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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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Territory

PILLAR provides three-tier territory modeling: TAM definitions, SAM territories, and ICP targets. These power the Territory dashboard with equity analysis and P&L tracking.

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TAM Definitions

Top-level Total Addressable Market segments. Each TAM definition captures a market sector (e.g., K-12, Higher Ed, Charter, Municipality) with total institution count, aggregate enrollment, average contract value, and ARR potential.

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SAM Territories

Serviceable Addressable Market per territory, assigned to an AE or CSM. Each territory tracks:
  • Institution and enrollment counts
  • ICP-qualified account counts
  • Average contract value and SAM ARR potential
  • Customer count and customer ARR
  • Penetration rate and accounts sold percentage
  • Year-over-year growth
  • ICP tier breakdown

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ICP Targets

Individual ICP accounts within a territory for granular tracking. Each target includes the institution name, enrollment, ICP fit score and tier, customer status, current ARR, and estimated potential ARR.

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Basic Territories

Simple territory assignment for CRM-synced territories, including territory name, owner, and region grouping.