Tom Callinan Email & Phone Number

Wayne, Pennsylvania, Us

In over 30 years of leading and consulting for mid-sized to enterprise level technology companies, the most difficult aspect of growth is finding new customers. I invested in and will be leading Revity Consulting to build a true front-end sales engine for technology companies. When you hire us to support your sales team, we will make you look good! How am I so confident? Just review the rest of my resume and you’ll see the revenue and profit growth I’ve driven throughout my career. Revity is the company I always wished existed when I was leading tech companies. I am going to forgo the 300,000+ annual miles on airlines and 100+ nights in hotels and still have the pleasure of helping organizations grow their revenue and support their sales professionals’ success. We know how to sell technology and we are laser focused on outcomes: Getting your sales team in front of the correct buying team.

Mesa, Arizona, Us

Support CEO and PE firm in strategic direction, work with business unit presidents and support acquisition process

Mesa, Arizona, Us

• Led day to day operations of the company• Recruited an executive team with the skillsets to scale to the stated goal of $500M in revenue• Successfully acquired 11 companies adding $260M in revenue and $33M in EBITDA once onboard and integrated• Implemented targeted acquisition strategy resulting in larger companies being acquired• Leading into 2018, implemented operational processes to support revenue and operating income growth, resulting in 6% organic growth. Pro forma was flat for two years at the start of initiative• Launched growth initiatives in production print (product extension) and professional services (software, an adjacency) resulting in over $20M in annual growth • Implemented service operations reviews resulting in over $3M in additional EBITDA• Focused on automating manual processes resulting in annual savings of > $1M • Drove over $3M in synergies through integrations of back offices and consolidating companies

Strategy Development, was a boutique management consulting firm for the technology and outsourcing space specializing in business planning, sales effectiveness, advanced sales training, and operational and service improvement.

Led the strategy, business development, and P/L for IKON’s largest business unit at $1.4B revenue with 6,800 employees.Selected Accomplishments:• Led all IKON regions in revenue and operating income growth through focus to key drivers, customer segmentation and robust sales process. Pioneered high-end document assessments developing a profitable first year revenue stream of $14M and developed a facilities management sales coverage and operational focus model that drove 8% gain in revenue and 11% gain in contribution. The model became the IKON standard• Created a culture of employee development supported by processes that contributed more than half of IKON’s executive promotions.• Served on IKON compensation committee, setting compensation levels including base ranges and incentives within job levels and functions as well as ongoing job evaluation for new positions.• Served on IKON Six Sigma committee,

Directed strategy, business development and P/L for $800M business unit.•Implemented territory structure using customer segmentation and account review process that drove better account strategy and account penetration, resulting in market share gains. In addition to market share gains, stronger sales process and management support reduced sales turnover by over 20%.• Led IKON as only region with year over year revenue growth at 4%, and year over year operating income growth of 12% in an industry with average unit selling price decrease of 8%. • Developed financial analyst team approach that provided apposite data to field for proper decision making and trained field directors of financial operations to work with functional leaders in their business unit on using analysis to adjust tactics and implement longer-term decisions, allowing decision point closer to implementation. Significantly contributed to 12% year over year increase in operating income and became model for IKON.

•Turned around multiple years of revenue decline with focus on sales rep territory design and account review process, leading IKON as the only region in the fiscal year with revenue growth.•Selected products and solutions and developed sales coverage model for new professional services offerings. Region accounted for more than half of IKON’s professional services revenue while representing less than 20% of traditional revenue.•Served as lead field executive on IKON Oracle ERP implementation steering committee responsible for mapping out Oracle processes and rollout.•Maintained regions history of high returns with process improvements in field service that resulted in 6% decrease in staffing and greater customer satisfaction. Achieved region operating income and cash plan for the year.•Awarded IKON’s Above and Beyond for outstanding business results during new ERP implementation

Turned around a perennial bottom ranked marketplace within IKON, growing year over year revenue (6.2%, 16.8%, 8.3%) and operating income (203.3%, 20.1%, 29.7%). Ranked in top 5% of IKON marketplaces each of the three years in revenue, operating income, and cash as percent of plan, achieving plan each year. Improved customer service from average response time of three days to average response time of five hours during first year of assignment through process improvements and staff reductions while increasing contribution from service revenue. Led sales initiative on MetLife and Cushman and Wakefield, both net new customers. MetLife was IKON’s largest revenue contract at that point and had the highest margins in the national account program.

Directed the consolidation of the back offices of six operating companies into one start-up district center. Hired senior team including vice-president of finance, director of operations, director of IT, real-estate manager, and purchasing manager. Consolidated General Ledger, A/P, payroll, A/R, collections, billing, contract maintenance, and customer service. Transitioned to one IT platform with common coding reducing cost of maintenance and support. Centralized purchasing increasing inventory turns from 5.3 to 6.7, maintaining 97%+ fill rate. Reduced overall expenses by 6% during consolidation with forward savings of 14% off of pre-consolidation expense.

Led former company through earn out period at IKON. Copifax was consistently ranked in the top two in nation in every category of IKON’s 28 industry metrics, attaining number one position in over 20 categories every month. Integrated former Copifax employees into IKON culture.

Founded this start-up copier and fax distributor. Arranged initial and ongoing financing with banks, finance companies, and vendors to support growth and profitability. Responsible for all aspects of business including cash flow, product selection, sales and marketing, compensation, purchasing and IT decisions. Achieved INC 500 status in 1992 as one of America’s fastest growing private companies and sold company to IKON Office Solutions in 1997 after negotiating with three public companies.