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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Revenue Economics

PILLAR tracks org-level financial and operational metrics on a periodic basis (monthly or quarterly). These power the Revenue Economics dashboard, forecast accuracy tracking, and economics scoring rules.

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Org Metrics

Key metrics tracked per period include:

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Revenue

• Current ARR, beginning-of-period ARR
• New business ARR, expansion ARR
• Contraction ARR, churned ARR

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Efficiency

• Total revenue, COGS, gross profit
• Operating expenses, EBITDA
• Sales & Marketing spend

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Headcount

• Total employees, sales headcount, CS headcount

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Sales Performance

• Median cycle length (new business and expansion)
• Total pipeline value, pipeline coverage ratio
• Per-rep quota attainment

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Cash and Unit Economics

• Monthly burn rate, cash balance
• Customer lifetime (months)

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Products

PILLAR maintains a product catalog for whitespace and adoption analysis. Each product includes pricing, discount parameters, and active status. Per-account product adoption is tracked with seat counts, adoption percentages, and contracted ARR.

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Forecasting

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Forecast Overrides

Rep-level forecast assessments using PILLAR’s 5-band categorization (Won, Commit, Probable, Upside, Projection) with probability-weighted amounts, deal narratives, and confidence rationale.

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Forecast Snapshots

Point-in-time captures for forecast accuracy tracking. Each snapshot records amounts by forecast band, probability-weighted totals, and per-rep breakdowns.

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Pipeline Cohorts

Vintage-based pipeline analysis by quarter-created and quarter-closed, tracking deal counts, ARR, win rates, and average cycle length.