Cuvama resources
The latest stories, blog articles, white papers, webinars and news from the Cuvama team
Stage gates measure seller activity, not buyer commitment. See what a value-led forecast measures instead, and why CROs trust it more.
A strong business case on a BVE's laptop is invisible when the deal needs it most. See the real cost in complex Financial Services deals.
First calls fail from too much information, not too little. See why a point of view converts and research alone doesn't.
A CRO's "deal support" view of your value team is a rational read of the evidence. See what actually changes the perception.
A CHRO asking for attrition proof isn't unreasonable. See why the hypothesis needed to be built before the programme started, not after.
L&D renewals lost to budget cuts usually broke at the original sale. See where the value story needed to include the CFO from the start.
Accountability without authority isn't a failure to fix. See why it's deliberate design, and what a Value Leader can still control.
Attribution isn't a dashboard problem. It's a timing problem. See why in-deal evidence changes what a CRO credits, and a report never does.
A rep-built business case isn't a weaker version of the real thing. See why it signals something worse to a CFO reviewing vendor risk.
Procurement-stage losses are usually discovery failures in disguise. See why champions can't save a business case they didn't help build.
Your reps are more "prepared" than ever. Buyers are disengaging faster than ever. Saagar Sinha breaks down the credibility gap that AI is quietly widening in early-stage B2B sales conversations and what leading revenue teams are building to fix it before it costs them pipeline.
Three workshop groups. Three shifts. None of them fully solved. Here's what 25 revenue leaders said has to change about AI in B2B sales - and why most teams haven't moved yet.
Three prices. Three commercial consequences B2B sales teams are already paying. Deals that never close. Performance gaps that stay hidden. Deal sizes that keep shrinking. Twenty-five revenue leaders sat in a room in London and mapped all three.
Three lies. Three assumptions most B2B sales teams are still acting on. Deploy AI, team gets better. More research, better discovery. Value is in our DNA. Twenty-five revenue leaders sat in a room in London and called all three out.
Discover how Cuvama’s Discovery and Business Case tools bring Gartner’s vision for product embedded value engineering to life for B2B SaaS and AI vendors.
Cuvama and Genius Drive hosted 25 B2B sales and value leaders in London to explore the good, the bad, and the real-life use cases shaping how sellers and buyers engage.
Part 3 of a 3-part blog series looking at the future of AI in B2B sales. Based on insights from Cuvama’s NYC event, this post captures what 30 B2B revenue leaders hope AI will do next - and what’s needed for it to truly become a partner in value-led selling.
Part 2 of a 3-part blog series exploring the current state of AI in B2B sales. Based on insights from Cuvama’s NYC event, this post uncovers where AI is genuinely adding value - and what’s still getting in the way.
Part 1 of a 3-part blog series unpacking real-world AI misfires in B2B sales. Based on insights from Cuvama’s NYC event, this post explores what happens when AI goes wrong - and what sales leaders need to do differently to get it right.
In this interview, Bill Arban, Sales Executive at RFGen, shares how Cuvama transformed their approach to value selling.
In this post we share the Cuvama approach to solving the adoption problem. Across the B2B SaaS world, businesses, customers and CS teams in particular are tearing their hair out in order to drive ‘good adoption’ for the end-users. Why are 80% of sellers not adopting value selling? How can businesses better define and track good adoption?
In this interview, Kevin Male, Director of Commercial Strategy and Value Engineering at Zellis, shares his journey of introducing and scaling value selling across the organization.
Cuvama, the leading Value Selling Platform that empowers B2B sales and customer success teams to discover, sell and deliver value, today announced it has raised $2.75 million in a seed funding round.
Of all the go-to-market investments a B2B SaaS business can make, there are few that will deliver the business impact of increasing a sales team's adoption of Value Selling. Read our latest research and guide on why adoption is so important and how to scale Value Selling across your sales team.
Announcing the industry's first ever research report into the adoption and impact of value selling. Cuvama, Genius Drive and the Enterprise Value Collective partnered to survey over 100 B2B SaaS companies to create Value Selling's first benchmarks.
In this webinar with Genius Drive we reveal our latest research into the adoption and impact of value selling. Over 100 B2B SaaS companies participated in our study, allowing us to produce the first ever value selling benchmarks.
Cuvama offered JAGGAER a unique solution compared to their existing value tool. It focused on enabling reps to collaborate with prospects to discover their challenges and connect them to the outcomes JAGGAER’s solutions can drive.
Deals are won or lost in discovery. But how do you ACTUALLY ensure you or your team do discovery consistently well? In this webinar with Great Demo we cover how to enable your Sales Team to execute great discovery, every time.
