Session 9 | Executive Business Reviews

Jeff Breunsbach

Enterprise (Greater than $50k ACV)

Facilitator: Sheryl Hawk, Customer Imperative

ONE ACTION TO IMPLEMENT
Begin working with Champion to build an EBR that will draw the Economic Buyer to the meeting. Ensure that you cover: Industry Benchmarks and ROI when applicable.

SESSION NOTES:
? What tactics are people using to get your Economic Buyers to attend the EBR?
? Work with your champion to provide content that is meaningful to the EB ? Have the company Exec Sponsor reach out and invite the customer EB ? Conduct EBRs in a cadence that works for the EB

? How is feedback from the EBR captured and communicated to the rest of the company?
? For Enterprise accounts typically senior company leadership attends (including, Product Management, Marketing, Exec Sponsor) so they are able to hear the feedback directly.

SMB (Less than $50k ACV)

Facilitator: Nils Vinje, Glide Consulting

ONE ACTION TO IMPLEMENT
Draw a timeline on a whiteboard or a piece of paper and plot your Business Review points on the timeline. You'll get a feeling pretty quickly for whether or not you are doing them at the right interval. There's something about seeing a timeline visually that helps you gain perspective.

SESSION NOTES:
? How often should you be doing Business Reviews for the SMB customers? ? Collective answer - It depends .
? Some people do them quarterly and some do them 2x a year. One company did them at 90 days after implementation and then again at 90 days prior to renewal and that's it.

? What data should you include in a Business Review for an SMB customer?
? The data that should tell the story of the value your product/solution is delivering. Customers will never think about all of the amazing things your product/solution does for them and it is your job to remind them of this great value.