We’re kicking off a new series that gives you a sneak peek into our member-only resources, starting with tips for running effective quarterly business reviews (QBRs). As you map out your plans for 2025, consider these two essential strategies: selecting the right stakeholders for your QBRs and using meaningful metrics to highlight the value your partnerships bring.
These insights come from our QBR Guide for partnership teams and are tailored to help you crush your upcoming reviews. Access the full guide here.
This post is adapted from our Deep Dive newsletter. Subscribe to newsletters to receive insights like this every week.
Insight 1: Key Stakeholders for QBRs
(Chart from: The Great QBR Guide)
When planning your QBR, involving the right stakeholders can make all the difference. Start with the obvious: those currently engaged in partnerships.
But also think ahead.
Who do you want to be involved going forward? Your sales team, for example, can provide insights on territory or account performance. Customer success might step in if key accounts are involved. Marketing will be crucial for branding, ICP building, or lead generation opportunities.
And don’t forget an executive sponsor – having leadership at the table sends a strong message about the meeting’s importance and can help move decisions forward faster.
Insight 2: Gathering Data on Partner Revenue
(Chart from: The Great QBR Guide)
When reporting partner revenue in a QBR, it’s essential to look beyond just leads and closed deals.
Focus on two critical types: sourced revenue and influenced revenue.
Sourced revenue tracks the sales directly passed between you and your partner, including details on qualified opportunities and successes. Influenced revenue highlights how partnerships contribute throughout the sales cycle, such as accelerating deals, increasing deal size, or improving overall performance.
Use these metrics to demonstrate the value partnerships bring, making it easier to secure future budget and resources.
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To excel in qbr marketing, it’s essential to invite the right stakeholders such as sales, customer success, marketing, and an executive sponsor to ensure your Quarterly Business Reviews drive alignment and momentum. Equally important is showcasing both sourced and influenced partner revenue, capturing not just direct referrals or closed deals but also the value generated through acceleration, larger deal sizes, and strategic impact to justify ongoing investment and win increased support. Get started with more actionable frameworks tailored to build winning alliances by exploring the dedicated insights offered at partnership leaders.
