Using the Subscription Bookings Waterfall

The Waterfall page provides a detailed view of the pipeline for recurring revenue, enabling you to review the performance of your subscription revenue over time. The page consists of charts and drill tables that correspond to key performance indicators (KPIs) based upon the Billing Contracts dataset, displayed between the starting recurring revenue and ending recurring revenue for your selected dates.

The data displayed in this page is derived from the Billing Contracts dataset. For details of these fields, see "Datasets" in Using Financial Analytics Dashboards.

Subscription Bookings KPIs

The following KPIs are used in the Subscription Bookings dashboard. All KPIs are based upon annual recurring revenue (ARR) or monthly recurring revenue (MRR). These KPIs are displayed in a waterfall chart on the Waterfall page, and a stacked waterfall chart on the By Dimension page.

Summary KPIs Table
KPI Description
Starting Recurring Revenue This column displays the value of contract line items that are active on the day before the start of your specified date range.
Net New This column chart displays the value of contracts with a related Opportunity of Type "New Customer".
Upsell This column displays the value of upgraded contract line items with a related Opportunity of Type "Existing Customer - Upgrade" and renewals that have increased in value.
Down Sell This column displays the value of contract line items which have decreased in value when a contract has been renewed.
Churn This column displays the value of contract line items that have not been renewed.
Contract Adjustments This column displays the value of changes to contracts following a contract replacement created by the related Opportunity of Type "Existing Customer - Replacement".
Unaccounted Error

This column serves as a balance check by calculating and displaying any difference between your starting recurring revenue and ending recurring revenue which is not explained by the other KPIs. It is calculated by subtracting your Starting Recurring Revenue + all KPIs from your Ending Recurring Revenue.

Note:

The Unaccounted Errors column is not displayed if there are no unaccounted errors in your selected data. For more information on unaccounted errors, see the KPIs Table.
Ending Recurring Revenue This column displays the value of contract line items that are active on the end date of your specified date range.
Note:

From Winter 2020, the Renewals KPI has been added to the Billing Contracts dataset. However, this new KPI is not included in the Subscription Bookings dashboard.

KPI Date Calculations

The following KPIs are calculated according to the contract line item start and end dates within your selected date range:

KPI Date Calculations

KPI

Date Range Start or End

Churn

The contract line item end date +1.

Down Sell

The contract line item start date.

Net New

The contract line item start date.

Upsell

The contract line item start date.

For more information on the date range selector, see Managing Filters.

The Contract Adjustments KPI is calculated using the start date of the contract line item or the replacement start date, which is the date upon which the contract line item is replaced. For more information on the Replacement Start Date field, see Billing Contracts Dataset Output Fields. For more information on these KPIs, see the KPIs Table.

Warning:

We recommend that you do not apply change requests to contracts in Billing Central, in order to prevent incorrect data from being displayed in the Subscription Bookings dashboard.

Using the Performance Indicator

The overall positive or negative movement in value between your starting ARR or MRR and ending ARR or MRR is displayed on the Waterfall and By Dimensions pages. This is calculated by subtracting your starting recurring revenue from your ending recurring revenue. This positive or negative movement in value is also displayed as a percentage variance of your starting recurring revenue.

If your starting ARR or MRR is zero, and your ending ARR or MRR has a positive value, then this is displayed as a 100% increase.

Using the Drill Table

The drill table enables you to drill down to line item details, and through to records in Billing Central, from the data displayed by each KPI column in the waterfall chart. Clicking on each KPI filters the contract line items displayed in the drill table.

Summary details for each record are displayed in the drill table. These are:

  • Account Name
  • Contract Number
  • Opportunity Type
  • Start Date
  • Product Name
  • End Date
  • Quantity
  • Recurring Revenue

To view details of a selected contract line item within Billing Central:

  1. Click the contract number displayed. A Billing Central license is required to view further details of a contract line item.
  2. Click Arrow, then click Open Record.
  3. The related transaction line item opens in the Billing Central application.

Drilling Through to Accounts

To drill through to view account details, click on the row for your selected account, and then select "Drill Selected Account". From the detail table:

  1. Hover over a cell in the Account column in the table.
  2. Click the Arrowthat appears, then click Open Record.
Note:

The Delayed Renewals table shows delays in the renewal process of contract line items. An item is selected for display if it is a delayed renewal of a contract line item, or a contract line item that has a delayed renewal. The value of these contract line items may not fully account for the difference between your starting recurring revenue and all other KPIs subtracted from your ending recurring revenue.