36 lines
1.3 KiB
Markdown
36 lines
1.3 KiB
Markdown
---
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title: "QBR (Quarterly Business Review)"
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type: concept
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tags: [sales, account-strategy, review]
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date: 2026-04-20
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---
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## Definition
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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。
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## QBR vs EBR
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| Aspect | QBR | EBR |
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|--------|-----|-----|
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| Focus | Forward-looking | Backward-looking |
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| Value | Strategic planning | Status reporting |
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| Outcome | Mutual action plan | Slide deck |
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## QBR Agenda Framework (60 minutes)
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1. **Value Delivered** (15 min)：ROI recap with hard numbers
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2. **Their Roadmap** (20 min)：Where is the business going? What challenges ahead?
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3. **Product Alignment** (15 min)：How we evolve together
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4. **Mutual Action Plan** (10 min)：Commitments, owners, next steps
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## Key Questions to Ask
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- "What are the top three business priorities for the next two quarters?"
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- "Where are you spending time on manual work that should be automated?"
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- "Who else in the organization is trying to solve similar problems?"
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- "What would make you confident enough to expand our partnership?"
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## Best Practices
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- Open with quantified ROI data
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- Close with mutual action plan
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- Surface new stakeholders and validate org map
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## References
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- [[Sales Account Strategist]] |