Name: Cuvama
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Build vs. Buy

Are you ready to build your own value tool? A simple readiness check.

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 […]

Build vs. Buy

The running costs of a homegrown value tool nobody budgets for

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 […]

Build vs. Buy

Building in the platform vs coding your own app: which are you signing up for?

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, […]

Build vs. Buy

What does it really cost to build your own value tool with AI?

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 […]

Build vs. Buy

Can your buyer collaborate on the value case your AI built?

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 […]

Build vs. Buy

What’s the difference between a value tool, a value platform, and a value function?

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 […]

Edit with Elementor Ghada Build vs. Buy CRO, Value Leader Published 2026/08/13 at 7:57 am Focus keyphrase not set OK 0 4 Select Agent, artifact, app: what’s the difference and why it matters Agent, artifact, app: what’s the difference and why it matters

Build vs. Buy

Agent, artifact, app: what’s the difference and why it matters

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. […]

Build vs. Buy

What is Dust, and can your team build a value agent with it?

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 […]

Build vs. Buy

Can you build a value selling tool with Claude?

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 […]

Uncategorized

Why Your Stage-Based Sales Forecast Doesn’t Tell You Enough

Stage gates measure seller activity, not buyer commitment. See what a value-led forecast measures instead, and why CROs trust it more.

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The Cost of a Business Case That Isn’t in the CRM

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.

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Research vs Point of View: What Actually Wins the First Call

First calls fail from too much information, not too little. See why a point of view converts and research alone doesn't.

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Getting a Sceptical CRO to See Value as a Revenue Function

A CRO's "deal support" view of your value team is a rational read of the evidence. See what actually changes the perception.

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Why You Can’t Prove Your Learning Platform Cut Attrition

A CHRO asking for attrition proof isn't unreasonable. See why the hypothesis needed to be built before the programme started, not after.

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Why Your L&D Renewal Is Getting Cut as Discretionary Spend

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.

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The Value Leader’s Mandate Gap, and How to Work Within It

Accountability without authority isn't a failure to fix. See why it's deliberate design, and what a Value Leader can still control.

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How to Prove Your Value Program Drove the Win

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.

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What Happens When Reps Build Business Cases Without the Value Team?

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.

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Why do deals with strong champions still lose at procurement?

Procurement-stage losses are usually discovery failures in disguise. See why champions can't save a business case they didn't help build.

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Your Reps Have More AI Than Ever. So Why Are Early Conversations Getting Worse?

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.

Why Deals Die

The Shifts That Will Define AI in B2B Sales

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.

Why Deals Die

The Price of Getting AI Wrong in B2B Sales

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.

Why Deals Die

The Lies We Tell Ourselves About AI in B2B Sales

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.

Value Leaders Playbook

How Cuvama Aligns with Gartner’s AI Value Engineering Research

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.

Why Deals Die

Event Insights: Artificial Intelligence in Sales Discovery

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.

Why Deals Die

The Future of AI in Sales: The Hopes and Aspirations from 30 B2B Revenue Leaders

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.

Why Deals Die

Al in Sales Today: Breakthroughs and Bottlenecks from 30 B2B Revenue Leaders

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.

Why Deals Die

AI Gone Wrong: War Stories from 30 B2B Revenue Leaders

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.

Customer Stories

Value Champion: How RFGen Closed Their Largest Deal with Cuvama

In this interview, Bill Arban, Sales Executive at RFGen, shares how Cuvama transformed their approach to value selling.

Value Leaders Playbook

The Adoption Problem: The Cuvama Approach

In this post we share the Cuvama approach to solving the adoption problem. Across the B2B SaaS world, businesses, customers and CS teams in particular are tearing their hair out in order to drive ‘good adoption’ for the end-users. Why are 80% of sellers not adopting value selling? How can businesses better define and track good adoption?

Author: MG Gurbaxani

G2 REVIEWS

Leading the category,
Loved by sellers

Because deals that close in review, are shaped in the first meeting

Solution

Company

Author: MG Gurbaxani

G2 REVIEWS

Leading the category, Loved by sellers

Because deals that close in review, are shaped in the first meeting

Leading the category,
Loved by sellers