Orchra The revenue waterfall, explained
The revenue waterfall traces one motion from booked to accrued to billed to collected — showing where revenue actually is, not just what was sold.
One number hides four realities
"We booked SAR X" tells leadership almost nothing about cash. A booking is a promise; revenue is earned across delivery, billed on a schedule, and collected later still. The waterfall makes those stages visible.
The four stages
| Stage | Means | Owned by |
|---|---|---|
| Booked | Signed / won | Sales |
| Accrued | Earned, not yet billed | Delivery / Finance |
| Billed | Invoiced | Finance |
| Collected | Cash in | Collections |
Why complex revenue needs it
Multi-entity, multi-currency and committee-driven motions earn revenue over time, so a CRM "Closed Won" stage is not the truth. The waterfall connects sales, delivery, finance and collections into one reconciled view — exactly what PMO-led and government programs require.
In Orchra
Orchra builds the waterfall live, by segment, motion and stage, with every figure traceable to source. See Revenue Waterfall and Forecast.