One spine from quote to cash — the value, the conversion, the days, and the leakage at every handoff. Where deals turn into delivered work, invoices, and collected cash (and where they get stuck).
$1.23B is leaking or stuck across the 185-day quote-to-cash cycle — the largest single pool is $517M at Collect. Close the billing lag and aged book to pull cash forward without selling a thing.
4 of 6 headline metrics improving vs prior · still off target: Days Sales Outstanding 62d vs 55d, Cash Conversion Cycle 29d vs 25d, Overdue Receivables $412M vs $350M
Move to credit hold pending paydown; reforecast ARR net of likely churn.
Distress filings + overdue AR; churn risk High on $6.4M account.
Gates the cohort cutover (and the exit).
Each churn point on the base ≈ recurring revenue lost.
Each churn point on the base ≈ recurring revenue lost.
The order-to-cash cycle for the project business, end to end. A quote becomes a booking, a booking becomes delivered work, delivered work becomes an invoice, and an invoice becomes cash — 185 days from quote to cash, with $1.23B leaking or stuck across the handoffs. Each stage links to the 360 that owns it and the records to work. (Recurring PX/ON-X revenue bills automatically and collects faster — this is the project lane.)
Value flowing through each stage, the conversion from the prior stage, days in-stage, and the leakage at the handoff.
The biggest levers are delivery (project duration) and collection (DSO) — the order handoff is instant; billing lag is the quiet one.
Each leak quantified, owned, and linked to the 360 and the records that fix it — the working-capital recovery list.
Discount leakage — standalone estimators discount 18% vs 12% governed CPQ
Unbilled WIP — delivered work not yet invoiced (billing lag)
Read this: the two biggest pools are $19M aged AR (collect) and $12M unbilled WIP (bill) — both pure working capital. Closing the billing lag and the aged book pulls ~$31M of cash forward without selling a thing.
Value, conversion, days, leakage and owner — drill to the owning 360.
| Stage | Value | Conv. from prior | Days in-stage | Leakage | Owner | Drill |
|---|---|---|---|---|---|---|
| 🧾 Quote / CPQ | $33.57B | — | 24d | $168M | CRO · RevOps | → |
| ✍️ Order / Booking | $14.08B | 42% | 0d | — | CRO · Sales | → |
| 🔧 Deliver / Project | $12.72B | 90% | 96d | $217M | COO · Delivery | → |
| 📄 Bill / Invoice | $12.40B | 97% | 11d | $325M | Project controls · Finance | → |
| 💵 Collect / Cash | $11.69B | 94% | 54d | $517M | Treasury · Collections | → |