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QUARTERLY BUSINESS REVIEW 
Channels & Alliances 
Q1 | NAME | TERRITORY
4 QBR Templates 
1. Sales 
– Business Development 
– General Sales, SaaS, 
Major Accounts 
2. Sales Management 
3. Channel Sales 
4. Monthly Operations 
Review (12/2014) 
EnterpriseSalesOperations.com 
ESO Content Library 
Download Area 
(Click Icon above)
4-Quarter Track Record 
120 
110 
100 
90 
80 
70 
60 
50 
Q2 Q3 Q4 Q1 
Sales Rep Name 
Sales Rep Quota 
Team Average
Revenue (YTD) 
$1,999,000 
+ 10% Goal 
Pipeline (CQ) 
$1,999,000 
+ 10% Goal 
Bookings (YTD) 
5 new customers 
+ 20% Goal 
Forecast (CQ) 
$1,999,000 
+ 10% Goal 
Leads (SQL) 
40 leads 
- 15% Goal 
Pipeline (NQ) 
$1,999,000 
+ 10% Goal 
Dashboard
Opportunity Creation 
30 
25 
20 
15 
10 
5 
0 
Q2 Q3 Q4 Q1 
New Opportunities 
MQLs Received 
SQLs Received
This a “Library” of slides. 
For your Quarterly Business Review 
template, choose the slides that will keep 
the conversation focused on what is most 
important to your business right now. 
Mix and Match however you like.
Channel KPIs 
0 1 2 3 4 5 6 
Reference Accounts 
New Logos 
Forecast vs. Quota 
3x Pipeline 
Lead Generation 
Web Traffic 
Training Sessions 
Target 
Actual
Partner Sales (Year-to-Date) 
- 20,000 40,000 60,000 80,000 100,000 120,000 
Partner 4 
Partner 3 
Partner 2 
Partner 1 
YTD Sales
Case Study Direct vs. Channel 
0 1 2 3 4 5 6 
Total Sales Cycle 
Active Sales Cycle 
Margin 
Forecast Accuracy 
Total Cost of Sale 
Direct 
Channel
Opportunity Timeline <Account> 
JAN FEB MAR APR MAY JUN JUL AUG SEP OCT NOV DEC 
Timeline Title 
1. Prospec 
t 
2. Qualify 
3. Discove 
r 
4. Propose 
5. Close 
Verifiable Outcome 1 
Verifiable Outcome 2 
Verifiable Outcome 3 
Verifiable Outcome 4
Clean format enables drag and drop 
conversion into your company PowerPoint 
Template.
Partnership Building 
Autonomous 
Selling 
Co-Selling 
Order Fulfillment 
Technical Training 
Lead-Sharing 
Logo 2 
Logo 1 
Logo 3 Joint Value Proposition Logo 4
Alliance Partners 
High Volume 
Opportunistic Strategic 
Low Volume 
Logo 4 
Logo 3 
Logo 2 
Logo 1
Partner Success Factors Force Rank Survey 
0 1 2 3 4 5 
Sales Support 
Demand Generation 
Joint Marketing 
Industry Solutions 
Margins 
Importance 
<my company> 
Rank the factors that most impacted our 
partnership over the past 90 days
Voice of the Partner 
Question: How did your clients and prospects respond to the [most 
recent] campaign about [business challenge}? 
Partner Quote #1 
“Quote goes here” 
Partner Quote #2 
“Quote goes here” 
Partner Quote #3 
“Quote goes here” 
Partner Quote #4 
“Quote goes here”
New Accounts by Industry 
0 1 2 3 4 5 6 
Finance 
Retail 
Insurance 
Consulting 
Target 
Wins
Look for opportunities to use screenshots 
from the reports and dashboards your team 
can run from Salesforce.com to save time.
