Myth #2: Substance is more important than style for QBRs

Think of your QBR as a window display at your favorite store. It’s not enough to have a QBR that demonstrates the value of your product. You need to sell that value. The actual QBR document should be self-explanatory and you should expect that it will be passed around within the customer’s organization.

In order for this to happen, the value points in your QBR need to be optimized so that they jump off the page. It should be clear to anyone that picks up the document.