# Why does the CRM's ARR not match what we invoice?

*Ask B, Ask B's real answer through the relay (claude -p with the B-Viz tools). Figures as at Fri 9 Oct 2026.*

**What B-Viz did:** Checking the money facts (reconciliation) → drawing a chart (CRM ARR runs £438,608 above invoiced ru…)

CRM ARR is £4,950,725 and the invoiced run rate is £4,512,117. That leaves a gap of £438,608 as at Fri 9 Oct 2026, and all of it is explained. Order-form (contracted) ARR is £4,528,000, so the CRM is out by £422,725 against contracts. Invoicing is only £15,883 below contracts. [1]

The gap comes from five causes:
- **Churned customers still in the CRM, £204,700 (7 organisations).** Their order forms have ended and nothing is invoiced, but the CRM still shows them as customers. Examples are Lornefield Pensions Administration (£44,000), Fairhallow Travel (£39,600) and Saltdean Hart Insurance Brokers (£39,600).
- **Duplicate CRM records, £130,825 (5 organisations).** The same customer is held twice. Brackwell Freight is £44,000 twice, against £44,000 of contract. The others are Pelton Grange Care, Clashmore Recruitment, Linthorpe Trade Supplies and Dunholm Precision.
- **CRM amount differs from the order form, £87,200 (11 organisations).** The largest is Brenneck Pay: the CRM says £125,000, the won deal says £62,000 and the order form says £50,000. Carnmoor Fleet Leasing goes the other way, with the CRM £19,800 below the order form.
- **Invoiced below the order form, £20,887 (7 organisations).** This includes Merriott Lyle Distribution (£5,452 short) and Pemaquid Analytics (£3,989 short).
- **Invoiced above the order form, -£5,004 (3 organisations).** This reduces the gap. Veldmaat Payments is invoiced £5,000 above its order form.

The first three causes are CRM data problems, and together they are £422,725. The last two are billing differences against contracts, and together they are £15,883. The chart below shows the largest organisations side by side.

**Sources**
[1] [CRM against invoiced reconciliation](https://b-viz.com/demo/p/commercial/financial/reconciliation/index.html#reconciliation) - as at 9 Oct 2026

*claude-sonnet-5-5 · 14.6 s · facts, chart*