Coverage Signals

Coverage signals identify gaps in multi-threading, territory balance, and stakeholder coverage.

Signal Types

Signal Type	Description
Coverage Gap	Contacts per opportunity below minimum threshold
Single-Threaded	Only one contact on an active opportunity
No Champion	No champion identified on the account
No Economic Buyer	No economic buyer identified on open deals
Territory Imbalance	Territory load deviates significantly from average

Signal	Typical Action
Coverage gap	Identify and map additional contacts, request introductions
Single-threaded	Urgently multi-thread, identify at least 2 more contacts
No champion	Cultivate internal advocate, identify potential champions
No economic buyer	Research org chart, request introduction to budget holder
Territory imbalance	Review territory assignments, rebalance account distribution

All coverage thresholds are configurable per organization.

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