Projecting Key Performance Indicators (Kpis) For An Order To Cash Solution


Harnessing an effective order to cash software solution is increasingly important for businesses that seek to increase productivity, optimize their operations, and maximize revenue. An order to cash system encompasses all activities from the initiation of an order to the delivery of services or products as well as the ultimate collection of payments. Successful companies recognize the need to regularly assess their performance in these areas through an evaluation of their order to cash KPIs (key performance indicators).

This guide will explore the fundamental concepts of an order to cash KPI, detailing the components of the solution, anticipated outcomes, and the critical steps needed to effectively project KPIs in this area.

Defining an Order to Cash KPI

The phrase ?order to cash? typically denotes the entire process of customer ordering product or service, the business delivering it, and the customer subsequently paying for the order. Companies tend to measure the success of this process through the measurement of key performance indicators (KPIs), which provide data-driven insights and allow executives to quickly identify areas of improvement.

Essentially, an order to cash KPI is any metric used to track the performance of company in the order to cash process and seek opportunities for improvement. This type of metric should be both quantitative and actionable, meaning that businesses can measure the output of their efforts and act upon those observations. Depending upon the unique aspects of companies business model, there are many possible order to cash KPIs that company may elect to utilize.

Common Order to Cash KPIs

When choosing an order to cash KPI, it is important that executives understand the insights that such metric may offer. Common order to cash KPIs tend to include:

? Accounts Receivable Turnover Rate: The number of times that company collects the balance due on its accounts receivable within given period of time.

? Days Sales Outstanding (DSO): The average amount of days that it takes for company to receive payment of an invoice.

? Credit Reject Rate: The percentage of credit applications that are denied due to customer?s poor credit iscore.

? First Payment Default: The percentage of orders that fail to be paid on the first billing cycle.

? Average Invoice Value: The average amount of money that is owed to company per invoice.

Projecting an Order to Cash KPI

The key to creating an effective order to cash KPI is the understanding of both the desired outcome and the essential steps that lead to that outcome. Once these two elements have been identified, businesses can create an effective KPI that accurately reflects the performance of their order to cash process.

The next phase of this process entails gathering data from within the order to cash process. Financial information, inventory information, and documents around customer interactions are just few types of data that can be used for such an analysis. For example, if an executive wishes to measure the DSO metric, they will need to collect data around the day the order was shipped and the day that payment was received.

Once the data has been collected, it must be organized and arranged in way that can be accurately processed and converted into KPI. Efficiency during this step is often dependent upon the type of software solution utilized by the business. The software should allow executives to quickly compile the data and produce an accurate KPI.

Finally, companies can employ variety of analytical methods to interpret the data and produce actionable insights that are based upon the numbers. For example, if business? account receivable turnover rate is too low, executives may analyze the data to determine the reasons behind the low turnover and implement steps to improve their performance.


Assessing an organizations performance in the order to cash process through the use of key performance indicators is an essential part of overall success. With the proper utilization of data, businesses can quickly and effectively project key performance indicators in this area and identify areas for improvement. By understanding the process and utilizing software solutions, businesses can create actionable KPIs that help improve their order to cash performance and eventually result in increased revenue and productivity.