Hello, friends. Welcome to a tradition unlike any other. This is the RevOps MBA with Brian Kreutz.

So what are the steps you need to take to prepare for your QBR or quarterly business review? We discussed in the last video the importance of them and how you should be learning these quarterly basis for every single ninety days. And so how do you prep for these to make sure they have maximum impact? There's three really main areas of them.

There's a review of the last ninety days. There is a deep dive into the metrics over the last quarter and comparing that to previous years and previous quarters and different trends. And the third is using that data to create recommendations on what you should do to the next quarter. And so here is how I go about, prepping for this and making sure I've got everything organized ahead of time so that when the new quarter hits that first day of that new quarter, I've got everything set up to, to really go ahead and start this, analysis and project and presentation to be able to review it pretty early on in the quarter because you don't want it to linger on, you know, thirty days after the quarter ends.

And so here is my specific process. First, I go over the RevOps pillar. So what am I trying to do as a RevOps professional? Trying to create efficiency, so reduce the friction between teams and streamline processes via new processes and adopting those processes.

Next, I wanna increase visibility. So this is tracking the key metrics and the customer journey and identifying leakage or things that are going off track. And then third, how am I driving performance? How am I leveraging this visibility and this reporting in my CRM to improve business performance?

So the first thing that I do is always look at the last ninety days at a qualitative aspect. There's so many things you do, as a rev ops professional with creating reports, dashboards, workflows, automations, training new team members that on a qualitative basis, you really wanna show how those projects that you work on, actually how they impact the business. So I look at month month one, two, and three and name these at the months of the quarter, and then I look at the three rev ops pillars. So how do I impact team efficiency?

How do I impact visibility and adoption? And how do I impact performance?

Each of these will have an objective. And if you worked on it for two months, it would stretch from one month to month one to month two. And then below it is the specific around what you achieved. And so the team efficiency is around if the team efficiency is around maybe, a new integration or an order tool on your tech stack to to make the the sales team more effective, then put in the what the objective was.

If you wanna bring it over to one month or two month or however long it took, and then below, what were some of the steps or milestones that you did to achieve that, and when did those happen? So maybe it was discovery, build, rollout, go live, adoption, or the specifics around that. If it's performance, you could say you worked on what is the MQL to SQL conversion rate and more of the items that you did underneath it to impact that. So maybe it was, updating the contact us from your website.

Maybe it was building out more efficient lead routing workflows. Maybe it was building a notification system in the Slack so that, the sales team got notified a lot quicker. And so whatever those, items in below, wanna make sure you add those in and then always tie them back to a pillar. Then you wanna go into your data model.

So this will be different for your business, but this is a nonrecurring data model, and so you wanna show kind of where you're able to impact the business and really focus in on these. And so this is the, the bow tie model. And so we have everything from sessions to leads, marketing qualified leads, sales qualified leads, sales opportunities, closed won deals, closed revenue, and live customers. So these are the different sections here in the bow tie, and then we have converge rates in between, volume metrics, and time metrics.

So we know the number of leads, the conversion rate from lead to MQL, and the average time it takes a lead to become an MQL.

We've also got different identifiers up here and kinda what's happening in the customer journey. So based on your customer journey, map it out so you know exactly what you are tracking and making sure that your reporting in HubSpot matches that. And then the last thing is taking this data model, putting it into a table format so you can easily see it in grid matter, what this performance was. So what was the quarter before?

What's the current quarter? And maybe what was the the the same quarter of last year? Or you can just do the last, you know, three quarters in a row, last four quarters in a row, whatever you have data for. But the idea here is that you can easily compare horizontally and vertically on, different trends that are impacting the business.

So to recap, go over the qualitative items that you did and make sure they tie to a key rev ops pillar.

Review review your data model and know that you've got reporting for each of these key milestones within the customer journey, and then put that into a table format so that you are beginning to track conversion rates and volume metrics for each of these so that you can compare, to previous quarters and look at trend lanes over time. So once the prep is done, you'll be ready to do the data analysis portion.