---
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]]