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.
Account Signals
Account signals capture important changes at the account level: stakeholder movements, competitive activity, engagement gaps, and district intelligence events.Signal Types
| Signal Type | Description |
|---|---|
| Stakeholder Departure | Key contact departed (higher severity if champion) |
| Board Discussion Relevant | Starbridge: relevant product mentions in board minutes |
| Hiring Intent | Starbridge: hiring in relevant departments |
| Meeting Gap | No meeting in configured period |
| Contact Disengagement | Multiple contacts showing declining engagement |
| Competitor Engaged | Competitor actively engaged on the account |
| Competitor Contract Expiring | Tracked competitor contract approaching renewal |
| Stale Contact Data | One or more contacts have had no engagement for 4+ months |
| No Active Champion | Champion contact exists but is stale (120+ days no engagement) |
| No Active Executive Buyer | Executive sponsor exists but is stale (120+ days no engagement) |
| No Active Stakeholder | ALL contacts on the account are stale (CRITICAL severity) |
Stale Contact Cascade
PILLAR detects contacts with no engagement for 4 months (120 days) and generates cascading signals:stale_contact_data(WARNING) — Fires when any contact on the account has had no engagement for 120+ days. Escalates to CRITICAL if all contacts are stale.no_active_champion(WARNING) — Fires when the champion contact is stale. A contact that exists in the CRM but hasn’t engaged in 4 months is functionally equivalent to having no champion.no_active_executive_buyer(WARNING) — Same logic for executive sponsors.no_active_stakeholder(CRITICAL) — Fires when every contact on the account is stale. This indicates zero active stakeholder coverage and puts the full account ARR at risk.
- Their
last_activity_dateis more than 120 days ago, OR - They have no recorded activity date and zero engagement score
Recommended Actions
| Signal | Typical Action |
|---|---|
| Stakeholder departure | Update org chart, identify replacement, schedule introduction |
| Board discussion relevant | Review board minutes, align messaging to discussion topics |
| Hiring intent | Research new hires, prepare outreach, update buying committee |
| Meeting gap | Schedule check-in, send value-add content, review account plan |
| Contact disengagement | Multi-thread outreach, engage different stakeholders |
| Competitor engaged | Develop competitive strategy, reinforce value proposition |
| Competitor contract expiring | Prepare displacement proposal, engage procurement |
| Stale contact data | Refresh contact records, schedule outreach, verify contact info |
| No active champion | Identify new champion, re-engage existing, escalate internally |
| No active executive buyer | Schedule exec-to-exec meeting, find alternate sponsor |
| No active stakeholder | Emergency account review, full stakeholder mapping sprint |
Detailed threshold configurations and severity logic are available in the PILLAR Implementation Guide provided to active customers.