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.

A contact is considered “stale” if:

Their last_activity_date is 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

All account signal thresholds are configurable per organization.

Detailed threshold configurations and severity logic are available in the PILLAR Implementation Guide provided to active customers.

​Account Signals

​Signal Types

​Stale Contact Cascade

​Recommended Actions

Account Signals

Signal Types

Stale Contact Cascade

Recommended Actions