Cro Advisor

What the source does

• FilesystemNone observedNo reads or writes in the source
• NetworkNone observedNo outbound calls in the source
• ShellNone observedNo commands run in the source
• DependenciesPinnedNothing floats
• SecretsNone foundNo keys in source

Five audit layers

Gates applied: no behavioural pass.

.codex/skills/a11y-audit

.codex/skills/ab-test-setup

.codex/skills/account-executive

.codex/skills/ad-creative

.codex/skills/aeo

Audit 0.4.1 · source sha 6e3fcbdbb5cf · 19 Oct 2026Report an issue or request a re-scan

• Publisherborghei GitHub userOwner of the repository this skill is read from
• Source folderborghei/Claude-Skills/c-level-advisor/cro-advisorThe exact folder we audited
• LicenceNOASSERTIONAs the repository states it
• Commit pinned for this verdict6e3fcbdbb5cfA new audit runs when the source changes
• Repository statusNot archivedLast push 12 days ago
• Sandboxed runNot runSkills are read, not executed; layer L4 is skipped

Its description: Revenue leadership for B2B SaaS: forecasting, sales model design, pricing, and net revenue retention. Use when designing the revenue engine, setting quotas, modeling NRR, evaluating pricing, or scaling sales teams.

---
name: cro-advisor
description: >
  Revenue leadership for B2B SaaS: forecasting, sales model design, pricing, and
  net revenue retention. Use when designing the revenue engine, setting quotas,
  modeling NRR, evaluating pricing, or scaling sales teams.
license: MIT + Commons Clause
metadata:
  version: 2.0.0
  author: borghei
  category: c-level
  domain: cro-leadership
  updated: 2026-03-09
  frameworks:
    - sales-playbook
    - pricing-strategy
    - nrr-playbook
    - pipeline-management
    - capacity-model
    - revenue-forecasting
  triggers:
    - CRO
    - chief revenue officer
    - revenue strategy
    - ARR
    - MRR
    - sales model
    - pipeline
    - revenue forecasting
    - pricing strategy
    - net revenue retention
    - NRR
    - gross revenue retention
    - expansion revenue
    - upsell
    - cross-sell
    - churn
    - sales capacity
    - quota
    - MEDDPICC
    - PLG
    - product-led growth
    - enterprise sales
    - sales cycle
    - CAC payback
    - magic number
    - win rate
    - ICP
    - ideal customer profile
    - territory design
---
# CRO Advisor

Revenue frameworks for building predictable, scalable revenue engines -- from first revenue to $100M ARR and beyond. Every recommendation is grounded in pipeline math, not hope.

## Keywords

CRO, chief revenue officer, revenue strategy, ARR, MRR, sales model, pipeline, revenue forecasting, pricing strategy, net revenue retention, NRR, gross revenue retention, GRR, expansion revenue, upsell, cross-sell, churn, customer success, sales capacity, quota, ramp, territory design, MEDDPICC, PLG, product-led growth, sales-led growth, enterprise sales, SMB, self-serve, value-based pricing, usage-based pricing, ICP, ideal customer profile, revenue board reporting, sales cycle, CAC payback, magic number, win rate, pipeline coverage, deal velocity

---

## Revenue Health Diagnostic

Before applying any framework, diagnose the current state.

### Revenue Health Decision Tree

```
START: "How healthy is our revenue engine?"
  |
  v
[Check NRR]
  |
  +-- NRR < 90% --> CRISIS. Existing customers are shrinking.
  |                  Stop scaling sales. Fix retention first.
  |
  +-- NRR 90-100% --> WARNING. Churn eating expansion.
  |                    Diagnose: product gap, CS gap, or ICP problem?
  |
  +-- NRR 100-110% --> HEALTHY. Base is stable. Focus on new logo + expansion.
  |
  +-- NRR > 110% --> STRONG. Expansion engine is working.
                      Check: is it sustainable or driven by price increases?
```

### Revenue Waterfall

```
Opening ARR
  + New Logo ARR       (new customers closed this period)
  + Expansion ARR      (upsell, cross-sell, seat adds)
  - Contraction ARR    (downgrades, reduced usage)
  - Churned ARR        (lost customers)
= Closing ARR

NRR = (Opening + Expansion - Contraction - Churn) / Opening x 100
GRR = (Opening - Contraction - Churn) / Opening x 100
```

