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.
ICP Fit Scoring
The Fit category evaluates how well an account or lead matches your Ideal Customer Profile. It analyzes firmographic characteristics, demographic data, and stakeholder personas to produce a fit score.What It Measures
ICP Fit scoring evaluates multiple dimensions:- Revenue/ARR alignment — Does the account’s size match your sweet spot?
- Segment fit — Enterprise, Mid-Market, or SMB alignment
- Organization size — Student count, employee count, or other size metrics
- Technology spending propensity — Likelihood of investing in technology (Starbridge-enhanced)
- Innovation readiness — AI adoption readiness and openness to new vendors (Starbridge-enhanced)
- Budget capacity — Technology budget size relative to your pricing
- Strategic alignment — Whether the institution’s priorities match your product capabilities
- Procurement fit — Procurement complexity and cooperative purchasing availability
- Account tier — Overall tier classification based on potential
- Decision-maker presence — Whether your primary contacts match ideal buyer personas
Configurable ICP Profiles
PILLAR supports fully configurable ICP profiles per organization:Company Fit Tiers
Define organization size tiers based on your market. Default uses enrollment-based tiers for K-12, but can be customized to revenue, headcount, or any other metric.Segment Weights
Configure the relative value of each market segment (Enterprise, Mid-Market, SMB) to your business.Persona Fit Rules
Map job titles to buyer personas and score contacts based on how well they match your ideal buying committee. PILLAR supports configurable title-to-persona mappings with tiered scoring.ICP Title Tiers
Organize titles into tiers (e.g., C-suite, Director-level, Manager-level, Individual Contributor) with configurable scoring impact.Fit Classification
| Classification | Meaning |
|---|---|
| Strong Fit | Account closely matches your ICP across multiple dimensions |
| Moderate Fit | Account matches some ICP criteria but has gaps |
| Weak Fit | Account has limited alignment with your ICP |
Detailed scoring methodology, including exact tier definitions, persona mappings, and weight distributions, is available in the PILLAR Implementation Guide provided to active customers.