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Is Your Value Prop Losing You Deals? | Matt Darrow
Your team is proud of how the product works. Your buyers might be tuning it out.
Matt Darrow, co-founder and CEO of Vivun, learned that the hard way. His team built a sales reasoning model they say beats the frontier labs at a tenth of the cost. Buyers shrugged. Then they stopped explaining the tech and started talking about what it made possible: expertise, live, on the calls where deals are won or lost.
Before Vivun, Matt helped build Zuora's global pre-sales org through IPO, then rebuilt a product line's value proposition and doubled its ARR. When AI reshaped his market, he took his board…
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