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.
Scoring Engine
PILLAR’s scoring engine evaluates every account against a comprehensive set of rules across 8 categories, producing a composite 0-100 health score. All weights are configurable per organization.Correctness of every output on this page is enforced by The Guarantee — specifically the Decomposition (D) and Calibration (C) invariant categories. Every weighted contribution sums to the final score within ±1, every formula’s weights sum to 1.0 ±0.001, and the golden-fixture snapshot tracked by
G-D-02 locks scoring behavior against regressions.How It Works
- Context Building: The engine assembles a complete picture of each account — contacts, opportunities, renewals, activities, signals, products, and derived metrics
- Rule Evaluation: Each rule evaluates the account context and produces a 0-100 sub-score
- Category Aggregation: Rules are grouped into 8 categories. Each category score is a weighted average of its rule sub-scores
- Composite Score: The final score is a weighted sum of category scores
- Audit Trail: Every computation is logged for traceability
8 Categories
| Category | Focus |
|---|---|
| Engagement | Usage trends, activity volume, product adoption |
| Fit | ICP alignment, segment, budget, procurement readiness |
| Intent | Buying signals, RFPs, grants, competitive windows |
| Velocity | Deal speed, stage progression, meeting cadence |
| Pipeline Health | Hygiene, forecast integrity, handoff compliance |
| Relationship | Champion presence, exec sponsor, multi-threading depth |
| Risk | Churn patterns, budget decline, competitive threat, onboarding risk |
| Opportunity Quality | Deal size, win probability, buyer readiness |
Early Detection
PILLAR’s signal-triggering thresholds are designed to surface risk earlier than traditional health scoring approaches, giving revenue teams more time to intervene before accounts reach a critical state. Eight thresholds are configurable per organization in Settings → Configuration → Segments & Thresholds, including health score warning and critical levels, renewal risk level, ICP fit minimum, and engagement velocity floor.Configurable Weights
Organizations can customize the scoring engine through Settings:| What | Where in Settings |
|---|---|
| Category weights — relative importance of each of the 8 categories | Scoring |
| Rule weight overrides — individual rule weights within each category | Scoring |
| ICP profiles — fit scoring tiers, persona rules, and behavioral weights | Scoring |
| Signal thresholds — health warning/critical levels, renewal risk, engagement velocity, and 4 more | Scoring Thresholds |
| Segment ARR boundaries — SMB, Mid-Market, and Enterprise tier cutoffs | Scoring Thresholds |
| Pipeline forecast weights — probability weighting by forecast category (Commit, Probable, Upside, Projection) | Pipeline Weights |
| Deal stage close probabilities — per-stage probability map for weighted pipeline and forecast confidence | Deal Stages |
Detailed scoring methodology, including exact rule definitions, weight distributions, and default threshold values, is available in the PILLAR Implementation Guide provided to active customers.