Fix What’s Stalled. Restore Confidence. Scale What Works.
Hands-on revenue leadership for founder-led and PE-backed companies under $200M ARR.
About Tom Maloney
I’m not a consultant. I’m an operator.
Most teams do not need more ideas.
They need someone who can step in,
earn trust, and fix what is broken.
Today, that means serving
PE-owned and founder-led companies
as a hands-on Fractional CRO.
The focus is simple.
Align the go to market motion.
Improve pipeline quality.
Build a revenue engine
that performs under pressure.
How We Help
Step In. Take Ownership. Restore Momentum.
Build a Business That Holds Up Under Diligence
Step In. Take Ownership. Restore Momentum.
Brief Description:
Step into revenue leadership when growth has stalled, the pipeline has lost credibility, or the commercial team needs direction. Bring structure, alignment, and execution without slowing the business down.
Includes:
- Embedded interim CRO role
- GTM alignment across Sales, Marketing, RevOps, and Customer Success
- Pipel
Brief Description:
Step into revenue leadership when growth has stalled, the pipeline has lost credibility, or the commercial team needs direction. Bring structure, alignment, and execution without slowing the business down.
Includes:
- Embedded interim CRO role
- GTM alignment across Sales, Marketing, RevOps, and Customer Success
- Pipeline cleanup and forecast discipline
- Fast-start execution with clear accountability
- Leadership continuity during growth stalls, transitions, or pre-exit pressure
Use when:
- CRO or CMO turnover creates a leadership gap
- Growth has stalled or become unpredictable
- Pipeline confidence is low and forecast accuracy is weak
- Sales, Marketing, and Customer Success are not aligned
- The business needs traction before a board review, transaction, or next growth phase
Fix the Pipeline. Restore Confidence.
Build a Business That Holds Up Under Diligence
Step In. Take Ownership. Restore Momentum.
Brief Description:
Restore clarity, rebuild trust in the pipeline, and improve revenue performance. Turn inflated or inconsistent pipeline activity into a cleaner, more credible path to growth.
Includes:
- Pipeline audit and reset
- Deal stage, qualification, and conversion review
- Win rate and ASP improvement
- Sales process retooling
- Fast w
Brief Description:
Restore clarity, rebuild trust in the pipeline, and improve revenue performance. Turn inflated or inconsistent pipeline activity into a cleaner, more credible path to growth.
Includes:
- Pipeline audit and reset
- Deal stage, qualification, and conversion review
- Win rate and ASP improvement
- Sales process retooling
- Fast wins that rebuild team confidence and forecast trust
Use when:
- Revenue is flat, slowing, or declining
- Pipeline volume is high but conversion is weak
- Forecast accuracy is low and leadership confidence is slipping
- Sales execution lacks consistency across reps or teams
- The business needs a cleaner path to growth without adding unnecessary complexity
One Revenue Engine. One Source of Truth.
Build a Business That Holds Up Under Diligence
Build a Business That Holds Up Under Diligence
Brief Description:
Align sales, marketing, RevOps, and customer success around one clear view of revenue. Replace disconnected effort with shared priorities, cleaner reporting, and better execution across the commercial engine.
Includes:
- Funnel structure and shared KPIs
- CRM and reporting cleanup
- Actionable dashboards and clearer visib
Brief Description:
Align sales, marketing, RevOps, and customer success around one clear view of revenue. Replace disconnected effort with shared priorities, cleaner reporting, and better execution across the commercial engine.
Includes:
- Funnel structure and shared KPIs
- CRM and reporting cleanup
- Actionable dashboards and clearer visibility
- Alignment across Sales, Marketing, RevOps, and Customer Success
- Defined ownership across pipeline, expansion, and retention
Use when:
- Teams are not aligned around the same revenue goals
- Reporting is inconsistent or hard to trust
- Funnel stages, KPIs, or handoffs are unclear
- RevOps is underutilized or lacks clear ownership
- Cross-sell, retention, or expansion efforts are underleveraged
Build a Business That Holds Up Under Diligence
Build a Business That Holds Up Under Diligence
Build a Business That Holds Up Under Diligence
Brief Description:
Strengthen the revenue engine so it stands up to investor and buyer scrutiny. Improve the metrics, operating discipline, and commercial story that support valuation.
