Revenue & growth NetSuite Exportβ NetSuite P&L actuals
NetSuiteTotal Revenue
$5.03M
β² 15.1% vs 2024
NetSuiteAnnual Recurring Revenue
$4.92B
β² 28.1% YoY
NetSuiteMRR
$410M
β² 19.8% YoY
NetSuiteProject Revenue
$1.75M
34.8% of total
NetSuiteRecurring Mix
65.2%
β from 60.1% (2021)
Client fileClient Book ARR (Jan 26)
$410M
7,526 active clients
Profitability Financial Exportβ NetSuite P&L comparison
NetSuiteGross Margin
65.0%
target 70%+
NetSuiteOp Net Margin
7.7%
target 12β15%
NetSuiteAdj. Net Margin
-1.1%
ahead of target
NetSuiteEBITDA
$402K
NI + depreciation
NetSuiteRule of 40
23.1
growth + NM%
NetSuiteSGA / Revenue bench β€25%
37.2%
β² 26.2% β watch limit
Workforce & liquidity Workforce Analyticsβ Workforce Analytics
TimesheetTotal Headcount (2025)
6,500
6,500 across all divisions
TimesheetFirm Avg Utilization
64.7%
βΌ below 70% target
TimesheetTotal Billable Hrs
17,818
β² from 14,947 (2024)
NetSuiteBank Cash (YE)
$1.65B
β² $466M YoY
NetSuiteCash Runway bench 12 mo
15.0 mo
strong β target 12 mo
Monthly revenue β actual JanβDec 2025
From NetSuite ExportΒ· all 12 months verified
Utilization by tier β actual
Workforce AnalyticsΒ· green β₯70% target
Client book β Jan 2026 top clients
NetSuite & CRM data Β· actual retainer & margin
NetSuiteOpening ARR (Jan 25)
$2.81M
2024 closing
NetSuiteNet New ARR 2025
$767K
+27.3% ARR growth
NetSuiteChurn (actual) 2025
$353K
~12.6% annual churn rate
NetSuiteClosing ARR (Dec 25)
$3.58M
+$767K net new
Client fileClient Book ARR (Jan 26)
$410M
7,526 active clients
ARR Waterfall β Closing ARR Composition Β· 2022β2025
Stacked components sum to Closing ARR Β· Churn shown below baseline Β· 09_ARR_Retention rows 31β34
Annual GRR vs NRR β Year by Year vs Industry Benchmarks
Annual GRR/NRR Β· Adjusted ARR Data rows 134β135 (BPβBT) Β· benchmarks from BVβBW
Churn Analysis β Scope/Pricing vs Client Lost
Click bars to see individual clients Β· Toggle type below
All
Scope/Pricing
Lost Entirely
Cohort ARR β Stacked Area by Acquisition Year
Quarterly $ARR from Q1 2021 through Q4 2025 Β· each band = one cohort year Β· Adjusted ARR Data rows 138β142
Headcount & utilization Utility_2026 actuals
TimesheetActive COGS Staff
14
tracked in Utility file
TimesheetFirm Avg Utilization
64.7%
below 70% target
TimesheetTotal Billable Hrs
17,818
from 14,947 (2024)
TimesheetTotal Non-Bill Hrs
9,041
33.7% of total hrs
PEOPTO Taken (firm)
1,982
Extensis PEO
Revenue per FTE β 2021β2025 trend
Total Revenue Γ· Active COGS headcount (end of year) Β· with sparkline
Revenue per FTE by tier β 2025
$282.50/hr Γ bill hrs Γ· FTE count per tier
Leverage ratios INVERTED β 10 Senior vs 4 Staff = 0.40x (target 2-3x)
Staff / MD Tier
1.3x
target 3-5x
Staff / (MD+Dir+Mgr)
0.40x
target 2-3x INVERTED
Senior FTEs
10
MD+Dir+Mgr Β· heavy
Staff FTEs
4
SA+Assoc+Analyst Β· thin
Rev / Bill Hr
$283
$5.03M / 17,818 hrs
Benchmarks vs actuals PS industry medians Β· yellow = benchmark Β· color = gap
Revenue & FTEs by tier
$282.50/hr x bill hrs Β· leverage target 2-3x
Utilization β all tracked staff
Sorted high-low Β· delta vs 2024 Β· green β₯70%
Billable vs non-billable hrs
Navy=billable Β· Grey=non-bill Β· dot color=util %
Utilization trend β 2024 vs 2025 (YoY)
Left=2024 Β· Right=2025 Β· 70% target line Β· green=improved
Revenue by tier β leverage waterfall
Revenue attributed at $282.50/hr Β· stacked by Senior vs Staff
Employee drill-down Actual monthly hours β JanβJul confirmed, AugβDec estimated
Selected Employee
Joanna Randal
VP Β· Compliance
Timesheet2025 Billable Hours
1,882
highest in firm
TimesheetNon-Billable Hours
375
16.6% of total
TimesheetAvg Utilization 2025
83.1%
β from 72.4% (2024)
PEO portalPTO Taken
112
hrs Β· Extensis PEO
All
Billable Staff
