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Quarterly Business Review Template & KPI Dashboard

This is a quarterly business review template with a KPI dashboard template on the same page — pick Sales, Marketing, or Customer Success, fill the grid (metric, target, actual, last quarter, trend, owner), and walk out with a QBR outline that includes the competitor slide. Autosaves in your browser; download CSV or PDF. Free, no account.

1. Function

Same QBR outline, different B2B KPI examples. Switch any time — each function keeps its rows.

2. Review scope

3. Sales KPI grid

Metric, target, actual, last quarter, trend, owner. Replace the sample book with yours. Need the close-rate math? Sales Win Rate Calculator.

KPI 1
KPI 2
KPI 3
KPI 4
KPI 5
KPI 6

4. QBR outline

The dashboard is the scoreboard. These sections are the meeting.

5. Competitive landscape

The slide that goes stale. Deals won and lost by competitor, what they shipped this quarter, and the response. Need the closed-deals math? Sales Win Rate Calculator.

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Your QBR has a competitor slide. Outmano fills it every week.

The landscape section is the one that goes stale between QBRs — a price cut in week six, a feature ship, a lost bake-off. Start a trial and the competitor slide writes itself; or build the card for the rival already in the loss column with the Sales Battlecard Generator.

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What goes in a quarterly business review

Whether you call it a QBR or a quarterly business review, the same six sections answer the question a leadership meeting will ask. This template asks for them in order:

  1. Scope. Who owns the book, which quarter, who presents, who is in the room. A QBR without an audience is a memo.
  2. KPI dashboard. Metric, target, actual, last quarter, trend, owner. Six rows is enough for a 30-minute review; twelve is a data dump. See win rate for the closed-deals row sales teams always argue about.
  3. Hit / missed. Narrative vs plan, not a restatement of the grid. What changed that the numbers don't say.
  4. Look-ahead. The commit, the coverage it needs, the deals that can slip. A QBR that only looks backward is an autopsy.
  5. Competitive landscape. Deals won and lost by competitor, their pricing or feature moves this quarter, and the response plan. Leave this blank and the review assumes you keep winning — the most expensive assumption in the deck. That's a win/loss cut, not a prettier chart.
  6. Asks. The decisions this meeting has to make. A QBR without asks is a status update.

How to run a QBR with this template

The template is the scaffold; the work is filling it honestly. A working order:

  1. Pick the function, then replace the sample rows. Sales, Marketing, or Customer Success. Keep the six-column shape — mixing functions in one grid hides who owns the miss.
  2. Put last-quarter actuals in the last-quarter column, not a CRM default. The Sales Win Rate Calculator turns won + lost into the rate the sales win-rate row should use. The Sales Forecast Template is the look-ahead's coverage math.
  3. Write the snapshot in one sentence a board can repeat. If it takes a paragraph, you don't have the quarter yet.
  4. Split the competitive landscape by named rival, not \"the market.\" Won/lost ACV per competitor, then the price cut or feature they shipped, then the response. An overall 22% win rate that hides 12% against one name is the number that should change next week's call plan.
  5. When the loss column names a rival, write the card. The Sales Battlecard Generator is the next artifact — a response plan without a battlecard is a slide. The Sales Velocity Calculator tells you whether cycle or win rate is the lever.
  6. Date it, and do not wait a quarter to refresh the competitor slide. Price cuts and feature ships do not respect your QBR calendar. A dated landscape with a weekly re-check is a review; an undated one is folklore.

KPI examples per function

Starting rows for a B2B KPI dashboard template — swap the sample numbers, keep the columns. These are sales-meeting metrics, not a generic marketing dashboard.

Sales

  • New ARR booked — the number the forecast call is about.
  • Pipeline coverage — unweighted book ÷ remaining quota.
  • Closed-won win rate — won ÷ (won + lost). Split by competitor.
  • Average ACV — mix shift hides here first.
  • Sales cycle — created to closed-won, in days.
  • Quota attainment — actual ÷ target, by rep then team.

Marketing

  • Pipeline sourced — dollars, not MQLs. Leadership asks for pipeline.
  • SQL → opportunity — where demand gen hands off to sales.
  • CAC — sales + marketing spend ÷ new customers.
  • Demos booked — the meeting that becomes a deal.
  • Marketing-sourced win rate — inbound close rate, not blended.
  • Inbound pipeline — the book that didn't come from AE outbound.

Customer Success

  • Net revenue retention — expansion minus contraction and churn.
  • Gross logo retention — logos kept, before upsell makeup.
  • Expansion ARR — the CS half of the bookings number.
  • Time to value — days from signed to first outcome.
  • Competitive save rate — at-risk logos kept vs a named rival.
  • Logos lost to named rivals — churn that is a win/loss, not \"no longer needed.\"

The QBR is one artifact in the set. The Sales Win Rate Calculator feeds the win-rate row, the Sales Forecast Template is the look-ahead's coverage math, the Sales Velocity Calculator turns the same book into dollars per day, the Sales Battlecard Generator arms the response plan, the Competitor Analysis Generator puts you side by side with the field, and the Competitor Finder names who you're actually losing to. There's more in the free tools catalog.

Quarterly business review template FAQ

What is a quarterly business review template?
A structured outline for the meeting a sales, marketing, or CS lead runs every quarter: the KPI scorecard (target vs actual vs last quarter), what you hit and missed, the look-ahead, a competitive landscape (deals won and lost by competitor, rival pricing or feature moves, the response plan), and the asks. Fill the sections and you get a QBR a leadership meeting can argue with — instead of a slide titled "the quarter" with no owners. This template renders the KPI dashboard and outline live as you type, autosaves in your browser, and exports as CSV or PDF.
What belongs on a B2B KPI dashboard template?
Six columns: metric, target, actual, last quarter, trend, owner. Sales typically carries new ARR, pipeline coverage, win rate, ACV, cycle length, and quota attainment. Marketing carries pipeline sourced, SQL conversion, CAC, demos, marketing-sourced win rate, and inbound pipeline. Customer Success carries NRR, logo retention, expansion ARR, time to value, competitive save rate, and logos lost to named rivals. A dashboard without an owner is a report nobody will defend.
What goes in the QBR competitive landscape section?
Three facts and a move: deals you won against each named competitor, deals you lost to them, the pricing or feature moves they made this quarter, and the response plan for next quarter. A QBR that skips this slide assumes you keep winning — the most expensive assumption in the deck. The Sales Win Rate Calculator next door does the closed-deals math; the Sales Battlecard Generator turns a named rival into the one-pager the response plan needs.
What is the difference between a KPI dashboard and a quarterly business review?
The dashboard is the scoreboard — six rows of target, actual, last quarter, trend, owner. The QBR is the meeting that scoreboard is for: narrative vs plan, look-ahead, competitive landscape, and decisions. A dashboard without a QBR is a spreadsheet. A QBR without a dashboard is a story. This template is both, on one page, framed as a B2B sales review — not a generic marketing dashboard.
Is this quarterly business review template free? Do I need an account?
Yes, and no account. The form and preview run entirely in your browser and autosave locally — nothing you type is sent to our servers. We only ask for an email when you download the KPI grid as a CSV or the QBR as a PDF.