Evolution of an ABM program

One of the biggest successes we've had is our partnership with Momentum. In particular, the thought process around the materials that we build together and the insights that we deliver back into the account team, again and again, have driven such incredible impact.

This program has been game-changing, completely turning around the CIO’s view of how VMware can support them.
 

Major account sales is quite a brutal environment, and often people get fairly overwhelmed by that. I was prepared to let them work with me directly with account teams.

It's a combination of the long haul and sometimes the short-term opportunities that come up. And we found that Momentum can help us enormously in both those scenarios, that's where the strength really comes from, it's being a specialist.

Successfully relaunching People First was a vital part of MHR’s growth strategy. The results so far have been very positive. Momentum has allowed us to address multiple objectives.