A quarterly business review is an opportunity for your customer success team to prove the value of your product as it relates to a customer’s goals. This is the time to reflect on why a customer started using your product in the first place and to share the progress they’ve made since. 

In order for a QBR to be as effective as possible, it needs to:

• Reiterate the customer’s goals
• Include concrete benchmarking, usage, and ROI data
• Present data in a digestible format with visualizations like charts, graphs, and tables
• Provide recommendations for improvement
• Be on-brand and easy for CSMs to create  

So, how does your QBR stack up, and where can it be improved? Take our quiz, check your score at the end of the quiz, then see your results and feedback below.

Results

13 points or more = A

Congratulations—your QBR is on point! You’re not only including the types of data your customers care about most such as ROI and usage data, but you’re also presenting this data in a way that is digestible for customers. Keep up the great work.

12 points = B

It sounds like your QBR is optimized pretty well, however, there’s always room for improvement. Make sure you’re including data visualizations like tables, graphs, and charts in your QBR to share key insights on ROI, benchmarking, and usage data. This will make your QBRs more digestible and data-driven. 

10-11 points = C 

You’re on the right track and have a good understanding of what your customers need, but it sounds like your QBRs could be improved. Make sure you're sharing valuable data insights such as benchmarking, usage, and ROI data with customers in digestible formats. Bring in data visualizations such as tables, graphs, and charts to help build the narrative and prove product value. The more data your customers see, the more credibility and trust you can build.

9 points or less = D

You’re not alone—consistently creating QBRs that build trust and credibility can be a time-consuming process, and it’s hard to translate all that customer data into a cohesive story. However, you should be delivering personalized data insights in a digestible format for every customer based on their specific goals. To improve this, bring in data visualizations that help prove product value as often as possible.

Next time, create your personalized QBR the easy way—use Matik's Essential QBR Template for a detailed framework of what to include in your presentation.