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.
Lead Score
The lead score is a composite 0-100 score that helps marketing and sales teams prioritize inbound leads. It combines three components with configurable weights and caps.Score Components
| Component | What It Measures |
|---|---|
| Behavioral | Actions that indicate buying intent — website visits, content downloads, email engagement, demo requests |
| Demographic | Firmographic fit — organization size, decision-maker title level |
| Engagement | Ongoing interaction patterns — email opens, repeat website visits |
MQL Qualification
A lead qualifies as Marketing Qualified Lead (MQL) when any configurable trigger fires. Common triggers include:- Demo requested
- Sufficient content engagement
- High website visit volume
- Strong email engagement
- Lead score above threshold
Lead Lifecycle
| Status | Description |
|---|---|
| new | Just captured, no engagement yet |
| engaged | Has shown some activity |
| mql | Marketing Qualified — meets trigger criteria |
| sql | Sales Qualified — accepted by sales rep |
| opportunity | Converted to an opportunity |
| disqualified | Not a fit, removed from pipeline |
| recycled | Returned to marketing for nurturing |
Customization
All lead scoring parameters are configurable per organization:- Behavioral weights: Points per action and per-action caps
- Demographic weights: Organization size tiers and title tiers
- Engagement weights: Engagement action points and caps
- Component caps: Maximum contribution from each component
- MQL triggers: Qualification thresholds
Detailed scoring methodology, including exact point values, tier definitions, and qualification thresholds, is available in the PILLAR Implementation Guide provided to active customers.