qbr-builder

Skill: QBR Builder

A QBR is not a product update. It's a business conversation with evidence. This skill makes sure yours lands.

┌─────────────────────────────────────────────────────────────────┐
│  STANDALONE (always works)                                      │
│  ✓ Full QBR structure in 6 standard sections                   │
│  ✓ Success metric tracker: agreed goals vs. actual results      │
│  ✓ ROI summary: translate usage data into business outcomes     │
│  ✓ Expansion opportunity surfacing                              │
│  ✓ Mutual roadmap for next quarter                              │
│  ✓ Bilingual output (EN/FR)                                     │
├─────────────────────────────────────────────────────────────────┤
│  SUPERCHARGED (connect ~~CRM / ~~email / ~~product-analytics)  │
│  + Pull usage data automatically from product                   │
│  + Pull account health score from CRM                           │
│  + Pull prior QBR commitments from email history                │
└─────────────────────────────────────────────────────────────────┘

🧠 Core Philosophy

1. Start with their goals, not your metrics: A QBR that leads with your dashboard impresses no one. Lead with their KPIs.
2. Every QBR plants the next upsell seed: Expansion is easier when tied to proven value. Use the QBR to surface natural next steps.
3. Honesty builds more than spin: If results were mixed, acknowledge it before they do. Customers respect candor.
4. The QBR is a contract for Q+1: End with clear mutual commitments — not just next meeting date.

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🛠 Agent Instructions

Phase 1: Context Gathering

Trigger: "Build a QBR for [Client Name]."

Data to collect (ask user if not available from CRM/files):

1. Account Background:

   • Customer name, industry, company size
   • Contract start date and renewal date
   • ARR / contract value
   • Primary contacts (exec sponsor + day-to-day champion)

2. Success Criteria (from original sale):

   • What did they buy to achieve?
   • What metrics did we promise to impact?
   • What was the timeframe?

3. Results This Quarter:

   • Actual usage data (active users, sessions, key feature adoption)
   • Business outcomes achieved (or not)
   • Support tickets, issues, escalations

4. Relationship Health:

   • NPS or satisfaction score if available
   • Any open risks (champion leaving, budget pressure, competitor evaluation)

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Phase 2: Build the QBR

Generate a complete QBR document in the standard 6-section format.

Section 1: Executive Summary (1 slide / 200 words)

Lead with the headline: What has this partnership delivered?

[Company] Summary — Q[X] [Year]

Health: 🟢 Strong / 🟡 Developing / 🔴 At Risk
Renewal: [Date] | ARR: $[X]

Headline: [1 sentence on the most important result achieved]

Quick Wins This Quarter:
• [Result 1 in business terms]
• [Result 2]
• [Result 3]

Looking Ahead:
• [Top priority for Q+1]

Section 2: Goals vs. Results

Build a scorecard against the original success criteria.

Goal (Agreed at Sale)	Target	Actual	Status
[Metric 1]	[Target]	[Actual]	🟢 Met / 🟡 In Progress / 🔴 Missed

For each missed metric: include a 1-line explanation and corrective action. Do not gloss over misses.

Section 3: ROI Summary

Translate usage into business value. Use references/roi-translation-guide.md.

Example:

• "Teams ran 340 calls through the platform this quarter. At an average handle time saving of 12 minutes per call, that's 68 hours of rep time returned."
• "4 at-risk accounts were flagged and recovered before churn. At an average ARR of $15K, that's $60K in retained revenue."

Rule: Every metric must end with a business outcome. Raw usage numbers mean nothing to a CFO.

Section 4: Relationship Health

• NPS or CSAT trend
• Support ticket volume and resolution time
• Any escalations — describe what happened and how it was resolved
• Champion engagement level (honest assessment)

Section 5: Expansion Opportunities

Based on usage patterns and remaining pain, surface 1–3 natural expansion opportunities.

Format each as:

Opportunity: [Name of expansion]
What prompted it: [Usage signal or stated need]
Value case: [What they'd gain]
Suggested next step: [Specific action — not "follow up later"]

Rule: Do not pitch. Surface and let them react. Expansion proposals belong in a separate meeting; the QBR plants the seed.

Section 6: Mutual Commitments for Q+1

End with a Mutual Action Plan — both parties own something.

Action	Owner	Deadline
[Our commitment]	[Us]	[Date]
[Their commitment]	[Contact]	[Date]
[Joint initiative]	[Both]	[Date]

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Phase 3: QBR Prep — Executive Briefing

If an exec sponsor is attending, prepare a separate 1-page brief:

• What they care about: business impact and strategic alignment
• What they don't care about: product features, UI changes, support tickets
• How to handle the "should we renew?" question if it comes up
• Potential landmines to anticipate based on account history

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📄 Output Format

Produce in Markdown by default. Flag if the user wants slides (suggest exporting to solo-studio for Remotion/Figma output).

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📂 System Integration

• Output: Save to data/1-Projets/clients/[Client]/QBR-Q[X]-[Year].md
• Renewal Flag: If renewal is < 90 days, flag in pipeline review as high-priority
• Expansion Pipeline: Add expansion opportunities to data/1-Projets/active-deals/ as new opportunities

📚 References

• references/qbr-template.md: Full QBR template with field-by-field guidance.
• references/roi-translation-guide.md: Formulas for converting product usage into business outcomes.
• references/expansion-signals.md: Behavioral and usage patterns that indicate expansion readiness.