It's a big lift to prepare for business reviews

A lot of data must be gathered to have successful, informative QBRs to make good business decisions. This data burden often falls heavily on Revenue Operations (RevOps) but also can involve sales managers, sales reps, business and financial analysts, and marketing operations.

An ideal QBR should cover:

Pipeline and sales capacity

Don't shortchange foundational assumptions and plan elements: hiring status, ramps, quota on the street, attrition, attainment, org movements and leaves, marketing contribution.

Insights by each rep and/or segment

Requires a template and process to ensure data consistency across all team members, so that meaningful insights emerge.

An aggregate, consolidated view

This also requires consistency in data sourcing and reporting, to ensure reliability and correct timeframe of the data once it’s combined.

Enabling insights and analysis

Rather than simply “retelling” data that everyone can see and pre-read, insights should facilitate deeper assessment and go-forward plans.

VIDEO: ELEVATING THE QBR

"It requires a lot of data, a lot of KPIs, ones you might not regularly collect data and report against. The time to construct the QBRs is often an enormous strain on resources. Revcast helps you understand ramp capacity, hiring attrition, and attainment so that you can easily incorporate those into the narrative you want to share with the QBR. The areas you're doing well, the areas you need to do better, and most importantly project how those might impact the future quarter."

How Revcast Helps

Enriched and Strategic QBRs

Revcast frees up significant QBR prep time to focus more on analysis and strategic planning vs. data gathering and report formatting. You gain the transparency to explore key capacity indicators and to dig deeper into performance and trends.

Insights automatically surfaced

Provides current scorecards, alerts, and insights based on actuals vs. plan to help you focus business review conversations and prioritize actions.

Full pipeline capacity view

Integrates from multiple sources the broad set of data inputs you need to get a full go-to-market capacity picture, from marketing to SDRs to sales and budget.

Flexible time periods

Toggle between quarterly or monthly views to see historic data, trends, and forward estimates, rather than having to re-gather data and generate new reports for different periods.

Team, segment, and company views

Roll up or drill-down with just a few clicks to see the data at more detailed levels within your org structure, or aggregated for summary insights.

Key inputs and insights to include in business reviews

Revcast ensures your QBRs are informed by insights on revenue capacity, plan performance, and future projections. Plans that are wrong stay wrong longer if you have blind spots to where risks and opportunities are emerging.

Get always-on access to:

Structure of sales teams, members, and movement
Sales hiring timing
On-boarding and ramp times
Quota on the street
Achievement on multiple types of quotas
Team attrition and leave
Marketing pipeline production
BDR or SDR pipeline contribution
Costs by quarter and by month

Revcast product: Get deeper insights for QBRs on revenue plan and pipeline capacity actuals

Quarterly business reviews

Goals of a Good QBR