118: Guest Kristi Faltorusso - The shift from SKO to RKO: aligning teams around revenue.
- E118
- 34:05
- March 31st 2026
This episode takes on a question many SaaS companies still avoid asking properly: if revenue is a team sport, why are so many organisations still running Sales Kickoff as if revenue belongs to Sales alone?
Jason Noble and Jason Whitehead are joined by Kristi Faltorusso for a sharp and practical discussion on the shift from SKO to RKO - and why this is about far more than changing the name of an event. They explore what real revenue alignment looks like across Sales, Customer Success, Marketing, Services and Support, and why too many companies still invite CS into the room without truly integrating them into the strategy.
The conversation gets into the structural, cultural and operational changes needed to move from siloed planning to shared accountability. From co-designed agendas and shared enablement to metrics, incentives and leadership mindset, this episode challenges the old model and makes the case for a more joined-up approach to growth.
If you care about retention, expansion, customer outcomes and building a genuinely revenue-aligned SaaS business, this is one worth listening to.
ABOUT KRISTI FALTORUSSO
After 14 years in Customer Success and SaaS, Kristi Faltorusso has built a reputation as one of the most practical and outspoken voices in the CS space. She has led Customer Success teams across startups and scaleups, helping organisations improve retention, drive growth and build scalable, customer-first operations that actually work in the real world.
Kristi is known for turning Customer Success into something operationally useful, commercially relevant and refreshingly honest. From playbooks and templates to workshops, events and community conversations, she has become a trusted voice for CS leaders looking to rethink how their teams create value.
Breakthrough SaaS Growth with The Jasons
SaaS growth isn’t owned by a single team - it’s a cross-functional sport. Each week, hosts Jason Noble (UK) and Jason Whitehead (US) dig into what actually drives sustainable growth across product, pricing, onboarding & adoption, customer success, sales, marketing, finance, and leadership. Expect candid conversations, practical playbooks, and board-level perspectives on topics like AI (beyond the hype), data quality & trust, in-product guidance, value realization, renewals, expansion, and customer experience. You’ll hear from founders, investors, product and revenue leaders who’ve built real results - not just slideware.
Formerly known as The Jasons Take On, the show has evolved to reflect a broader mission: turning insight into action that breaks through silos and accelerates SaaS growth. Same Jasons. Bigger vision. Sharper takeaways.
Subscribe and explore more at breakthroughsaasgrowth.com.