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View ARR, sales, and invoice reporting metrics

Learn how each metric on the Analytics page is calculated, including ARR, bookings, customers, and AR aging

Analytics, accessed from Reporting > Analytics, provides real-time visibility into your business performance with key metrics like ARR, customer growth, bookings, and accounts receivable aging. This guide explains the purpose and calculation methodology for each metric to help you understand your business trajectory and make data-driven decisions.

The analytics page includes these tabs:

  • Overview

  • Sales

  • Invoice reporting

Analytics overview tab

The overview tab updates from your billing data each time the page loads. ARR (annual recurring revenue) uses each subscription's stored ARR, set when its quote is finalized or adjusted.

Summary data on the analytics overview tab

  • ARR: Current annual recurring revenue (ARR), with percent change from last month.

  • Customers: The number of customers with a subscription that has started by the end of the current month and has not ended by then, with the count change from last month.

  • Month-to-date bookings: This month's bookings so far, with percent change compared with last month's full total. Follows the TCV (total contract value) or ARR (annual recurring revenue) selector on the bookings chart.

  • Outstanding invoices: Total amount of issued, unpaid invoices, including invoices that are not yet due, with percent change from last month. An increase displays in red, since growing outstanding AR (accounts receivable) is unfavorable.

ARR chart

The ARR (annual recurring revenue) over time line chart shows the total ARR of your active subscriptions at the end of each month.

  • The data is based on the last 12 months, including the current month.

  • The current month's point is a snapshot as of right now, and it moves during the month.

ARR calculation

ARR is calculated by taking all active subscriptions at a given point in time, computing the one-year value for all recurring portions of the subscriptions, and summing them. The ARR chart on the analytics page displays the ARR across multiple points in time, once per month.

ARR calculation:

  • Includes recurring flat fees, licenses, and the committed portion of usage (pre-purchases, committed quantities, and minimum spend).

  • Excludes one-time fees, usage-only fees, usage overages, and percentage-of-transaction revenue.

  • Includes changes to a subscription via amendments and terminations.

  • Includes recurring discounts while they affect the contract value; one-time discounts are excluded.

  • Excludes trials that don’t have recurring fees.

  • Excludes signed contracts that haven't started.

  • Includes auto-renewing subscriptions through each renewal until they are terminated.

  • Uses an adjusted ARR in place of the calculated ARR when one has been set. See Adjust ARR for a subscription for more information.

  • For a quote with multiple phases at different price levels (for example, a multi-year ramp), ARR is a single blended figure for the entire term, not the current phase's own price. For example, a three-year contract priced at $100,000 USD, $150,000 USD, and $200,000 USD shows an ARR of $150,000 USD in every year.

Actions on the ARR chart

  • Hover over a point to view that month's ARR value.

  • Click a month with a value to open a Recurring revenue in [month] panel that includes the month's total plus a table with customer name, plan, ARR, and effective date. Rows link to the customer page, and the panel has its own export-to-CSV button.

  • From the ⋯ menu on any row in the panel, select Adjust ARR to change how that subscription counts toward ARR.

  • Click the download icon to export all chart data or the current month only as CSV.

Adjust ARR for a subscription

If the calculated ARR (annual recurring revenue) does not match how you report a contract, you can adjust it. For example, you might count a pilot phase as $0 USD.

  • Adjusting ARR changes reporting only. It does not change the subscription, its pricing, or its invoices. To change what your customer is billed, amend the subscription instead.

  • If a subscription is waiting on a milestone to start, you cannot save an adjusted ARR until the milestone is marked complete.

To adjust ARR:

  1. Go to Reporting > Analytics and select the Overview tab.

  2. On the ARR chart, click a month that includes the subscription. The Recurring revenue in [month] panel opens.

  3. Find the subscription's row, click the ⋯ menu, and select Adjust ARR.

  4. In the Adjust ARR dialog, enter an Adjusted value for each phase. Enter the total recurring value for the whole phase, not an annual amount. The Default value column shows the calculated value for comparison.

  5. Click Save & apply.

Turnstile then recalculates ARR by dividing the total of your adjusted values by the contract length in months, then multiplying by 12. Phases with an adjusted value of $0 USD do not count toward the contract length. For example, a six-month pilot set to $0 USD followed by a 12-month phase set to $100,000 USD gives an ARR of $100,000 USD.

To undo an ARR adjustment:

  1. Go to Reporting > Analytics and select the Overview tab.

  2. On the ARR chart, click a month that includes the subscription. The Recurring revenue in [month] panel opens.

  3. Find the subscription's row, click the ⋯ menu, and select Adjust ARR.

  4. In the Adjust ARR dialog, click Reset all overrides to set each phase back to its default value.

  5. Click Save & apply.

How long an adjusted ARR applies

  • The adjusted ARR applies for as long as the subscription is active, including through auto-renewals.

  • Although you open Adjust ARR from a specific month, the adjusted ARR applies to the subscription for every month it is active, including past months. Your ARR chart and exports for earlier months update to reflect the change.

