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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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Getting Started

PILLAR connects to your CRM, enriches every account with district intelligence, and starts generating health scores, risk signals, and revenue insights automatically. This guide walks you through setup.

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Step 1: Accept Your Invitation

Your organization admin will send you an invite via email. Click the link to create your account. PILLAR uses Row-Level Security, so your data is isolated to your organization from the moment you sign in.

Authentication Details

Learn more about auth flows, user roles, and RLS policies

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Step 2: Connect Your CRM

Navigate to Settings > Integrations and click Connect on your CRM provider. PILLAR supports:
CRMSync FrequencyObjects SyncedScore Write-Back
SalesforceEvery 15 minutesAccounts, Contacts, Opportunities, LeadsHealth, Risk, Priority scores
HubSpotEvery 15 minutesCompanies, Contacts, Deals, TicketsHealth, Risk, Priority scores
Microsoft Dynamics 365Every 15 minutesAccounts, Contacts, Opportunities, LeadsHealth, Risk, Priority scores
The initial sync typically completes in 5-15 minutes depending on the size of your CRM.

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Field Mapping

After connecting, PILLAR auto-discovers your CRM schema and maps fields to PILLAR columns. You can review and customize mappings via the Field Mapping button on each connector card.
  • Auto-Discovery: PILLAR reads your CRM’s actual field schema and fuzzy-matches known fields automatically
  • Custom Mappings: Add mappings for custom fields (e.g., map your CRM’s contract end date field to PILLAR’s contract end date)
  • Transform Types: Direct (copy), Picklist Map (enum translation), Formula (computed), Lookup (ID resolution)
  • Required Fields: PILLAR flags which fields must be mapped for scoring to work (e.g., name, ARR, segment, stage, close date)

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Score Write-Back

PILLAR pushes computed scores back to your CRM as custom fields:
PILLAR ScoreSalesforce FieldHubSpot Property
Health Score (0-100)PILLAR_Health_Score__cpillar_health_score
Risk Score (0-100)PILLAR_Risk_Score__cpillar_risk_score
Priority Score (0-100)PILLAR_Priority_Score__cpillar_priority_score
You’ll need to create these custom fields in your CRM before enabling write-back. In Salesforce, create three custom Number fields on the Account object. In HubSpot, create three custom Number properties on the Company object.
Use the Push Scores button on the connector card in Settings > Integrations to trigger a score sync.

Connectors API

Technical details on connector configuration, sync status, and field mappings

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Step 3: Connect Email and Calendar

PILLAR ingests email metadata and calendar events to power activity-based signals. Navigate to Settings > Integrations and connect:
  • Google Workspace — email send/receive metadata, calendar events
  • Microsoft 365 — email and calendar metadata
PILLAR never reads email body content. Only metadata (sender, recipient, timestamp, subject line) is ingested for activity scoring.

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Step 4: Upload Financial Data

Navigate to Settings > Financial Data to upload quarterly P&L metrics for the Board Report. PILLAR provides a CSV template you can download and fill in with:
  • Revenue metrics: ARR, new business, expansion, contraction, churn
  • P&L: total revenue, COGS, gross profit, OPEX, EBITDA
  • Unit economics: monthly burn, cash balance, LTV
  • Headcount: total employees, sales, CS
These metrics feed the Board Report dashboard and are separate from CRM-synced pipeline data. Most companies update these quarterly from their accounting system.

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Step 5: Configure Scoring Weights

PILLAR’s scoring engine ships with default weights tuned for EdTech GTM teams. You can customize weights for any of the 8 scoring categories:

Account Health

Overall account vitality combining engagement, pipeline, and renewal signals

ICP Fit

How closely an account matches your ideal customer profile

Lead Score

Behavioral and demographic scoring for inbound leads

Renewal Risk

8-variable model predicting churn probability
Navigate to Settings > Scoring to adjust category weights. Changes take effect on the next scoring cycle.

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Step 6: Review Your Dashboard

Once your CRM sync completes, your dashboard populates automatically:
  • Command Center — portfolio-level ARR, NRR, GRR, pipeline, and risk distribution
  • Account Health — top accounts by health score, accounts needing attention
  • Signals — active signals requiring action, organized by severity
  • Revenue Bowtie — full funnel from lead to expansion with conversion rates
  • Board Report — executive-ready view combining CRM data with financial metrics

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Step 7: Meet Drafter

Every authenticated PILLAR page has a floating ✦ Drafter button in the bottom-right. Drafter is the in-app AI agent — ask any GTM question and it picks the right tools from the 129 MCP tool surface, pulls evidence, and returns a specific answer with citations. Good first prompts to try:
  • “Why does [account name] have its current renewal risk score?”
  • “Which connectors haven’t synced in the last 24 hours?”
  • “What’s our biggest pipeline risk this quarter?”
  • “Show me my top expansion candidates right now”
Proposals (create a play, acknowledge a signal, create a task) surface in the drawer with approve/reject controls. Every decision is logged to agent_actions for audit + flywheel learning.

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Step 8: Connect External AI Assistants via MCP

If you want to query PILLAR from Claude Desktop, Cursor, VS Code, ChatGPT Desktop, Zed, or Windsurf, use the native MCP server.
  1. Navigate to Settings > Integrations > API Keys & MCP Server and generate an API key
  2. Add this to your AI assistant’s MCP config:
{
  "mcpServers": {
    "pillar": {
      "url": "https://app.pillargtm.com/api/mcp",
      "headers": {
        "Authorization": "Bearer pk_live_your_key_here"
      }
    }
  }
}
  1. Start asking natural-language questions (“what’s at risk this quarter?”, “simulate NRR going from 108% to 115%”, “generate a board narrative for Tuesday”)
See the MCP Server guide for the full 129 MCP tool catalog (63 vertical_intelligence + others) and example conversations.

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What Happens Next

After initial setup, PILLAR continuously:
  1. Syncs CRM data every 15 minutes
  2. Enriches accounts with Starbridge district intelligence
  3. Scores every account across 8 categories
  4. Generates signals when thresholds are crossed
  5. Routes notifications to Slack and email
  6. Pushes scores back to your CRM custom fields
  7. Updates dashboards with real-time insights
  8. Answers questions via Drafter (in-app) or your MCP-connected AI assistant
Your team can start acting on signals immediately. No manual data entry required.