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Quarterly Business Reviews

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A Quarterly Business Review (QBR) is a structured meeting between your team and a customer's stakeholders to review outcomes from the past quarter and align on goals for the next. FunnelStory centralizes the account data, health history, engagement metrics, and conversation signals you need to walk into every QBR fully prepared — and to follow up with clear, data-backed next steps.

Identifying Which Accounts Need a QBR​

Not every account warrants a formal QBR. Use the Accounts page (/accounts) filtered by your assignee to review ARR, renewal date, prediction score, and health tag across your book. Accounts with:

  • High ARR and an upcoming renewal date
  • A Caution or Risk health tag
  • A Churn or Neutral prediction outcome

…are strong candidates for a QBR before the renewal window opens. The Focus Areas page (/focus-areas) in Top 10 by Revenue mode gives you the same starting point in one click.

Preparing the Account Brief​

Open the account detail page and review the Overview tab before the meeting. It shows:

  • Subscription status — type, renewal countdown, and expiration date
  • Activity score — overall engagement level
  • Feature adoption — percentage of features actively used, with trend
  • License utilization — how many seats are in use
  • Support sentiment and Conversation sentiment — derived from recent tickets and conversations
  • Health Tags — current Risk / Caution / Opportunity classification

The Timeline (right panel) logs every interaction — emails, Slack conversations, meetings, support tickets, and CRM updates — in chronological order. Use it to reconstruct what happened with the account since the last QBR.

Reviewing Needle Movers​

Before the meeting, check the account's signals in Needle Movers (/needle-movers) filtered to that account. The system extracts themes from emails, Slack, meetings, and support tickets and consolidates duplicates so you see the account's real concerns — not individual messages. Each insight links back to the original source excerpts so you can cite specifics in the meeting.

Generating the QBR Deck​

Rather than building a deck from scratch, use the Claude QBR skills to generate a high-quality, data-backed deck in your desired format in minutes.

  • /qbr-internal generates an internal prep deck (PowerPoint, Word, or Markdown) covering executive summary, health and prediction trends, product usage, meeting summaries, open Needle Movers, and next-quarter priorities. Labeled "Not for customer distribution."
  • /qbr-external generates the customer-facing deck focused on value delivered — adoption and outcomes framed positively, with a looking-ahead section for the next quarter. Excludes internal risk scores and flags.

Both skills pull directly from FunnelStory data, so the deck reflects the account's actual metrics rather than manually assembled numbers. Run /qbr-internal for your internal team prep first, then /qbr-external to produce the version you present to the customer.

Structuring the Review​

A strong QBR covers three areas:

  1. What happened last quarter — use the Timeline and conversation sentiment to walk through key moments, escalations, and wins.
  2. Where the account stands today — use the health tag, prediction outcome, activity score, and feature adoption to give a data-backed status.
  3. What success looks like next quarter — use the prediction trend and renewal date to frame goals and commitments.

FunnelStory provides the data layer for each section. The narrative is yours.

Capturing Follow-Ups​

After the meeting, use the Tasks tab on the account detail page to log action items with due dates. FunnelStory's CRM sync writes tasks back to Salesforce or HubSpot so nothing lives only in FunnelStory. Use Notes to record the meeting summary and key decisions in the account record.

For recurring QBR preparation, create an Agent (/agents) with a scheduled trigger set to fire 2–3 weeks before each account's renewal date. Configure it to post a preparation reminder to a Slack channel with the account's current health tag, prediction score, and renewal date.