Documentation Index
Fetch the complete documentation index at: https://hc.pillargtm.com/llms.txt
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Territory Equity
Territory equity monitoring ensures balanced distribution of opportunity across AE/CSM territories. When imbalances are detected, PILLAR generates coverage signals to alert leadership.Territory Equity Signals
PILLAR monitors territory balance and fires signals when deviation from the average exceeds configurable thresholds:| Signal | Description |
|---|---|
| Territory Imbalance (WARNING) | Territory deviates significantly from average load |
| Territory Imbalance (CRITICAL) | Territory deviation is severe and requires immediate action |
Metrics Tracked per Territory
PILLAR tracks key metrics for each territory:| Metric | Description |
|---|---|
| Total Institutions | Total institutions in territory |
| ICP Accounts | ICP-qualified accounts |
| SAM ARR | Serviceable ARR potential |
| Customer Count | Active customers |
| Customer ARR | Customer ARR |
| Penetration | ACV achieved relative to SAM ARR |
| Accounts Sold | Customers relative to ICP accounts |
| YoY Growth | Year-over-year growth rate |
Equity Dimensions
Territory equity is evaluated across multiple dimensions:- Account Load — Number of ICP accounts per territory
- ARR Distribution — Revenue spread across territories
- Penetration Parity — Whether territories have similar penetration rates
- Risk Concentration — Whether at-risk ARR clusters in specific territories
- Pipeline Balance — Whether pipeline value is evenly distributed
Customization
Territory imbalance thresholds (warning and critical levels) are configurable per organization.Detailed scoring methodology, including exact threshold values and equity calculations, is available in the PILLAR Implementation Guide provided to active customers.