Pando Scales their ‘Value-based Discovery’ Sales Approach with Cuvama
September 14, 2022 | Written by Leyre Iniguez
- Pando chooses Cuvama to scale the effectiveness of their value discovery teams across the APAC and North American markets.
- The team feels empowered with an easy-to-use solution to drive value conversations with prospects and engage stakeholders to build value-based sales discoveries.
- Value articulation also expanded to marketing efforts, with Reps using Cuvama to create a ‘prospecting’ value hypothesis.
Pando announces that it has signed a new contract with B2B SaaS customer value management solution provider Cuvama. Pando is a global leader in supply chain technology and the platform of choice for order orchestration and fulfilment across Fortune 500 manufacturers, retailers, and logistics companies globally, with a presence in Southeast Asia, Middle East, and North America.
Cuvama has been selected to provide the Value Discovery (Pre-sales) team at Pando with a simple and collaborative process to quickly scale value discovery conversations early in each sales cycle. Pando’s existing in-house excel-based ROI did not satisfy the need for a user-friendly, collaborative, and scalable value discovery tool.
“While other tools we evaluated focused on ROI calculation, what attracted us to Cuvama was their emphasis on discovery. It enables our salespeople to shift conversations away from purely a financial exercise, to now being able to explore business challenges, then align on outcomes and value they want to achieve from the Pando platform“.
The Pando team was seeking a solution that would codify and structure their value propositions, with zero training required for existing or new team members. Time to value has also been rapid, with Pando going live across APAC and NA within 4 weeks of contract signature.
“Cuvama exceeds my expectation in terms of a value-discovery solution that would be flexible, easy, and self-serve to configure. At our early stage, the Pando value model evolves continuously, and we needed a tool that would evolve seamlessly with us,” said Deepti Khemka, Pre-sales Director NA at Pando.
“Upon first speaking with Pando it was exciting to hear their strong belief in value-based selling. However, they realised they lacked infrastructure to execute this consistently and at scale as they grow. We’ve partnered with them to address those exact issues,” said Alex Smith, Co-founder at Cuvama.
Cuvama is the first native customer value management (CVM) platform that evolves the buying and selling experience for B2B technology companies. Each Cuvama module spans a part of the customer journey, enabling SaaS businesses and their customers to match product capabilities to desired customer outcomes. This results in improved sales performance and customer adoption and value realisation for business. The Cuvama platform customer base spans B2B SaaS businesses headquartered in the UK, US and Europe.
Pando is a global leader in supply chain technology, building the world’s fastest, and highest ROI-driven order orchestration and fulfilment platform. Pando is the partner of choice for Fortune 500 enterprises globally, with a presence across APAC, Middle East, and US.