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If you’re considering conducting a quarterly business review (QBR) or an executive business review (EBR). The first step is to ask yourself what to discuss and what strategies you should adapt to deliver value to your customers. To ensure their continued growth and success, start by deciding which business review will be ideal for your business. Let’s take a look at all of these details.
A Quarterly Business Review or QBR is a quarterly evaluation with customers or partners. It is an opportunity to discuss their business and how to deliver more value. This is an important part of a Customer Success Manager’s responsibility to deliver the client’s business outcomes.
QBR focuses on specific projects that consider achievements, priorities, and alignments of outcomes. Its main goal is to present the short-term product roadmap and review the key product features based on specific project goals. It emphasizes that the rate of return on investment should be identified by purchasing a company’s products and services and if the products & services can meet the specific project needs of the customer. To determine the success of your latest project, QBR also defines key metrics based on customer use cases and identifies business opportunities while increasing customer value. QBR describes the specific goals, expectations, and desired results of the adoption of your company’s products and services to ensure success, and categorizes all current problems that need to be solved from technical or other perspectives.
An Executive Business Review or EBR is an annual meeting where high-level executives discuss where the partnership between the two companies stands. The purpose of the EBR is to provide a regular point of contact between the client’s key business decision-makers and their peers to re-align on long-term vision and business goals.
EBR focuses more on future results and potential opportunities for strategic partnership. It provides a high-level overview of how your company’s product roadmap integrates with broader market trends. Furthermore, it uses technology, adoption, and Go-to-Market lens to analyze market trends. In EBR, the agenda revolves around future market trends and product opportunities that companies should focus on to establish strategic vision and partnership. They must find a way to compete with others in terms of opportunities, initiatives, and improvements for the company.
Additionally, it identifies opportunities to partner with your business to further deliver value to your customer organization. And it recognizes differentiation in the market or supports its GTM strategy.
To help you fully understand the difference between QBR and EBR, please refer to the infographic below. This serves as a guide before conducting a meeting and business review.
Whenever you’re ready… here are 3 ways CSM Practice can help you build, optimize, or scale your Customer Success practice:
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