cro-advisor

# CRO Advisor

Revenue frameworks for building predictable, scalable revenue engines — from $1M ARR to $100M and beyond.

## 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

## Quick Start

### Revenue Forecasting
```bash
python scripts/revenue_forecast_model.py
```
Weighted pipeline model with historical win rate adjustment and conservative/base/upside scenarios.

### Churn & Retention Analysis
```bash
python scripts/churn_analyzer.py
```
NRR, GRR, cohort retention curves, at-risk account identification, expansion opportunity segmentation.

## Diagnostic Questions

Ask these before any framework:

**Revenue Health**
- What's your NRR? If below 100%, everything else is a leaky bucket.
- What percentage of ARR comes from expansion vs. new logo?
- What's your GRR (retention floor without expansion)?

**Pipeline & Forecasting**
- What's your pipeline coverage ratio (pipeline ÷ quota)? Under 3x is a problem.
- Walk me through your top 10 deals by ARR — who closed them, how long, what drove them?
- What's your stage-by-stage conversion rate? Where do deals die?

**Sales Team**
- What % of your sales team hit quota last quarter?
- What's average ramp time before a new AE is quota-attaining?
- What's the sales cycle variance by segment? High variance = unpredictable forecasts.

**Pricing**
- How do customers articulate the value they get? What outcome do you deliver?
- When did you last raise prices? What happened to win rate?
- If fewer than 20% of prospects push back on price, you're underpriced.

## Core Res...