Field Mapping Reference

PILLAR’s field mapping layer connects your CRM schema to PILLAR’s canonical data model. When you connect Salesforce, HubSpot, or Microsoft Dynamics 365, PILLAR auto-discovers your CRM’s fields and maps them to the 126+ internal fields listed below across 6 data objects.

How Field Mapping Works

Auto-Discovery — When you first connect your CRM, PILLAR reads your org’s actual field schema (including custom fields) and fuzzy-matches them against the known CRM field names listed in this reference.
Auto-Mapping — Fields with high-confidence matches are mapped automatically. PILLAR shows you a mapping confidence score (0-100) based on how many required and optional fields were matched.
Manual Review — You can review, override, or add custom mappings via Settings > Integrations > Field Mapping.
Transform Layer — Each mapping includes a transform type that controls how the raw CRM value is converted to PILLAR’s internal format (see Field Transforms below).
Continuous Sync — Mapped fields are synced every 15 minutes via incremental pull. PILLAR also pushes computed scores (Health, Risk, Priority) back to your CRM.

Dynamics 365 field names are listed in a dedicated section at the bottom of this page. All Salesforce and HubSpot mappings apply to Dynamics 365 via the same auto-discovery process — Dynamics-specific field names are documented in Dynamics 365 Field Mappings below.

Fields marked Required must be mapped for PILLAR to generate meaningful scores, signals, and next-best-actions. Optional fields improve scoring accuracy and unlock additional intelligence modules.

Accounts

Accounts are the core entity in PILLAR, representing organizations (school districts, companies, institutions) that are customers or prospects.

Core Fields

PILLAR Field	Label	Type	Required	Salesforce Default	HubSpot Default	Description
`name`	Account Name	string	Yes	`Name`	`name`, `company`	The name of the school district, university, or organization
`arr`	Annual Recurring Revenue	number	Yes	`AnnualRevenue`, `Annual_Recurring_Revenue__c`, `ARR__c`, `MRR__c`, `Total_Contract_Value__c`, `Annual_Contract_Value__c`	`annualrevenue`, `arr`, `annual_recurring_revenue`, `mrr`, `total_contract_value`	Total ARR for this account in dollars. Critical for scoring and forecasting.
`segment`	Account Segment	enum	Yes	`Type`, `Account_Segment__c`, `Segment__c`, `AccountTier__c`, `Customer_Type__c`	`type`, `hs_company_size`, `company_size`, `segment`, `account_tier`	Enterprise, Mid-Market, or SMB classification
`industry`	Industry	string	No	`Industry`, `Vertical__c`	`industry`, `hs_industry`	Industry vertical (e.g., K-12, Higher Ed, Government)
`domain`	Website Domain	string	No	`Website`, `Domain__c`	`domain`, `website`	Primary website domain (e.g., miamidade.k12.fl.us)
`state`	State	string	No	`BillingState`, `ShippingState`, `State__c`	`state`, `hs_state`	Two-letter state code for territory assignment
`territory`	Territory	string	No	`Territory__c`, `Sales_Territory__c`, `Region__c`	`territory`, `region`, `sales_territory`	Sales territory assignment (e.g., Southeast, West Coast)
`owner_id`	Account Owner	string	No	`OwnerId`	`hubspot_owner_id`	CRM user ID of the account owner/rep
`tier`	Account Tier	enum	No	`Tier__c`, `Account_Tier__c`, `Strategic_Tier__c`	`tier`, `account_tier`, `strategic_tier`	Strategic tier for account prioritization (tier_1, tier_2, tier_3, tier_4)

Scoring Fields

PILLAR Field	Label	Type	Required	Salesforce Default	HubSpot Default	Description
`student_count`	Student Count	number	No	`Student_Count__c`, `Enrollment__c`, `Students__c`, `NumberOfStudents__c`, `Total_Enrollment__c`	`student_count`, `enrollment`, `number_of_students`	Total students enrolled. Used for expansion scoring and ARR-per-student.
`annual_budget`	Annual Budget	number	No	`Annual_Budget__c`, `Budget__c`, `Tech_Budget__c`	`annual_budget`, `budget`	Organization’s annual operating or tech budget
`health_score`	Health Score	number	No	`Health_Score__c`, `Customer_Health__c`, `Account_Health__c`, `HealthScore__c`	`health_score`, `customer_health_score`	0-100 account health score. If your CRM tracks this, map it; otherwise PILLAR computes it.
`ai_adoption_score`	AI Adoption Score	number	No	`AI_Adoption_Score__c`, `AI_Readiness__c`	`ai_adoption_score`, `ai_readiness_score`	0-100 score indicating the account’s propensity to adopt AI-powered tools
`budget_trend_yoy`	Budget Trend YoY	number	No	`Budget_Trend_YoY__c`, `YoY_Budget_Change__c`	`budget_trend_yoy`, `yoy_budget_change`	Year-over-year budget change as a percentage (e.g., 5.2 means +5.2%)
`expansion_propensity`	Expansion Propensity	number	No	`Expansion_Propensity__c`, `Expansion_Score__c`	`expansion_propensity`, `expansion_score`	0-100 score indicating likelihood the account will expand usage or spend
`historical_spend`	Historical Spend	number	No	`Historical_Spend__c`, `Lifetime_Value__c`, `Total_Spend__c`	`historical_spend`, `lifetime_value`, `total_spend`	Total historical spend with your company in dollars
`priority_score`	Priority Score	number	No	`Priority_Score__c`, `Account_Priority__c`	`priority_score`, `account_priority`	Composite priority score (0-100) used for account ranking and territory planning
`renewal_risk_score`	Risk Score	number	No	`Risk_Score__c`, `Churn_Risk__c`, `Account_Risk__c`	`renewal_risk_score`, `churn_risk_score`	0-100 churn/risk score. Higher = more at risk.
`startup_friendliness`	Startup Friendliness	number	No	`Startup_Friendliness__c`, `Vendor_Openness__c`	`startup_friendliness`, `vendor_openness`	0-100 score indicating how open the account is to working with newer vendors
`tech_budget`	Technology Budget	number	No	`Tech_Budget__c`, `Technology_Budget__c`, `IT_Budget__c`	`tech_budget`, `technology_budget`, `it_budget`	Annual technology budget in dollars
`tech_spend_propensity`	Tech Spend Propensity	number	No	`Tech_Spend_Propensity__c`, `Tech_Propensity__c`	`tech_spend_propensity`, `tech_propensity`	0-100 score indicating likelihood to invest in new technology
`total_budget`	Total Budget	number	No	`Total_Budget__c`, `Operating_Budget__c`	`total_budget`, `operating_budget`	Total organizational budget in dollars (broader than tech budget)
`whitespace_pct`	Whitespace Percentage	number	No	`Whitespace_Pct__c`, `Whitespace__c`, `Expansion_Opportunity__c`	`whitespace_pct`, `whitespace_percentage`	Percentage of potential product footprint not yet sold (0-100). Higher = more expansion room.

