Quarterly Business Review (QBR)

What is a Quarterly Business Review (QBR)?

A Quarterly Business Review (QBR) is a recurring strategic meeting between a vendor and customer, typically held every three months, to review performance, demonstrate value delivered, discuss goals, and align on the partnership vision.

QBRs go beyond day-to-day operational discussions to focus on strategic business outcomes and the overall health of the customer relationship.

Key Components of an Effective QBR

• Executive Summary: High-level overview of the relationship
• Goals Review: Progress against previously set objectives
• Value Delivered: Quantified ROI and business impact
• Usage Analytics: Adoption trends and engagement metrics
• Roadmap Preview: Upcoming features and improvements
• Success Stories: How other customers are succeeding
• Next Quarter Goals: New objectives and action items
• Open Discussion: Address concerns and opportunities

QBR Best Practices

• Involve executive stakeholders from both sides
• Focus on business outcomes, not just product features
• Personalize content with customer-specific data
• Keep it concise—aim for 45-60 minutes
• Send pre-read materials in advance
• Document action items and follow up

QBR Frequency

While "quarterly" is standard, adapt to customer needs:

• Enterprise: Quarterly with monthly check-ins
• Mid-market: Quarterly or semi-annually
• SMB: Semi-annual or annual (often automated)