June always hits like a surprise mountain thunderstorm here in Denver. One minute, it’s spring skiing and patio beers, and the next, clients are calling in a panic — wondering where the year went, and why their numbers feel off.
I work with all types of companies running Acumatica — manufacturers, distributors, project-based firms — and by the time we hit mid-year, patterns start to emerge. CEOs, controllers, and ops leads start asking the same questions:
“Why is our revenue up, but cash down?”
“Why is inventory stacking up?”
“Why are we chasing payments from April?”
That’s when we dig into the system — and over the years, I’ve found there are six KPIs that give a clear signal of whether the business is on track, or drifting toward a Q4 trainwreck.
If you’re using Acumatica, these are the ones I help clients track every June — and they often change everything.
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Revenue vs. Forecast: Are We Dreaming or Drowning?
Every January, my clients set big goals — “20% growth,” “new market expansion,” “double digital revenue.” But come June, when we pull actual vs. forecasted revenue in Acumatica, there’s often a gap — and it’s not always where they expected.
What I recommend:
Use dashboards to compare forecasted vs. actual revenue month-by-month and cumulatively. Segment it by customer class or product line, so you’re not just seeing revenue — you’re seeing smart revenue.
Denver Tip: If Q2 revenue can’t beat the spring snow totals, it’s time to pivot.
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Inventory Turnover: Cash Flow’s Silent Killer
One client had over $1 million in inventory sitting across warehouses — and couldn’t make payroll.
That’s when they called me.
We pulled turnover ratios by site in Acumatica and found two warehouses with slow-moving stock dragging everything down. Within a few weeks, we adjusted reorder points and freed up serious cash.
What I tell every product-based client:
If you’re sitting on inventory instead of moving it, you’re not scaling — you’re stuck.
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Cash Flow Trends: The “Everything Looks Fine Until It Isn’t” Metric
I hear this one all the time:
“Our P&L says we’re profitable — so why are we tight on cash?”
When we pull their Acumatica cash flow reports and chart Q1 vs. Q2 trends, the culprit almost always shows up: delayed AR, bloated AP, slow quote-to-cash cycle.
One client was cash-flow negative for three months straight and didn’t realize it until it almost derailed a hiring plan.
If you haven’t looked at a weekly cash flow curve yet this year, do it now. The trends won’t lie to you.
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Open Sales Orders Aging: Where Deals Go to Die
Sales entered. Products picked. Then… nothing.
I worked with a distributor recently who had $200K in sales orders aged over 30 days. Most of them were stuck due to backordered items or manual approval delays.
Their ops team was shocked. Their sales team had no idea. Their customers? Furious.
We built a report in Acumatica filtering SOs by rep, location, and days open. It now runs automatically every Monday.
If no one’s watching your open SOs, you’re leaving money — and trust — on the table.
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Unbilled vs. Billed Projects: Quiet Revenue Leakage
Service firms and contractors are the most at risk here. I had one project-based client sitting on $94,000 in completed work that hadn’t been billed. Nobody had eyes on it because it wasn’t part of their standard reporting flow.
We turned on Acumatica’s “Unbilled Balances” dashboard by project manager. The CFO found five projects where labor was logged and approved… but invoices never went out.
Now it’s reviewed monthly. Revenue recovered. Lesson learned.
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Quote-to-Cash Cycle Time: The Hidden Growth Killer
This KPI doesn’t come up often — until it’s too late.
A few clients hit growth ceilings not because they didn’t have demand, but because they couldn’t get paid fast enough. One company was taking 48 days on average from quote to cash. We traced every step in Acumatica — from quote creation to SO, then to shipment, invoicing, and finally payment.
It wasn’t just a sales problem. It was ops. And billing. And follow-up.
Now we track QTC monthly. Every day shaved off that cycle puts money back in their pocket faster — and improves cash predictability heading into Q4.
Wrapping It Up from 5,280 Feet
At 30, I’m old enough to have seen the damage bad data can do, and young enough to still believe a few good dashboards can fix it.
Acumatica gives you everything you need — but mid-year is when you have to actually use it. Not just to report, but to respond.
So whether you’re in Denver or Des Moines, take an hour this week to look at your data. Not next quarter. Not when your CPA brings it up. Now. Before Q4 chaos makes you wish you had.
Need help building out these reports or customizing a mid-year dashboard in Acumatica? I’ve helped dozens of companies tighten things up — fast. Let’s connect.
