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Quarterly Business Reviews

A quarterly business review (QBR) is a meeting between a business line leader and an executive team that helps companies course-correct, solve problems, and align faster than companies that just do Annual Planning.

  1. Learn Quarterly Business Reviews with the Practica AI Coach

    The Practica AI Coach helps you improve in Quarterly Business Reviews by using your current work challenges as opportunities to improve. The AI Coach will ask you questions, instruct you on concepts and tactics, and give you feedback as you make progress.

  2. Why are quarterly business reviews important?

    • Costanoa Ventures logo
      QBRs: Why they matter and how to run them effectively

      Jim Wilson, Partner, Costanoa Ventures

      Jim explains that Quarterly Business Reviews (QBRs) provide valuable feedback on the right messaging, differentiation, and value proposition, uncover best and worst practices in the sales process, help founders and CEOs assess the sales team readiness and capability, and foster Alignment between sales and other parts of the organization, particularly marketing (messaging) and product (roadmap and differentiation). Establishing a regular cadence, holding QBRs in-person and preferably offsite, scheduling a team-building exercise, and mixing up the agenda are all critical to the effectiveness of QBRs. Additionally, using a standard template for reps, including others from the company, and following up with designated action plans are crucial.

  3. What should be covered in a quarterly business review?

  4. QBRs for customer success

    • Kustomer logo
      2 Quarterly Business Review Myths that Customer Success Needs to Abandon

      Chad Horenfeldt, Director, Customer Success, Kustomer

      Chad discusses two common myths about Quarterly Business Reviews (QBRs) in customer success and how to modify QBR strategies. The first myth is that QBRs need to be Meetings, which is outdated and unrealistic. The article suggests that customer success needs to break away from the traditional 1:1 high touch, account management mindset and differentiate the customer journey based on segmentation strategy. The second myth is that substance is more important than style for QBRs. The article argues that the style, design, and layout of the content can be just as important as the content itself. The QBR document should be self-explanatory and optimized so that the value points jump off the page. To improve the style of QBRs and simplify the QBR creation process, companies need to invest in customer success operations. The article suggests leveraging technology and automating the QBR creation process. By changing the way QBRs are delivered, leveraging CS operations, and making changes to how they are created, companies can drastically decrease the time needed to prepare for and deliver QBRs. The focus should be on engaging customers and selling the value of the product, not on PowerPoint and Excel abilities.

  5. Quarterly business review templates

    • GitLab logo
      GitLab's Quarterly Business Review (QBR) Overview

      David Hong, Vice President, Field Operations, GitLab

      This is GitLab's actual detailed process for running QBRs, from their public employee handbook. GitLab Field QBRs are held during the first two weeks of every quarter to review team performance, customer wins, use cases, and insights, as well as forecast and plans for the coming quarter. Field Manager QBRs are typically organized by region and are held starting at the ASM/manager level and roll up by Leadership tier from there. Attendees include managers and delegates from other areas of the business such as Channel Managers, SDR Managers, Field Marketing delegates, and CSM Managers. Managers/ASMs are responsible for gathering insights and input from their teams to inform their Field Manager QBR Presentations. Field Manager QBRs are tracked and managed as issues within the DRI's team Project and will include a global QBR label and year/quarter specific FYxx-Qx QBR label. A sample roll-out of the Field Manager QBR planning and execution process is provided for both virtual and in-person QBRs.