cro-review

CategoryGeneral
AuthorAlireza Rezvani
LicenseMIT
Rating4.70/5
Uses7.8K

/cs:cro-review — CRO Forcing Questions

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

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

Output Format

markdown
# 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

Related

  • Execution: ../../../../business-growth/

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Version: 1.0.0

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