Case Study: Zellis achieves 43% higher deal size with Cuvama

Zellis - Customer Case Study

Zellis, the largest provider of payroll and HR solutions in the UK and Ireland, faced a significant challenge in selling based on value rather than features. Their attempts, including value selling training and a custom Excel ROI calculator, resulted in low adoption. This led to a heavy, custom effort for each deal, inconsistent execution across the sales team, longer sales cycles, and poor price realization.

By implementing the Cuvama Customer Value Management platform, Zellis codified its value drivers into an easy-to-use web platform. This empowered their sales team to confidently conduct value-based conversations and collaborate with buyers on outcomes. Using Cuvama led to impressive results, including a 19% increase in win rate, a 35% increase in average selling price, and a 43% increase in deal size, while also accelerating new rep onboarding.

Zellis

Tom Canning

Chief Commercial Officer