QBRs are a waste of time

QBRs are a waste of time

I’ve said it before and I’ll say it again!

Old school Quarterly Business Reviews are bureaucracy masquerading as insight

You fill slides with your activities, the customer sits politely, nothing changes

Rinse and repeat

The modern approach? Quarterly VALUE Reviews.

They shift from vendor vanity to customer outcomes. They focus on results, not receipts


🔶 Why QVRs crush QBRs

▪️They reinforce real value instead of recapping meetings

▪️They deepen trust by focusing on results, not tasks

▪️They identify expansion opportunities through insight

▪️They boost retention by ensuring ROI remains visible

▪️They turn happy clients into advocates


🔶 Structure your value review right

A high-impact QVR includes:

🔸Achievements – Show the value delivered in clear numbers

🔸Challenges & opportunities
– Talk about evolving needs

🔸Performance metrics & ROI
– Prove success with data

🔸Industry insights & best practices
– Be the advisor, not the rep

🔸Action plan & next steps
– Don’t leave without the next move


🔶 How to run a QVR that actually works

1. Prep with data - not slides

Gather:
- Usage reports
- Before-and-after performance metrics
- Areas where you could deliver more value

2. Lead with outcomes, not your inbox

No more listing meetings or sessions delivered. Customers care about impact

3. Talk about what’s next

Move beyond history:
- Ask: “Where are you facing challenges this quarter?”
- Offer future-facing suggestions

4. Bring strategic insight

Don’t just talk product - talk industry shift

5. Agree on real outcomes

Wrap with an action plan:
- Summarise takeaways
- Align on priorities
- Set timing and owners for next steps (workshop, pilot, roadmap)


Traditional QBRs tell customers what you did
QVRs show them the impact you’ve had and how you can deliver more.

Run a meeting on outcomes, insights and next moves... watch retention, upsell, and advocacy take off


What do you do in reviews that makes customers really lean in?