> ## 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.

# Revenue Economics

> Org-level financial metrics, forecasting, and unit economics

# 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.

## Org Metrics

Key metrics tracked per period include:

### Revenue

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

### Efficiency

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

### Headcount

* Total employees, sales headcount, CS headcount

### Sales Performance

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

### Cash and Unit Economics

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

## 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.

## Forecasting

### 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.

### Forecast Snapshots

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

### Pipeline Cohorts

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