Enrichment Fields

PILLAR Field	Label	Type	Required	Salesforce Default	HubSpot Default	Description
`coop_agreements`	Cooperative Agreements	string	No	`Coop_Agreements__c`, `Cooperative_Contracts__c`	`coop_agreements`, `cooperative_contracts`	Active cooperative purchasing agreements (e.g., TIPS, NASPO, E&I)
`district_type`	District Type	enum	No	`District_Type__c`, `Institution_Type__c`	`district_type`, `institution_type`	Type of school district or institution (traditional, charter, independent, regional, consolidated)
`grade_range`	Grade Range	string	No	`Grade_Range__c`, `Grades_Served__c`	`grade_range`, `grades_served`	Grade levels served (e.g., K-5, 6-8, 9-12, K-12)
`nces_id`	NCES ID	string	No	`NCES_ID__c`, `NCES_District_ID__c`	`nces_id`, `nces_district_id`	National Center for Education Statistics identifier for the district
`procurement_complexity`	Procurement Complexity	enum	No	`Procurement_Complexity__c`, `Buying_Complexity__c`	`procurement_complexity`, `buying_complexity`	How complex the procurement process is for this account (low, medium, high, very_high)
`school_count`	School Count	number	No	`School_Count__c`, `Number_of_Schools__c`	`school_count`, `number_of_schools`	Number of schools in the district
`staff_count`	Staff Count	number	No	`NumberOfEmployees`, `Staff_Count__c`	`numberofemployees`, `staff_count`	Total number of staff/employees at the organization
`starbridge_buyer_id`	Starbridge Buyer ID	string	No	`Starbridge_Buyer_ID__c`	`starbridge_buyer_id`	External buyer ID from Starbridge data enrichment
`starbridge_last_synced`	Starbridge Last Synced	date	No	`Starbridge_Last_Synced__c`	`starbridge_last_synced`	Timestamp of last data sync from Starbridge
`strategic_themes`	Strategic Themes	string	No	`Strategic_Themes__c`, `Key_Initiatives__c`	`strategic_themes`, `key_initiatives`	Key strategic initiatives or themes relevant to this account (comma-separated)

Lifecycle Fields

PILLAR Field	Label	Type	Required	Salesforce Default	HubSpot Default	Description
`fiscal_year_end`	Fiscal Year End	string	No	`Fiscal_Year_End__c`, `FYE__c`, `Budget_Cycle_End__c`	`fiscal_year_end`	MM-DD format. Drives budget cycle alerts and renewal timing.
`status`	Account Status	enum	No	`Account_Status__c`, `Status__c`, `Customer_Status__c`	`hs_lead_status`, `account_status`, `customer_status`	Current lifecycle status of the account (prospect, active, churned, paused, onboarding)

Contacts

Contacts represent individual people at accounts — buyers, champions, evaluators, and end users.

Core Fields

PILLAR Field	Label	Type	Required	Salesforce Default	HubSpot Default	Description
`name`	Contact Name	string	Yes	`Name`	`firstname,lastname` (formula concat)	Full name of the contact
`account_id`	Parent Account (CRM ID)	string	Yes	`AccountId`	`associatedcompanyid`	CRM ID of the associated account — resolved to PILLAR UUID automatically via the lookup transform
`email`	Email	string	No	`Email`	`email`	Primary email address
`phone`	Phone	string	No	`Phone`, `MobilePhone`	`phone`, `mobilephone`	Primary phone number
`department`	Department	string	No	`Department`	`department`	Department within the organization

Engagement Fields

PILLAR Field	Label	Type	Required	Salesforce Default	HubSpot Default	Description
`title`	Job Title	string	No	`Title`	`jobtitle`	Job title — used to infer buying role (Champion, Economic Buyer, etc.)
`buying_role`	Buying Role	enum	No	`Buying_Role__c`, `Contact_Role__c`, `Role__c`	`buying_role`, `contact_role`	Role in the buying process (champion, economic_buyer, technical_evaluator, end_user, influencer, blocker)
`engagement_score`	Engagement Score	number	No	`Engagement_Score__c`, `Activity_Score__c`	`engagement_score`, `hs_email_engagement`, `hs_analytics_num_visits`	0-100 score reflecting how engaged this contact is with your outreach and content
`is_champion`	Is Champion	boolean	No	`Is_Champion__c`, `Champion__c`	`is_champion`	Whether this contact is identified as an internal champion for your product
`is_exec_sponsor`	Is Executive Sponsor	boolean	No	`Is_Exec_Sponsor__c`, `Executive_Sponsor__c`	`is_exec_sponsor`, `executive_sponsor`	Whether this contact serves as the executive sponsor for the relationship
`last_activity_date`	Last Activity Date	date	No	`LastActivityDate`, `Last_Activity_Date__c`	`notes_last_updated`, `hs_last_sales_activity_date`	Date of the most recent activity (email, meeting, call) with this contact

Lifecycle Fields

PILLAR Field	Label	Type	Required	Salesforce Default	HubSpot Default	Description
`status`	Contact Status	enum	No	`Contact_Status__c`, `Status__c`	`hs_lead_status`, `contact_status`	Current status of the contact (active, inactive, churned, do_not_contact)

Opportunities

Opportunities represent active deals in the pipeline — new business, renewals, expansions, and cross-sells.

