How Noonlight Built a Revenue Engine from Scratch with RevBlack

About Noonlight

Noonlight is a professional monitoring platform and a venture business unit under Alarm.com. They provide an API-based solution that allows product teams, spanning commercial security, home security, and personal safety, to integrate emergency dispatch services directly into their own products.

The problem 

When Greg and Quincy inherited the relationship with RevBlack, the internal go-to-market infrastructure was nonexistent. 

The team faced several critical challenges:

• Zero Visibility: There was no 360-degree view of the customer, account history, or communication logs.
• Stagnated Data: Much of the company’s vital information was trapped in the hands of the previous leader or buried within the parent company (ADC), leaving the current team locked out of their own data.
• Lack of Process: There were no documented playbooks for sales or customer success.
• Manual Gaps: Critical functions like renewals and expansion opportunities were managed without a central source of truth, leading to missed revenue potential.

The solution

RevBlack stepped in to serve as Noonlight’s outsourced revenue operations team, bridging the gap where internal expertise was missing. 

Key interventions included:

• CRM Architecture: Built a "Single Source of Truth" in HubSpot, capturing data from the initial discovery call through to Close/Won.
• Sales Playbook: Defined specific sales stages, "gates," and required data fields to create a repeatable motion for net-new business.
• CS Infrastructure: Implemented dedicated pipelines for renewals and expansions, ensuring all legal agreements and renewal dates were centralized and actionable.
• Tech Stack Integration: Integrated essential tools like ZoomInfo to streamline prospecting and data enrichment.
• Iterative Support: Provided high-level execution, pivoting based on feedback to ensure project visibility remained clear for the Noonlight leadership team.

The result

The operational overhaul led to immediate, quantifiable success across both Sales and Customer Success:

• Accelerated Sales Velocity: By April 2025, Noonlight had already closed more net-new deals than they did in the entire 2024 calendar year.The team noted that without the RevBlack playbook, this milestone would have likely been delayed by 3–4 months.
• Expansion Revenue: The Customer Success team achieved their largest quarter ever for expansion revenue, driven by the new visibility into account health and the communication pipeline.

Repeatable Motions: Transitioned from a "start from scratch" environment to a professionalized GTM engine with clear conversion rate tracking and stage-by-stage analysis.