Most revenue problems aren't strategy problems. They're clarity problems.
I help PE-backed and founder-led companies align their GTM and grow revenue - fast.
About Tom Maloney
I'm not a consultant. I'm an operator.
After two decades leading revenue transformation from inside companies, I've learned one thing: most teams don't need more ideas — they need someone who will get in the room, earn trust, and fix what's actually broken.
For the past six years, I've served as a Fractional Chief Revenue Officer for PE-owned and founder-led companies — helping leadership teams scale ARR, align go-to-market execution, and build revenue engines that hold up under investor scrutiny.
I founded Revelance, Inc. on a single conviction:
Revenue grows when relevance and resonance come together.
Relevance means targeting the right buyers. Resonance means telling the right story — and delivering on it. When both are present, pipelines move, deals close, and boards breathe easier.
I work as a partner, not a presenter. Quietly, confidently, and with precision.
How We Help
Interim CRO & GTM Execution
Revenue Turnaround & Pipeline Confidence
Revenue Turnaround & Pipeline Confidence
Brief Description:
Step into revenue leadership for PE-owned and founder-led firms facing stalled growth, transitions, or GTM complexity.
Includes:
- Embedded interim CRO role
- GTM alignment across Sales, Marketing, and CS
- Pipeline clarity and forecast discipline
- Fast-start execution with minimal disruption
Use when:
- CRO/CMO turnover
- GTM underperformance
- Pre-exit revenue optimization
Revenue Turnaround & Pipeline Confidence
Revenue Turnaround & Pipeline Confidence
Revenue Turnaround & Pipeline Confidence
Brief Description:
We fix underperforming revenue engines. Fast.
Includes:
- Pipeline audit and reset
- Win rate and ASP improvement
- Sales process retooling
- Team confidence rebuilt via fast wins
Use when:
- Revenue is flat or declining
- Sales consistency is missing
- Forecast accuracy is low
RevOps Integration & GTM Alignment
Revenue Turnaround & Pipeline Confidence
RevOps Integration & GTM Alignment
Brief Description:
Align all the revenue functions to support growth without creating chaos.
Includes:
- Funnel structure and shared KPIs
- CRM and tech cleanup
- Actionable reports and dashboards
- Sales-marketing-CS coordination
Use when:
- Metrics lack meaning
- Teams aren’t aligned
- RevOps is underutilized or unclear
Exit-Ready Revenue Planning
Revenue Turnaround & Pipeline Confidence
RevOps Integration & GTM Alignment
Brief Description:
Build a GTM engine that defends and lifts valuation.
Includes:
- Commercial readiness audit
- CAC, LTV, NRR improvements
- Buyer-aligned GTM strategy
- Team and process professionalization
Use when:
- Exit in 12–24 months
- Revenue story needs sharpening
- Buyers will question scalability
AI Readiness Assessment
AI Workflow Integration & Training
AI-Powered GTM Enablement
Brief Description:
Understand how prepared your team, tools, and data are for AI adoption. Get a clear roadmap to start smart and scale effectively.
Includes:
- Maturity audit
- Readiness scoring
- Adoption roadmap
- Leadership alignment
Use When:
- You’re unsure where to start with AI
- Internal alignment is needed
- You want a smart, low-risk entry point
AI-Powered GTM Enablement
AI Workflow Integration & Training
AI-Powered GTM Enablement
Brief Description:
Supercharge your GTM motion with AI—boosting segmentation, targeting, and pipeline efficiency.
Includes:
- AI-driven lead scoring
- Predictive funnel optimization
- Workflow automation
- Data & tool integration
Use When:
- You want a more qualified pipeline
- GTM execution feels slow
- You need smarter targeting
AI Workflow Integration & Training
AI Workflow Integration & Training
AI Workflow Integration & Training
Brief Description:
We design custom AI workflows and train your team to use them—saving time and driving adoption.
