The Journey: #45 SK-No, It's RKO

When I first started in SaaS, Sales Kickoff (SKO) was this mysterious, high-energy event I wasn’t invited to.

It was the Super Bowl of Sales, strategy, targets, enablement, and a whole lot of celebration.

At my first company (where I spent nearly six years), SKO was exclusively for Sales. No Customer Success, no Services, no Support. Just the folks with quotas and commissions.

So imagine my shock when, at my next company, I learned Customer Success was included.

I thought, “Wow, progress!”

And when I heard it was in Spain, I thought, “Even better!”

Except… once I got there, it was still the Sales show.

Sure, CS had a few breakouts, but we weren’t part of the core narrative; we were a side session, not the main event.

And over the years, I saw that same pattern repeat:

Sometimes CS wasn’t invited.

Sometimes they were invited but not included.

And rarely, they were actually integrated.

The Shift We Need: From SKO to RKO

If 99% of CEOs, founders, and investors agree that Customer Success drives revenue, then it’s time our kickoffs reflect that.

Sales doesn’t own revenue. Revenue is a team sport.

That means Sales, Customer Success, Marketing, Services, and Support all share one mission:

Acquire, Retain, and Grow customers profitably.

So let’s stop calling it Sales Kickoff and start calling it what it should be, Revenue Kickoff (RKO).

A true RKO aligns every revenue-driving team under a single strategy, set of goals, and message.

It’s not just about getting pumped for Q1. It’s about clarity, consistency, and connection across every stage of the customer journey.

5 Ways to Make RKO Happen (and Actually Work)

If you’re in Customer Success, don’t wait for an invitation; time to crash the party.

Here’s how:

1️⃣ Advocate for Inclusion Early

Reach out to whoever is leading SKO planning and make your case. Frame it not as “CS wants to be included” but “We need to align all revenue teams for impact.” Bring examples of where misalignment between Sales and CS has hurt outcomes.

2️⃣ Co-Design the Agenda

Partner with Sales, Marketing, and Enablement to shape the sessions. Suggest joint workshops like “From Closed Won to Value Realized” or “Renewal Starts at Discovery.”

This is your chance to connect the dots between promise and performance.

3️⃣ Create Shared Enablement

Develop joint training modules, not separate ones. Revenue is connected, so enablement should be too. For example, align Sales and CS on customer segmentation, ICP, and success milestones.

4️⃣ Tell Unified Customer Stories

Instead of only hearing about the “biggest deal closed,” showcase customer success stories that highlight retention and expansion. Make it clear that recurring revenue is the outcome of a consistent, cross-functional partnership.

5️⃣ Align on One North Star Metric

Everyone should leave RKO knowing what “winning” means. Whether it’s NRR, GRR, or total revenue retention, pick one shared goal that ties every team together.

Breaking the Cycle

I’m tired of hearing:

“We were handed our targets without any input.”

“We’re not enabled to deliver what Sales promises.”

“We feel disconnected from Marketing’s message.”

Enough.

Let’s break the cycle and enter 2026 as one revenue team, speaking the same language, chasing the same goals, and winning together.

It’s time for RKO.

Now forward this blog post to your CEO, CMO, and CRO.