Cuvama was included as a representative 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.
We believe that the findings and recommendations in this report are central to our mission:
- “Many technology providers are still not selling based on specific business outcomes or related value metrics, while fewer still help customers measure value realized after purchases.”
- “To help go-to-market strategy and drive account growth, product marketers must work with sales, product and customer success teams — and ultimately, their customers — to establish value metrics and help drive customer value realization after purchases.”
Cuvama exists because we believe that long-term subscription relationships start with discovering and connecting with the desired success outcomes of the customer. An end-to-end CVM enablement platform allows for a connected approach for both sellers and buyers.
We recognise the challenges associated with scaling a customer success outcomes methodology. Cuvama is a team of experienced B2B SaaS leaders across sales, pre-sales, customer success and product marketing. Our mission is to make it easy for B2B subscription companies to start with doing discovery right so driving consensus on success outcomes becomes their north star.
Alex Smith, co-founder of Cuvama, shared his thoughts on the report.
“We are delighted by the findings and the recommendations included in this report,” he says. “We consider sales, customer success, marketing and product all need to be aligned on how they deliver value and success outcomes to their customers — this is why we built Cuvama”
Alex points out some core principles to the Cuvama vision:
- Companies shouldn’t just measure value and success outcomes to prove what they have delivered. Instead, measuring success should also be viewed as critical to managing and increasing the success the customer has with your solution, as part of your customer success strategy.
- Sellers and customers should be empowered to define success outcomes and build value assessments collaboratively—rather than the seller leading the customer. They need a collaborative digital platform to support this.
Visit Gartner's website to download your copy of the report
Gartner, “Help Your Buyers Realize the Value They Can’t — or Won’t — Measure to Drive Account Growth”, David Yockelson, Paul Proctor, February 1, 2022.
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Cuvama is a customer value management platform that helps B2B software companies and their customers connect and differentiate at every stage of the customer value chain to create lasting relationships based on value and outcomes. Designed by a team of B2B software veterans, Cuvama empowers Sales & SDRs, Customer Success, Product & Marketing and Leadership teams so they can collaborate with customers to discover the value of solving their unique challenges.