/qbr-preparation

name: qbr-preparation
description: Automate QBR preparation with account summaries, success metrics, challenges, and strategic recommendations
license: MIT
metadata:
  author: ClawFu
  version: 1.0.0
  mcp-server: "@clawfu/mcp-skills"

QBR Preparation

> Generate comprehensive Quarterly Business Review materials including account history, success metrics, challenges, and strategic recommendations.

When to Use This Skill

• Preparing quarterly customer reviews
• Executive business reviews (EBRs)
• Annual planning sessions with customers
• Renewal discussions
• Strategic account planning

Methodology Foundation

Based on **Gainsight QBR Best Practices** and **Strategic Account Management**, structuring reviews around:

• Value delivered (backward-looking)
• Current health and engagement
• Future opportunities and risks
• Strategic recommendations

What Claude Does vs What You Decide

| Claude Does | You Decide | |-------------|------------| | Compiles account history | Strategic positioning | | Calculates success metrics | Recommendations to present | | Identifies risks and opportunities | Pricing and terms | | Drafts talking points | Relationship dynamics | | Creates presentation structure | Meeting facilitation |

What This Skill Does

1. **Account summary** - Key facts and history 2. **Value documentation** - Metrics and achievements 3. **Health assessment** - Current status and trends 4. **Risk/opportunity analysis** - What to watch and pursue 5. **Strategic recommendations** - Next quarter priorities

How to Use

Prepare QBR materials for:

Account: [Company Name]
Contract: $[ARR], Started: [Date], Renewal: [Date]
Primary Contact: [Name, Title]
CSM: [Your name]

Account History:
- [Major milestones, implementations, expansions]
- [Key wins and challenges]

Usage/Success Metrics:
- [Key metrics with current values and trends]
- [Goals they set vs. achieved]

Recent Activity:
- [Support tickets, calls, meetings last quarter]
- [Any escalations or issues]

Relationship Status:
- Champion: [Name, engagement level]
- Exec Sponsor: [Status]
- Other stakeholders: [List]

Known Opportunities/Risks:
- [Expansion potential, concerns mentioned, competitors]

Instructions

Step 1: Compile Account Overview

**Key Facts Section:**

Account Snapshot
- Company: [Name]
- Industry: [Sector]
- Size: [Employees/Revenue]
- Product: [What they bought]
- Contract: $X ARR | Since [Date] | Renews [Date]
- Health: [Score] | [Status]

Step 2: Document Value Delivered

**The Win Section (Critical):**

| Category | Format | |----------|--------| | Quantified ROI | "Saved X hours, $Y dollars, Z%" | | Goals achieved | Their stated goals → our impact | | Milestones | Major accomplishments | | Testimonial-worthy | Quote-able successes |

**Structure:**

"When you started with us, you wanted to [GOAL].
In Q[X], you achieved [RESULT]."

Step 3: Assess Current Health

**Health Dashboard:**

| Dimension | Score | Trend | Notes |
|-----------|-------|-------|-------|
| Product | X/25 | ↗️↘️→ | Key metric |
| Support | X/25 | ↗️↘️→ | CSAT, tickets |
| Financial | X/25 | ↗️↘️→ | Payment, growth |
| Relationship | X/25 | ↗️↘️→ | Engagement |
| **Overall** | **X/100** | | |

Step 4: Identify Risks and Opportunities

**Risk Assessment:** | Risk | Likelihood | Impact | Mitigation | |------|------------|--------|------------| | [Risk] | H/M/L | H/M/L | [Action] |

**Opportunity Assessment:** | Opportunity | Value | Timeline | Next Step | |-------------|-------|----------|-----------| | [Opp] | $X | Q1/Q2 | [Action] |

Step 5: Develop Recommendations

**Strategic Recommendations Framework:** 1. **Continue** - What's working, keep doing 2. **Start** - New initiatives for next quarter 3. **Stop** - What should we change or deprioritize

Examples

Example 1: Full QBR Prep

**Input:**

Prepare QBR for CloudTech Industries:

Account: CloudTech Industries (Manufacturing)
Contract: $180K ARR, Started: Jan 2024, Renewal: Jan 2027
Primary: Sarah Chen, VP Operations
CSM: Alex

History:
- Implemented in 60 days (target was 90)
- Added 50 seats in Q2 ($30K expansion)
- Had a major support escalation in Q3 (resolved)
- Reduced production downtime by 35%

Metrics:
- DAU: 145/200 seats (73%)
- Key feature (alerts): 89% adoption
- CSAT: 4.3 (was 3.8 during escalation)
- NPS: 8

Recent Activity:
- 3 support tickets (minor)
- Monthly check-in calls
- Sarah attended user conference

Relationship:
- Champion: Sarah Chen (strong)
- Exec Sponsor: COO Mike Johnson (met once)
- Also engaged: IT Director, 3 plant managers

Opportunities/Risks:
- They're opening 2 new plants (expansion?)
- Competitor demo'd to IT last month
- Sarah mentioned "budget review" for next year

**Output:**

## QBR Preparation: CloudTech Industries
### Q4 2025 Business Review

---

## 📋 Executive Summary

**Account Health: 78/100 🟢 Healthy**

CloudTech has achieved significant operational improvements, including **35% reduction in production downtime**. The Q3 support escalation was resolved and CSAT has recovered. Two key opportunities: **new plant expansion** and **deepening executive relationship**. One risk to monitor: competitor activity and budget review timing.

**Recommended QBR Focus:**
1. Celebrate the 35% downtime reduction (ROI story)
2. Discuss new plant rollout plan
3. Secure executive sponsor re-engagement

---

## 🏢 Account Snapshot

| Attribute | Value |
|-----------|-------|
| Company | CloudTech Industries |
| Industry | Manufacturing |
| Contract Value | $180,000 ARR |
| Customer Since | January 2024 (11 months) |
| Renewal Date | January 2027 |
| Health Score | 78/100 🟢 |
| CSM | Alex |

**Key Contacts:**
| Name | Title | Role | Engagement |
|------|-------|------|------------|
| Sarah Chen | VP Operations | Champion | High |
| Mike Johnson | COO | Exec Sponsor | Low (1 meeting) |
| [IT Director] | IT Director | Technical | Medium |
| 3 Plant Managers | Operatio