We raised our $27M Series B led by @generalcatalyst.
Grateful to our customers and team members who made a bet on us before it was obvious.
Sushanth Raman
59 posts
Sushanth Raman
@SushanthRaman
San Francisco, CA
Joined August 2010
- The best operators from my experience are not well rounded, well adjusted people. They are extremely spikey and have clear weaknesses. Startup success is all about a team of spikey people tripling down on their strengths.
- In the early stages of company building, velocity is everything. Making that key hire a month earlier, closing the deal this month and shipping the additional feature a week faster all compound. Be relentless about driving urgency and you’ll dominate the market.
- Most technical founders tend to neglect the importance of sales hires. High performing sales teams are just as important as high performing engineering teams. Invest a significant amount of time into hiring your first AEs. They'll set a critical foundation for revenue growth.
- For the last two and a half years, I've been working on Pallet. I'm excited to share what we're doing a bit more publicly:
- Since our Series B in May, we’ve been busy: - CoPallet is smarter than ever with Deep Reasoning 🧠 It’s the only AI that learns rules, checks its own work, and improves over time. - We’re going mainstream: Our first commercial is hitting TVs across the country. - Featured on
00:00 - If you want to work at a winning company, pay attention to the team's work ethic. At the best companies, you'll always find teams working late nights and weekends. Outliers outcomes stem from an outlier work ethic.
- Replying to @SushanthRamanWe’ve moved pallets and slept on warehouse floors. I’ve personally been in a vehicle chase to recover a stolen truck. That’s what it takes to build software that actually works in logistics.
- At one point we’ve literally had to chase a stolen truck in the middle of closing a contract with a client.We asked @SushanthRaman about the GTM strategy for Pallet. "Cold calling, believe it or not, is still very popular." "All of these companies are a bit skeptical of Silicon Valley technology companies." "I tell my team, you have to earn the right to talk about the technology."
00:00 - Replying to @SushanthRamanAt Pallet, we have a new kind of hybrid work: Work from our office, or our customer’s office. Our teams spend 1 week/month onsite seeing the edge cases, the hacks, the real workflows.
- Replying to @SushanthRamanWe raised our Series B just 7 months after our A because the opportunity is massive. $1T+ is spent on logistics back-office workflows. That’s 3x bigger than all of SaaS. If you want to build the future of logistics now’s the time to join us.
- Replying to @SushanthRamanWhat got us here? Extreme customer obsession. The only way to build enduring software is to know your customer’s work as well as they do. In a world where AI drives the cost of code to zero, grinding long hours is necessary, but not enough. You have to go deeper.
- Early on focus on building a repeatable sales motion over chasing revenue. We had two prospects that were ready to sign who would have tripled revenue. We turned them away because it would have deviated the focus of our product roadmap.
- Couldn't have asked for a better investor to partner together on transforming the logistics sector. Lots of potential in applying AI to digitize a lot of the workflow.Applied AI is unlocking a new era of productivity and resilience in logistics—an industry still constrained by complexity and manual workflows. That’s why we’re proud to lead Pallet’s $27M Series B and welcome @SushanthRaman and the entire team to the GC Famiglia as they
