Before I installed the QBR cadence at Omnicell, the relationship between the company and its distributors was transactional

Before I installed the QBR cadence at Omnicell, the relationship between the company and its distributors was transactional.

They received orders. They shipped product. They got commission checks.

There was no regular conversation about pipeline, about what was at risk, about what support they needed.

Things went wrong silently.

When I set up quarterly business reviews, the relationship shifted from transactional to operational.

Operational relationships produce different outcomes than transactional ones.

The QBR doesn't just review performance.

It surfaces the things people have been quietly assuming for months.