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.
Forecast Confidence Score
The forecast confidence score measures how reliable a deal forecast is. Higher scores indicate more confidence that the deal will close as predicted. This helps sales leaders build more accurate forecasts.What It Measures
PILLAR evaluates forecast confidence across multiple dimensions:- Stage Probability — Where the deal sits in your pipeline and historical close rates at that stage
- Deal Hygiene — Whether the deal has clean data, next steps, and contacts mapped
- Engagement Velocity — Recent meeting cadence and stakeholder interaction
- Competitor Risk — Whether a competitor is active and how well-positioned you are
- Executive Engagement — Whether exec-level stakeholders are involved
- Historical Performance — Win rate patterns for similar deals
- Procurement Alignment — Starbridge-enhanced understanding of the buyer’s procurement process, cooperative purchasing pathways, and fiscal year timing
Procurement Alignment (Starbridge-Enhanced)
When Starbridge data is available, PILLAR factors in institutional procurement complexity, cooperative purchasing pathways (like NASPO, PEPPM, BuyBoard), and fiscal year alignment. This helps forecast accuracy by accounting for procurement-driven delays or accelerations.PILLAR Forecast Categories
PILLAR uses a 5-band forecast system with probability-weighted amounts:| Category | Description |
|---|---|
| Won | Closed and booked |
| Commit | Rep commits to closing this period |
| Probable | Strong likelihood but not committed |
| Upside | Possible but uncertain |
| Projection | Long-shot or stretch target |
Forecast Bands
| Band | Includes |
|---|---|
| Low Band | Won + Commit |
| Medium Band | + Probable |
| High Band | + Upside |
| Moonshot Band | + Projection |
Opportunity Quality
Beyond forecast confidence, PILLAR evaluates overall deal quality including deal size, win probability, competitive positioning, buyer readiness, rep performance history, expansion readiness, engagement quality, procurement clarity, strategic value, and fiscal timing.Customization
All forecast confidence variables, opportunity quality rules, and category probability weights are configurable per organization.- Deal stage close probabilities — Navigate to Settings → Configuration → Deal Stages to override the default probability for each CRM stage name. Unrecognized stages fall back to 15%.
- Forecast category weights — Navigate to Settings → Configuration → Pipeline Weights to adjust how each forecast category (Commit, Probable, Upside, Projection) contributes to weighted pipeline.
- Signal-triggering thresholds — Navigate to Settings → Configuration → Segments & Thresholds to configure the score levels that generate forecast-related signals.
Detailed scoring methodology, including exact variable weights, rule definitions, and probability calculations, is available in the PILLAR Implementation Guide provided to active customers.