A CRO hoped for 20-30% value selling adoption in some regions. Three years on, his sellers build a $25-30M value hypothesis in Claude and never log in.
Customer value management promised one thread from first call to renewal, but it stayed manual and rationed. Our CEO on why AI now makes it work.
Are you ready to build your own value tool? A simple readiness check. It depends which situation you are in, and the test is short. Build if the case only needs to survive one interaction, a few strong sellers on a handful of deals are the whole use case, and each of them is comfortable […]
The running costs of a homegrown value tool nobody budgets for A homegrown value tool rarely breaks all at once. It degrades. The math drifts from the model, nobody tracks who is actually using it, and the person who built it eventually leaves. None of those show up in the build estimate, because the estimate […]
Building in the platform vs coding your own app: which are you signing up for? These are two different commitments that share the same word. Building inside a governed platform means configuring your value model on a backend someone else keeps running. Coding your own app means owning that backend yourself, along with the drift, […]
What does it really cost to build your own value tool with AI? The tokens are the cheap part. The real cost of a homemade value tool shows up after launch, and it keeps recurring long after the build is finished. By the time you have paid all of it, you have opened an in-house […]
Can your buyer collaborate on the value case your AI built? Not in any meaningful way. An agent hands your champion a finished document. They can read it and agree with it, but they cannot get inside it to test the assumptions and make it their own. This is the first of the four gaps […]
What’s the difference between a value tool, a value platform, and a value function? A value tool produces one output for one deal. A value platform is the real backend and governed data that let that output survive and evolve. A value function is the discipline your team runs on top of that platform, over […]
Agent, artifact, app: what’s the difference and why it matters An agent is the conversation. An artifact is the thing the conversation hands you. An app is a system that keeps working after you close the tab. Confusing one for another is the most common mistake teams make when they build a DIY tool themselves. […]
What is Dust, and can your team build a value agent with it? Dust is a platform for building AI agents that connect to your own tools and data. Your team can build a DIY tool in it, and it will produce a real first version of the business case. It also runs out in […]
Can you build a value selling tool with Claude? Yes. If you point Claude at a deal, it will produce a first version of the business case, narrative and numbers together, that a seller can take into a discovery call. That first version is useful, and it holds up better than most skeptics expect. The […]
Stage gates measure seller activity, not buyer commitment. See what a value-led forecast measures instead, and why CROs trust it more.
A strong business case on a BVE's laptop is invisible when the deal needs it most. See the real cost in complex Financial Services deals.
First calls fail from too much information, not too little. See why a point of view converts and research alone doesn't.
A CRO's "deal support" view of your value team is a rational read of the evidence. See what actually changes the perception.
A CHRO asking for attrition proof isn't unreasonable. See why the hypothesis needed to be built before the programme started, not after.
L&D renewals lost to budget cuts usually broke at the original sale. See where the value story needed to include the CFO from the start.
Accountability without authority isn't a failure to fix. See why it's deliberate design, and what a Value Leader can still control.
Attribution isn't a dashboard problem. It's a timing problem. See why in-deal evidence changes what a CRO credits, and a report never does.
A rep-built business case isn't a weaker version of the real thing. See why it signals something worse to a CFO reviewing vendor risk.
Procurement-stage losses are usually discovery failures in disguise. See why champions can't save a business case they didn't help build.
Your reps are more "prepared" than ever. Buyers are disengaging faster than ever. Saagar Sinha breaks down the credibility gap that AI is quietly widening in early-stage B2B sales conversations and what leading revenue teams are building to fix it before it costs them pipeline.
Three workshop groups. Three shifts. None of them fully solved. Here's what 25 revenue leaders said has to change about AI in B2B sales - and why most teams haven't moved yet.
Three prices. Three commercial consequences B2B sales teams are already paying. Deals that never close. Performance gaps that stay hidden. Deal sizes that keep shrinking. Twenty-five revenue leaders sat in a room in London and mapped all three.
Three lies. Three assumptions most B2B sales teams are still acting on. Deploy AI, team gets better. More research, better discovery. Value is in our DNA. Twenty-five revenue leaders sat in a room in London and called all three out.
Discover how Cuvama’s Discovery and Business Case tools bring Gartner’s vision for product embedded value engineering to life for B2B SaaS and AI vendors.
Cuvama and Genius Drive hosted 25 B2B sales and value leaders in London to explore the good, the bad, and the real-life use cases shaping how sellers and buyers engage.
Part 3 of a 3-part blog series looking at the future of AI in B2B sales. Based on insights from Cuvama’s NYC event, this post captures what 30 B2B revenue leaders hope AI will do next - and what’s needed for it to truly become a partner in value-led selling.
Part 2 of a 3-part blog series exploring the current state of AI in B2B sales. Based on insights from Cuvama’s NYC event, this post uncovers where AI is genuinely adding value - and what’s still getting in the way.
Part 1 of a 3-part blog series unpacking real-world AI misfires in B2B sales. Based on insights from Cuvama’s NYC event, this post explores what happens when AI goes wrong - and what sales leaders need to do differently to get it right.