Best Practice Report

Channel Management Cadence Deep Dive: Quarterly Business Reviews

January 1st, 2018
Stephanie Sissler, VP, Principal Analyst
Stephanie Sissler VP, Principal Analyst

Summary

Maintaining effective channel management requires quarterly business reviews (QBRs) for businesses to align effectively with strategic partners and executing a joint business plan. These scheduled QBRs are necessary even if no performance or strategic issues are immediately visible. In this report, we dive deep into QBRs by identifying best practices and providing tools that channel sales leaders can use to develop and lead business review meetings that strengthen the performance of strategic partners.

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