# Revenue Analytics and Reports The analytics pages turn your normalized revenue into decision-ready metrics: **SaaS Metrics** for recurring-revenue quality, **Channel Performance** for unit economics by channel, and **Financial Reports** for the standard finance report library. --- ## Overview Under **Analytics** in the sidebar: - **SaaS Metrics** — ARR, MRR, retention, and the ARR waterfall. - **Channel Performance** — revenue, mix, and margin by channel. - **Financial Reports** — libraries of billing and bank-reconciliation reports you can run and export. ## SaaS Metrics The **SaaS Metrics** dashboard summarizes recurring-revenue health across the selected channel and date range. One exception: retention (NRR and GRR) is measured over the **trailing twelve months** ending at the selected end date, so the selected start date does not move it. ![SaaS Metrics: ARR/MRR/NRR/GRR/ARPU cards, ARR waterfall, and NRR by channel](images/saas-metrics.png) ### Metric cards | Card | Meaning | |------|---------| | **ARR** | Annual Recurring Revenue — the annualized value of the subscription revenue active at the end of the period. | | **MRR** | Monthly Recurring Revenue for the same active recurring base. | | **NRR** | Net Revenue Retention — how much of the recurring revenue active twelve months earlier is still active, plus expansion. | | **GRR** | Gross Revenue Retention — retention before expansion. | | **ARPU** | Average revenue per customer, per month — MRR divided by the customers with an active subscription record. | Each card carries an in-product tooltip with its definition — hover its info icon. ![SaaS metric cards with ARR, MRR, NRR, GRR, and ARPU each circled](images/saas-metrics-cards.png) The five metric cards, circled left to right: **① ARR**, **② MRR**, **③ NRR**, **④ GRR**, and **⑤ ARPU**. ARR/MRR/ARPU carry an *As of <date>* snapshot label; NRR/GRR show the retention basis. **DSO is not a SaaS Metrics card** — it lives only on [Invoices](/revenue/invoices/), with your accounts receivable. :::caution **NRR and GRR currently read the same.** Each recurring record is compared only with itself a year earlier, so expansion and contraction always come out as zero: NRR equals GRR, and neither can exceed 100%. A renewal or upsell recorded as a new record counts as churn plus new business rather than as expansion. ::: Charts include the **ARR waterfall** (opening → new → expansion → contraction → churn → closing), **NRR by channel** (channels with recurring revenue at the end date), an **MRR trend** (total MRR for each of the twelve months ending at the end date; its New, Expansion, and Churned MRR series currently read zero), and **ARPU by channel**. **Export** downloads the five headline metrics — ARR, MRR, NRR, GRR, and ARPU — as CSV. A chart with nothing to show says so — for example, *No channel NRR data to display.* ![ARR waterfall from Opening through New, Expansion, Contraction, and Churn to Closing](images/saas-arr-waterfall.png) The waterfall reads left to right — **Opening ARR** plus **New business** and **Expansion**, minus **Contraction** and **Churn**, equals **Closing ARR** — with the running reconciliation listed beneath the bars. **New business** includes customers who come back after lapsing; Expansion and Contraction currently read zero (see the caution above). :::info **What SaaS Metrics is computed from.** These metrics come from revenue records that the channel marks as subscription-based and that carry a service or billing period — AWS, Azure, GCP, and Oracle records can be marked that way; Stripe records are not, so Stripe revenue does not count here. Each such record is active from the start to the end of its period, at an annualized value: its USD amount — the USD base amount, else its collectable, invoice, or disbursed amount at its stored rate — × 12 ÷ the months in the period. Entitlement terms are not used. The practical consequence: ARR and MRR here will not tie out to Bookings or Billings on the [Overview](/revenue/overview/), and they should not be expected to. ::: ## Channel Performance The **Channel Performance** page compares revenue and unit economics across channels for the revenue records invoiced in the selected date range — a record with no invoice date is left out, except under **All time**. The workspace **Channel** filter does not narrow this page. ![Channel Performance: metric cards, revenue-by-channel chart, channel mix, and unit-economics table](images/channel-performance.png) ### Metric cards | Card | Meaning | |------|---------| | **Total revenue** | Total revenue across all channels in scope. | | **Top channel** | The highest-revenue channel and its share. | | **Marketplace vs. Stripe** | Split of revenue between marketplace channels and Stripe. | | **Avg net margin** | Average net margin after platform fees. | ![Channel Performance metric cards with each value circled](images/channel-performance-cards.png) Circled left to right: **① Total