Core Fields

PILLAR Field	Label	Type	Required	Salesforce Default	HubSpot Default	Description
`name`	Opportunity Name	string	Yes	`Name`	`dealname`	Name of the deal/opportunity
`amount`	Deal Amount	number	Yes	`Amount`, `Total_Contract_Value__c`, `ACV__c`	`amount`, `hs_tcv`, `hs_acv`	Total deal value in dollars
`stage`	Deal Stage	enum	Yes	`StageName`	`dealstage`	Current pipeline stage (Discovery, Evaluation, Proposal, Negotiation, Closed Won, Closed Lost)
`close_date`	Expected Close Date	date	Yes	`CloseDate`	`closedate`	Forecasted close date — critical for pipeline hygiene scoring
`account_id`	Parent Account (CRM ID)	string	Yes	`AccountId`	`associations.companies`	CRM ID of the associated account — resolved to PILLAR UUID automatically via the lookup transform
`owner_id`	Opportunity Owner	string	No	`OwnerId`	`hubspot_owner_id`	CRM user ID of the opportunity owner/rep

Scoring Fields

PILLAR Field	Label	Type	Required	Salesforce Default	HubSpot Default	Description
`probability`	Win Probability %	number	No	`Probability`	`hs_deal_stage_probability`, `deal_probability`	0-100 win probability. Used for forecast confidence scoring.
`forecast_category`	Forecast Category	enum	No	`ForecastCategory`, `ForecastCategoryName`	`hs_forecast_category`	Commit, Best Case, Upside, Pipeline, or Omitted
`next_step`	Next Step	string	No	`NextStep`, `Next_Steps__c`	`hs_next_step`, `next_step`	Documented next step — pipeline hygiene scoring checks for this
`budget_status`	Budget Status	enum	No	`Budget_Status__c`, `Budget_Confirmed__c`	`budget_status`, `budget_confirmed`	Whether budget has been identified, approved, or is pending (unknown, identified, approved, allocated, no_budget)
`competitor`	Competitor	string	No	`Competitor__c`, `Primary_Competitor__c`, `Competition__c`	`competitor`, `primary_competitor`	Primary competitor in this deal
`confidence_score`	Confidence Score	number	No	`Confidence_Score__c`, `Deal_Confidence__c`	`confidence_score`, `deal_confidence`	0-100 AI-generated or rep-assessed deal confidence score
`days_in_stage`	Days in Stage	number	No	`Days_in_Stage__c`, `Stage_Duration__c`	`days_in_stage`, `hs_time_in_current_deal_stage`	Number of days the opportunity has been in its current stage — used for pipeline hygiene
`has_economic_buyer`	Has Economic Buyer	boolean	No	`Has_Economic_Buyer__c`, `Economic_Buyer_Identified__c`	`has_economic_buyer`, `economic_buyer_identified`	Whether an economic buyer has been identified and engaged
`has_next_step`	Has Next Step	boolean	No	`Has_Next_Step__c`	`has_next_step`	Whether a concrete next step is documented — critical for pipeline hygiene
`hygiene_score`	Hygiene Score	number	No	`Hygiene_Score__c`, `Pipeline_Hygiene__c`	`hygiene_score`, `pipeline_hygiene_score`	0-100 pipeline hygiene score based on data completeness and deal progression
`push_count`	Push Count	number	No	`Push_Count__c`, `Close_Date_Pushes__c`	`push_count`, `close_date_pushes`	Number of times close date has been pushed — used for pipeline hygiene scoring
`strategic_fit`	Strategic Fit	number	No	`Strategic_Fit__c`, `Strategic_Alignment__c`	`strategic_fit`, `strategic_alignment`	0-100 score indicating how well this opportunity aligns with strategic goals

Engagement Fields

PILLAR Field	Label	Type	Required	Salesforce Default	HubSpot Default	Description
`contact_count`	Contact Count	number	No	`Contact_Count__c`, `Number_of_Contacts__c`	`num_associated_contacts`	Number of contacts associated with this opportunity
`last_meeting_date`	Last Meeting Date	date	No	`Last_Meeting_Date__c`, `LastActivityDate`	`hs_last_meeting_booked_date`, `last_meeting_date`	Date of the most recent meeting or call on this opportunity

Lifecycle Fields

PILLAR Field	Label	Type	Required	Salesforce Default	HubSpot Default	Description
`opportunity_type`	Opportunity Type	enum	No	`Type`, `Opportunity_Type__c`, `RecordType.Name`	`deal_type`, `hs_deal_type`	New business, renewal, expansion, or cross-sell (net_new_business, renewal, expansion, cross_sell)
`created_date`	Created Date	date	No	`CreatedDate`	`createdate`	Date the opportunity was created in CRM
`rfp_status`	RFP Status	enum	No	`RFP_Status__c`, `RFP__c`	`rfp_status`	Status of the RFP/RFI process (none, anticipated, released, submitted, awarded, lost)

