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wiki/concepts/QBR.md

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+---
+title: "QBR (Quarterly Business Review)"
+type: concept
+tags: [sales, account-strategy, review]
+date: 2026-04-20
+---
+
+## Definition
+QBR（Quarterly Business Review，季度业务回顾）是一种结构化的客户沟通机制，将前瞻性战略规划与回顾性状态报告结合。
+
+## QBR vs EBR
+| Aspect | QBR | EBR |
+|--------|-----|-----|
+| Focus | Forward-looking | Backward-looking |
+| Value | Strategic planning | Status reporting |
+| Outcome | Mutual action plan | Slide deck |
+
+## QBR Agenda Framework (60 minutes)
+1. **Value Delivered** (15 min)：ROI recap with hard numbers
+2. **Their Roadmap** (20 min)：Where is the business going? What challenges ahead?
+3. **Product Alignment** (15 min)：How we evolve together
+4. **Mutual Action Plan** (10 min)：Commitments, owners, next steps
+
+## Key Questions to Ask
+- "What are the top three business priorities for the next two quarters?"
+- "Where are you spending time on manual work that should be automated?"
+- "Who else in the organization is trying to solve similar problems?"
+- "What would make you confident enough to expand our partnership?"
+
+## Best Practices
+- Open with quantified ROI data
+- Close with mutual action plan
+- Surface new stakeholders and validate org map
+
+## References
+- [[Sales Account Strategist]]