Definition
A QBR, or quarterly business review, is a meeting held every quarter where a vendor and a partner review results and plan next steps. It usually covers revenue, pipeline, progress on the business plan, marketing activity, training and problems to fix. Both sides leave with agreed actions.
A useful QBR is mostly about the next quarter, not a long recap of the last one. Sharing the data before the meeting leaves more time for decisions.
Partners often bring their own leaders to QBRs, so it is a chance to confirm executive support. Some vendors hold them only with top-tier partners and use lighter check-ins for others.
In practice
In a QBR, a vendor and reseller see that pipeline in one region is thin, so they agree to run a targeted campaign and review early results in six weeks.