Quarterly Business Reviews
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. Open Focus Areas (/focus-areas) in My Book of Business mode and go to the Revenue Review tab to see ARR, renewal date, health score, and prediction outcome for each of your accounts. Accounts with:
- High ARR and an upcoming renewal date
- Open risks (negative Needle Movers) on the account
- A Churn or Neutral prediction outcome
…are strong candidates for a QBR before the renewal window opens. The Accounts page (/accounts), filtered to your accounts with the Assignees filter, works too when you want to sort by a specific column.
Preparing the Account Brief
Open the account from Accounts before the meeting and review:
- Renewal → Renewal Overview — subscription, renewal date, and the current prediction
- Renewal → Driving Factors — the health score and the factors behind it
- Adoption → Overview — the account's history ledger: renewals, expansions, risks, and upcoming meetings on one chart
- Adoption → Account Metrics and Users — usage trends and who is active
Adoption → Event Timeline logs every interaction — emails, 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 Needle-Movers tab. 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, ask Claude to generate one with the FunnelStory skills. The skills run in Claude, not in the FunnelStory app, and read your data through the MCP server.
- Internal QBR deck — ask "Create an internal QBR deck for [Account Name]". You get a PowerPoint deck by default, covering executive summary, health and prediction trends, product usage, meeting summaries, open Needle Movers, and next-quarter priorities. Labeled "Not for customer distribution."
- Customer-facing QBR deck — ask "Create a customer QBR deck for [Account Name]". You get a PowerPoint deck (or HTML, if you ask) 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. Generate the internal deck for your team prep first, then the customer-facing version you present.
Structuring the Review
A strong QBR covers three areas:
- What happened last quarter — use the Event Timeline and the history ledger to walk through key moments, escalations, and wins.
- Where the account stands today — use open risks and opportunities, the prediction outcome, activity score, and feature adoption to give a data-backed status.
- 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 Adoption → Tasks on the account to log action items with owners and due dates (New Task). Use Adoption → Notes (Add New Note) to record the meeting summary and key decisions. Tasks and notes stay in FunnelStory; they aren't written back to your CRM.
For recurring QBR preparation, create an Agent (/agents) with a Query trigger that selects accounts renewing in 14–21 days. The query runs once a day, and each row it returns starts one run. Runs are deduplicated by the row's contents, so return only stable columns such as account_id and name; a column that changes daily (like days remaining) would start a new run every day.
SELECT account_id, name
FROM accounts
WHERE subscription_remaining_days BETWEEN 14 AND 21
LIMIT 50
Configure the agent to post a preparation reminder to a Slack channel with the account's prediction, health score, and renewal date.