Published by mathilde Post-sales mode 9 0 Mathilde Henry
Nobody killed the Quarterly Business Review in a meeting. It died quietly, one declined invite at a time. The executive sponsor stopped attending around the second renewal. Then the delegate started multitasking. Then your Customer Success team began measuring QBR completion rates instead of QBR outcomes, which is the corporate equivalent of taking attendance at a funeral. The ritual survived. The purpose did not. I wrote about this in this week's edition of After Sales Mode, and ...
