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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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Decision Engine

The Decision Engine is PILLAR’s strategic intelligence layer. It sits above the scoring engine and signal generator, consuming their outputs to model financial consequences, generate territory rebalance recommendations, and produce board-ready scenario projections.
The Decision Engine does not produce entity-level scores (those come from the Scoring Engine). It produces strategic outputs: territory health composites, financial cascade models, rebalance proposals, and board scenarios.

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How It Works

Scoring Rules (entity-level)
  → Account health, renewal risk, pipeline hygiene

Decision Engine (strategic layer)
  → Territory health composite (aggregates entity scores)
  → Financial cascade (what does this risk cost the territory?)
  → Rebalance recommendation (which rep should own this?)
  → Board scenario (what happens to ARR/NRR under different assumptions?)

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Five Layers

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Layer 1: Territory Health Composite

Each territory receives a 0-100 health score computed from multiple weighted dimensions including financial performance, pipeline coverage, signal density, deal velocity, and quota attainment. Territories are classified as Healthy, Caution, or Critical based on configurable thresholds.

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Layer 2: Signal to Financial Cascade

Every critical or warning signal triggers a financial cascade analysis that quantifies the potential impact: ARR at risk, cost-to-yield shift if the account churns, NRR impact, and headcount plan viability. This translates abstract risk signals into concrete dollar amounts for executive decision-making.

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Layer 3: What-If Modeling

The Decision Engine accepts proposed changes and models the financial impact:
  • Account Reassignment — Model moving accounts between territories, with before/after health and coverage projections
  • Headcount Addition — Model adding a new hire with multi-scenario revenue projections, ROI, and breakeven timeline

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Layer 4: Automated Rebalance Recommendations

The engine generates proposals to optimize territory performance, including performance-based reassignments, coverage rebalancing, SDR support additions, and territory restructuring.

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Layer 5: Board Scenario Modeling

Three scenarios computed from actual operational data:
ScenarioDescription
Current TrajectoryWhat happens if nothing changes — based on historical win rates and current risk distribution
Optimized ExecutionWhat happens with improved execution — deal coaching, save plays, account reassignment
Downside RiskWhat happens if performance degrades — pipeline loss, increased churn, reduced capacity
Each scenario produces projected ARR, NRR, GRR, attainment, headcount impact, and detailed assumptions with supporting math.

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Access Control

The Decision Engine is accessible to executive and RevOps roles only. Other roles see relevant outputs surfaced in their respective dashboards (Command Center KPIs, Territory P&L) but do not access the full strategic modeling interface.
Detailed Decision Engine methodology, including dimension weights, scoring algorithms, and scenario modeling parameters, is available in the PILLAR Implementation Guide provided to active customers.