revenue**, **② Top channel** and its share, **③ Marketplace vs. Stripe** split, and **④ Avg net margin** after platform fees. A **revenue by channel** bar chart and a **channel mix** donut visualize the split, and the **channel unit economics** table lists each channel's revenue, platform fee, net revenue, net margin, and average days to payout. Use **Export** on the page header or above the table to download the data to CSV. ![Channel unit-economics table: revenue, platform fee, net revenue, net margin, and days to payout per channel](images/channel-unit-economics.png) Each row is one channel; compare **net margin** and **avg days to payout** across AWS, Azure, GCP, and Stripe to see which channel keeps the most of every dollar and pays out fastest. ### How the channel figures are built Every column on this page is derived from the revenue records in scope, per channel: - **Gross revenue** (the table's revenue column and the **Total revenue** card) = the sum of positive invoice amounts, in USD. - **Net revenue** = gross revenue − channel fees − refunds, where refunds are the refund amounts recorded on the records, whatever the refund's status. - **Net margin** (the table's margin column) = net revenue ÷ gross revenue × 100. - **Average settlement days** = the mean of (disburse date − invoice date) across records that have both dates. A record whose disburse date falls *before* its invoice date is **excluded from the average entirely** — it is dropped from both the total and the count, not counted as zero. :::caution **GCP's "Avg days to payout" always reads 0 days.** The metric needs a disburse date, and GCP records do not have one — Google reports the payout amount but not the date it was sent. GCP's row in the unit-economics table shows **0 days** in that column no matter how much GCP revenue you have, as does any connected channel with no records in the range; read it as *no data*, not as same-day payout. See [GCP Revenue](/gcp-marketplace/revenue/). **A non-USD record without a locked USD rate contributes zero here.** Channel Performance sums each record's stored source-to-USD projection. A record already in USD passes through unchanged; a non-USD record whose projection is missing or invalid contributes **zero** rather than being counted at face value as though it were dollars. A channel whose revenue looks lower here than on [Revenue Records](/revenue/revenue-records/) usually has records in that state — re-syncing the channel re-normalizes them and restores the rate. ::: :::info **Why "Avg net margin" can be empty for a non-GCP channel.** Margin is only trustworthy once platform fees have actually been ingested, and a stored fee of zero is ambiguous: it can mean *this channel charged nothing* or *the fee data hasn't arrived yet*. **GCP** derives its fee from every usage row, so a zero there is authoritative and counts as a real fee. For **every other channel**, a zero fee is treated as *not yet ingested*. A channel's margin counts only when **every** invoice in the range carries a usable fee; otherwise its **Platform fee**, **Net revenue**, and **Net margin** columns show — and it is left out of **Avg net margin**. If no channel qualifies, the card shows **Run a full sync to load platform fees** instead of a margin. Run a full sync for that channel and the margin appears once the fee data lands. ::: ## Financial Reports The **Financial Reports** page holds two libraries of standard reports you can run on demand: **Billing reports** and **Bank reconciliation reports**. ![Financial Reports library with the six billing reports circled](images/financial-reports.png) The **Billing reports** library covers day-to-day receivables, billing, and collections — the six reports are circled above (**① Invoice Aging**, **② Invoice Detail**, **③ Stripe Payout Report**, **④ Disbursement Summary**, **⑤ Disbursement Detail**, **⑥ Credit Memo**): - **Invoice Aging** — outstanding invoices bucketed by aging tier, segmented by channel and counterparty. - **Invoice Detail** — full invoice list with status, amounts, payment terms, and payment history. - **Stripe Payout Report** — Stripe payouts with method, date, amount, status, and linked invoice. - **Disbursement Summary** — marketplace payout summary: expected vs. actual date, amount, and variance. - **Disbursement Detail** — invoice-level breakdown of each marketplace payout, mapping every received dollar. - **Credit Memo** — issued credits and refunds with linked invoices, reason codes, and cash dates. The **Bank reconciliation reports** library covers bank transaction matching and variance review. It holds one report: - **Bank Reconciliation Detail** — bank transactions with match details, buyers, invoices, and CRM opportunities. It has one row per imported bank transaction — pending, voided, and inactive transactions are left out — in no particular order: unmatched transactions are not listed first. A few things to know when you read it: - The date range