What this workflow produces: A comprehensive QBR package covering business outcomes delivered, expansion opportunities, and the strategic plan for the next quarter.
Compile: original success criteria from deal close, actual outcomes delivered, product usage trends, support ticket themes, NPS, renewal date, expansion signals.
Input account data. Output: business outcomes summary in the customer's own metrics, gaps to address, expansion opportunities with evidence, and a forward-looking strategic agenda.
Run: "What are the 3 questions this customer is most likely to challenge me on?" Prepare answers for each.
Review package. Run QBR with the business outcomes agenda. Use prepared tough question answers if needed.