> ## 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.

# Territory Equity

> Territory balance monitoring and equity signals

# 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:

1. **Account Load** -- Number of ICP accounts per territory
2. **ARR Distribution** -- Revenue spread across territories
3. **Penetration Parity** -- Whether territories have similar penetration rates
4. **Risk Concentration** -- Whether at-risk ARR clusters in specific territories
5. **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.