JAGGAER Switches to Cuvama to Drive a Discovery-Centric Approach to Value Selling

Summary

  • Business Goal: JAGGAER sought a solution to differentiate itself in a competitive market by justifying and showcasing the unique value it brings to clients, both new and existing.
  • Challenges Faced: The procurement and supply chain technology industry is fiercely competitive and JAGGAER faced challenges in demonstrating the value of their offerings compared to competitors. JAGGAER needed a tool that enabled their reps to have an outcome-focused conversation that centered on value, rather than products.
  • How Cuvama Helps: 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.

Focusing on discovery, rather than rushing to ROI

JAGGAER is leading the Autonomous Commerce revolution, frictionlessly connecting buyers, suppliers, the internet of things (IoT) and partners across an AI-powered enterprise commerce network.

However, in such a competitive landscape, JAGGAER faced the challenge of demonstrating its value proposition. They realized they needed to align how they sold with the broader business conversation, discover challenges, and provide a justification for the unique value they could deliver.

JAGGAER initially adopted another value tool to drive this change. However, they encountered issues. Other tools were too complex,  poorly adopted by sales reps, hard to administer, and rushed to ROI, creating doubt with prospects. JAGGAER decided to look for another tool that better aligned to their value selling approach.

Cuvama stood out to JAGGAER because it focused on discovery and ease of use for reps. Cuvama guides sales reps to uncover a prospect’s pain, understand the impact of that pain, and then connect that to the outcomes a solution can drive.  It also promotes a collaborative approach to selling value – guiding reps to work with prospects to build their value story.

JAGGAER chose to switch to Cuvama and were fully implemented and using the tools within a month.

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“Cuvama was the natural choice for us. It’s truly unique in focusing on collaborative discovery to drive a value-based conversation.

Its emphasis on ease of use for reps means we anticipate much higher adoption rates among sales teams and a substantial impact on our ability to differentiate ourselves in the market.”

Francesco Colavita, Global Vice President PreSales Consulting at JAGGAER

“We are delighted to partner with JAGGAER in their journey towards elevating customer engagement and value selling.

Cuvama’s focus on guiding live conversations, uncovering pain, and selling outcomes aligns really well with JAGGAER’s objectives. We look forward to supporting them in winning and retaining more customers.”

Alex Smith, Cofounder at Cuvama

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About Cuvama

Cuvama is the Customer Value Discovery platform guiding Sales and Customer Success in live conversations to uncover pain, sell outcomes and reinforce success. The best B2B Go-To-Market teams know that customers don’t care about products, they want value. And they’re using Cuvama to ensure they are focused on selling and delivering value so they can win and retain more customers. For more information, visit: www.cuvama.com.

About JAGGAER

JAGGAER is leading the Autonomous Commerce revolution, a self-governing B2B commerce experience between buyers, suppliers, things (IoT) and partners. Over $500 billion worth of goods flow frictionlessly through our Enterprise Commerce    Network every year. Leveraging AI and machine learning, our intelligent procurement solutions provide enterprise buyers and suppliers smart-match recommendations that align buyer needs with supplier capabilities. Our solutions autonomously execute many of the repetitive, behind-the-scenes tasks required to facilitate enterprise commerce. We are Networked, Intelligent, Comprehensive and Extensible. We are over 1,200 employees strong, all focused on customer success. For more information, visit www.jaggaer.com  

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