From Boring to Brilliant: How to Make EBRs Engaging with Storytelling and Visuals

Executive Business Reviews (EBRs) can either captivate or disengage executives depending on how they're presented. Drawing inspiration from Nancy Duarte’s storytelling principles, Carly Agar’s EBR framework, and insights from the Gainsight Gamechanger Podcast, here’s how to make your EBRs unforgettable.

1. Tell a Customer-Centric Story

Nancy Duarte, a storytelling expert, emphasizes the importance of shaping data into a narrative that resonates with the audience. Apply her “hero’s journey” structure to EBRs:

Hero: Your customer, striving to achieve their goals.
Challenge: Pain points or objectives identified earlier.
Resolution: How your product/service delivered value and paved the path forward.

🎯 Why it works: People remember stories, not slides full of data. Framing the EBR as a journey creates emotional investment and keeps executives engaged. Think of it like presenting a “highlight reel” of their success—one where they are the star!

✅ Pro Tip: Structure EBRs with a clear beginning (customer goals), middle (progress and insights), and end (future opportunities). Tie in anecdotes and customer quotes to make the narrative feel authentic and relatable.

2. Visualize the Journey with Impactful Design

Duarte’s philosophy underscores visual storytelling—use slides that:

Show before/after results to highlight transformation.
Utilize progress bars, graphs, and dashboards to demonstrate KPIs.
Keep visuals clean and minimal to avoid cognitive overload.

🎨 Why it works: Visuals process 60,000 times faster than text! Executives have limited time, and sleek, focused visuals make it easier to digest complex data. Replace verbose slides with impactful graphics that guide the conversation.

✅ Pro Tip: Use branded templates and stick to a 3:1 ratio—three visuals for every slide heavy with text. Add annotations to graphs to point out key insights quickly. And don’t underestimate the power of a well-placed customer testimonial to reinforce your message.

3. Align EBRs to Customer Goals and Business Impact

According to Carly Agar, an EBR should:

Start by reaffirming the customer’s objectives and key results (OKRs).
Use metrics and milestones to show tangible impact.
End with a forward-looking roadmap tied to their future success.

📊 Why it works: When EBRs tie back to the customer’s original goals, it validates their investment. Executives don’t want a retrospective of product usage—they want to see business outcomes that matter.

✅ Pro Tip: Open the EBR by revisiting key goals and KPIs, then pivot into highlighting wins and missed opportunities. Frame challenges as learning moments that pave the way for future success. Always end with a discussion on next steps to ensure alignment.

4. Engage Executives by Driving Conversation

The Gainsight Gamechanger Podcast highlights that executive audiences value brevity and relevance. To maintain engagement:

Focus on strategic value. Lead with insights that matter to the C-suite.
Invite dialogue. Frame sections as discussion points, not just data dumps.

💡 Why it works: Executives appreciate being part of the conversation, not just passive listeners. When EBRs invite participation, it transforms the meeting into a collaborative strategy session.

✅ Pro Tip: Use open-ended questions to spark dialogue after presenting key insights. Try: “How do these results align with your current goals?” or “What opportunities do you see from these trends?” This ensures the EBR stays interactive and focused on their vision.

5. Present a Vision for Growth

Finish the EBR by transitioning into the future state—what’s next for the customer:

Opportunities for growth through expansion, new features, or optimization.
Tailored recommendations to help meet evolving business goals.

🚀 Why it works: The end of an EBR is your chance to inspire excitement and confidence in the path ahead. A compelling vision keeps the partnership future-focused and drives momentum for renewal or expansion.

✅ Pro Tip: Use forward-looking visuals (roadmaps, timelines) to depict future milestones. Break down goals into short-term and long-term wins so the customer sees a clear path to success. Finish with an invitation to co-create the next phase of their journey.

🎯 Key Takeaway: Transform EBRs into Strategic Conversations

By combining compelling storytelling, clean visual design, and a focus on customer impact, your EBRs can shift from a routine meeting to a high-value strategic discussion—making it easier to drive renewals and growth. So, ditch the dull decks and turn your EBRs into dynamic, results-driven conversations that leave your customers excited for what’s next!