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.

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Settings → Configuration

The Configuration tab is where you define how PILLAR interprets your business. Every report, score, signal, and board export is shaped by what you set here. The tab contains four sub-sections, each covering a distinct configuration area:

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Business Definitions

These settings define the language PILLAR uses across every calculation, label, and export. Set these first — they affect everything downstream.

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Fiscal Year Start Month

The calendar month your fiscal year begins. Affects quarter labels (Q1, Q2, etc.), period-over-period comparisons, and board report date ranges. Default: January Decision question: “Does your fiscal year start in January, or a different month?”

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ARR Definition

How PILLAR measures Annual Recurring Revenue. This drives the ARR figure shown on the dashboard KPI, in board reports, and in territory P&L. Default: Contracted ACV (the value on the signed contract / opportunity) Decision question: “Do you use signed contract ACV, trailing 12-month revenue, or MRR × 12?”

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Churn Definition

What counts as churn for NRR/GRR calculations and churn risk scoring. Default: Revenue churn (any reduction in ARR from a customer) Decision question: “Do you count only full cancellations, or do downsells count as churn too?”

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Base Currency

The currency used for all ARR displays, territory P&L, and exports. Default: USD Only change this if your organization primarily operates in a non-USD currency. Multi-currency support (per-account currency with conversion) is on the roadmap — this setting controls the display denomination for all aggregated metrics.

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Renewal Window

How many days in advance of a contract end date PILLAR begins surfacing the account in renewal workflows — the triage board, renewal risk signals, and upcoming renewal KPIs. Default: 90 days Decision question: “When does your team typically start engaging a renewal — 30 days out? 90? 180?”

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Quota Type

How quota attainment is measured for your sales team. Affects the quota attainment KPI, territory P&L projections, and rep performance metrics. Default: ARR Decision question: “Is your sales team on ARR quota, TCV, revenue, or activity?”

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Segments & Thresholds

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Segment ARR Boundaries

PILLAR scores and triages accounts differently based on their segment. These boundaries define which ARR range maps to SMB, Mid-Market, and Enterprise. Defaults: SMB below $50K ARR, Mid-Market$50K–$500K, Enterprise above$500K Decision question: “How do you define SMB vs Mid-Market vs Enterprise — by ARR band, by headcount, or by account type?”

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Signal Thresholds

Eight thresholds control when PILLAR fires a signal. Each threshold has a global default, and each can be overridden per organization. Decision question: “Does your business have seasonality or usage patterns that would cause the standard thresholds to generate noise? K-12 summer, PLG self-serve, long enterprise cycles?”

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Deal Stages

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Stage Probabilities

Maps each of your CRM’s opportunity stage names to a close probability. This drives:

• Weighted pipeline calculations on the dashboard and board report
• Forecast confidence scoring
• Pipeline health signals

PILLAR comes with default templates for Salesforce and HubSpot. After loading a template, customize any stage name or probability that doesn’t match your org’s definition. How to configure:

1. Click the template that matches your CRM to pre-fill standard stage names
2. Review each stage — does the probability reflect your team’s actual win rate at that stage?
3. Add any custom stages your CRM uses that aren’t in the template
4. Save — changes take effect immediately on all weighted pipeline metrics

Decision question: “Pull your CRM’s full stage picklist. For each stage, what close probability does your team actually believe it implies?”

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Expansion Taxonomy

Tells PILLAR how to distinguish expansion opportunities from new business in your CRM. Default: PILLAR uses forecast category to infer expansion intent — no field required. If your CRM has an Opportunity Type field (or similar) that explicitly tags expansions:

1. Set the Field name (e.g., opportunity_type, deal_type)
2. Set the Expansion values — the picklist values that identify expansion (e.g., Expansion, Upsell, Cross-sell)

PILLAR will then use that field directly for expansion reporting, expansion signals, and the expansion pipeline view. Decision question: “Do you have an Opportunity Type or similar field that distinguishes expansion from new business? What are the picklist values for expansion?”

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Contact Role Patterns

PILLAR automatically identifies executive sponsors and champion contacts by matching contact titles against pattern lists. The defaults cover standard enterprise titles. Default executive patterns: VP, SVP, EVP, CTO, Chief, Director, President, C-Suite Default champion patterns: Champion, Advocate, Power User, Project Lead Only change these if your target market uses unusual title conventions. For example, in K-12, Curriculum Director and Superintendent carry executive authority — consider adding those patterns if they’re not being caught by the defaults.

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Pipeline Weights

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Forecast Category Weights

Defines what percentage of face value PILLAR assigns to each forecast category when calculating weighted pipeline. PILLAR defaults: Override any category where your team’s definition implies a different close probability. For example, if your “Commit” means 100% certainty (not ~95%), set it to 100. If your “Best Case” historically closes at 35%, set it to 35. Decision question: “When a rep calls something ‘Commit’, what close probability does that actually imply on your team? 85%? 95%? 100%?”

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CRM Stage Mappings

Maps your CRM’s raw stage names to PILLAR’s canonical forecast categories (Commit, Best Case, Upside, Pipeline, Closed Won, Closed Lost). This runs before the weight lookup — a stage name that isn’t mapped falls back to 15% weight. How to configure:

1. Click the template for your CRM (Salesforce / HubSpot / Microsoft Dynamics) to pre-fill standard mappings
2. Add any custom stages your org uses
3. Verify every stage is mapped — unmapped stages default to 15% (Pipeline weight)
4. Save

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Recommended Configuration Order

1. Business Definitions first — fiscal year and ARR definition affect how everything else is calculated
2. Segments & Thresholds — set ARR boundaries before scoring runs so accounts land in the right tier on the first pass
3. Deal Stages — load your CRM template, customize stage probabilities, confirm expansion taxonomy
4. Pipeline Weights — align forecast category weights with your CRO before saving; confirm stage mappings cover all active stages

After saving all four sections, PILLAR re-applies the configuration to all existing scores and pipeline metrics within the next 15-minute scoring cycle. No re-sync required.

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Frequently Asked Questions

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Need help configuring?

Contact your PILLAR implementation contact or email support@pillargtm.com. For white-glove implementations, your PILLAR contact will walk through every setting with you during the Day 3–4 configuration session.