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The latest stories, blog articles, white papers, webinars and news from the Cuvama team
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Blog | April 12, 2022
Transforming to a Customer Outcomes-based Culture
The Hidden Cost of Poor Discovery
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 welcomes Saagar Sinha as Customer Success Director
Cuvama today introduced Saagar Sinha as its new Customer Success Director. “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.
Transforming to a Customer Outcomes-Based Culture
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 recognised as a CVM platform in a 2022 Gartner® report
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.
We meet Leyre Iniguez
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 Customer Story
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, the first native Customer Value Management Platform, raises £1.1M
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.
How Cuvama supports 7 levels of discovery skills
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.
Recording: 7 levels of discovery skills
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.
Value is the language of consensus
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 announces partnership with Intrinsic Executive Search
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.
How fast can you teach your sales team a new language?
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?
The B2B sales world has changed forever, full stop
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?
White paper: 4 simple ways to sell on outcomes and ignite your B2B SaaS growth
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.
How to Make Your Revenue Growth More Predictable
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…
Fail Friday (and learn fast!)
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…
It’s all about consensus
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…
It’s time to empower SDR’s
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….
HOW TO FIX CUSTOMER SUCCESS …
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…
White paper: CRM needs to evolve: CVM is the new CRM
A Customer Value Management (CVM) white paper by Cuvama that talks about the evolution of CRM, CVM strategy and why CVM is important now.