Enrichment Fields

PILLAR Field	Label	Type	Required	Salesforce Default	HubSpot Default	Description
`cooperative_pathway`	Cooperative Pathway	string	No	`Cooperative_Pathway__c`, `Coop_Vehicle__c`	`cooperative_pathway`, `coop_vehicle`	Cooperative purchasing vehicle being used (e.g., TIPS, NASPO, sole source)
`grant_match`	Grant Match	boolean	No	`Grant_Match__c`, `Has_Grant_Funding__c`	`grant_match`, `has_grant_funding`	Whether this opportunity has a matching grant or funding source identified
`procurement_complexity`	Procurement Complexity	enum	No	`Procurement_Complexity__c`, `Deal_Complexity__c`	`procurement_complexity`, `deal_complexity`	How complex the procurement process is for this specific deal (low, medium, high, very_high)

Leads

Leads represent pre-opportunity contacts — people who have shown interest but have not yet been qualified into the pipeline.

Core Fields

PILLAR Field	Label	Type	Required	Salesforce Default	HubSpot Default	Description
`name`	Lead Name	string	Yes	`Name`	`firstname,lastname` (formula concat)	Full name of the lead
`email`	Lead Email	string	Yes	`Email`	`email`	Email address
`company_name`	Company/Organization	string	No	`Company`	`company`	Organization name for the lead
`assigned_to`	Assigned To	string	No	`OwnerId`	`hubspot_owner_id`	CRM user ID of the rep assigned to this lead
`segment`	Lead Segment	enum	No	`Segment__c`, `Lead_Segment__c`	`segment`, `lead_segment`	Market segment classification (Enterprise, Mid-Market, SMB)
`state`	Lead State	string	No	`State`, `StateCode`	`state`, `hs_state`	Two-letter state code for the lead’s location

Association Fields

PILLAR Field	Label	Type	Required	Salesforce Default	HubSpot Default	Description
`account_id`	Linked Account	string	No	`AccountId__c`, `Account__c`, `Linked_Account__c`	`associatedcompanyid`	FK to a PILLAR account row when known. Resolved automatically by the lead upsert pipeline either via the CRM’s company-id reference or by fuzzy-matching company_name against accounts.name for the same org.

Engagement Fields

PILLAR Field	Label	Type	Required	Salesforce Default	HubSpot Default	Description
`title`	Lead Job Title	string	No	`Title`	`jobtitle`	Job title of the lead — used to infer buying role and seniority
`content_downloads`	Content Downloads	number	No	`Content_Downloads__c`, `Downloads__c`	`content_downloads`, `num_content_downloads`	Number of content assets downloaded by this lead
`demo_requested`	Demo Requested	boolean	No	`Demo_Requested__c`, `Requested_Demo__c`	`demo_requested`	Whether this lead has requested a product demo
`email_clicks`	Email Clicks	number	No	`Email_Clicks__c`	`hs_email_click`, `email_clicks`	Total number of email link clicks by this lead
`email_opens`	Email Opens	number	No	`Email_Opens__c`	`hs_email_open`, `email_opens`	Total number of email opens by this lead
`website_visits`	Website Visits	number	No	`Website_Visits__c`, `Web_Visits__c`	`hs_analytics_num_visits`, `website_visits`	Total number of website visits tracked for this lead

Scoring Fields

PILLAR Field	Label	Type	Required	Salesforce Default	HubSpot Default	Description
`lead_score`	Lead Score	number	No	`Lead_Score__c`, `Score__c`, `Rating`	`hubspotscore`, `hs_predictive_scoring_tier`, `lead_score`	Composite lead score (0-100) based on fit and engagement signals

Lifecycle Fields

PILLAR Field	Label	Type	Required	Salesforce Default	HubSpot Default	Description
`status`	Lead Status	enum	No	`Status`, `Lead_Status__c`	`hs_lead_status`, `lifecyclestage`	Current lead status in the funnel (new, engaged, mql, sql, opportunity, disqualified, recycled)
`mql_date`	MQL Date	date	No	`MQL_Date__c`, `Marketing_Qualified_Date__c`	`hs_lifecyclestage_marketingqualifiedlead_date`, `mql_date`	Date the lead became a Marketing Qualified Lead
`sql_date`	SQL Date	date	No	`SQL_Date__c`, `Sales_Qualified_Date__c`	`hs_lifecyclestage_salesqualifiedlead_date`, `sql_date`	Date the lead became a Sales Qualified Lead
`opportunity_date`	Opportunity Date	date	No	`ConvertedDate`, `Opportunity_Date__c`	`hs_lifecyclestage_opportunity_date`, `opportunity_date`	Date the lead converted to an opportunity
`opportunity_id`	Converted Opportunity ID	string	No	`ConvertedOpportunityId`	`hs_converted_deal_id`, `opportunity_id`	CRM ID of the opportunity created when this lead converted

Enrichment Fields

PILLAR Field	Label	Type	Required	Salesforce Default	HubSpot Default	Description
`enrollment`	Enrollment	number	No	`Enrollment__c`, `Student_Enrollment__c`	`enrollment`, `student_enrollment`	Student enrollment count at the lead’s organization
`source_detail`	Lead Source Detail	string	No	`LeadSource`, `Lead_Source_Detail__c`, `Source_Detail__c`	`hs_analytics_source_data_1`, `source_detail`	Detailed lead source information (e.g., specific campaign, webinar name)
`source_id`	Lead Source ID	string	No	`Campaign_ID__c`, `Source_ID__c`	`hs_analytics_source`, `source_id`	Unique identifier for the lead source or campaign

Contracts

Contracts represent formal agreements between your company and an account. Contract data is the canonical source for renewal dates, replacing heuristic derivations from opportunity stages.

