cro-review

---
name: cro-review
description: Use when pipeline coverage drops below 3x, win rates trend down, forecasting misses targets, or before scaling the sales team.
category: C-Level Advisory
version: 1.0.0
tools: []
---

# CRO Forcing Questions

Diagnose revenue risks before forecasting. Six diagnostic questions that surface next-quarter pain through pipeline, win rate, retention, ramp, discounting, and source-mix analysis.

## The Six CRO Questions

### 1. Pipeline Coverage
What is pipeline coverage for the current quarter, by stage?
- Inbound-heavy: 3x target; Outbound-heavy: 4x target
- Stage-weighted, not just total pipeline

### 2. Win Rate Trajectory
What's win rate this quarter vs the last 4 — and where's the leak point?
- Stage-by-stage conversion analysis
- Identify if a single stage is softening before forecasting

### 3. NRR Decomposition
What's gross retention, contraction, and expansion separately?
- NRR alone hides churn. Example: 110% NRR with 95% gross retention differs from 110% with 80%

### 4. Ramp Time
For the last 4 hires, how many days to first deal and to quota?
- Threshold: ramp > 90 days at growth stage signals broken hiring or enablement
- Forecasted hires must account for ramp time

### 5. Discount Discipline
What's the median discount this quarter vs last 4 quarters?
- 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?
- Concentration risk: > 80% from one source creates fragility
- Cross-validate with CMO perspective

## Output Format

Report findings across metrics: pipeline coverage (target 3x+), win rate and 4-quarter trend, gross retention %, NRR %, expansion %, contraction %. Include new hire median days to first deal and quota. Report median discount and trend. Source mix percentages and concentration score.

Verdict: ON PLAN | GAP | PIPELINE CRISIS. Next steps: 3 actions tied to findings.