Introduction
The waterfall visualizes the cumulative value of Won opportunities and Forecasted opportunities over time. Each bar represents revenue anticipated to land within a specific period of performance (PoP) (month or quarter depending on zoom level).
Won Revenue: bookings from opportunities whose status is Won/Awarded.
Forecasted Revenue: probabilistic value of opportunities still Open or Submitted, weighted by win probability.
Tip: Hover over a bar to see a tooltip with total dollar amount, count of opportunities, and top contributors.
Tip: Click on a bar to see a drilldown and the revenue contribution of opportunities in the period.
Opportunity Eligibility
Opportunities are eligible for this analysis if:
They have the minimum necessary information to calculate (estimated) revenue
Note: NextStage excludes opportunities that have an award date in the past from the forecast.
Required Opportunity Fields
Opportunities are only included in this report when the following fields are present:
Field | Purpose |
Contract Start Date | beginning of period of performance |
Contract End Date | end of PoP; term can derive end date |
Estimated Contract Value | allocates revenue across periods |
If the contract does not have PoP start and end dates, NextStage will estimate them based on the award date and the contract term (months).
Example:
If an opportunity does not have a Contract Start Date, but has an award date, NextStage will estimate the start of the POP to be the award date, and the end date to be the award date + the contract term.
How the Revenue and Forecasted Revenue are Calculated
Determine PoP range from Start → End (or Term).
Evenly distribute Estimated Contract Value across each month in the range (pro‑rate first/last month).
Apply Win Probability (Pwin) for opportunities not yet Won.
Aggregate by calendar month (dashboard toggle: fiscal vs calendar year).