Quarterly Business Review (QBR)(QBR)
Quick definition
A quarterly strategic conversation with your customer where you evaluate results, discuss challenges, and determine future goals.
Detailed explanation
A Quarterly Business Review is not a status update - it's a C-level strategic session where you position yourself as an advisor rather than a vendor. In a QBR you present data on how your product or service contributes to your customer's goals, discuss what's working and what could be better, and jointly determine the roadmap for the next quarter. A good QBR lasts 60-90 minutes and has the decision makers at the table. Companies that conduct QBRs see 34% less churn and 2.8x higher upsell rates. The key: come with insights, not reports. Show ROI in their language (revenue, time, costs), not in your metrics (features used, logins).
Synonyms
Examples
A marketing automation vendor presents in their QBR: 847 new leads generated (vs 520 last quarter), €143k pipeline, 23% higher email open rates. Discusses that only 40% of templates are being used, proposes training, and pitches new AI module for lead scoring.
An HR consultancy shows in QBR: 12 vacancies filled in 18 days average (vs 45 days internal), €89k saved on recruitment costs. Signals that hiring managers are slow to respond to candidates. Proposes to optimize recruitment process and offers new employer branding service.
When to use this?
Conduct QBRs with your A- and B-tier accounts, especially for contracts above €25k per year. Schedule them 2-3 weeks before quarter end so you can still take action. For smaller accounts you can do semi-annual reviews.
Match-day approach
Match-day trains your account managers to prepare and conduct QBRs that customers value. We build templates that make ROI visible in your customer's language. We train your team to have difficult conversations about underutilization or problems, and to connect these to upsell opportunities. A QBR won't be something customers cancel, but a meeting they want to protect.
Learn more
Wil je weten hoe je quarterly business review (qbr) effectief inzet in jouw organisatie? Neem contact op met Match-day.
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