Quarterly Business Review (QBR) - Template

About This Template

The Quarterly Business Review (QBR) template provides a structured framework for conducting productive partner reviews. Regular QBRs keep partnerships healthy, aligned, and continuously improving.

Why QBRs Matter

Partnerships without regular reviews tend to:

• Drift from original objectives
• Miss opportunities for optimization
• Accumulate unresolved issues
• Lose momentum and engagement
• Underperform potential

QBRs prevent these problems by creating regular checkpoints for alignment and improvement.

What's Included

QBR Presentation Template

Review Sections

1. Executive Summary

   • Partnership health scorecard
   • Key wins and achievements
   • Challenges and concerns
   • Strategic recommendations

2. Performance Review

   • Revenue and pipeline metrics
   • Customer acquisition and retention
   • Marketing and sales activities
   • Support and satisfaction scores
   • YoY and QoQ trends

3. Goal Progress

   • Quarterly goal review
   • Achievement vs. targets
   • Blockers and obstacles
   • Lessons learned

4. Customer Success Stories

   • Joint customer wins
   • Case studies and testimonials
   • Success metrics and outcomes
   • Expansion opportunities

5. Market & Competitive Updates

   • Industry trends and changes
   • Competitive landscape
   • New opportunities
   • Threats and challenges

6. Upcoming Initiatives

   • Product roadmap updates
   • Marketing campaigns planned
   • Sales plays and enablement
   • Events and webinars

7. Joint Business Plan

   • Next quarter objectives
   • Resource commitments
   • Investment and support
   • Success criteria

8. Action Items & Next Steps

   • Clear ownership (RACI)
   • Deadlines and milestones
   • Dependencies
   • Follow-up cadence

Supporting Materials

Performance Tracking Worksheets

• Revenue and pipeline tracking
• Activity metrics dashboard
• Goal progress tracker
• Customer health scores

Pre-QBR Preparation Guide

• Data to gather
• Stakeholders to involve
• Questions to address
• Materials to prepare

Post-QBR Follow-Up

• Action item tracker
• Communication summary
• Stakeholder updates
• Next QBR scheduling

How to Conduct Effective QBRs

Before the QBR

Schedule Strategically (2-3 weeks in advance)

• Quarterly cadence (same week each quarter)
• 90-120 minutes duration
• Right stakeholders from both sides
• Executive sponsor attendance

Prepare Thoroughly

• Gather performance data
• Update slides and dashboards
• Review previous action items
• Identify discussion topics
• Share pre-read materials

Set Clear Objectives

• What decisions need to be made?
• What issues need resolution?
• What opportunities to explore?
• What commitments to secure?

During the QBR

Start Strong

• Welcome and introductions
• Review agenda and objectives
• Set expectations and ground rules
• Celebrate recent wins

Review Performance Honestly

• Present data objectively
• Discuss both successes and challenges
• Avoid blame, focus on solutions
• Acknowledge partner contributions

Plan Forward Together

• Co-create next quarter goals
• Align on priorities and resources
• Make commitments explicit
• Document action items with owners

End with Clarity

• Recap key decisions
• Confirm action items and owners
• Schedule next QBR
• Thank participants

After the QBR

Document and Communicate (within 48 hours)

• Share QBR summary and action items
• Update stakeholders who couldn't attend
• Log commitments in CRM/PRM
• Schedule follow-up check-ins

Execute Action Items

• Track progress weekly
• Remove blockers proactively
• Communicate status updates
• Escalate issues early

Prepare for Next QBR

• Track metrics continuously
• Document wins and learnings
• Update joint business plan
• Note topics for next review

QBR Best Practices

Make It a Dialogue, Not a Presentation

• Two-way conversation - Partner should present too
• Ask questions - Understand partner perspective
• Listen actively - Really hear concerns and ideas
• Collaborate on solutions - Co-create plans together

Focus on Value and Outcomes

• Customer success - Lead with joint customer wins
• Business impact - Show measurable results
• Strategic alignment - Connect to bigger picture
• Future opportunities - Look forward, not just back

Be Honest and Transparent

• Share bad news - Address challenges directly
• Admit mistakes - Take ownership of issues
• Show vulnerability - Build trust through honesty
• Request feedback - Ask how you can improve

Drive Action and Accountability

• Specific commitments - Vague goals lead nowhere
• Clear owners - Who's responsible for what
• Realistic timelines - Don't overcommit
• Follow-through - Do what you say you'll do

QBR Variations

By Partner Tier

Strategic Partners (Quarterly, 2 hours)

• Executive attendance
• Deep strategic discussions
• Joint innovation planning
• Significant resource commitments

Core Partners (Quarterly, 90 minutes)

• Manager-level attendees
• Performance and planning focus
• Moderate resource alignment
• Tactical execution

Emerging Partners (Semi-annual, 60 minutes)

• Lightweight review format
• Focus on activation and early wins
• Minimal resource coordination
• Growth path discussion

By Partnership Type

Reseller QBRs

• Pipeline and revenue focus
• Sales enablement needs
• Territory and deal registration
• Commission and incentives

Technology Partner QBRs

• Integration performance and roadmap
• Joint customer adoption
• Technical support and escalations
• Co-marketing opportunities

Service Partner QBRs

• Customer implementation success
• Certification and training
• Case studies and references
• Service delivery quality

Common QBR Challenges

Low Attendance

Prevention

• Schedule well in advance
• Get executive commitment
• Demonstrate value in past QBRs
• Make it worth their time

Becomes a One-Way Presentation

Prevention

• Require partner to present sections
• Build in discussion time
• Ask open-ended questions
• Create collaborative agenda

Lacks Actionable Outcomes

Prevention

• Set clear objectives upfront
• Drive to specific commitments
• Document action items live
• Assign owners and deadlines

Data Is Unavailable or Unclear

Prevention

• Define metrics in advance
• Automate data collection
• Review accuracy before QBR
• Have backup if systems fail

Who This Is For

• Partnership Managers - Running partner QBRs
• Sales Teams - Channel partner reviews
• Customer Success - Technology partner reviews
• Marketing Teams - Co-marketing partner reviews
• Executives - Strategic partner reviews

What You Get

• QBR presentation template (Google Slides/PowerPoint)
• Performance tracking worksheets
• Pre-QBR preparation checklist
• Post-QBR follow-up templates
• Example completed QBR from real partnership
• Facilitation guide with tips

Benefits

• Structured Reviews - Consistent framework across partners
• Better Preparation - Clear expectations and materials
• Productive Discussions - Focused on what matters
• Stronger Alignment - Regular strategic sync
• Improved Performance - Data-driven optimization
• Deeper Relationships - Regular executive engagement

Related Templates

• Mutual Action Plan - Track QBR action items
• Partner LifeCycle Planner - Plan beyond QBRs
• Partner Program Sheet - Set QBR expectations

Get Started

Get free access to the Quarterly Business Review template and start conducting more productive partner reviews.

Transform your partner relationships - One QBR at a time!