Territory
PILLAR provides three-tier territory modeling: TAM definitions, SAM territories, and ICP targets. These tables power the Territory dashboard with equity analysis and P&L tracking.TAM Definitions (tam_definitions)
Top-level Total Addressable Market segments.
| Field | Type | Description |
|---|---|---|
id | UUID | Unique identifier |
org_id | UUID | Organization tenant |
name | VARCHAR(200) | TAM segment name (e.g., “Public K-12 Districts”) |
sector | VARCHAR(100) | Sector: K-12, Higher Ed, Charter, Municipality |
total_institutions | INTEGER | Total institutions in this TAM |
total_enrollment | INTEGER | Aggregate student enrollment |
avg_contract_value | DECIMAL(14,2) | Average contract value |
tam_arr | DECIMAL(14,2) | Total ARR potential (institutions x avg contract) |
current_customers | INTEGER | Currently active customers |
former_customers | INTEGER | Previously churned customers |
remaining_tam | INTEGER | Untapped institutions |
fiscal_year | VARCHAR(10) | Fiscal year (e.g., “FY25”) |
notes | TEXT | Additional context |
SAM Territories (sam_territories)
Serviceable Addressable Market per territory, assigned to an AE/CSM.
| Field | Type | Description |
|---|---|---|
id | UUID | Unique identifier |
org_id | UUID | Organization tenant |
tam_id | UUID | Parent TAM definition |
territory_name | VARCHAR(200) | Territory name |
owner_id | UUID | Territory owner (AE/CSM) |
fiscal_year | VARCHAR(10) | Fiscal year |
total_institutions | INTEGER | Total institutions in territory |
total_enrollment | INTEGER | Aggregate enrollment |
icp_accounts | INTEGER | ICP-qualified account count |
icp_enrollment | INTEGER | ICP accounts’ enrollment |
avg_contract_value | DECIMAL(14,2) | Average contract value |
sam_arr | DECIMAL(14,2) | SAM ARR potential |
customer_count | INTEGER | Active customers |
customer_arr | DECIMAL(14,2) | Customer ARR |
former_customer_count | INTEGER | Former customers |
prospect_count | INTEGER | Prospects (never been customer) |
new_logo_count | INTEGER | New logos won this fiscal year |
yr1_acv_achieved | DECIMAL(14,2) | Year 1 ACV achieved |
penetration_pct | DECIMAL(5,2) | yr1_acv / sam_arr |
accounts_sold_pct | DECIMAL(5,2) | customers / icp_accounts |
prev_year_acv | DECIMAL(14,2) | Prior year ACV |
prev_year_customer_count | INTEGER | Prior year customer count |
yoy_growth_pct | DECIMAL(5,2) | Year-over-year growth |
icp_tier_breakdown | JSONB | Breakdown by ICP tier |
ICP Targets (icp_targets)
Individual ICP accounts within a territory for granular tracking.
| Field | Type | Description |
|---|---|---|
id | UUID | Unique identifier |
sam_territory_id | UUID | Parent SAM territory |
account_id | UUID | Linked PILLAR account (null if not in CRM) |
institution_name | VARCHAR(300) | Institution name |
state | VARCHAR(10) | US state code |
enrollment | INTEGER | Student enrollment |
icp_score | INTEGER | ICP fit score |
icp_tier | VARCHAR(20) | Tier assignment (Tier 1, Tier 2, etc.) |
status | VARCHAR(20) | customer, former_customer, prospect |
current_arr | DECIMAL(14,2) | Current ARR if customer |
estimated_potential_arr | DECIMAL(14,2) | Estimated potential ARR |
nces_id | VARCHAR(20) | NCES identifier |
district_type | VARCHAR(50) | District type classification |
notes | TEXT | Additional context |
Basic Territories (territories)
Simple territory assignment table for CRM-synced territories.
| Field | Type | Description |
|---|---|---|
id | UUID | Unique identifier |
name | VARCHAR(200) | Territory name |
owner_id | UUID | Territory owner |
region | VARCHAR(200) | Region grouping |