Contract ingestion is currently in rollout. The Drizzle schema and catalog entries exist but the CRM object enumeration has not yet been activated. Contact your PILLAR representative to enable contract sync for your org.

Core Fields

PILLAR Field	Label	Type	Required	Salesforce Default	HubSpot Default	Description
`account_id`	Parent Account (CRM ID)	string	Yes	`AccountId`	`associated_company_id`, `hs_associated_company`	The CRM ID of the account this contract belongs to. Resolved to a PILLAR account UUID by the upsert layer.
`contract_number`	Contract Number	string	No	`ContractNumber`	`hs_contract_number`, `contract_number`	The human-readable contract identifier (e.g. CON-2024-0042)
`start_date`	Contract Start Date	date	Yes	`StartDate`, `ContractStartDate`	`hs_contract_start_date`, `start_date`	When the contract becomes effective
`end_date`	Contract End Date	date	Yes	`EndDate`, `ContractEndDate`	`hs_contract_end_date`, `end_date`	When the contract expires. This is the canonical renewal anchor.
`contract_value`	Total Contract Value	number	Yes	`TotalAmount`, `Total_Contract_Value__c`	`hs_contract_value`, `contract_value`	Total value of the contract in dollars. For multi-year contracts this is TCV; ARR can be derived as contract_value / (term_months / 12).
`term_months`	Term (months)	number	No	`ContractTerm`	`hs_term_length_months`, `term_months`	Length of the contract in months. Used to derive auto-renewal cadence.
`currency`	Currency	string	No	`CurrencyIsoCode`	`hs_contract_currency`, `currency`	ISO 4217 currency code (USD, EUR, GBP, etc.)
`billing_frequency`	Billing Frequency	enum	No	`BillingFrequency__c`	`hs_billing_frequency`, `billing_frequency`	How often the customer is billed (monthly, quarterly, annual, one_time)
`status`	Contract Status	enum	Yes	`Status`	`hs_contract_status`, `status`	The lifecycle state of the contract (draft, in_approval, active, expired, terminated, renewed)
`auto_renew`	Auto-Renew Enabled	boolean	No	`Auto_Renew__c`	`hs_auto_renewal_enabled`, `auto_renew`	Whether the contract auto-renews at end_date unless cancelled
`opt_out_notice_days`	Opt-Out Notice (days)	number	No	`Opt_Out_Notice_Days__c`	`hs_opt_out_notice_days`, `opt_out_notice_days`	Days of notice the customer must give to opt out of auto-renewal. PILLAR uses this to compute the latest safe save-play window.

Lifecycle Fields

PILLAR Field	Label	Type	Required	Salesforce Default	HubSpot Default	Description
`signed_date`	Signed Date	date	No	`LastApprovedDate`	`hs_signed_date`, `signed_date`	When all parties signed the contract
`activated_date`	Activated Date	date	No	`ActivatedDate`	`hs_activated_date`	When the contract transitioned from Draft/InApproval to Activated

Association Fields

PILLAR Field	Label	Type	Required	Salesforce Default	HubSpot Default	Description
`parent_quote_id`	Source Quote ID	string	No	`SBQQ__Quote__c`, `QuoteId__c`	`hs_quote_id`, `associated_quote_id`	The CRM ID of the quote this contract was generated from (Salesforce CPQ Quote, HubSpot Quote)

Support Tickets

Support ticket snapshots capture per-ticket data from HubSpot Service Hub and Salesforce Service Cloud. These feed the support burden component of renewal risk scoring.

Support ticket ingestion is currently in rollout. Contact your PILLAR representative to enable support ticket sync for your org.

Core Fields

PILLAR Field	Label	Type	Required	Salesforce Default	HubSpot Default	Description
`account_id`	Parent Account (CRM ID)	string	Yes	`AccountId`	`associated_company_id`, `hs_associated_company_id`	The CRM ID of the account this ticket belongs to. Resolved to a PILLAR account UUID by the upsert layer.
`ticket_number`	Ticket Number	string	No	`CaseNumber`	`hs_ticket_id`, `ticket_number`	The human-readable ticket identifier (e.g. CASE-00042 or HS-12345)
`subject`	Subject	string	No	`Subject`	`subject`, `hs_ticket_subject`	Short human-readable description of the ticket
`type`	Ticket Type	string	No	`Type`	`hs_ticket_category`	The category of issue: question, problem, incident, feature_request
`status`	Status	string	Yes	`Status`	`hs_pipeline_stage`, `status`	Ticket lifecycle state (new, open, pending, on_hold, solved, closed, archived). Anything other than solved/closed/archived counts as “open” for support_burden.
`priority`	Priority	string	No	`Priority`	`hs_ticket_priority`	Customer-facing urgency label (low, normal, high, urgent)
`severity`	Severity (1-4)	number	No	`Severity__c`	`hs_severity`	Numeric severity (1 = highest/business-down, 4 = cosmetic). Drives support_burden more than priority.

Association Fields

PILLAR Field	Label	Type	Required	Salesforce Default	HubSpot Default	Description
`contact_id`	Reporter Contact (CRM ID)	string	No	`ContactId`	`associated_contact_id`, `hs_associated_contact_id`	The CRM ID of the contact who reported the ticket. Used to surface “the same person filed 5 tickets in a week” patterns.