Today, companies are bombarded with potential solutions from B2B companies for every part of their business. The trouble is, they all sound the same. The solution? To sell, deliver and reinforce value to customers (aka Customer Value Management).
You don't want to miss this eye opening discussion about the future of Value in SaaS. Tom Pisello (Founder of Aliean, ex-Chief Evangelist at Mediafly & now founder of Genius Drive) shares what he's seeing in the market and his thoughts on what comes next.
This report shares the insight from Cuvama’s research into why B2B SaaS sales reps struggle in discovery (despite investment in training, enablement and methodologies).
RFgen adopts Cuvama to implement outcome selling. Cuvama works to evolve RFgen’s sales methodology and customer buying process, enabling their sales team to discover a prospect’s burning pain and connect that to the outcomes their leading solution can provide.
This interview and accompanying blog with Peter Cohan, Founder of Great Demo!, covers how to avoid the number one reason for deals ending up in No Decision; reps failing to uncover Critical Business Issues.
PROS Holdings, Inc., (NYSE: PRO), a leading provider of AI-powered SaaS pricing, CPQ, revenue management, and digital offer marketing solutions, announces its strategic partnership with Cuvama, a revolutionary Customer Value Management solution
Don't miss our ultimate guide to MEDDPICC. In this guide we provide a comprehensive overview of the most popular sales discovery methodology to help you implement it.
Listen to Cuvama's interview with Dan Head about why Sales Discovery is the number one reason why a sales team is inefficient, unproductive and loses deals.
Implementing value selling across an entire team isn’t easy, which is why we created the Cuvama Value Selling Framework.
Is your B2B SaaS sales team struggling? Value selling may be the solution. We explain what value selling is, how to do it right, and how not to do it.
3 tips for getting your whole sales team to perform good discovery consistently and at scale. We argue why performing good discovery is critical and provide practical tactics to transform to a selling value outcomes business, not products.
With the explosion of enterprise B2B SaaS solutions in the last 15 years, there has been a shift in power from the SaaS vendor to the customer. Customers can buy more easily, churn more easily, and they need to see value 24 x 7. This led to the birth of a deliberate focus on Customer Value, and a new category called Customer Value Management.
MEDDPICC is arguably the most widely adopted sales framework within B2B sales. Find out how you can implement and scale MEDDPICC in across your sales team.
Cuvama is bringing clarity on the value drivers of Altrio’s product, Origin, so the Go to Market and Customer Success teams can sell and deliver value at scale.
Challenger reps are the top performers in B2B sales teams by a significant margin. But building a team of Challengers is easier said than done. Learn how to nail and scale the Challenger Sale across your team with Cuvama.
3 + 6 tips to maximise your salesreps efficiency selling the business value of your solution, rather than its features and functions. Includes Value Selling Do’s and Don’ts!
There’s truly no going back to the old world of meeting buyers and building relationships face to face. The B2B sales world has changed forever. Just as many industries, ‘enterprise’ software firms will also need to adapt to survive. How easy is for them?
It was the summer of 2015, and I was a smitten new Dad. But after a couple of weeks of sleepless nights, I was secretly delighted when I was asked to join this sales opportunity in California as the value engineer…
Our Delivery and Customer Success Lead Saagar makes sure that our customers get up and running with Cuvama in quick time and successfully sell and deliver on value.
In my previous life as a value seller, there were 2 core beliefs I liked to share around what constituted an effective business case or investment thesis: first that it was less, if at all, about the numbers...
Cuvama welcomes Toby Flenley as its new Sales Lead. “I’ve seen countless engagements where Sales teams struggle to uncover the true value of their solution with a prospect. I'm excited to join Cuvama because it solves that exact problem”, said Toby.
Watch this webinar to learn what are the 3 most common go-to-market mistakes to avoid when scaling your B2B SaaS start-up and how to overcome those.
Research shows that 75% of all SaaS start-ups fail. This article reveals actionable tactics on how to overcome the most common start-up go-to-market mistakes and explains the warning signs that your company may be experience them.
This ebook provides Seed and Series A start-ups with the frameworks they need to help them accelerate growth by enabling them to get away from selling solutions based on features and functions and start selling customer outcomes.
Cuvama partners with ArticulateIT to develop a new sales and marketing-support application that helps SaaS companies generate higher quality leads through early engagement on customer outcomes.
Cuvama’s unique customer-aligned Discovery-centric approach allows B2B businesses to elevate the customer value conversation. Cuvama is the last stage in the evolution of the buying and selling experience, contrasting to typical value selling approaches.
The complexity of B2B SaaS means that a variety of roles and skill sets are needed for any win. On a whim, I decided to see if I could draw a parallel between the roles played in a sales / pre-sales context in SaaS and those in football…
Cuvama announces partnership with Selling Outcomes to accelerate market adoption of outcomes-based selling. The teams will work together to support B2B SaaS vendors with their value transformation strategies.
