Andrew Geisse is Chief Revenue Officer at Pallet, which builds AI workforce automation for the roughly $12 trillion logistics industry (about 700% revenue growth in under two years on $50M raised from General Catalyst, Bessemer Venture Partners, and Bain Capital Ventures). He has made a career of walking into roles he wasn't technically qualified for and putting structure around the chaos: nearly a decade at Deloitte as a consultant, then almost seven years at DocuSign — starting in product marketing and moving through sales and sales-strategy roles through its 2018 IPO — followed by leading North America sales at Reputation. A self-described math major who has 'become dependent on Excel,' Andrew's core belief is that most go-to-market motions fail not for lack of data or strategy but because teams aren't honest about what's actually happening — in POC scoping, in usage-based pricing, and in annual planning.
“It's exciting to step into a new place, a new environment where I'm not necessarily the expert, and try to figure it out with the team.”
“A lot of that time is absorbing as much information as possible, and marrying those two perspectives together to formulate what you think is the truth about what is actually happening.”
“Only when Pallet gets that 100% right do we charge our customer — and that drives us to be as accurate as possible.”
“If we misstep on that first project, we almost certainly lose the right to compete for the next one.”
“MIT put out a study that said something to the effect of 95% of AI deployments failed. In my world, in freight and logistics, my guess is that it's way higher.”
“Where's my stuff is the most common email across all of freight, no matter what type of company you are.”
“I don't mention this in sales cycles because it's just not a believable stat, but our proof-of-concept success rate is basically 100%.”
“The implementation team coming pre-sales means we, the salespeople, don't do something crazy and over-promise in the sales cycle.”