Mastering the art of the EBR

A question that keeps coming up in my CS leadership interviews is: how do you prep for and deliver an effective Executive Business Review (EBR/QBR) for enterprise customers?

EBRs can be a great tool to anchor value, uncover opportunities, and celebrate wins, but the truth is that there is not a one-size-fits-all EBR process for every enterprise customer. Your best bet is to tailor the review to meet the customer where they are than force a 'death by slides' presentation.

In a world where CXOs manage hundreds of SasS products in their stack, every touchpoint needs to prove its worth, or risk getting cut.