Reveal: The Revenue AI Podcast by Gong
How to deliver QBRs that execs love
Apr 25, 2022
CEO of Gainsight, Nick Mehta, shares his playbook for delivering impactful QBRs, including tips on engaging executives, using chat tools effectively, and holding CSMs accountable. Learn how to make QBRs successful and keep high-expectation executives happy.
24:14
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Quick takeaways
- Engage executives in quarterly business reviews for maximum impact.
- Strategize follow-up actions to maintain momentum post-executive business reviews.
Deep dives
Cadence and Timing of QBRs
Quarterly Business Reviews (QBRs) are critical for customer success, providing a moment for feedback, upsell opportunities, and relationship building. However, aiming for quarterly reviews may not align with customer preferences, with most enterprises having one to two QBRs per year. Some QBRs are even being shifted to semi-annual or annual reviews. Efforts to engage executives in these reviews are essential for maximizing their impact and driving value for the client.
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