The Problem with Traditional QBRs
Most QBRs focus on backward-looking metrics:
- Ticket resolution statistics
- Uptime reports
- Maintenance completions
- Security incident summaries
This positions you as a utility rather than a strategic partner. Clients think: “That’s what we’re already paying for.”
Why Your QBRs Aren’t Generating Revenue
- Too focused on past performance instead of future goals
- Overly technical presentations that don’t resonate with decision-makers
- Missing business context that would justify additional investments
- Predictable format leading to disengagement
The Revenue-Generating QBR Framework
1. Shift from Reporting to Strategic Planning
Start with brief performance highlights, then focus on business objectives:
- “What are your top priorities for the next 6-12 months?”
- “What technology constraints might prevent you from achieving these goals?”
2. Speak the Language of Business
Translate technical metrics into business outcomes:
- “99.9% uptime” becomes “productivity costs avoided”
- “Security threats blocked” becomes “potential breach costs prevented”
3. Create a Technology Roadmap
Present a customized plan that aligns with the client’s business objectives, including clear ROI for each recommendation.
4. Use Benchmarking
Show clients how they compare to industry peers in technology investment, security maturity, and digital transformation.
5. Bring Insights, Not Just Information
Share relevant trends, regulatory changes, and risk assessments that position you as a thought leader.
Implementation Steps
- Select 2-3 clients to pilot your new approach
- Develop a customizable template focused on business outcomes
- Practice business conversations, not just technical presentations
- Measure results and refine your approach
The most successful MSPs view QBRs not as reporting obligations but as strategic discussions that strengthen relationships and drive growth. With this shift in approach, your routine QBRs can become $50K+ annual revenue generators while delivering greater value to clients.