12 - The Slide-by-Slide EBR Breakdown

You've done the prep work. You've aligned internally. You've confirmed the meeting with your executive stakeholders. Now comes the moment that separates good CSMs from great ones: building the actual deck.

Most EBR decks fail before the meeting even starts. They're built around what the CSM wants to say, not what the executive needs to hear. Twenty-five slides packed with usage metrics, support ticket summaries, and product roadmap updates. No strategic alignment. No business outcomes. No clear path forward. Just a status dump disguised as a review.

In this episode, Mark breaks down the six-slide EBR framework he teaches in The Executive Business Review Playbook - the same structure he's used with customers like Lowe's, Ernst & Young, Accenture, and dozens of others. This framework works because it's built around what executives actually care about, not what we think they should care about.You'll learn exactly what each slide needs to accomplish and how to deliver it without losing the room:

• SLIDE 1: Strategic Alignment RecapProve you've been listening. Show the executive you understand their current business priorities and how your platform supports those goals. This isn't a bio slide - it's proof that you know who they are.
• SLIDE 2: Outcomes DeliveredConnect your work to their measurable business results. Not your features. Not your platform capabilities. Their outcomes. Time saved. Risk reduced. Revenue protected. This is where you answer: What did we accomplish together?
• SLIDE 3: Current State and GapsThe honesty slide. Show them what's working, what's not, and where they're leaving value on the table. Executives respect transparency. They can't stand being blindsided. Frame gaps as opportunities, not accusations.
• SLIDE 4: Success Plan and Next StepsMove from observation to action. Tell them exactly what needs to happen next, who needs to do it, and when. Include mutual accountability - what you're committing to AND what they need to do.
• SLIDE 5: Expansion or Roadmap (Optional)Introduce what's next - but only if you've earned it. New features aligned with their priorities. Expansion opportunities. Strategic roadmap initiatives. Read the room. If they're engaged, go for it. If not, skip it.
• SLIDE 6: Recap and CommitmentsYour closer. Summarize what you covered. Confirm action items and owners. Set the date for your next check-in. Don't end with "any questions?" - that's passive. You're leading this meeting. End with clarity.

Mark also reveals the one slide most CSMs screw up completely: Outcomes Delivered. Because most CSMs confuse activity with outcomes. Usage stats and feature adoption are not outcomes. Business results are outcomes. If you can't tie your work to time saved, money saved, risk reduced, revenue generated, compliance achieved, or efficiency gained - you're not delivering an outcome, you're delivering a service. And services are replaceable. Outcomes are not.

Here's the truth: the slides don't matter as much as you think. What matters is whether you walk into that room sounding like someone who understands their business, can connect your work to their goals, and can have a real conversation - not just click through a deck. The slides keep you honest and give the executive something to hold onto after you leave. But the real work happens between the slides.

Perfect for CSMs preparing for their first EBR, experienced practitioners looking to level up their presentation game, or CS leaders building EBR frameworks for their teams.Download the companion guide "The 6-Slide EBR Framework" at ClearPathCX.com for the complete breakdown with examples, common mistakes, and a quick reference table.