filters on the **Transaction Date**. The channel filter uses the channel of the transaction's first match, so unmatched transactions drop out as soon as you choose a channel. - Only a transaction's first match is reported, even when one deposit matched several records: **Buyer**, **Invoice IDs**, **Revenue Record**, **Revenue Record ID**, **Invoice #**, **Channel**, **Payout / Disbursement Ref**, and **Payout Amount (USD)** all describe that match, and **Customer** shows its buyer ID. - **CRM Opportunity**, **CRM Source**, and **Marketplace Counterparty** are currently blank. - **Match Method** and **Match Status** show Fours' match codes (for example, `RULE_MATCHED`). **Matched By** names the reviewer and is blank for a match nobody reviewed. - Bank amounts and variances in another currency are shown with the exchange rate and date Fours used, from its latest daily exchange-rate snapshot. :::caution **Bank Reconciliation Detail cannot run while your bank accounts hold a transaction in a currency other than USD that is older than Fours' latest daily exchange-rate snapshot** — the report stops with an error instead, whatever date range you choose. ::: ### Run and export a report 1. Select **Run report** on the report you want (for example, **Disbursement Detail**). 2. In the report modal, adjust the **date range** and **channel** in the header to scope the preview. A **custom** date range is not applied as you pick the dates — select **Apply** to run it. 3. Review the preview — the first 10 rows — and the generated row count. 4. Select **CSV** or **PDF** to export, or **Cancel**/**Close** to dismiss. Both exports include every row, not just the preview. Every report reads your organization's records before it applies the date and channel filters, and stops with *report source exceeds 10000 rows; narrow the date or channel filters* once that source passes 10,000 rows — because the limit counts records before the filters, narrowing them does not help. A PDF that takes longer than 20 seconds to build, or would be larger than 10 MiB, also fails; export CSV instead. :::caution **Run Disbursement Summary and Disbursement Detail with All Channels.** Choosing a single channel in either report currently returns no rows. ::: ### Choose Disbursement Detail columns **Disbursement Detail** is the one report whose columns you choose. Its card carries a column chooser — the settings icon beside **Run report**: 1. Select the column chooser on the **Disbursement Detail** card. 2. Check the columns you want, and clear the rest. 3. Select **Run report**. The preview, the **CSV**, and the **PDF** all use your selection. All 18 standard columns start selected. **Reseller ID** and **Reseller Name** start cleared, and are offered only if your organization has AWS or GCP revenue records; they currently come out empty even when selected. Your selection is saved in this browser for your organization, and the columns always appear in the report's standard order. **Run report** stays disabled while no column is selected. ### Columns you will see across the reports | Column | What it carries | |--------|-----------------| | **Buyer ID** and **Buyer Name** | The buyer, as two separate columns rather than one combined field. On **Invoice Aging**, Buyer Name is currently blank. | | **Marketplace Counterparty** | Who the receivable is owed by — the end buyer, the marketplace operator, or a channel partner. Currently blank on **Invoice Aging** and **Bank Reconciliation Detail**. | | **Is Estimated** | Flags a **GCP** row with no disburse date, whose figures rest on its expected payout rather than a confirmed one. | | **Marketplace Fee VAT** | The VAT a marketplace charged on its own fee, broken out from the fee itself. | | **Disbursed Amount** | What was actually paid out. Replaces the older single *Net Amount* column, which conflated the two. | | **CRM Opp ID** | On **Disbursement Detail**, the Salesforce opportunity id — else the HubSpot deal id — taken from the entitlement metadata, then the offer metadata, and finally the CRM opportunity id stored on the record. | | **Offer ID** | On **Disbursement Detail**, the offer of the record's entitlement — or, when the record has no entitlement or its entitlement carries no offer, the offer on the channel's own record. | ![Disbursement Detail report modal with the row count and CSV/PDF export buttons circled](images/report-export.png) The modal footer shows the **① generated row count** for the current scope, with **② CSV** and **③ PDF** export beside it. ## KPI calculation formulas The two analytics pages do **not** share a basis. **SaaS Metrics** is computed from subscription revenue records, each annualized over its service or billing period; **Channel Performance** is computed from every revenue record invoiced in the range. Read them as two different lenses on the business, not as two views of one number. | KPI | Applies to | Formula | Calculation details | |-----|------------|---------|---------------------| | ARR | AWS, Azure, GCP, Oracle (records marked subscription-based; never Stripe) | `Σ annualized value of subscription records active at the period end` | Annualized value = the record's USD amount × 12 ÷ the months in its service or billing period. | | MRR | Same as ARR | `ARR ÷ 12` | Derived from the same active recurring base. | | NRR | Same as ARR | `(base + expansion − contraction − churn) ÷ base × 100` | Base = the ARR of the records active twelve months before the selected end date. Each record is compared only with itself, so expansion and contraction are zero and NRR equals GRR. The selected start date does not shift this base. | | GRR | Same as ARR | `(base − contraction − churn) ÷ base × 100` | Retention before expansion, on the same trailing-twelve-month base. | | Churn (waterfall) | Same as ARR | `Σ ARR of records active at the start of the range and no longer active at its end` | Shown as an amount in the ARR waterfall, over the selected range. | | ARPU | Same as ARR | `MRR ÷ distinct buyers with an active subscription record` | Per month. | | ARR waterfall — Opening / Closing ARR | Same as ARR | `Σ annualized value of records active just before the range starts` / `… active at its end` | Over the selected range, not the trailing twelve months. | | ARR waterfall — New business | Same as ARR | `Σ ARR of records active at the end of the range that were not active before it` | Includes customers who come back after lapsing. | | ARR waterfall — Expansion / Contraction | Same as ARR | always 0 | Each record is compared only with itself, so neither can occur. | | NRR by channel | Same as ARR | the NRR formula, per channel | Only channels with recurring revenue at the end date appear. | | ARPU by channel | Same as ARR | `channel ARR ÷ 12 ÷ distinct buyers active in that channel` | Per month. | | MRR trend | Same as ARR | `Σ annualized value of active records ÷ 12`, at the end date and at each of the eleven monthly steps back from it | The **Total MRR** series; the New, Expansion, and Churned MRR series are always zero. | | Total revenue | AWS, Azure, GCP, Stripe | `Σ positive invoice amounts in USD, across channels in scope` | From revenue records invoiced in the range. | | Top channel share | AWS, Azure, GCP, Stripe | `channel revenue ÷ total revenue` | Highest-revenue channel. | | Channel mix | AWS, Azure, GCP, Stripe | `channel gross revenue ÷ total revenue × 100` | The same gross revenue as the table. | | Revenue by channel (chart) | AWS, Azure, GCP, Stripe | `Σ revenue per channel per month` | Each record counts its USD base amount, else its first non-zero invoice, collectable, or disbursed amount in USD, in the month of its invoice date (falling back to service start, billing-period start, provider update, or last update) — before refunds, so the bars need not add up to the table's gross revenue. | | Marketplace vs. Stripe | AWS, Azure, GCP, Stripe | `(AWS + Azure + GCP revenue) ÷ total revenue` and `Stripe revenue ÷ total revenue` | Two percentages of the same total. Other channels in your data count toward the total only, so the two can add up to less than 100%. | | Net revenue | AWS, Azure, GCP, Stripe | `gross revenue − channel fees − refunds` | Refunds = the refund amounts recorded on the records, whatever the refund's status. (**Platform fee** is this page's label for the channel fee.) | | Net margin | AWS, Azure, GCP, Stripe | `net revenue ÷ gross revenue × 100` | The per-channel **Net margin** column in the unit-economics table. Despite the column name, the ratio is net revenue over *gross* revenue. | | Avg net margin | AWS, Azure, GCP, Stripe | `Σ net revenue ÷ Σ gross revenue (over channels whose fee data is complete)` | A channel counts only when every invoice in the range carries a usable fee. | | Avg net margin — fee availability | GCP | a stored fee of zero counts as a real fee | GCP derives its fee from every usage row, so zero is authoritative. | | Avg net margin — fee availability | AWS, Azure, Stripe | a fee must be above zero | A zero is treated as "fee data not yet ingested", which is why the card can read *Run a full sync to load platform fees*. | | Avg days to payout | AWS, Azure, Stripe | `mean(disburse date − invoice date)`, in whole days | Across records that have both dates. A record whose disburse date precedes its invoice date is excluded from both the total and the count — it is not floored to zero. A channel with no such records shows 0 days. | | Avg days to payout | GCP | always 0 days | GCP records carry no disburse date, so GCP never contributes. | | Revenue in USD (all Channel Performance columns) | AWS, Azure, GCP, Stripe | `amount × the record's locked source-to-USD projection` | A USD record passes through 1:1. A non-USD record with no valid stored projection contributes **zero**, rather than being counted as though its amount were already dollars. | The **Financial Reports** page has no summary KPIs of its own.