Value realization questions (use in opening)
'What outcomes have you achieved since our last QBR that you'd attribute to our partnership?'
'If you had to put a dollar number on the value we've delivered this quarter, what would it be?'
'What's working better than you expected? What's not?'
'How does this quarter compare to last in terms of impact?'
Adoption questions
'Which users on your team are getting the most value? What are they doing differently?'
'Who's not adopting? Why?'
'Are there workflows you wanted to use the product for but haven't been able to?'
'What would unlock broader adoption in the next 90 days?'
Strategic alignment questions
'What's the biggest priority for your team in the next 12 months?'
'How does that priority connect to what we're doing together?'
'What's your CRO/CIO/CEO focused on this year?'
'How does the broader org evaluate the success of teams like yours?'
Risk questions
'What could derail what we're building together?'
'Are there organizational changes coming we should know about?'
'Is anyone on your team questioning the investment?'
'What would need to be true for us to lose your business?'
Expansion questions
'Where else in your org could this approach apply?'
'Who else on your team would benefit from what we're doing?'
'Are there adjacent problems we should be solving for you?'
'If budget weren't a constraint, what would you want us to build next together?'
Renewal-stage questions (use 90 days before renewal)
'How are you thinking about the renewal?'
'What's the formal renewal process and timeline?'
'Who needs to be involved that we haven't engaged yet?'
'Is there anything that would make multi-year more attractive than annual?'
Closing questions
'What do you need from us in the next 90 days?'
'Who should we have in the next QBR who isn't here today?'
Frequently asked questions
How many questions should I ask in a QBR?
5 to 8 per QBR, picked from the categories above based on the stage and customer relationship.
What are the best QBR questions for surfacing expansion?
'Where else in your org could this apply?', 'Who else would benefit?', 'Are there adjacent problems we should solve?'
CTA
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