> ## 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.

# Territory

> TAM/SAM territory modeling, ICP targets, and equity tracking

# 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.

## 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.

## 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

## 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.

## Basic Territories

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