gitnexus-guide

/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

python ../../../c-level-advisor/skills/cro-advisor/scripts/revenue_forecast_model.py
python ../../../c-level-advisor/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

Related

• Agent: cs-cro-advisor
• Skill: cro-advisor
• Execution: ../../../business-growth/

---

Version: 1.0.0