Pipeline Coverage 
4,000 
3,500 
3,000 
2,500 
2,000 
1,500 
1,000 
500 
- 
1 2 3 4 5 6 7 8 9 10 11 12 F 
Pipeline 
Channel Quota
Current Quarter Portfolio 
7 
6 
5 
4 
3 
2 
1 
0 
0 30 60 90 
SALES STAGE 
PROJECTED CLOSE DATE
Q1 2014 Pipeline Health 
Current Quarter Pipeline 
Account Stage Amount Close Date Key to the Deal 
Q1 2015 Forecast Opportunities 
$100,000 June 30 
Total Q1 2015 Forecast $1,000,000 
Account Stage Amount Close Date Key to the Deal 
Q1 2015 Upside Opportunities 
Total Q2 2015 Upside $1,000,000
Pipeline Quality (current quarter) 
7 
6 
5 
4 
3 
2 
1 
0 
0 90 180 270 
SALES STAGE 
OPPORTUNITY AGE 
Average Win Cycle
Additional Channel Slides 
Channel Template 
• Partner Alignment 
• 4-Quarter Track Record 
• Partner Score Card 
• Competitive Analysis 
• Partner Comparison 
• Program Summary 
• Channel Initiatives 
20-Slides Library 
• Win-Loss Review 
• Customer Mix 
• Channel Mix 
• Pipeline Quality 
• Key Sales Initiatives 
• Win-Loss Review 
• Next Quarter Deals 
• Steps to Close
Instant Access 
www.EnterpriseSalesOperations.com

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Channel & Alliances Quarterly Business Review Template

  • 1. QUARTERLY BUSINESS REVIEW Channels & Alliances Q1 | NAME | TERRITORY
  • 2. 4 QBR Templates 1. Sales – Business Development – General Sales, SaaS, Major Accounts 2. Sales Management 3. Channel Sales 4. Monthly Operations Review (12/2014) EnterpriseSalesOperations.com ESO Content Library Download Area (Click Icon above)
  • 3. 4-Quarter Track Record 120 110 100 90 80 70 60 50 Q2 Q3 Q4 Q1 Sales Rep Name Sales Rep Quota Team Average
  • 4. Revenue (YTD) $1,999,000 + 10% Goal Pipeline (CQ) $1,999,000 + 10% Goal Bookings (YTD) 5 new customers + 20% Goal Forecast (CQ) $1,999,000 + 10% Goal Leads (SQL) 40 leads - 15% Goal Pipeline (NQ) $1,999,000 + 10% Goal Dashboard
  • 5. Opportunity Creation 30 25 20 15 10 5 0 Q2 Q3 Q4 Q1 New Opportunities MQLs Received SQLs Received
  • 6. This a “Library” of slides. For your Quarterly Business Review template, choose the slides that will keep the conversation focused on what is most important to your business right now. Mix and Match however you like.
  • 7. Channel KPIs 0 1 2 3 4 5 6 Reference Accounts New Logos Forecast vs. Quota 3x Pipeline Lead Generation Web Traffic Training Sessions Target Actual
  • 8. Partner Sales (Year-to-Date) - 20,000 40,000 60,000 80,000 100,000 120,000 Partner 4 Partner 3 Partner 2 Partner 1 YTD Sales
  • 9. Case Study Direct vs. Channel 0 1 2 3 4 5 6 Total Sales Cycle Active Sales Cycle Margin Forecast Accuracy Total Cost of Sale Direct Channel
  • 10. Opportunity Timeline <Account> JAN FEB MAR APR MAY JUN JUL AUG SEP OCT NOV DEC Timeline Title 1. Prospec t 2. Qualify 3. Discove r 4. Propose 5. Close Verifiable Outcome 1 Verifiable Outcome 2 Verifiable Outcome 3 Verifiable Outcome 4
  • 11. Clean format enables drag and drop conversion into your company PowerPoint Template.
  • 12. Partnership Building Autonomous Selling Co-Selling Order Fulfillment Technical Training Lead-Sharing Logo 2 Logo 1 Logo 3 Joint Value Proposition Logo 4
  • 13. Alliance Partners High Volume Opportunistic Strategic Low Volume Logo 4 Logo 3 Logo 2 Logo 1
  • 14. Partner Success Factors Force Rank Survey 0 1 2 3 4 5 Sales Support Demand Generation Joint Marketing Industry Solutions Margins Importance <my company> Rank the factors that most impacted our partnership over the past 90 days
  • 15. Voice of the Partner Question: How did your clients and prospects respond to the [most recent] campaign about [business challenge}? Partner Quote #1 “Quote goes here” Partner Quote #2 “Quote goes here” Partner Quote #3 “Quote goes here” Partner Quote #4 “Quote goes here”
  • 16. New Accounts by Industry 0 1 2 3 4 5 6 Finance Retail Insurance Consulting Target Wins
  • 17. Look for opportunities to use screenshots from the reports and dashboards your team can run from Salesforce.com to save time.
  • 18. Pipeline Coverage 4,000 3,500 3,000 2,500 2,000 1,500 1,000 500 - 1 2 3 4 5 6 7 8 9 10 11 12 F Pipeline Channel Quota
  • 19. Current Quarter Portfolio 7 6 5 4 3 2 1 0 0 30 60 90 SALES STAGE PROJECTED CLOSE DATE
  • 20. Q1 2014 Pipeline Health Current Quarter Pipeline Account Stage Amount Close Date Key to the Deal Q1 2015 Forecast Opportunities $100,000 June 30 Total Q1 2015 Forecast $1,000,000 Account Stage Amount Close Date Key to the Deal Q1 2015 Upside Opportunities Total Q2 2015 Upside $1,000,000
  • 21. Pipeline Quality (current quarter) 7 6 5 4 3 2 1 0 0 90 180 270 SALES STAGE OPPORTUNITY AGE Average Win Cycle
  • 22. Additional Channel Slides Channel Template • Partner Alignment • 4-Quarter Track Record • Partner Score Card • Competitive Analysis • Partner Comparison • Program Summary • Channel Initiatives 20-Slides Library • Win-Loss Review • Customer Mix • Channel Mix • Pipeline Quality • Key Sales Initiatives • Win-Loss Review • Next Quarter Deals • Steps to Close