Cuvama resources

The latest stories, blog articles, white papers, webinars and news from the Cuvama team

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Cuvama announces ProCARE as new customer

Cuvama announces ProCARE as new customer

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.

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Cuvama welcomes Toby Flenley as Sales Lead

Cuvama welcomes Toby Flenley as Sales Lead

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.

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ebook: From Start-Up to Scale-Up

ebook: From Start-Up to Scale-Up

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.

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What Makes Cuvama Different

What Makes Cuvama Different

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.

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The Dream Team

The Dream Team

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…

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We meet Edgar Ngwenya

We meet Edgar Ngwenya

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.

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The Hidden Cost of Poor Discovery

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.

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We meet Leyre Iniguez

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.

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Zellis Customer Story

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.

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Value is the language of consensus

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…

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How fast can you teach your sales team a new language?

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?

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How to Make Your Revenue Growth More Predictable

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…

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Fail Friday (and learn fast!)

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…

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It’s all about consensus

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…

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It’s time to empower SDR’s

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….

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HOW TO FIX CUSTOMER SUCCESS …

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…

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