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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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Expansion Propensity Score

The expansion propensity score measures the likelihood that an existing customer will expand their purchase. Higher scores indicate stronger expansion potential. This score helps AEs and CSMs prioritize upsell and cross-sell efforts.

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What It Measures

PILLAR evaluates expansion readiness across 8 weighted variables:
  • Product Whitespace — How much of your product catalog the customer hasn’t purchased yet
  • Usage Depth — How deeply the customer uses their current products
  • Customer Satisfaction — NPS and sentiment indicators
  • Champion Status — Whether an active internal champion exists
  • Cross-sell Signals — Active expansion signals on the account
  • Budget Availability — Whether budget has been confirmed
  • Technology Spending Propensity — Starbridge-enhanced likelihood of tech investment
  • Strategic Alignment — Whether the institution’s priorities align with your products (including grant availability)

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Intent Detection

PILLAR’s Intent category drives expansion signal detection, identifying:
  • Cross-sell signal volume on existing accounts
  • Budget availability with market trend adjustment
  • Grant funding opportunities that create time-bound windows
  • Product whitespace gaps
  • Competitive displacement windows (competitor contracts expiring)
  • Inbound interest (MQLs, demo requests, RFP activity)
  • Budget growth trajectories
  • Strategic theme alignment with your product capabilities
  • Hiring and board discussion signals from Starbridge

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Deal Velocity

The Velocity category tracks how fast expansion deals progress, monitoring stage progression, close date stability, meeting cadence, engagement responsiveness, score momentum, and contracting activity.

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Customization

All expansion scoring variables, intent rules, and velocity metrics are configurable per organization.
Detailed scoring methodology, including exact variable weights, rule definitions, and scoring curves, is available in the PILLAR Implementation Guide provided to active customers.