Assessing and evaluating the overall operation of your business’ product or service plays a crucial part in achieving the success of it. The quarterly business review (QBR) allows your client’s executive team to give their insights and feedback about your product or service; hence, informs the customer success managers (CSMs) on what they should have done for them to improve, upgrade, and advance their strategies. It is done once per quarter with your customer. To completely identify the goals and objectives of a quarterly business review, here is your ultimate guide:
Evaluating the state of the market and goals
What is great about QBR is that it enables the executives of your business and your client to discuss the current condition of your markets, units, and goals. It also allows them to share and collaborate on the key successes and endeavors that you both have done and accomplished. Along with these, you are able to evaluate the perspectives of the market on a larger scale. Factors such as geographical location could be discussed here as it could be one of the factors in the results. For instance, North Dakota might have unique perspectives due to cultural variation over the other states.
Strengthening the relationships
The relationship between your executives and client’s executives is essential for you to have better communication and interaction when attempting to dig deeper into your client’s perspectives. What makes it important is that the business is all about building harmonic relationships itself. In QBR, the event enables the executives to be involved for them to collaborate to develop an executive sponsorship program, for instance, to keep key accounts relatively.
Exploring the strategic planning
One of the goals of QBRs is to identify the obstacles and challenges that the business has encountered over the period. By having QBR, the executives are having the capability to remove them and provide the appropriate actions that they should have done. Executives could also solicit advice from other business professionals and entrepreneurs. Hence, they are having the chance to suggest improvements and enhancements that could address the existing challenges.
Prioritizing major goals
What makes QBR ideal is that it can review and evaluate what are the things that should be prioritized immediately. Some things such as the expansion of value proposition, discussing the results from the previous 90 days, and plotting the higher phases could be identified.
Identifying the customer health index
One of the best parts of QBR is that you could calculate your customer health index (CHI) for you to track the progress of your service or product towards your customer. In this case, you may holistically assess the factors that affect your products or services with your customer. By collecting comprehensive and precise data, you can identify the CHI. The factors from which your data will come are but are not limited to breadth of product usage, amount of feedback, age of the customer, and depth of product usage, among others.
Given that the major priority of your business is your customer or client, indeed QBR performs a crucial role for your business to truly achieve success.