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Cash Waterfall w/ quarterly contracts

Proformative, I am currently working on a cash waterfall but am running into some trouble with respect to our contracts. Unlike many SaaS companies that have Monthly Recurring Revenue, our contracts are spread out on a quarterly basis, making it a bit harder to forecast in excel. I've considered taking our contracts and dividing them on a month-to-month average, but I'd like to be as accurate as possible. Does anyone have any tips/tricks?


(C2C Specialist) |

Consider doing the cash waterfall by quarter instead of by month. I assume that this will help match with the way that your revenues are being earned.

If there is a requirement that you must have this monthly, then you will need to have months with a significant surplus of cash to offset the months without cash. This could be the goal of this exercise, to find this information out.

One of the most dangerous things that I discovered at one firm was one of our facilities had a huge revenue jump in a particular month every year. The cause of this was that years ago, a person went to the site and started to go through the contracts. They discovered that many customers had been left at the same price for a few years. They spent about a month there and set things up so that customers would get a token increase. Trust me, not the worst thing I saw at that firm.

(Director of Finance and Operations) |

I ended up solving the issue by creating a separate Revenue waterfall that simulated quarterly invoices.

Simply put, I took the recognized revenue, divided it by four, and spread the 4 invoices every 3 months. Simple, I know - but now I can easily convert booked revenue into expected cashflow.

Ben Murray
Title: Vice President and CFO
Company: Cartegraph
(Vice President and CFO, Cartegraph) |

Check out my SaaS Revenue Forecast model at It can help with forecasting your ARR.


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