Case Study: JAGGAER drives value-led discovery selling with Cuvama

JAGGAER Switches to Cuvama to Drive a Discovery-Centric Approach to Value Selling

JAGGAER, a leading provider in the procurement and supply chain technology industry, sought a better way to differentiate itself in a competitive market and justify its unique value to clients. Their challenge was moving beyond product-focused conversations to having outcome-focused discussions that demonstrated tangible value. Their initial value tool was complex and poorly adopted, so they turned to the vendor Cuvama for a more effective solution.

Cuvama provided its Customer Value Discovery platform to guide JAGGAER's sales reps in having collaborative, discovery-centric conversations with prospects. The solution focused on uncovering customer pain points and connecting them to the outcomes JAGGAER's solutions could drive. As a result, JAGGAER was fully implemented on Cuvama within a month and anticipates much higher sales team adoption rates and a substantial impact on its ability to win and retain more customers.

JAGGAER

Francesco Colavita

Global Vice President PreSales Consulting