Includes:
- Workflow design
- AI tool integration
- Team training & onboarding
- Change management support
Use When:
- You’ve invested in AI, but adoption is low
- Teams are buried in manual tasks
- You want faster execution with less friction
Not Just Ideas — Outcomes
Healthcare SaaS | $25M ARR, PE-Owned
Healthcare SaaS | $25M ARR, PE-Owned
Healthcare SaaS | $25M ARR, PE-Owned
Challenge:
Sales had stalled. No new logos in 12+ months. The team lacked confidence, and pipeline quality was eroding. Marketing and sales were disconnected, and pressure from the board was building for a turnaround.
Approach:
Revelance stepped in as interim CCO. We rebuilt the GTM strategy around high-propensity buyers, launched a data-driven sales playbook, and restructured cross-functional accountability across sales, marketing, and Revenue Operations to increase effectiveness.
Results in 90 Days:
- Closed a $600K ARR new logo with a significant health system
- Increased outbound activity by >50%
- Restored leadership confidence and aligned GTM execution
- Forecasting accuracy and pipeline velocity returned within 1 quarter.
Relevance:
For PE-backed SaaS firms under pressure to execute, this demonstrates how aligned execution—not just tools—unlocks growth.
Facilities Services | $20M, PE-Owned
Healthcare SaaS | $25M ARR, PE-Owned
Healthcare SaaS | $25M ARR, PE-Owned
Challenge:
The commercial engine was fragmented across direct, inside, and technical sales. Forecasting lacked credibility. Cross-selling and retention efforts were underleveraged. Growth had slowed despite strong demand.
Approach:
We realigned the go-to-market motion around buyer journey segments, embedded weekly performance cadences, and operationalized three revenue streams: new business, cross-sell, and retention. RevOps was introduced to unify reporting and improve visibility.
Results:
- Bookings exceeded budget by 30% in Q1.
- Expansion revenue accounted for 20% of the new pipeline.
- Forecasting accuracy rose to 80%
- Average deal size increased by 21%
- Rebuilt confidence in team performance and execution discipline
Relevance:
This demonstrates that service-based companies can scale more efficiently when GTM, data, and accountability work in tandem.
Education SaaS | $10M ARR, PE-Owned
Professional Services – Aerospace & Electronic Components
Professional Services – Aerospace & Electronic Components
Challenge:
Despite strong product-market fit, sales lacked consistency, and the pipeline was bloated with low-fit opportunities. The company was preparing for a future exit and needed to show scalable, repeatable growth.
Approach:
Revelance conducted a GTM audit, re-segmented the market by vertical and use case, and helped restructure the sales team around ICPs. We implemented a fast-start campaign, trained new account executives (AEs), and focused on expansion and renewals.
Results:
- Doubled monthly bookings from <$500K to >$1M, fueling over 10% YoY revenue growth and a >50% improvement in EBITDA
- Added $4M+ in net new pipeline in Q4 alone—with 20% attributed to expansion revenue
- Increased Gross Revenue Retention from under 50% to over 75%, stabilizing the base and improving forecast confidence
- Boosted ARR mix from 47% to >60%, creating predictable, subscription-based value for scale and valuation
- CEO and board gained confidence in forecast ability
- GTM model considered exit-ready by PE sponsor
Relevance:
Founder-led SaaS firms preparing for scale or exit need more than just a product—they need precision in their pipeline and processes.
Professional Services – Aerospace & Electronic Components
Professional Services – Aerospace & Electronic Components
Professional Services – Aerospace & Electronic Components
Challenge:
In 2024, a high-growth aerospace and electronic component distribution firm was scaling at 20% year-over-year without a structured sales methodology. They lacked GTM discipline, resulting in missed opportunities and inconsistent execution.
Approach:
Relevance implemented a disciplined GTM framework:
- Defined Ideal Customer Profile and conducted White Space analysis
- Launched lead qualification and opportunity management processes
- Created a Sales Playbook with clear value messaging
- Built a KPI dashboard in HubSpot for real-time visibility
- Coached revenue leaders on GTM execution and pipeline management
Results:
Revenue growth jumped from 20% to 40% YoY, with 2025 forecasted to double again. The company is now on a scalable, high-growth trajectory.
Relevance:
This engagement proves how GTM clarity and leadership can turn momentum into exponential growth—even in complex technical sectors.