What do you mean by backlog depends a lot on what you are selling: - If it is software, usually you sells it in stage or you have to deliver customization/integ

What do you mean by backlog depends a lot on what you are selling: - If it is software, usually you sells it in stage or you have to deliver customization/integration at a later stage: - If it is SaaS is like before but you have also the following months of license (they usually ask for a minimum guaranteed lifetime for the SaaS); - If it is hardware for internal use usually it is installed in stage, so you could have your sales spread over few months/years. - If it is something they resell, you will have the projection of sales. _ If it is a service, you have the service not yet delivered as backlog. Obviously they can cancel when they want, but it is still your backlog until you deliver it or it is cancelled.