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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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Leads

Leads track individuals from initial capture through MQL qualification, SQL conversion, and opportunity creation. Lead scoring combines behavioral, demographic, and engagement components.

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Core Information

FieldDescription
NameLead full name
EmailEmail address
CompanyCompany or district name
TitleJob title
StateUS state
EnrollmentDistrict enrollment (for ICP scoring)
SegmentEnterprise, Mid-Market, or SMB
SourceLead source and detail
StatusCurrent lifecycle state
Lead ScoreComposite score (0-100)
Assigned ToSales rep assignment

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Lead Lifecycle

new → engaged → mql → sql → opportunity → (disqualified | recycled)
StatusDescription
newJust captured, no engagement yet
engagedHas shown some activity (opens, visits)
mqlMarketing Qualified — meets MQL trigger criteria
sqlSales Qualified — accepted by sales rep
opportunityConverted to an opportunity
disqualifiedNot a fit, removed from pipeline
recycledReturned to marketing for nurturing

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Lead Scoring

Lead score combines three configurable components: behavioral signals (website visits, content downloads, email engagement, demo requests), demographic fit (organization size and title level), and ongoing engagement patterns. See Lead Score for details.

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MQL Qualification

A lead qualifies as MQL when any configurable trigger fires, such as demo requests, content engagement thresholds, website visit volume, email engagement, or lead score thresholds. All triggers are configurable per organization.