/cs:cro-review — CRO Forcing Questions¶

C-Level Advisory cro-review Source

Command: /cs:cro-review <plan>

The pipeline-paranoid operator pressure-tests revenue assumptions. Six questions that surface next-quarter pain this quarter.

When to Run¶

Before committing to a quarterly revenue target
Before changing sales motion (PLG ↔ sales-led, mid-market ↔ enterprise)
Before hiring a batch of reps
When pipeline coverage drops below 3x
When NRR is trending down

The Six CRO Questions¶

1. Pipeline Coverage¶

What is pipeline coverage for the current quarter, by stage? - Inbound-heavy: 3x. Outbound-heavy: 4x. Below either threshold = act now. - Stage-weighted, not just total.

2. Win Rate Trajectory¶

What's win rate this quarter vs the last 4 — and what's the leak point? - Stage-by-stage conversion. - If a single stage softens, identify why before forecasting.

3. NRR Decomposition¶

What's gross retention, contraction, and expansion separately? - NRR alone hides churn. - A 110% NRR with 95% gross retention is different from 110% with 80%.

4. Ramp Time¶

For the last 4 hires, how many days to first deal and to quota? - If ramp > 90 days at growth stage, hiring profile or enablement is broken. - Forecasted hires must build in ramp.

5. Discount Discipline¶

What's the median discount this quarter vs last 4? Where is it creeping? - Discount creep is the leading indicator of pricing or positioning weakness. - Cap discounts by approver tier.

6. Pipeline Source Mix¶

What % of pipeline is marketing-sourced, sales-sourced, partner-sourced? - If one source dominates > 80%, you have concentration risk. - Cross-check with cs-cmo-advisor.

Workflow¶

python ../../../skills/cro-advisor/scripts/revenue_forecast_model.py
python ../../../skills/cro-advisor/scripts/churn_analyzer.py

Output Format¶

# CRO Review: <plan>
**Date:** YYYY-MM-DD

## Pipeline
- Coverage: X.Xx (target 3x+)
- Win rate: X% (4Q trend: ↑ / → / ↓)
- Top leaking stage: <name>

## Retention
- Gross retention: X%
- NRR: X%
- Expansion: X%
- Contraction: X%

## Ramp
- New hires last quarter: N
- Median days to first deal: X
- Median days to quota: X

## Discount
- Median discount this quarter: X%
- Trend vs 4Q ago: <delta>

## Source Mix
- Marketing: X% | Sales: X% | Partner: X%

## Verdict
🟢 ON PLAN | 🟡 GAP | 🔴 PIPELINE CRISIS

## Next Steps
[3 concrete actions]

Routing¶

/cs:cfo-review — does this hit the cash plan?
/cs:cmo-review — is pipeline source-mix healthy?
/cs:execute — quarterly plan if GREEN
/cs:boardroom — if RED

Version: 1.0.0