Prepare SaaS Quarterly Business Review

Business Context

Nimbus is a B2B SaaS collaboration platform for mid-market teams with 24,000 paying accounts and $48M ARR. You are the senior product analyst preparing the Q2 Quarterly Business Review for the CEO, CRO, and Head of Product after growth slowed despite steady top-of-funnel acquisition.

Metric Scenario

In Q2, website visits increased from 1.8M to 2.1M (+17%) and free-trial signups rose from 54,000 to 60,000 (+11%). However, trial-to-paid conversion fell from 18% to 15%, gross revenue retention declined from 91% to 88%, and net revenue retention dropped from 108% to 101%. Weekly active users per paid account decreased from 46 to 41, while logo churn increased from 2.8% to 3.6% monthly. Expansion ARR was flat at $1.9M. Leadership wants the QBR to explain what happened, which metrics matter most, and where to focus next quarter.

Requirements

1. Define the core metrics you would include in the QBR and identify which are north-star, leading, and lagging indicators.
2. Build a metric hierarchy connecting acquisition, activation, engagement, retention, and revenue outcomes.
3. Diagnose the most likely drivers of the quarter's slowdown using the data provided.
4. Recommend which segments and funnels should be highlighted in the QBR.
5. Propose 3-5 actions for next quarter and the guardrail metrics you would monitor.

Data Available

• web_analytics: visit_date, visitor_id, source_channel, landing_page, signup_click
• trial_accounts: account_id, signup_date, company_size, acquisition_channel, workspace_created, seats_invited, activated_flag
• product_usage_daily: account_id, user_id, event_date, sessions, projects_created, messages_sent, integrations_connected
• subscriptions: account_id, plan_tier, arr, start_date, renewal_date, cancellation_date, expansion_arr, contraction_arr
• account_health_nps: account_id, admin_nps, support_tickets, csat, onboarding_completion
• crm_accounts: account_id, segment, sales_owner, region, industry