Includes:
-Commercial readiness audit
- CAC, LTV, NRR, and pipeline quality improvement
- Buyer-aligned GTM strategy
- Team and process professionalization
- S
Brief Description:
Strengthen the revenue engine so it stands up to investor and buyer scrutiny. Improve the metrics, operating discipline, and commercial story that support valuation.
Includes:
-Commercial readiness audit
- CAC, LTV, NRR, and pipeline quality improvement
- Buyer-aligned GTM strategy
- Team and process professionalization
- Sharper reporting, visibility, and revenue narrative
Use when:
- A transaction or capital event may happen in the next 12 to 24 months
- The revenue story needs to be clearer and more credible
- Buyers or investors are likely to question scalability
- Growth depends too heavily on founder judgment or informal process
- The business needs stronger commercial discipline before the next stage of growth
Make AI Part of How Work Gets Done.
Make AI Part of How Work Gets Done.
Make AI Part of How Work Gets Done.
Brief Description:
Design and embed AI into real workflows so teams move faster, make better decisions, and operate with more consistency. Focus on practical use, not tools or theory.
Includes:
- Workflow design across sales, marketing, and operations
- AI integration into existing tools and processes
- Use case development tied to revenue and
Brief Description:
Design and embed AI into real workflows so teams move faster, make better decisions, and operate with more consistency. Focus on practical use, not tools or theory.
Includes:
- Workflow design across sales, marketing, and operations
- AI integration into existing tools and processes
- Use case development tied to revenue and efficiency
- Team training and hands-on enablement
- Adoption support to ensure consistent, daily use
Use When:
- AI initiatives are not translating into real business impact
- Teams are unsure how to use AI in their day-to-day work
- Manual processes are slowing execution or limiting scale
- Early pilots exist but adoption is inconsistent
- The business needs practical efficiency gains without adding complexity
Put AI to Work in Your Pipeline
Make AI Part of How Work Gets Done.
Make AI Part of How Work Gets Done.
Brief Description:
Use AI to improve targeting, prioritization, and pipeline efficiency. Focus effort where it matters most and help the team move faster with better signal.
Includes:
- AI-supported lead scoring and prioritization
- Funnel optimization and targeting refinement
- Workflow automation across key GTM activities
- Data and tool i
Brief Description:
Use AI to improve targeting, prioritization, and pipeline efficiency. Focus effort where it matters most and help the team move faster with better signal.
Includes:
- AI-supported lead scoring and prioritization
- Funnel optimization and targeting refinement
- Workflow automation across key GTM activities
- Data and tool integration to improve execution
- Practical use cases tied to pipeline quality and speed
Use When:
- Pipeline quality needs to improve
- GTM execution feels slow or manual
- Targeting is too broad or inconsistent
- Teams need better prioritization across accounts and opportunities
- The business wants smarter pipeline execution without adding unnecessary complexity
Turn AI into Daily Execution
Make AI Part of How Work Gets Done.
Turn AI into Daily Execution
Brief Description:
Integrate AI into real workflows so teams move faster, make better decisions, and operate with more consistency. Focus on adoption and execution, not just tools.
Includes:
- Workflow design across key business functions
- AI tool integration into existing processes
- Team training and onboarding
- Change management support
-
Brief Description:
Integrate AI into real workflows so teams move faster, make better decisions, and operate with more consistency. Focus on adoption and execution, not just tools.
Includes:
- Workflow design across key business functions
- AI tool integration into existing processes
- Team training and onboarding
- Change management support
- Practical use cases tied to speed, consistency, and adoption
Use When:
- AI tools have been introduced, but adoption is low
- Teams are buried in manual tasks
- Workflows are slowing execution or creating inconsistency
- The business wants faster execution with less friction
- Leadership wants AI to improve how work gets done day to day
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
Aerospace & Electronic Components | High Growth | PE Owned
Aerospace & Electronic Components | High Growth | PE Owned
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.
Aerospace & Electronic Components | High Growth | PE Owned
Aerospace & Electronic Components | High Growth | PE Owned
Aerospace & Electronic Components | High Growth | PE Owned
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.