QBR Scorecard
Build comprehensive quarterly business review scorecards with health metrics. Enter values for instant results with step-by-step formulas.
Worked Examples
Example 1: Enterprise SaaS Account
Problem:Fortune 500 customer QBR. $500K ARR, 95% revenue attainment, NPS 45, 2% churn risk identified.
Solution:Strong overall health (82 score). Highlight ROI achieved. Address churn risk with executive engagement. Present expansion opportunities in underutilized product areas.
Result:95% attainment | Health: Good | Action: Expand + executive alignment
Example 2: At-Risk Account
Problem:Mid-market customer showing warning signs. 80% attainment, NPS 20, support tickets up 40%, adoption declining.
Solution:Fair health (58 score). Needs intervention. Present action plan: dedicated support, product training, executive sponsor engagement. Discuss contract flexibility if needed.
Result:80% attainment | Health: Fair | Action: Retention intervention required
Example 3: Growth Account
Problem:SMB customer exceeding expectations. 115% attainment, NPS 70, actively requesting more features.
Solution:Excellent health (91 score). Perfect expansion opportunity. Present upsell options, invite to customer advisory board, gather case study content.
Result:115% attainment | Health: Excellent | Action: Expansion + advocacy
Frequently Asked Questions
What is a Quarterly Business Review (QBR)?
A QBR is a structured meeting between a vendor and customer to review the past quarter's performance, align on goals, and plan for the future. For internal QBRs, it's a leadership review of business unit or account performance.
What metrics should be in a QBR?
Core metrics: revenue/ARR, retention/churn, NPS/CSAT, product adoption, support metrics, and expansion revenue. Include both lagging indicators (what happened) and leading indicators (what's likely to happen).
Who should attend a customer QBR?
Customer side: executive sponsor, day-to-day users, procurement/finance. Vendor side: CSM, account executive, product specialist as needed, executive for strategic accounts. Match seniority levels.
What's the difference between QBR and EBR?
QBR (Quarterly Business Review) focuses on operational metrics and near-term goals. EBR (Executive Business Review) is higher-level, strategic, typically involving C-suite, focusing on business outcomes and long-term partnership.