Lifecycle Fields

PILLAR Field	Label	Type	Required	Salesforce Default	HubSpot Default	Description
`opened_at`	Opened At	date	Yes	`CreatedDate`	`createdate`, `hs_createdate`	When the ticket was created. Used as the time anchor for all aggregation windows.
`first_response_at`	First Response At	date	No	`FirstResponseDateTime__c`, `First_Response_DateTime__c`	`hs_first_response_time`	When the customer first received a response. Used to compute time-to-first-response.
`resolved_at`	Resolved At	date	No	`ClosedDate`	`closed_date`, `hs_resolution_date`	When the ticket transitioned to a resolved state. Drives the time-to-resolution sub-signal.
`last_activity_at`	Last Activity At	date	No	`LastModifiedDate`, `LastActivityDate`	`hs_lastmodifieddate`, `notes_last_updated`	When the ticket was last touched. Used to detect stagnant tickets.

Engagement Fields

PILLAR Field	Label	Type	Required	Salesforce Default	HubSpot Default	Description
`interaction_count`	Interaction Count	number	No	`Interaction_Count__c`	`hs_num_associated_emails`, `hs_num_notes`	Number of public replies on the ticket. High counts indicate a complex problem or a frustrated customer.
`reopen_count`	Reopen Count	number	No	`Number_Of_Reopens__c`	`hs_reopen_count`	Number of times the ticket was closed and re-opened. Reopens are a strong signal of incomplete resolution.
`is_escalated`	Is Escalated	boolean	No	`IsEscalated`	`hs_escalated`	Whether the ticket has been escalated to a higher tier or manager.
`has_exec_attention`	Has Exec Attention	boolean	No	`Exec_Sponsor_Engaged__c`	`hs_executive_sponsor_engaged`	True if a customer or PILLAR user with exec/CRO/CEO role has touched the ticket. The classic “CEO is involved” risk signal.
`csat_score`	CSAT Score	number	No	`CSAT__c`, `Customer_Satisfaction__c`	`hs_csat`, `customer_satisfaction`	Customer satisfaction score on a 1-5 scale, collected at ticket close. Low CSAT (1-2) is a leading indicator of churn.

Dynamics 365 Field Mappings

PILLAR connects to Dynamics 365 via OAuth 2.0 (Azure AD). The field discovery and auto-mapping process works identically to Salesforce and HubSpot — PILLAR reads your Dynamics schema on first connect and fuzzy-matches against the field names below. Custom fields in Dynamics follow the cr_xxx_fieldname or new_fieldname naming convention depending on your publisher prefix.

Custom fields in Dynamics 365 are prefixed with your organization’s publisher prefix (e.g., cr_abc_, new_, or a custom prefix). PILLAR’s auto-discovery reads both standard and custom fields. If a required field lives in a custom field, map it manually via Settings → Integrations → Field Mapping.

Accounts (`account` entity)

PILLAR Field	Dynamics 365 Standard Field	Notes
`name`	`name`	Account name
`arr`	`revenue`	Standard Annual Revenue field. Map to a custom field (e.g., `cr_xxx_arr`) if your org tracks ARR separately from total revenue
`segment`	`customertypecode`	Customer Type picklist. Map values to PILLAR segments via Picklist Mapping
`industry`	`industrycode`	Industry picklist
`domain`	`websiteurl`	Primary website URL
`state`	`address1_stateorprovince`	Billing address state
`territory`	`territoryid`	Territory lookup. Requires territory management to be enabled in Dynamics
`owner_id`	`ownerid`	SystemUser lookup — resolves to the assigned rep
`tier`	Custom field	No standard equivalent. Map from a custom option set field
`student_count`	Custom field	Map from `cr_xxx_studentcount` or equivalent custom field
`annual_budget`	Custom field	Map from `cr_xxx_annualbudget` or equivalent
`health_score`	Custom field	Map from `cr_xxx_healthscore` if tracked in Dynamics; otherwise PILLAR computes it
`priority_score`	Custom field	Map from `cr_xxx_priorityscore` if tracked in Dynamics
`renewal_risk_score`	Custom field	Map from `cr_xxx_renewalrisk` if tracked in Dynamics
`fiscal_year_end`	Custom field	No standard equivalent
`status`	`statecode` / `statuscode`	Active = 0, Inactive = 1
`staff_count`	`numberofemployees`	Standard field
`nces_id`	Custom field	EdTech-specific — map from custom field

Contacts (`contact` entity)

PILLAR Field	Dynamics 365 Standard Field	Notes
`name`	`fullname`	Computed from `firstname` + `lastname` automatically
`account_id`	`parentcustomerid`	Account lookup — resolved to PILLAR UUID via lookup transform
`email`	`emailaddress1`	Primary email. `emailaddress2` and `emailaddress3` available as fallbacks
`phone`	`telephone1`, `mobilephone`	Business phone and mobile
`department`	`department`	Department
`title`	`jobtitle`	Job title — used to infer buying role (Champion, Economic Buyer, etc.)
`buying_role`	Custom field	No standard equivalent. Map from a custom option set
`is_champion`	Custom field	Map from `cr_xxx_ischampion` (boolean)
`is_exec_sponsor`	Custom field	Map from `cr_xxx_isexecsponsor` (boolean)
`last_activity_date`	`lastusedincampaign`, `modifiedon`	No exact equivalent. Use `modifiedon` as a proxy or a custom field updated by workflow
`engagement_score`	Custom field	Map from custom field if tracked
`status`	`statecode`	Active = 0, Inactive = 1

Opportunities (`opportunity` entity)

