> ## 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 Overview

> How the PILLAR scoring engine works: multi-rule evaluation across 8 categories

# 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.

<Note>
  Correctness of every output on this page is enforced by [The Guarantee](/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.
</Note>

## How It Works

1. **Context Building**: The engine assembles a complete picture of each account -- contacts, opportunities, renewals, activities, signals, products, and derived metrics
2. **Rule Evaluation**: Each rule evaluates the account context and produces a 0-100 sub-score
3. **Category Aggregation**: Rules are grouped into 8 categories. Each category score is a weighted average of its rule sub-scores
4. **Composite Score**: The final score is a weighted sum of category scores
5. **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.