Using CEO Mode to Catch Deal Risks

Right after adopting Rox, Pallet posted its best quarter ever, up across every single sales KPI, including net new business, rep quota attainment, and overall revenue.

The Company

Pallet is the AI platform purpose-built for supply chain leaders. Pallet works with some of the largest supply chain organizations such as Knight-Swift and Lineage, helping them with everything from planning to execution to running physical warehouses.

The sales motion is brutally complex. Every supply chain subsegment needs its own approach. So, Pallet reps focus on one segment, such as freight forwarding, shipping, or domestic trucking, which each require deep, personalized enablement. 

Scaling Fast & Losing Visibility

Pallet is growing from 5 reps last year to 40 this year, with dozens of complex deal cycles running at once.

Thus, it got a lot harder and harder for CEO Sushanth Raman to stay in the details.

"We were running two dozen or more of these complex deal cycles. It became so apparent that we started to see gaps in being able to track all the details. The biggest issue was I didn't understand the risks. Where were we not being as tight as possible on the security review? Where did we not build a clean business case? I just didn't have enough visibility into what was happening across the business."

Building vs Buying Revenue Agents

His team initially built internal tooling pulling in call transcripts, Slack threads, and emails to consolidate deal information. The system demo’d well, but no one could maintain it full-time.

"It's really easy to get something to 80% value. But when you want deeper insights at scale, our in-house solutions were just taking too long. The maintenance cost just accrues, accrues, accrues."

How Sushanth Uses Rox Every Day

• Personalized research: "Every time I have like 8 or 10 meetings a day, I just know what's top of mind for that decision maker on the other side."

• Pipeline and deal risk: Tracking the full state of pipeline across a fast-growing team and catching risks before they stall deals.

What Changed

Sushanth now uses Rox's CEO Mode every day to track pipeline across his entire org. CEO mode allows Sushanth to view his entire sales motion - every customer, deal, and activity rolled up into one place. 

Sushanth can now see deal stage, risk flags, and stakeholder gaps without pinging multiple team members. His team can see the same for their accounts. 

The impact:

• Staying in control from anywhere. Traveling in Europe while his US team ran deals back home, he didn't need to call anyone: "I knew exactly what the state of our pipeline was at any given point."

• Catching deal risk early. On a deal with a well-known manufacturer, Rox flagged a risk the buyer was assessing an alternative solution. Sushanth's team prepped a business case weeks ahead. When the objection hit, they were ready.

• Spotting weak champions. On another deal, Rox surfaced that the champion lacked authority to move it forward. Sushanth reached out to senior leadership and built the relationship before it became a blocker.

What's Next

Pallet is just getting started.

"We're getting Rox not just inside the platform, but personalized reports for everyone, proactive suggestions inside your Slack channels, pulling Rox into all the tools you already use. If you have these agents running on autopilot across all parts of your business, there's a ton of value to be unlocked."

The Result

Pallet's best quarter ever - across every sales KPI.

Rox is "a singular platform that will help you actualize rapid growth in your revenue team's productivity. It's a no-brainer to adopt, because it scales across every aspect of your operation, from opportunity creation to deal closing."

— Sushanth Raman, Founder & CEO, Pallet