Manage B2B customer expansion with QBR

Manage B2B customer portfolio with segmentation, QBR, and expansion planning

B2B SaaS account teams managing mid-market+ who need portfolio segmentation rules and QBR playbook, not ad-hoc relationship management.

• · customer accounts
• · revenue by account
• · renewal dates
• · stakeholder list per account

• · account plan (value realized + 12-month growth potential)
• · QBR/EBR agendas and templates
• · upsell/cross-sell opportunity pipeline
• · health score (green/yellow/red)

• · CRM (Salesforce/HubSpot)
• · calendar system

• · accounts segmented by value × potential
• · stakeholder map built per account

• · time spent equally on all accounts (should be 50/30/15/10 rule)
• · QBR becomes feature demo not business outcome review
• · upsell pitched before proving value
• · health score never updated during year

• · Valor × Potencial matrix (Defender/Expandir/Desenvolver/Eficiência with time allocation rules)
• · Account Plan template with 7 sections (snapshot/stakeholder map/context/value realized/growth/risks/actions)
• · time allocation rule (50% Expandir, 25% Defender, 15% Desenvolver, 10% Eficiência)
• · QBR agenda minute-by-minute (60 min: health check + results + growth + next steps)
• · EBR template for exec touch
• · NRR framework