| name | cro-review |
| description | /cs:cro-review <plan> — Pipeline-paranoid interrogation of revenue, win rate, NRR, and ramp time. Use when the forecast misses pipeline coverage, win rates drop, or before scaling the sales team. |
/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 ../../../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
Related
Version: 1.0.0
