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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.
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).
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?
Cuvama is a pioneer in the nascent customer value management category, with a discovery-centric approach. "All B2B companies want to sell outcomes. Cuvama has built a unique CVM solution to do just that," says Dan Head, CRO at Braze.
“There’s so much opportunity to improve the way B2B organisations sell value and integrate it into their business processes and thinking. Cuvama is really at the front shaping the customer value management category”, said Tom.
Our Lead Solution Engineer David Beriev ensures the perfect fit between our customers’ needs and the Cuvama app. Get to know him better in this personal interview.
Jedox continues to invest in Cuvama to accelerate sales and remove the uncertainty associated with procuring software. New contract follows a successful year with sales cycles length reduced by 30% on average.
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…
GBuilder adopts Cuvama to further its focus on bringing value to its customers in the construction sector. Adopting Cuvama means that all sales reps will sell with confidence and ensure prospects understand the value that the GBuilder’s BIM solution can bring.
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.
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.
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...
ProCARE approached Cuvama to highlight to the C-suite of healthcare organisations the business value that ProCARE brings and this way accelerate sales. We spoke to ProCARE CEO and CRO to find out more.
ProCARE chooses Cuvama to highlight the value of optimising compensation for healthcare organisations. Early results demonstrate how ProCARE’s go-to-market strategy is becoming a game-changer with promising shorter sales cycles and business benefits.
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.