The first 90 days set the reference frame for the rest of a CRO tenure. Boards judge the 30/60/90 board readout. Reps judge the first team meeting. Peers judge the first cross-functional interaction.
Get the first 90 days right and the next 18 months come with credit. Get them wrong — rewrite the playbook too fast, fire too quickly, promise a forecast you can't hit — and the credibility deficit takes 12 months to work off.
This is a week-by-week playbook for the first 90 days. It works whether you're a first-time CRO joining Series B or a repeat CRO landing at Series D. The specific decisions differ by stage, but the sequence is the same.
Track customer job changes to generate sales pipeline
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