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.
Pipeline Hygiene Score
The pipeline hygiene score measures deal health and data quality across your pipeline. Higher scores indicate more problems (dirtier pipeline). This score helps managers and reps identify deals that need attention.What It Measures
PILLAR evaluates pipeline hygiene across multiple dimensions:- Stage Velocity — How long a deal has been in its current stage relative to historical norms
- Close Date Integrity — Whether close dates have been pushed multiple times
- Next Step Clarity — Whether deals have defined, actionable next steps
- Contact Coverage — Whether enough stakeholders are mapped to the deal
- Economic Buyer Identification — Whether the budget holder has been identified
- Meeting Recency — How recently the team has met with the prospect
Pipeline Health Rules
Beyond the deal-level hygiene score, PILLAR evaluates broader pipeline health including:- Economic buyer coverage across open deals
- Forecast category consistency (does the stage match the forecast category?)
- Stale deal detection
- Deal amount data quality
- Close date integrity
- Stage skip compliance
- Deal owner assignment
- Pipeline coverage ratios
- Governance compliance
Handoff Compliance
PILLAR enforces Sales-to-CS handoff readiness on late-stage deals. When a deal reaches Negotiation, Proposal, or Closed Won stages, the system checks for:- Stakeholder map completeness — Are enough contacts mapped for a smooth transition?
- Success criteria defined — Are next steps documented for the CS team?
- Economic buyer identified — Is the budget holder known for renewal conversations?
- Composite handoff readiness — An overall handoff compliance score combining all factors
Customization
All hygiene thresholds, rule weights, and handoff requirements are configurable per organization.Detailed scoring methodology, including exact variable weights, rule definitions, and threshold values, is available in the PILLAR Implementation Guide provided to active customers.