From Pilot to Scale: Selling Robots into the Warehouse A Lunch & Learn with Cody Upp, Chief Commercial Officer, Vecna Robotics

**From Pilot to Scale: Selling Robots into the Warehouse**
*A Lunch & Learn with Cody Upp, Chief Commercial Officer, Vecna Robotics*

A successful demo doesn’t guarantee a sale. What makes a customer invest in robotics—and expand beyond the pilot?

Join the MIT Sloan Robotics Club to explore the business of robotics: enterprise sales, customer ROI, and scaling adoption.

**About Vecna Robotics**

Vecna automates warehouse operations with autonomous forklifts, pallet jacks, and software coordinating people and robots. Its CaseFlow deployment at GEODIS reportedly doubled picking throughput. The company announced $31 million in new funding in September 2026, with investors including Tiger Global and Drive Capital.

**About Cody Upp**

Cody brings over a decade of supply chain and warehouse technology experience. Before becoming Vecna’s CCO, he led commercial efforts for Zebra Technologies’ warehouse automation business and held leadership roles at 6 River Systems and Numina Group.

**What We’ll Discuss**

- **Closing the deal:** Who buys warehouse robots, and what gets them to say yes?
- **Proving ROI:** How do you turn technical capabilities into a compelling business case?
- **Scaling adoption:** What separates a one-off pilot from a multi-site rollout?
- **Building your career:** Where can MBAs add value in robotics GTM and commercial leadership?

Bring your questions. No technical background required.

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