Quarterly Business Review Template

QBR PREPARATION

Pre-QBR Checklist

QBR PREPARATION CHECKLIST

2 WEEKS BEFORE:
☐ Set meeting date and time
☐ Invite all participants
☐ Assign section owners
☐ Share data requirements

1 WEEK BEFORE:
☐ Collect all department reports
☐ Review financial close data
☐ Compile customer metrics
☐ Draft OKR progress updates
☐ Identify discussion topics

3 DAYS BEFORE:
☐ Finalize presentation deck
☐ Pre-read distributed to all
☐ Identify key decisions needed
☐ Prepare facilitation notes

DAY OF:
☐ Room setup / video check
☐ Print handouts if needed
☐ Confirm all attendees
☐ Prepare action item tracker

Data Collection Template

QBR DATA REQUIREMENTS

FROM FINANCE:
☐ Revenue vs. plan (MTD, QTD, YTD)
☐ Bookings breakdown
☐ Burn rate and runway
☐ Expense vs. budget
☐ Key financial ratios

FROM SALES:
☐ Pipeline by stage
☐ Win/loss analysis
☐ Sales velocity metrics
☐ Forecast for next quarter

FROM CUSTOMER SUCCESS:
☐ Retention metrics (GRR, NRR)
☐ Churn analysis
☐ NPS/CSAT scores
☐ At-risk customers

FROM PRODUCT:
☐ Roadmap progress
☐ Feature adoption metrics
☐ Bug/incident trends
☐ Technical debt status

FROM PEOPLE:
☐ Headcount vs. plan
☐ Hiring pipeline
☐ Attrition data
☐ Engagement scores

DUE: 5 business days before QBR

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QBR AGENDA

Detailed QBR Agenda

QUARTERLY BUSINESS REVIEW AGENDA

MEETING DETAILS:
Quarter: Q___  Year: _____
Date: _______________
Time: _______________
Duration: 4 hours
Location: _______________
Facilitator: _______________

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SECTION 1: CONTEXT (15 min)
Presenter: CEO
☐ Company update
☐ Market/competitive landscape
☐ Key wins and challenges
☐ Frame the discussion

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SECTION 2: FINANCIAL REVIEW (45 min)
Presenter: CFO

Revenue Performance:
☐ Revenue vs. plan
☐ ARR progression
☐ Bookings analysis
☐ Revenue mix

Efficiency Metrics:
☐ Gross margin
☐ Burn rate
☐ Unit economics
☐ Runway update

Discussion:
☐ Variance explanations
☐ Trends and concerns
☐ Actions needed

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SECTION 3: CUSTOMER REVIEW (30 min)
Presenter: CRO / CCO

Acquisition:
☐ New customers
☐ Pipeline health
☐ Win rate trends

Retention:
☐ GRR and NRR
☐ Churn analysis
☐ At-risk accounts

Satisfaction:
☐ NPS trends
☐ Support metrics
☐ Customer feedback

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SECTION 4: OKR REVIEW (45 min)
Presenter: Each objective owner

For each OKR:
☐ Progress update
☐ What's working
☐ What's not working
☐ Adjustments needed

Aggregate view:
☐ Overall OKR health
☐ Resource reallocation
☐ Next quarter preview

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SECTION 5: STRATEGIC DISCUSSION (60 min)
Facilitator: CEO

Topics for this quarter:
1. _______________
2. _______________
3. _______________

Discussion structure:
☐ Present the question/issue
☐ Share perspectives
☐ Identify options
☐ Make decision or assign

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SECTION 6: NEXT QUARTER PLANNING (45 min)
Facilitator: CEO

☐ Priorities for next quarter
☐ Resource allocation decisions
☐ Key initiatives
☐ Draft OKRs review

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SECTION 7: WRAP-UP (15 min)
Facilitator: Chief of Staff

☐ Summarize key decisions
☐ Review action items
☐ Confirm owners and dates
☐ Schedule follow-ups

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QBR OUTPUTS

QBR Decision Log

DECISIONS MADE IN QBR

DECISION 1:
Topic: _______________
Decision: _______________
Rationale: _______________
Owner: _______________
Follow-up needed: _______________

DECISION 2:
Topic: _______________
Decision: _______________
Rationale: _______________
Owner: _______________
Follow-up needed: _______________

DECISION 3:
Topic: _______________
Decision: _______________
Rationale: _______________
Owner: _______________
Follow-up needed: _______________

QBR Action Items

#	Action	Owner	Due Date	Status
1
2
3
4
5

QBR Summary Template

Q___ BUSINESS REVIEW SUMMARY

KEY TAKEAWAYS:
1. _______________
2. _______________
3. _______________

PERFORMANCE HIGHLIGHTS:
☐ _______________
☐ _______________

AREAS OF CONCERN:
☐ _______________
☐ _______________

DECISIONS MADE:
☐ _______________
☐ _______________

NEXT STEPS:
☐ _______________
☐ _______________

Date: _______________
Prepared by: _______________
Distributed to: Leadership team

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