CRO Review

# /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 - Agent: [`cs-cro-advisor`](../../agents/cs-cro-advisor.md) - Skill: [`cro-advisor`](../../../skills/cro-advisor/SKILL.md) - Execution: `../../../../business-growth/` --- **Version:** 1.0.0