Example 1: Standard SaaS renewal QBR
Customer: $400K ARR SaaS company.
Agenda: 1) ROI realized last quarter, 2) Adoption health, 3) Roadmap preview, 4) Expansion opportunities, 5) Action items.
Length: 60 minutes.
Key slide: ROI realized. Specific dollar value, tied to customer's original business case.
Example 2: Expansion-focused QBR
Customer: $1.2M ARR mid-market FinTech.
Agenda: 1) Current state recap (10 min), 2) Whitespace opportunity walkthrough (25 min), 3) Proposal for next expansion (20 min), 4) Action items (5 min).
Format flips: 60% of time on expansion, not status.
Example 3: Enterprise EBR (annual)
Customer: Fortune 500 financial services.
Attendees: CFO, CIO, head of digital banking on customer side. Our CRO and account VP.
Agenda: 1) Year in review with quantified outcomes, 2) Industry trends and our strategic POV, 3) Customer's 12-month priorities, 4) Joint roadmap, 5) Multi-year partnership discussion.
Length: 90 minutes plus dinner.
Example 4: At-risk renewal QBR
Customer: $300K ARR mid-market customer with low NPS.
Agenda: 1) Acknowledge what's not working, 2) Specific remediation plan, 3) Adoption recovery roadmap, 4) Decision: continue or part ways.
Tone: direct. Avoid the trap of pretending the relationship is healthy.
Example 5: Multi-product QBR
Customer: enterprise SaaS using 4 of 7 products in our suite.
Agenda: 1) Cross-product ROI (consolidated value), 2) Product-by-product adoption review, 3) Cross-product use cases that aren't yet activated, 4) Suite-wide expansion proposal.
Key insight: present the customer with use cases they haven't yet activated, even if they own the product.
What separates great QBRs
Specific quantified ROI, not vague 'value delivered.'
Customer executive engagement, not just operational stakeholders.
Pre-aligned action items with named owners.
Strategic discussion, not status update.
Time for the customer to talk. 40% talk time minimum.
Frequently asked questions
What does a good QBR look like?
Specific quantified ROI, customer executive engagement, pre-aligned action items, strategic discussion, and meaningful customer talk time.
How long should a QBR be?
60 minutes for standard QBR. 90 minutes plus dinner for annual EBR with executives.
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