Centage · Finance
Revenue & MRR waterfall — v3

Revenue, MRR waterfall & install base movement — trailing 13 months

Monthly view Jun '25 → Jun '26 in USD. Total revenue & implementation fees come from the finance close (NetSuite / live sheet); MRR waterfall from Salesforce under the CFO-aligned rule that carves in-flight renewals past the Demo stage back into MRR. See definitions below.
June 2026 status: MRR & waterfall reflect the CFO-aligned reconciliation of 2026-07-08 — end-of-June MRR $550,890, net Δ −$4,388 (3 new · $4,875, 15 renewal upgrades & 3 upsells · +$2,021, 8 churns · −$11,284). Total revenue & implementation fees are pending the June close from the finance team's sheet — those cells show — until the sheet is refreshed.
MRR — end of June
$550,890
−0.8% MoM · −1.9% YTD · −0.4% TTM
Net install base — June
−$4,388
−0.8% of prior MRR
New MRR — June
+$4,875
3 new logos: Clarion HSG, Bluebonnet, MassBio
Upgrade MRR — June
+$2,021
15 renewals · 3 mid-cycle upsells
Churn MRR — June
−$11,284
8 accounts churned

Trajectory

Total MRR — 13-month trend

$540k$550k$560k$570k$580k $550.9k Jun '25Jul '25Aug '25Sep '25Oct '25Nov '25Dec '25Jan '26Feb '26Mar '26Apr '26May '26Jun '26
Month-end Total MRR
Endpoint annotated · June '26

Monthly waterfall — new, upgrade, downgrade, churn

−$15k−$10k−$5k$0+$5k+$10k+$15k New: $4,514Upgrade: $3,360Downgrade: $-4Churn: $-13,978New: $3,060Upgrade: $5,530Downgrade: $-981Churn: $-6,217New: $4,711Upgrade: $3,467Churn: $-13,652New: $0Upgrade: $8,659Downgrade: $-418Churn: $-5,594New: $2,000Upgrade: $7,601Churn: $-4,086New: $1,400Upgrade: $4,470Churn: $-9,417New: $9,450Upgrade: $7,004Downgrade: $-6Churn: $-8,489New: $3,373Upgrade: $2,506Churn: $-6,195New: $8,583Upgrade: $4,938Churn: $-7,353New: $4,100Upgrade: $2,560Churn: $-10,580New: $1,417Upgrade: $2,269Downgrade: $-42Churn: $-3,150New: $1,750Upgrade: $1,927Downgrade: $-517Churn: $-12,138New: $4,875Upgrade: $2,021Churn: $-11,284 Jun '25Jul '25Aug '25Sep '25Oct '25Nov '25Dec '25Jan '26Feb '26Mar '26Apr '26May '26Jun '26
New
Upgrade
Downgrade
Churn
Net Δ MRR (dotted)

June composition

What moved MRR in June

+$4,875
+$2,021
−$11,284
Positives (new + upgrade): +$6,896. Negatives (churn + downgrade): −$11,284. Net: −$4,388.

Definitions & sources

Total MRR · Salesforce, CFO-aligned rule (2026-07-08): Active accounts plus Inactive accounts with an open Renewal opp past Demo stage. Codified in scripts/snapshot-mrr-from-sfdc.py.

Total revenue & implementation fees · NetSuite-side accounting, sourced from the finance team's live sheet. Refreshed monthly around the finance close. June '26 pending.

Waterfall · Delta vs prior month, per account. New = new logos, Upgrade = expansions (renewal & mid-cycle), Downgrade = negative expansions, Churn = accounts dropped from MRR. Net = sum of all four.

TTM · This month vs the same month one year prior. YTD · vs December of the prior calendar year.

Full monthly table

Metric Jun '25 Jul '25 Aug '25 Sep '25 Oct '25 Nov '25 Dec '25 Jan '26 Feb '26 Mar '26 Apr '26 May '26 Jun '26
Total revenue$573,834$561,726$550,752$551,900$578,715$553,862$561,827$561,512$567,930$563,760$564,255$560,277—
Implementation & prof. services$20,500$7,000$1,500$0$21,300$0$0$0$250$0$0$5,000—
Total MRR$553,334$554,726$549,252$551,900$557,415$553,862$561,827$561,512$567,680$563,760$564,255$555,277$550,890
MoM change−1.1%+0.3%−1.0%+0.5%+1.0%−0.6%+1.4%−0.1%+1.1%−0.7%+0.1%−1.6%−0.8%
YTD change−5.2%−5.0%−5.9%−5.4%−4.5%−5.1%−3.7%−0.1%+1.0%+0.3%+0.4%−1.2%−1.9%
TTM change−8.2%−7.9%−7.9%−7.8%−6.9%−6.3%−3.7%−2.2%+1.3%+0.1%+0.2%−0.7%−0.4%
New MRR+$4,514+$3,060+$4,711$0+$2,000+$1,400+$9,450+$3,373+$8,583+$4,100+$1,417+$1,750+$4,875
Upgrade MRR+$3,360+$5,530+$3,467+$8,659+$7,601+$4,470+$7,004+$2,506+$4,938+$2,560+$2,269+$1,927+$2,021
Downgrade MRR−$4−$981$0−$418$0$0−$6$0$0$0−$42−$517$0
Churn MRR−$13,978−$6,217−$13,652−$5,594−$4,086−$9,417−$8,489−$6,195−$7,353−$10,580−$3,150−$12,138−$11,284
Net install base $−$6,108+$1,392−$5,474+$2,647+$5,515−$3,547+$7,959−$316+$6,168−$3,920+$494−$8,978−$4,388
Net install base %−1.1%+0.3%−1.0%+0.5%+1.0%−0.6%+1.4%−0.1%+1.1%−0.7%+0.1%−1.6%−0.8%