  • When you amend the subscription, the adjusted ARR carries over to the amendment if the amendment has the same number of phases.

  • If an amendment adds or removes a phase, the adjusted ARR does not carry over, and the subscription returns to its calculated ARR from the amendment's effective date. To keep an adjusted ARR, adjust it again after the amendment is finalized.

Bookings by month chart

Bookings by month is a non-aggregated view of your new bookings in revenue each month.

  • Bookings include both new contracts and renewal contracts.

  • When a booking is counted:

    • E-signature and accept-and-pay quotes count in the month they are signed or paid.

    • Manually created subscriptions count in the month the subscription starts.

  • This report does not include amendments, one-off invoices, or deleted quotes.

Actions on the bookings by month chart

  • Switch the calculation between TCV (default) and ARR; the help icon explains what's included.

  • Hover over a bar to view that month's total.

  • Click a month with bookings to open a Bookings in [month] panel that includes the customer name, plan, TCV or ARR (follows the selector), booking date, and owner. Rows link to the customer page.

  • Click the download icon to export as CSV.

Customers chart

The customers graph shows the number of active customers for your business month over month. Customers with multiple subscriptions are only counted once here.

  • A customer counts as active in a month if they are active at the end of that month. Turnstile uses the customer's earliest subscription start date and latest subscription end date.

  • Customers active for the entire month are marked as Existing.

  • Customers that became active during the month are marked as New.

  • Customers whose last active subscription ends during the month are marked as Churn. A customer with other active subscriptions is not marked as churn when one subscription ends.

  • Churn displays as a negative bar and is not included in the month's total.

Actions on the customers over the last 12 months chart

  • Hover over a bar to view the count per segment plus the total.

  • Click a month to open a Customers for [month] panel that includes type (New/Existing/Churn), customer name, ARR, subscriptions, start date, and end date. Rows open the customer page.

  • Click the download icon and select Download all chart data as CSV or Download data for current month as CSV. The CSV file includes month, customer, subscription, and dates. It does not include type or ARR.

Accounts receivable (AR) aging chart

The accounts receivable chart shows a current snapshot of the total amount of overdue invoices in four buckets: 1 to 30 days, 31 to 60 days, 61 to 90 days, 90+ days past due.

  • Only invoices with status Issued whose due date has passed count as overdue. Draft, paid, void, cancelled, and uncollectible invoices are excluded.

  • Aging is measured from the due date, not the issue date.

  • Invoices that are issued but not yet due (or due today) are not included in the chart.

  • The accounts receivable aging chart sums invoice totals with no currency conversion. If you invoice in multiple currencies, the totals you see are raw sums across all currencies.

Actions on the accounts receivable aging chart

  • Click the download icon to export the data as CSV, one row per overdue invoice, with a link to each invoice.

  • Click a bar with a value to open the Overdue invoices by [bucket] panel. It lists status, invoice number, customer, amount, issue date, due date, and days past due. Click a row to open the invoice.

Analytics sales tab

Reporting > Analytics > Sales shows the annual contract value (ACV) of finalized quotes, grouped by salesperson and sale type, so you can see who closed what and whether it was growth or contraction.

The table has four columns:

  • This month

  • Last 3 months: The current month plus the three months before it.

  • Quarter to date

  • Year to date

How sales are counted on the analytics sales tab

  • A sale counts when the quote is signed, paid, or applied. Quotes worth $0 USD and test-mode quotes are excluded.

  • The salesperson defaults to the user who created the quote.

  • Subscriptions added directly show as Unattributed.

  • Amendments show the change in ACV (annual contract value), not the full value. Amendments that do not change ACV are not shown.

Sale types on the analytics sales tab

  • New: First contract

  • Renewal: Renewal contract

  • Upsell: Amendment that raised ACV (annual contract value)

  • Contraction: Amendment that lowered ACV

  • Churn: Termination

Actions on the analytics sales tab

  • Click a row to open a panel listing that person's sales of that type from the past year.

  • From the ⋯ menu on a row in the panel, select Change sale owner or Change sale type.

Analytics invoice reporting tab

Reporting > Analytics > Invoice reporting lists your business's invoices. By default, it shows invoices dated from today through one month out. To see past invoices, change the invoice date range. For more detail, see our article on invoice reporting.

Filters on the invoice report

  • Status: Draft, Issued, Paid, Void, Uncollectible, Cancelled

  • Payment status: Payment pending, Action required for payment, Payment failed

  • Invoice type: Turnstile generated, Imported invoice

  • Customer

  • Products

  • Invoice date range: Defaults to today through one month out

Actions on the invoice report

  • Sort by invoice amount or invoice date.

  • Click Display to choose which columns to show.

  • The ⋯ menu on each row offers:

    • Open PDF

    • Go to subscription

    • Go to customer

    • Send invoice for Stripe draft invoices

    • Change status for manually managed invoices that are not paid

  • Click a row to open the invoice.

  • Export to CSV exports all filtered rows with the columns currently displayed.

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