Our product lead engineer Edgar keeps our tech running smoothly. His main focus is leading the development of Cuvama’s Platform, ensuring that it is scalable, reliable and performant.
Sales teams are often more concerned about “doing discovery” than about the quality of the discovery done. Ultimately, poor discovery costs your business money. It wastes your sales team’s time and resources and makes your entire business less efficient.
Cuvama today introduced Saagar Sinha as its new Customer Success Lead. “Having worked extensively in B2B SaaS, I can clearly see the need for the 360-degree Cuvama value management solution for Software companies and even beyond”, said Saagar.
Learn why embedding a customer success outcomes-based culture throughout your organisation will increase customer satisfaction and accelerate growth. The article also explores how to start the journey.
Cuvama was included as a customer value management (CVM) platform in the 2022 Gartner report, titled Help Your Buyers Realize the Value They Can’t—or Won’t—Measure to Drive Account Growth.
Our product marketing manager Leyre gets involved in many aspects of our business and has a wealth of B2B SaaS experience. Being our very first employee, she has been instrumental in developing the innovative solution that we offer today.
Zellis approached Cuvama to solve the challenge of how to transition from a features and functions centric sales process to an outcomes centric selling and delivery culture. We spoke to Zellis Chief Commercial Officer Tom Canning to find out more.
Cuvama has raised £1.1M in pre-seed funding. The round is led by New York based m]x[v capital. The funds will be used to raise market awareness for the CVM category, grow the Sales and Delivery teams and complete the integration between Cuvama and Salesforce.
We explain why discovery is so important in all B2B subscription sales processes and how to do it right. We explain in detail the 7 levels of discovery skills discussed by Alex Smith and Peter Cohan in a recent webinar.
Watch this on-demand webinar to learn where you and your team are on the 7 levels of discovery and how you can level-up the 80% with skills and support from technology platforms like Cuvama.
Buying groups are getting larger and more complex. Even smaller $50k SaaS decisions often involve +10 stakeholders. So if you’re a B2B seller and don’t have ‘guiding buyer consensus’ at the top of mind – then you’re probably toast...
Cuvama is pleased to announce a partnership with Intrinsic Executive Search Ltd, a leading SaaS Executive Search firm with operations in Europe and North America.
Almost every company I’ve worked at has struggled to replicate the capabilities of its rockstar sellers across the whole team. How can we take the attributes of consistent over performers and implant those skills and behaviors in the rest of the team?
There’s truly no going back to the old world of meeting buyers and building relationships face to face. The B2B sales world has changed forever. Just as many industries, ‘enterprise’ software firms will also need to adapt to survive. How easy is for them?
Discover 4 strategies for selling outcomes and learn how you can build them into your company’s processes to ignite your B2B SaaS growth: engage and sell on outcomes to help your customer buy, give you sales predictability and power your customers’ success.
CEOs and revenue leaders across enterprise SaaS all grapple with forecasting revenue numbers. Getting forecasts wrong means agitated investors and difficulty making strategic decisions. Leaders should be able to look at a pipeline and say that a deal has X chance of closing within X months...
I heard a great fail story this week from a CRO at a $100m ARR SaaS firm. The company had been going after one of the biggest deals ever with a pharmaceutical giant. The fit was fantastic and they had their most experienced, highest performing rep leading the campaign. The rep even had a long term relationship with the business executive sponsoring the project...
The attributes required for successful enterprise software sales in 2021 have changed radically. I’ve seen a seismic change in buying behavior in the last 18 months that has fundamentally changed the way we need to operate. That change is the growth in size of buying groups which are now twice or even three times the usual number…
I BELIEVE SDR’S ARE SET UP TO FAIL ... thrown under the bus of Sales and Marketing expectation. Put simply, Sales wants credible, qualified opportunity and Marketing wants to register as many SAL’s (Sales Accepted Leads) as possible. SDR’s find themselves in the challenging position of trying to please both parties with the result....
The attributes required for successful enterprise software sales in 2021 have changed radically. I speak from deep experience. I’ve seen a seismic change in buying behavior in the last 18 months that has fundamentally changed the way we need to operate. Its most likely that the customer relationship is starting on the wrong foot – with the wrong expectations...
A Customer Value Management (CVM) white paper by Cuvama that talks about the evolution of CRM, CVM strategy and why CVM is important now.
Start-up tech business Cuvama launches first native Customer Value Management (CVM) SaaS platform. CVM platforms drives revenue growth and predictability for B2B software businesses. UK-based Cuvama backed by Innovate UK grant.