Geoff Wahl

Captain
DISC Type : SD

Managing Partner ~ Comms, Cloud, GenAI at ISG (Information Services Group)

United States

Overview

Geoff is a Managing Partner at ISG specializing in Comms, Cloud, and GenAI. An expert in building strategic GSI partnerships and driving go-to-market initiatives, he is a trusted C-suite advisor across numerous industries. Described by colleagues as motivated and skilled, he holds a BA from St. Lawrence University.

He previously served as the official business development liaison to investor Carl Icahn during his tenure at XO Communications.

Personality Overview

Dynamic But Sincere

Long-Term Thinker

Decisive But Calm

Reading between the lines and seeing beyond your words comes naturally to them.  They are very professional in their approach and can weigh multiple perspectives together. They exhibit a rare combination of being result-oriented but patient at the same time.

Topics They Care About

Generative AI Strategy
His current role and headline both emphasize a focus on advanced and generative AI, including recent AI launch partnerships with AWS.
GSI Partnerships
His profile highlights a core expertise in building and managing high-impact Global System Integrator (GSI) partnerships to accelerate growth.
Go-to-Market Execution
He has a proven track record of driving strategic go-to-market (GTM) initiatives for Global 2000 clients to exceed financial targets.

Media Appearances

Geoff has no verified media appearances

Work History

1-2025
Managing Partner ~ Comms, Cloud, GenAI at ISG (Information Services Group)
11-2021 - 12-2024
EVP Business Development & Strategic Partnerships at TechSee
10-2020 - 11-2021
Chief Revenue Officer (CRO) at CareAR, A Xerox Company
5-2017 - 11-2021
SVP Global Business Development at Xerox
7-2013 - 5-2017
EVP Business Development, Liaison to Carl Icahn at XO Communications

Education

1994 - 1998
BA from St. Lawrence University

More Information

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Exp : 24 Location : United States Job Level : N/A Designation : Managing Partner ~ Comms, Cloud, GenAI at ISG (Information Services Group)
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Insights For Selling To Geoff

During A Call Or A Meeting

DO's

  • During followups, use phone or text if needed, they should be fine
  • Focus on the results that your product produces, expect some strategic questions in return
  • Suggest clear next steps with confidence, don't be vague or hesitant

DONT's

  • Don't get into pricing discussions early on, steer conversation towards proven results
  • Avoid putting conscious effort into relationship-building
  • Don't focus too much on mutual contacts or bother about other stakeholders, focus on them

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Geoff is

  • Strong proof of impact and their conviction will matter the most, but they wouldn't want to act unilaterally either
  • Will you ever get a clear answer from Geoff

  • They will say no if they are not convinced but you will have to prompt them.

Insights For Deal Planning

    How fast (or slow) will Geoff move?

  • They will want to understand things well but can move fast once they have a clear picture.
  • Can Geoff take some risk or not?

  • They have good risk tolerance but are likely to think it through once or twice.

You And Geoff

Personality Compatibility


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