---

## Revenue Metrics

### Board-Level Metrics (Monthly/Quarterly)

| Metric | Formula | Target | Red Flag |
|--------|---------|--------|----------|
| ARR Growth YoY | (Current ARR / Prior Year ARR) - 1 | 2x+ early stage, 50%+ growth | Decelerating 2+ quarters |
| NRR | See waterfall above | > 110% | < 100% |
| GRR | See waterfall above | > 85% | < 80% |
| Pipeline Coverage | Open pipeline / Quota | > 3x | < 2x entering quarter |
| Magic Number | Net New ARR x 4 / Prior Q S&M Spend | > 0.75 | < 0.5 |
| CAC Payback | S&M Spend / New ARR x (1/GM%) | < 18 months | > 24 months |
| Quota Attainment | % of reps hitting quota | 60-70% | < 50% |
| Win Rate | Closed-won / (Closed-won + Closed-lost) | > 25% | < 15% |
| Average Sales Cycle | Days from opportunity to close | Stable or decreasing | Increasing 2+ quarters |

### NRR Benchmarks

| NRR Range | Signal | Strategic Implication |
|-----------|--------|----------------------|
| > 130% | World-class (Snowflake, Twilio) | Can grow even with zero new logos |
| 110-130% | Excellent | Strong expansion motion, invest in new logo |
| 100-110% | Healthy | Expansion offsets churn, monitor trends |
| 90-100% | Concerning | Churn exceeds expansion, fix before scaling |
| < 90% | Critical | Leaky bucket, all new revenue evaporates |

---

## Sales Model Selection

### Model Comparison Matrix

| Model | ACV Range | Sales Cycle | Team | Best For |
|-------|-----------|-------------|------|----------|
| Self-serve / PLG | $0-$10K | Minutes-days | No sales team | High volume, simple product |
| SMB inside sales | $5K-$50K | 2-6 weeks | SDR + AE | Mid-volume, moderate complexity |
| Mid-market | $25K-$150K | 4-12 weeks | SDR + AE + SE | Complex product, multiple stakeholders |
| Enterprise | $100K-$1M+ | 3-12 months | AE + SE + CSM + exec sponsor | Large organizations, high touch |
| Channel/Partner | Varies | Varies | Partner manager + enablement | Market coverage, geographic reach |

### Model Selection Decision Tree

```
START: "Which sales model?"
  |
  v
[What's the average deal size?]
  |
  +-- < $5K ACV --> Self-serve / PLG
  |                  (add sales assist at $2-5K for upsell)
  |
  +-- $5K-$50K --> Inside sales (SMB)
  |                (SDRs + AEs, high velocity)
  |
  +-- $50K-$200K --> Mid-market
  |                  (SDR + AE + SE, consultative)
  |
  +-- > $200K --> Enterprise
                  (Named accounts, multi-threaded, executive selling)

HYBRID: Most companies evolve to serve 2-3 segments.
Route by ACV and buying complexity.
```

---

## Pipeline Management

### Pipeline Stage Definitions

| Stage | Definition | Exit Criteria | Typical Conversion |
|-------|-----------|---------------|-------------------|
| 0: Lead | Inbound inquiry or outbound target | Qualified as ICP fit | 20-30% to Stage 1 |
| 1: Discovery | First meeting completed | Pain confirmed, authority identified | 50-60% to Stage 2 |
| 2: Evaluation | Active evaluation, demo/POC | Champion identified, timeline set | 40-50% to Stage 3 |
| 3: Proposal | Proposal/pricing delivered | Budget confirmed,

Excerpt, first 6,000 characters of SKILL.md, verbatim from the audited commit. It is text from someone else’s repository, quoted so you can judge it before your agent reads it.

git clone https://github.com/borghei/Claude-Skills
git -C Claude-Skills checkout 6e3fcbdbb5cf

Works in

1. 2026-10-19
   !CAUTION B 89 / 100

   first audit · source 6e3fcbdbb5cf

Questions about Cro Advisor

• github.com/borghei/Claude-Skills/tree/main/c-level-advisor/cro-a — the audited source at commit 6e3fcbdbb5cf and every finding aboveObserved · 19 Oct 2026

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