QBR template
A quarterly business review (QBR) is a regular meeting and document where an account team shows a customer the results of the past quarter and agrees on priorities for the next one.
A sample QBR for a made-up customer. Click around: the numbers are live.
The structure, section by section
The quarter in one line
The most important result, in the customer’s terms.
Goals vs results
What you agreed last quarter and what happened.
Usage and adoption
Who is using it, how much, and where it is growing or stalling.
Value delivered
Time or money saved, revenue gained, risk reduced, in their numbers.
Next quarter
Two or three priorities, each with an owner on both sides.
Asks
What you need from them, such as a reference, an introduction, or a renewal conversation.
What the good ones do
- Lead with their results, not your roadmap.
- Send it ahead so the meeting is a discussion, not a readout.
- Make it something the sponsor can forward to their boss.
- End with priorities and owners, not a summary.
Questions
What should a QBR include?
The headline result, goals versus results, usage and adoption, value delivered, priorities for next quarter, and your asks.
Who should attend a QBR?
The customer’s sponsor and day-to-day owner, and on your side the account manager plus whoever owns the next quarter’s priorities.
How long should a QBR be?
Short enough for the sponsor to read in a few minutes. Put supporting detail in sections they can open when they want it.