avg Products per Account | Average product count |
| Avg Adoption % | Average product adoption percentage |
Vintage Curves
Vintage curves track month-by-month retention from the cohort’s start date for up to 36 months. Each data point includes:
| Field | Description |
|---|
| Months Since Start | 0, 1, 2, … up to 36 |
| Retention % | (Starting ARR - Cumulative Churn + Cumulative Expansion) / Starting ARR x 100 |
| Accounts Remaining | Starting account count minus cumulative churned accounts |
| Cumulative Churn ARR | Running total of ARR lost to churn |
| Cumulative Expansion ARR | Running total of ARR gained from expansion |
Anomaly Detection
The engine flags three anomaly types:
| Anomaly | Description |
|---|
| Low NRR | Net revenue retention below healthy thresholds, with escalating severity |
| Accelerating Churn | Churn count increasing period-over-period, with severity based on acceleration rate |
| Health Decline | Average health score declining significantly from prior period |
Exact anomaly thresholds and severity classifications are configurable per organization and available in the PILLAR Implementation Guide provided to active customers.
Cohort Comparison
Cohorts are ranked by NRR with explicit best/worst indicators:
| Indicator | Meaning |
|---|
best | Highest NRR cohort |
worst | Lowest NRR cohort |
normal | All others |
Data Model
PILLAR stores cohort definitions (grouping criteria and member counts), periodic cohort snapshots (revenue metrics, health scores, churn/expansion data per period), and vintage retention curves (month-by-month retention tracking for up to 36 months).
Detailed data model schemas are available in the PILLAR Implementation Guide provided to active customers.
API Endpoints
GET /api/cohorts/definitions
POST /api/cohorts/definitions
Access
Available to: CRO/CEO, VP Sales, VP CS, RevOps
