cro-review

Topics in the source

• /c-level-agents:cro-review — CRO Forcing Questions
• When to Run
• The Six CRO Questions
• 1. Pipeline Coverage
• 2. Win Rate Trajectory
• 3. NRR Decomposition
• 4. Ramp Time
• 5. Discount Discipline

Command: /c-level-agents:cro-review The pipeline-paranoid operator pressure-tests revenue assumptions. Six questions that surface next-quarter pain this quarter. 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 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. 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. 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%. 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. 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 ap

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