# QBR Agenda Cheat Sheet

> The exact agenda order and time allocation for a QBR that ends in expansion, not just a signature, plus a compressed version and prep/follow-up checklists.

Free cheat sheet for sales reps. Topic: [Account Management, Retention & Expansion](https://www.peerlab.ai/library/topic/account-management-retention-expansion/). Published by PeerLab in the [Sales Enablement Resource Library](https://www.peerlab.ai/library/). Source: https://www.peerlab.ai/library/qbr-agenda-cheat-sheet/

## How to use it

Use the 60-minute agenda as your default template, adjust to the 30-minute version for smaller accounts, and run the prep checklist every time: the expansion conversation only works if you show up with a specific idea, not a general question.

## What's inside

- The exact 60-minute QBR agenda with time allocation per segment
- A compressed 30-minute version for smaller/lower-tier accounts
- A pre-QBR prep checklist to run 3–5 days out
- A post-QBR follow-up checklist for the 24 hours after
- The one rule that separates a real QBR from a status update

## The 60-minute agenda that ends in expansion, not just a signature

| Time | Segment | What happens |
|---|---|---|
| 0:00–0:05 | **Relationship check-in** | Personal, not scripted. Ask what's new for them, acknowledge a recent win or challenge. Sets tone before business starts. |
| 0:05–0:10 | **Business context recap** | Restate *their* goals for this period, in their language, from their last meeting or kickoff, not your notes. Confirms you're solving for their world. |
| 0:10–0:25 | **Value delivered** | The core of the meeting. Show outcomes tied to their goals (time saved, revenue influenced, risk reduced), not just usage charts. One slide per goal, max. |
| 0:25–0:35 | **Usage & adoption review** | Which teams/users are active, which aren't, and a specific plan to close any adoption gap. This is diagnostic, not a report card. |
| 0:35–0:45 | **Roadmap alignment** | What's coming that matters to *them* specifically, not your full roadmap. Ask what's coming on their side that you should plan around too. |
| 0:45–0:55 | **Expansion / whitespace conversation** | Name specific unused capacity, an adjacent team that could benefit, or a module that maps to a goal they just mentioned. Ask, don't just present. |
| 0:55–1:00 | **Action items & next steps** | Read back owners and dates out loud before the call ends. Confirm the next touchpoint on the calendar before you hang up. |

## The 30-minute compressed version (smaller/lower-tier accounts)
| Time | Segment |
|---|---|
| 0:00–0:03 | Relationship check-in |
| 0:03–0:15 | Value delivered (combine with context recap) |
| 0:15–0:22 | Usage review + one adoption action |
| 0:22–0:27 | One expansion or roadmap point: pick whichever is more relevant |
| 0:27–0:30 | Action items confirmed |

## Pre-QBR prep checklist (do this 3–5 days before)
- [ ] Pull usage/health data for the full period, not just the last 30 days
- [ ] Identify the single biggest win to lead with in the value section
- [ ] Identify the single biggest adoption gap to name honestly
- [ ] Confirm the right stakeholders are invited: not just your usual contact
- [ ] Prepare one specific, named expansion idea (not "let us know if you want more")
- [ ] Send a lightweight agenda in advance so no one is surprised by the expansion conversation

## Post-QBR follow-up checklist (within 24 hours)
- [ ] Send a written recap with action items, owners, and dates
- [ ] Log the meeting and any risk/opportunity signals in your CRM/CS platform
- [ ] Calendar the next QBR before momentum fades
- [ ] Flag any expansion interest to your manager or the person who owns pipeline

## The one rule
If your QBR is 100% look-back and 0% forward-look, you had a status update, not a QBR. The expansion/roadmap segments are not optional add-ons, they're the reason the meeting justifies the customer's time.