What Is a QBR?
A QBR (quarterly business review) is a scheduled meeting, usually held once a quarter, where a service provider sits down with a client to look back at the last three months and agree on the next three.
At an IT managed service provider (MSP), the QBR may be run by the account executive, an account manager, or a vCIO (virtual chief information officer). It is one of the few regular meetings where the client’s decision makers are in the room.
What Does an MSP Cover in a QBR?
- Service performance. Ticket volume, response times, and recurring issues. These KPIs usually come from the PSA.
- Risk and security. Gaps found since the last review and what it would take to close them.
- Lifecycle. Hardware, licenses, and warranties that are aging out.
- Roadmap. Recommended projects for the coming quarters, with rough budgets.
- The agreement. What the managed services contract covers today and when it renews.
Why QBR Follow-Up Belongs in the CRM
A QBR is a sales conversation as much as a service one. A recommendation can become a project deal. A complaint can signal a renewal at risk. A new office or a compliance deadline can open an expansion.
Those signals only help if they reach the CRM with an owner and a next step. When the QBR is logged as a meeting on the company record in HubSpot or Salesforce, and each new opportunity is opened as a deal, the review feeds the pipeline instead of a notebook.
The follow-up email matters as much as the meeting. It should restate what was agreed, who owns each item, and the date of the next step.
How Go Fig Helps After a QBR
After a QBR, Go Fig drafts the follow-up email from what was said and what was promised, along with the CRM note, the next step, and any deal update. Each draft waits for the account executive’s approval before it is sent or written to the CRM.
The service numbers in the QBR deck still come from the PSA. Go Fig has no PSA connector and does not read ticket or agreement data. See follow-up emails after an MSP sales call.