PILLAR Field	Dynamics 365 Standard Field	Notes
`name`	`name`	Opportunity name
`amount`	`estimatedvalue`	Estimated Revenue. Map to a custom ACV/ARR field if your org tracks those separately
`stage`	`salesstage`, `stepname`	`salesstage` is the picklist stage; `stepname` is the free-text process step. Use `salesstage` for stage mapping
`close_date`	`estimatedclosedate`	Estimated close date
`account_id`	`customerid`	Customer lookup (Account or Contact) — PILLAR resolves to account UUID
`owner_id`	`ownerid`	SystemUser lookup
`probability`	`closeprobability`	0-100 close probability
`forecast_category`	`msdyn_forecastcategory`	Requires Dynamics 365 Sales Forecasting module. Values: Best Case, Committed, Omitted, Pipeline, Won
`next_step`	`description`, custom field	No dedicated Next Step field. Map from `description` or a custom field
`opportunity_type`	`opportunityratingcode`, custom field	Rating Code (Hot/Warm/Cold) is not equivalent. Use a custom option set for New Business / Renewal / Expansion
`created_date`	`createdon`	System-generated creation timestamp
`competitor`	`competitorid`	Competitor lookup. Requires Competitors to be configured in Dynamics
`has_economic_buyer`	Custom field	Map from `cr_xxx_haseconomicbuyer` (boolean)
`has_next_step`	Custom field	Map from `cr_xxx_hasnextstep` (boolean) or derive from whether `description` is populated
`push_count`	Custom field	No standard equivalent — requires a custom counter field updated by workflow
`contact_count`	Computed	Count of contacts associated via opportunity contact roles

Leads (`lead` entity)

PILLAR Field	Dynamics 365 Standard Field	Notes
`name`	`fullname`	Computed from `firstname` + `lastname`
`email`	`emailaddress1`	Primary email
`company_name`	`companyname`	Company name on the lead
`assigned_to`	`ownerid`	SystemUser lookup
`state`	`address1_stateorprovince`	Address state
`title`	`jobtitle`	Job title
`status`	`statuscode`	Lead status picklist (New, Contacted, Qualified, Disqualified, etc.)
`segment`	Custom field	No standard equivalent — map from custom option set
`lead_score`	Custom field	Map from `cr_xxx_leadscore` if scored externally, or PILLAR computes it
`mql_date`	Custom field	No standard equivalent. Use a workflow to stamp a custom date field on MQL qualification
`sql_date`	Custom field	Same approach as `mql_date`
`opportunity_id`	`qualifyingopportunityid`	Set when a lead is qualified/converted to an opportunity

Contracts (`contract` entity)

PILLAR Field	Dynamics 365 Standard Field	Notes
`account_id`	`customerid`	Customer (Account) lookup — resolved to PILLAR UUID
`contract_number`	`contractnumber`, `title`	`contractnumber` is system-generated; `title` is the human-readable name
`start_date`	`activeon`	Contract activation date
`end_date`	`expireson`	Contract expiration date — canonical renewal anchor
`contract_value`	`totalvalue`	Total contract value. Custom field if tracking ACV separately
`term_months`	Custom field	No standard equivalent — map from custom field
`currency`	`transactioncurrencyid`	Currency lookup
`billing_frequency`	Custom field	No standard equivalent
`status`	`statecode`	Draft = 0, Invoiced = 1, Active = 2, On Hold = 3, Cancelled = 4, Expired = 5
`auto_renew`	Custom field	Map from `cr_xxx_autorenew` (boolean)
`opt_out_notice_days`	Custom field	Map from `cr_xxx_optoutnoticedays`
`signed_date`	Custom field	No standard equivalent

Support Tickets (`incident` / Case entity)

PILLAR Field	Dynamics 365 Standard Field	Notes
`account_id`	`customerid`	Customer (Account) lookup — resolved to PILLAR UUID
`ticket_number`	`ticketnumber`	System-generated case number (e.g., CAS-01234-ABCDE)
`subject`	`title`	Case title
`type`	`casetypecode`	Question, Problem, or Request
`status`	`statecode` / `statuscode`	Active = 0, Resolved = 1, Cancelled = 2
`priority`	`prioritycode`	High = 1, Normal = 2, Low = 3
`severity`	Custom field	No standard equivalent — map from `cr_xxx_severity` if tracked
`opened_at`	`createdon`	Ticket creation timestamp
`resolved_at`	`resolvedon`	Set when the incident is resolved via the Resolve Case action
`last_activity_at`	`modifiedon`	Last modified timestamp
`is_escalated`	`isescalated`	Standard boolean field
`csat_score`	Custom field	No standard equivalent — map from `cr_xxx_csatscore` if collected
`contact_id`	`primarycontactid`	Primary contact on the case
`first_response_at`	Custom field	No standard equivalent — requires a workflow to stamp a custom datetime field on first response

Field Transforms

Every field mapping includes a transform type that controls how the raw CRM value is converted before storage in PILLAR.

Transform	Description	Example
direct	Copy the value as-is. Used for strings, numbers, dates, and booleans that need no conversion.	Salesforce `Name` to PILLAR `name`
lookup	Resolve a CRM ID to a PILLAR UUID by matching `crm_external_id` on the target table. Used for foreign-key fields.	Salesforce `AccountId` on an Opportunity resolves to the PILLAR `accounts.id` UUID
formula	Compute a value from one or more CRM fields. Used when the PILLAR field is a composite.	HubSpot `firstname` + `lastname` concatenated into PILLAR `name`
picklist_map	Translate CRM picklist values to PILLAR’s canonical enum values. Configured via the Picklist Mapping UI.	Salesforce stage “Closed Won - Paid” mapped to PILLAR `Closed Won`

When to Use Each Transform

Direct -- most fields

The vast majority of fields use direct transforms. The raw CRM value is copied into PILLAR with only type coercion (e.g., string to number) applied automatically.

Lookup -- foreign key fields

Fields like account_id on Contacts, Opportunities, Leads, Contracts, and Support Tickets use lookup transforms. When PILLAR sees a raw CRM ID (e.g., 001xxxxxxxxxxxx for a Salesforce Account), it looks up the corresponding PILLAR UUID from the target table’s crm_external_id column. This happens automatically — you do not need to configure lookup mappings manually.

