> ## 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-level signals from contacts, competitors, meetings, and district intelligence

# 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:

1. **`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.
2. **`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.
3. **`no_active_executive_buyer`** (WARNING) -- Same logic for executive sponsors.
4. **`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.