Case Study: BetterCloud scales value selling and customer outcomes with Cuvama

BetterCloud - Customer Case Study

BetterCloud, a New York-based SaaSOps platform, faced challenges in scaling a tailored, discovery-first value selling methodology. Their existing spreadsheet-based system was cumbersome and outdated, and other tools they tried were too complex and inflexible for their rapidly evolving product. They needed a digital platform from a vendor like Cuvama that their sales team would actually use to systematize value across the customer lifecycle.

By implementing the Cuvama platform, BetterCloud gained a flexible, single source of truth for customer discovery that was easy for both value engineers and sales reps to use. This enabled them to scale value selling across their business without needing to expand their value engineering team. The implementation was remarkably fast, taking just twelve business days. Looking forward, Cuvama is integral to BetterCloud's plans for improving post-sales handoffs and tracking progress against customer outcomes to justify renewals and improve upselling.

BetterCloud

Mike Connery

VP Value Engineering