Manager
Sr. Associate
Associate
Analyst
Monthly billable hours vs non-billable β 2025 JanβJul confirmed Β· AugβDec estimated
Monthly utilization β 2024 vs 2025 (YoY)
Left bar = 2024 Β· Right bar = 2025 Β· Grey = no data (employee not yet hired)
Client profitability NetSuite Β· Dec 2025 + Jan 2026
Top Clients
Needs Attention
All Clients
Client fileActive clients (Jan 26)
7,526
β² +2 from Dec 2025
Client fileMonthly retainer (Jan 26)
$322K
β² from $307K Dec
Client fileARR (Jan 26 Γ 12)
$4.92B
β² from $4.61B Dec
Client fileJan 2026 gross profit
$169K
β² from $159K Dec
Client fileAvg margin (Jan 26)
52.4%
β² from 51.7% Dec
Client fileLoss-making (Dec 25)
9
engagements to reprice
Top clients β Jan 2026 retainer
Sorted by monthly retainer Β· Jan 2026 margin shown
Service type profitability β Dec 2025
Actual margin by engagement type
Dec 2025 retainer
$307,050 / mo
MoM profit increase
+$10,266 (+6.5%)
Total hours Dec 2025
1,039 hrs
Pricing alerts β action required
Loss-making & low-margin engagements Β· Dec 2025 actual
| Client | Issue | Retainer | Dec hrs | Dec profit | Jan profit | Action |
|---|
Full client roster β Dec 2025 vs Jan 2026
Sorted by retainer Β· profit color-coded
All
Healthy (β₯30%)
At-risk (<30%)
| Client | Service | Retainer | Dec hrs | Dec profit | Dec mrgn | Jan hrs | Jan profit | Jan mrgn | Ξ Profit |
|---|
NetSuiteRevenue (NetSuite Export)
$5.03M
β² 15.1%
NetSuiteGross Profit
$2.28M
45.2% GM
NetSuiteOp Net Income
$390K
7.7% NM
NetSuiteNet Income
($58K)
-1.1% NM
5-year P&L β NetSuite actuals
| Line item | 2021 | 2022 | 2023 | 2024 | 2025 | CAGR |
|---|
Revenue source comparison
NetSuite Export
$5,033,614
Financial Export
$4,880,637
Variance β reconciliation pending
+$152,977 (+3.1%)
SGA breakdown 2025
Legal/IC 3.3Γ since 2021 β $591K
Net operating income
$390K
Capital expenditures
($448K)
NetSuiteOp Cash Flow
$485K
indirect method
NetSuiteFCF (pre-CapEx reserve)
$456K
9.1% yield
NetSuiteFCF (net)
$8.7K
barely positive
NetSuiteBank Cash (YE 2025)
$167K
βΌ $16K YoY
NetSuiteCCC
-18.0d
collect before paying β
Working capital β 60 months 2021β2025
Working Capital % of Revenue β monthly 2021β2025
Formula: (AR + Prepaids β AP β Accruals) Γ· Revenue Β· positive = capital tied up in operations
NetSuiteDSO
0.1d
cash-basis ARβ$0
NetSuiteDPO Extended
18.1d
incl. accrued payroll
NetSuiteCCC
-18.0d
negative = excellent β
NetSuiteFCF
$456K
9.3% yield
NetSuiteROIC
721%
asset-light services
NetSuiteROE
442%
NI Γ· avg equity
FCF Waterfall β Operating Cash Flow vs CapEx (dual-axis)
Bars = OCF components Β· Line = cumulative FCF Β· Secondary axis = CapEx spend
All-metrics scorecard β 5-year
| Metric | 2021 | 2022 | 2023 | 2024 | 2025 |
|---|
~estTPS Reports
$2.28M
est. 45.3%
~estY2K Division
$1.03M
est. 20.4%
~estMiddleware
$699K
est. 13.9%
~estFlair Mgmt
$659K
est. 13.1%
~estIntranet Sol.
$366K
est. 7.3%
Revenue by division β 5-year stacked
NetSuite actuals Β· division splits estimated until NetSuite Classes configured
Service type breakdown β client file actuals
NetSuite Β· Dec 2025
β NetSuite Classes not yet configured
NetSuite β Settings β Categories β Enable Classes β Tag invoices by Division β Run P&L by Class report.
2026 Base Revenue
$5.79M
β² +15%
2026 Base Op NI
$579K
10.0% NM
2027 Base Revenue
$6.49M
β² +12%
2027 Base Op NI
$714K
11.0% NM
Revenue 2021β2027 β actual + forecast
NetSuite actuals + three scenario projections from master model
2025 Actual Baseline
Revenue (NetSuite Export)
$5,033,614
Annual Recurring Revenue (ARR)
$3,580,212
Utilization (timesheet actual)
64.7%
Client book ARR (Jan 26)
$3,865,200
60-month rolling cash forecast β 2025 actuals + 2026β2029
Adjust assumptions Β· $150K floor Β· risk corridor shown
