The Customer Success Pro Podcast Driving More Value in Executive Business Reviews
Nov 12, 2025
Anika Zubair explores the often-misunderstood Quarterly Business Review (QBR), emphasizing the need to shift from mundane reports to impactful discussions. She highlights common pitfalls, such as treating these sessions as mere usage reports and failing to engage executives. Learn her 5-step framework to align discussions with executive priorities, framing product outcomes in terms of business value. The conversation wraps with a challenge to transform your next QBR into a strategy-focused session that drives growth and opens new opportunities.
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QBRs Often Waste Executive Time
- Many QBRs are forgettable because they become reporting checklists rather than strategic conversations.
- If a QBR doesn't create insight, alignment, or opportunities, it wastes expensive executive time.
Stop Presenting Usage As Value
- Avoid treating executive business reviews as usage reports focused on logins and feature metrics.
- Instead, translate product activity into business outcomes like revenue, risk reduction, or efficiency.
Make Reviews Two-Way Conversations
- Treat QBRs as conversations, not presentations, and design each slide as an opening for dialogue.
- Co-own the review with the customer to drive alignment and keep executives engaged.