Turn account data into a QBR that earns the renewal.
“How do I walk into this QBR with a story that actually earns the renewal?”
Value delivered, adoption vs stated goals, risks named first, the roadmap, and one outcome-tied expansion ask.
What this skill does
Takes what you know about an account and builds the quarterly business review the buyer actually wants: proof of value delivered, adoption measured against the goals they bought for, the risks named before they name them, a roadmap that shows you are looking ahead, and an expansion ask tied to an outcome. It ends with a slide-by-slide outline you can drop into a deck.
Inputs
- Works today with: the account's stated goals at purchase, what you delivered this quarter, current usage or adoption notes, open issues, and the renewal date. Paste it or upload a doc.
- More powerful connected to a CRM: it reads the account record, renewal date, ARR, and open cases automatically.
- Sharper with a product-analytics tool: pulls real adoption against the goals instead of your estimate.
- Sharper with a support or ticketing tool: surfaces the open risks you may have forgotten.
How it works
- 1Value-delivered story
Lead with outcomes, not features. Tie every win to a goal the customer stated at purchase. If a win has no goal behind it, mark it a bonus, not the headline. If a stated goal has no win yet, say so; the honesty buys the room.
- 2Adoption vs goals
Show adoption against the goals, not adoption in the abstract. "You wanted the whole revenue team live; 6 of 9 seats are active weekly" beats any raw number. Name the gap and whose it is to close.
- 3Open risks, stated first
List the risks before the buyer does: unadopted seats, an open escalation, a quiet champion, a contract term that no longer fits. Naming a risk yourself turns it from an ambush into a plan.
- 4The roadmap
Two lanes: what the customer will do next quarter, and what your product is shipping that they should care about. Each item has an owner and a date. A roadmap with no owners is a wish list.
- 5The expansion ask
Exactly one primary ask, tied to an outcome they already value. "You saved this much time on one team; the next team is not yet on it" is an ask. "Do you want to buy more" is not. Only make it if the value story earned it.
- 6Deck outline
Output a slide-by-slide outline: title, executive summary, goals recap, value delivered, adoption, risks and mitigations, roadmap, the ask, next steps. Ready to build, not to guess.
Output format
QBR · sample account · renewal in 74 days
GOAL (stated) RESULT ADOPTION
Cut onboarding time ~30% faster (est) 6/9 seats weekly
Standardize outreach Live, 1 team 1 of 3 teams
Report on pipeline Not started 0 seats
Open risks:
1. Champion quiet 26 days. Single-threaded.
2. 3 seats never activated since launch.
3. Reporting goal untouched; renewal talks to reference it.
Expansion ask:
One team proved the outreach win. The other two teams are not on it yet.
Deck outline: 9 slides. Value story leads, ask on slide 8, next steps close.
Tips
- No win claimed without the goal it maps to. Bonus wins are labeled bonus.
- Every adoption number shows its source, or is marked an estimate.
- Risks appear even when the quarter went well. A QBR with zero risks is a QBR that stopped looking.
- One expansion ask, not five. Make it only if the value story earns it.
Build the plan that predicts the renewal a year out.
Translates the customer's goals into measurable outcomes, time-to-value milestones, and the leading indicators that flag risk early.
Score your book so the color drives the work.
The inputs, the weights, the green/yellow/red thresholds, and one specific action per tier.