Formula -- computed fields

Currently used for HubSpot contact and lead name fields, where PILLAR concatenates firstname and lastname into a single name string. Additional formula transforms can be configured by your PILLAR admin.

Picklist Map -- enum translations

Used when your CRM’s picklist values don’t match PILLAR’s canonical enums. For example, if your Salesforce org uses deal stages like “Verbal Commitment”, “Contract Sent”, and “Closed Won - Paid”, you create picklist mappings to translate these to PILLAR’s standard stages: Negotiation, Negotiation, and Closed Won.

Picklist Mapping

Many CRM implementations use custom picklist values that differ from PILLAR’s standard enum values. The Picklist Mapping feature lets you create translation rules so PILLAR can correctly interpret your CRM’s terminology.

Common Picklist Mappings

Opportunity Stages — PILLAR uses: Discovery, Evaluation, Proposal, Negotiation, Closed Won, Closed Lost

Your CRM Stage                    →  PILLAR Stage
─────────────────────────────────────────────────
"Qualification"                   →  Discovery
"Needs Analysis"                  →  Discovery
"Value Proposition"               →  Evaluation
"Perception Analysis"             →  Evaluation
"Proposal/Price Quote"            →  Proposal
"Negotiation/Review"              →  Negotiation
"Verbal Commitment"               →  Negotiation
"Contract Sent"                   →  Negotiation
"Closed Won"                      →  Closed Won
"Closed Won - Paid"               →  Closed Won
"Closed Won - Renewal"            →  Closed Won
"Closed Lost"                     →  Closed Lost
"Closed Lost - Competitor"        →  Closed Lost

Account Status — PILLAR uses: prospect, active, churned, paused, onboarding Lead Status — PILLAR uses: new, engaged, mql, sql, opportunity, disqualified, recycled Contract Status — PILLAR uses: draft, in_approval, active, expired, terminated, renewed

How to Configure Picklist Mappings

Navigate to Settings > Integrations and click your CRM connector card.
Click Picklist Mappings (or access via the Field Mapping screen).
Select the PILLAR field with enum values (e.g., stage on Opportunities).
For each of your CRM’s picklist values, select the corresponding PILLAR value from the dropdown.
Click Save. Mappings take effect on the next sync cycle (within 15 minutes).

Unmapped picklist values are stored as-is, which may cause scoring rules to skip the record. Always map all active picklist values to ensure accurate scoring.

Custom Field Mapping

If your CRM uses non-standard field names or you have custom fields that don’t match PILLAR’s auto-discovery heuristics, you can create manual mappings.

How to Create a Custom Mapping

Navigate to Settings > Integrations and click Field Mapping on your CRM connector card.
Find the PILLAR field you want to map (use the search bar or browse by object).
Click the CRM Field dropdown and select your CRM field from the discovered schema.
Choose the appropriate Transform type (direct, lookup, formula, or picklist_map).
Click Save. The mapping takes effect on the next sync cycle.

Tips for Custom Mappings

PILLAR discovers all fields in your CRM objects, including custom fields. If your field isn’t showing in the dropdown, verify it exists on the correct CRM object (e.g., Account vs. Contact).
For fields that contain CRM IDs referencing another object (like a custom account lookup on Leads), use the lookup transform and specify the target PILLAR table.
For numeric fields stored as strings in your CRM, use the direct transform — PILLAR applies automatic type coercion.
For formula fields that depend on multiple CRM fields (beyond simple concatenation), contact PILLAR support to configure a custom formula transform.

Data Model

District Intelligence

Documentation Index

​Field Mapping Reference

​How Field Mapping Works

​Accounts

​Core Fields

​Scoring Fields

​Enrichment Fields

​Lifecycle Fields

​Contacts

​Core Fields

​Engagement Fields

​Lifecycle Fields

​Opportunities

​Core Fields

​Scoring Fields

​Engagement Fields

​Lifecycle Fields

​Enrichment Fields

​Leads

​Core Fields

​Association Fields

​Engagement Fields

​Scoring Fields

​Lifecycle Fields

​Enrichment Fields

​Contracts

​Core Fields

​Lifecycle Fields

​Association Fields

​Support Tickets

​Core Fields

​Association Fields

​Lifecycle Fields

​Engagement Fields

​Dynamics 365 Field Mappings

​Accounts (account entity)

​Contacts (contact entity)

​Opportunities (opportunity entity)

​Leads (lead entity)

​Contracts (contract entity)

​Support Tickets (incident / Case entity)

​Field Transforms

​When to Use Each Transform

​Picklist Mapping

​Common Picklist Mappings

​How to Configure Picklist Mappings

​Custom Field Mapping

​How to Create a Custom Mapping

​Tips for Custom Mappings

Field Mapping Reference

How Field Mapping Works

Accounts

Core Fields

Scoring Fields

Enrichment Fields

Lifecycle Fields

Contacts

Core Fields

Engagement Fields

Lifecycle Fields

Opportunities

Core Fields

Scoring Fields

Engagement Fields

Lifecycle Fields

Enrichment Fields

Leads

Core Fields

Association Fields

Engagement Fields

Scoring Fields

Lifecycle Fields

Enrichment Fields

Contracts

Core Fields

Lifecycle Fields

Association Fields

Support Tickets

Core Fields

Association Fields

Lifecycle Fields

Engagement Fields

Dynamics 365 Field Mappings

Accounts (`account` entity)

Contacts (`contact` entity)

Opportunities (`opportunity` entity)

Leads (`lead` entity)

Contracts (`contract` entity)

Support Tickets (`incident` / Case entity)

Field Transforms

When to Use Each Transform

Picklist Mapping

Common Picklist Mappings

How to Configure Picklist Mappings

Custom Field Mapping

How to Create a Custom Mapping

Tips for Custom Mappings