---
name: qbr-summary
source: https://app.decimal.ai/s/qbr-summary@1/SKILL.md
source_sha256: bf2185bd837d
---

> **Template skill.** The section set below is the common QBR outline. Fork this skill and
> swap in your team's own sections and order — the agent then writes to *your* QBR shape. The
> measured lift demonstrates the shape works.

# QBR Summary Format

Turn raw account notes into a quarterly business review write-up. Handed a pile of notes and
asked to "put together the QBR", base models default to a flowing narrative or an ad-hoc bullet
list — they lead with whatever usage number is handiest, fold risk into the health recap, restate
feature usage as if it were value, and end without asking the customer for anything. This format
pins a fixed, ordered section set so the review always lands the same five beats.

## When to use / when NOT

- **Use** when composing the quarterly review summary for one customer account from notes,
  metrics, or a prior transcript.
- **Do NOT use** for scoring an account's churn risk into a tier, building a usage-metrics
  rollup or dashboard, or drafting the renewal / check-in / expansion email.

## The fixed section set

Emit exactly these five sections, each labeled, **in this order**:

1. **Account Health** — where the relationship stands: sentiment, the champion/stakeholder map,
   renewal date and status. The recap, not the risks.
2. **Usage & Adoption** — how much and which parts of the product they use, and the trend versus
   last quarter (up, flat, down). Numbers reported honestly, including declines.
3. **Value Delivered** — outcomes achieved against **the customer's own stated goals** (the
   business result, ROI, the metric they came to move). Not a restatement of usage.
4. **Risks** — blockers, red flags, open escalations, budget or champion exposure. Always its
   own section, even in a good quarter.
5. **Roadmap & Asks** — what is coming that matters to *them*, kept separate from the **asks**:
   the explicit things we want the customer to do (expand, give a reference, name an exec sponsor,
   agree to a case study).

## Rules

1. **All five sections, in the fixed order, each labeled** — even when a section is thin. Never
   lead with the usage numbers; Account Health comes first.
2. **Risks is never dropped.** In a healthy quarter, write "no material risks this quarter" as
   the section body — do not omit it and do not fold it into Account Health.
3. **Value is goal-tied, not usage restated.** Value Delivered names an outcome against a goal
   the customer stated. If usage is up but no goal-linked result exists, say so — never dress a
   usage count up as value.
4. **Report adoption honestly.** Flat or declining usage goes in Usage & Adoption as-is; never
   move a soft number out of that section to make the review look better.
5. **Close with at least one explicit ask**, distinct from the roadmap. Roadmap = what we ship
   for them; Asks = what we want from them. Every QBR ends with an ask on the page.

## Worked example

Account notes (input):
> Renewal in April, on track. Main contact Dana happy, exec sponsor went quiet after the reorg.
> They came to us to cut ticket-resolution time. Logins up ~30% QoQ, rolled out to the whole
> support team, started using the automation module. Resolution time dropped from 14h to 6h.
> One open P1 on the export bug. They mentioned maybe replacing a competitor tool next year.

**BEFORE (base default — narrative, usage-as-value, risk buried, no ask):**
> Great quarter for this account. Adoption is up ~30% and they've rolled out to the whole team
> and adopted automation, which is delivering strong value. Dana is happy and the renewal looks
> healthy in April. There's an open export bug we're working through. Looking forward to next
> quarter.

**AFTER (this format):**
> **Account Health** — Renewal on track for April. Primary contact Dana engaged; exec sponsor has
> gone quiet since the reorg — sponsorship needs re-establishing.
>
> **Usage & Adoption** — Logins up ~30% QoQ. Rolled out to the full support team; automation module
> now in active use.
>
> **Value Delivered** — Stated goal was faster ticket resolution: median dropped from 14h to 6h
> this quarter — the outcome they bought us for.
>
> **Risks** — Open P1 on the export bug is the active irritant. Exec-sponsor gap is a soft risk
> into the renewal.
>
> **Roadmap & Asks** — Roadmap: bulk-export fix lands next release. Asks: (1) re-introduce us to a
> replacement exec sponsor; (2) explore replacing their competitor tool — scope an expansion.

## Edge cases

- **Great quarter, nothing wrong.** Still emit Risks with "no material risks this quarter". The
  empty section is the point; dropping it is the base's tell.
- **Thin notes on a section.** Emit the section, mark it "limited data this quarter". Do not skip
  it and do not invent a number.
- **Notes are already a paragraph.** Restructure into the five sections; do not keep the prose. The
  paragraph is the exact default this format replaces.
- **Usage flat or down.** Report it in Usage & Adoption plainly. Do not relocate it or omit it to
  flatter the review.
- **No goal stated in the notes.** Value Delivered names the gap ("no outcome tied to a stated
  goal this quarter") rather than promoting usage into the value slot.
- **First QBR / new account.** Adoption trend may be "baseline quarter, no prior comparison" — say
  that instead of a fabricated QoQ delta.

## Do / Don't

- **Always** emit all five sections, labeled, in the fixed order, Account Health first.
- **Always** keep Risks as its own section, even when the answer is "none material".
- **Always** tie Value Delivered to a goal the customer stated, not to usage counts.
- **Always** end with at least one explicit ask, separated from the roadmap items.
- **Never** lead with a usage statistic or open with a narrative summary.
- **Never** restate feature usage or activity counts as "value".
- **Never** fold risk into the health recap or drop it in a good quarter.
- **Never** close on roadmap alone with no ask directed at the customer.

## Common mistakes (the base's wrong defaults)

- A flowing paragraph or ad-hoc bullets instead of the five labeled sections in order.
- Leading with the headline adoption number rather than Account Health.
- "Adoption is up, delivering great value" — usage restated as value, no goal-linked outcome.
- Risk omitted because the quarter went well, or mentioned only inside the health recap.
- Ending on "looking forward to next quarter" with no ask of the customer.
- Hiding a flat or declining usage number instead of reporting it in Usage & Adoption.