QBR Template
A structured template for 60 minute leadership QBRs, focused on three questions: Are we on track? What changed? What do you need?
What This Includes
- Executive summary section with KPI scorecards
- Revenue and pipeline review table
- Goal progress tracker (previous quarter vs current)
- Top wins and losses log with root cause notes
- Customer health summary with NPS and churn data
- Next quarter priorities and owner assignments
- Action items table with deadlines and accountable parties
How to Use This Template
Populate the KPI Scorecard
Fill in the executive summary with the 4 to 6 metrics your leadership team tracks quarterly. Pull actuals from your reporting tool and calculate variance against targets. Flag any metric that missed by more than 10% for discussion.
Document Wins and Losses
List the top 3 to 5 wins and 3 to 5 losses from the quarter. For each, write a one sentence root cause. Wins without attribution get repeated accidentally. Losses without root cause get repeated intentionally.
Review Customer Health Data
Summarize NPS scores, churn rate, and expansion revenue. Highlight any accounts that moved from green to yellow or red. Include the specific action taken or planned for each flagged account.
Set Next Quarter Priorities
Limit priorities to 3 to 5 items maximum. Each priority needs an owner, a measurable target, and a deadline. If you cannot name the owner in the meeting, the priority is not real yet.
Assign Action Items Before Closing
Every discussion point that requires follow up gets logged in the action items table with a named owner and due date. Review this table in the first 5 minutes of the next QBR to close the loop.
Common Questions About QBR Template
How long should a QBR meeting be?
60 minutes for department level QBRs. 90 minutes for company level QBRs that cover multiple departments. If your QBR regularly exceeds 90 minutes, the problem is not time management; it is scope. Either reduce the number of metrics presented (executives need 6 to 8, not 30) or split into separate department reviews that feed into a shorter executive summary.
What metrics should I include in a QBR?
Include 6 to 8 metrics maximum. For revenue teams: ARR, net revenue retention, pipeline coverage, win rate, sales cycle length, CAC payback. For product teams: active users, feature adoption, NPS, time to value, churn by cohort. For operations: SLA compliance, process cycle time, cost per transaction, quality score. Choose metrics the executive audience can act on, not metrics that are interesting but not actionable.
Who should attend a QBR?
The department or team presenting, their direct leadership (VP or C level), and one cross functional stakeholder whose input is needed for next quarter decisions (for example, the engineering VP attends the product QBR if upcoming priorities require engineering resources). Keep attendance to 6 to 10 people. Larger groups turn QBRs into presentations rather than working sessions.