Developing ABM capabilities for global technology firm

"Partnering with Momentum ITSMA has been transformative for our ABM strategy. Their expertise has helped achieve unprecedented growth and deepen our client relationships. We’re now better positioned to meet the evolving needs of our clients and deliver exceptional value." 

Senior Executive

Building momentum

In a rapidly evolving market, a major technology company faced the challenge of transforming its Account-Based Marketing (ABM) model to better meet the needs of its global clients. The current precision-marketing approach wasn’t fully delivering tailored customer experiences. To adapt quickly to changing client expectations and technology advancements, the company sought to enhance its ABM strategy to strengthen relationships and drive growth.

Our engagement

We worked closely with organization to develop and implement a comprehensive ABM transformation strategy. We focused on evolving the ABM model from precision marketing to a framework that delivered tailored experiences at scale.

Our strategy included:

• Delivering global best-in-class ABM training and enablement to elevate marketing teams’ capabilities.
• Developing scalable ABM lifestyle campaigns to ensure consistent and impactful client interactions.
• Utilizing deep data and intelligence to understand client needs and drive personalized engagement.
• Reestablishing confidence and collaboration with sales, through strategic alignment and a shared vision for client success.

Key outcomes

This transformation initiative delivered substantial growth and improvements in client engagement, business outcomes, team skills, and employee satisfaction.

• ABM team skill levels increased from 2.94 (basic) to 4.04 (advanced).
• 11% increase in employee satisfaction.
• $96 million in enterprise account renewal revenue.

The initiative contributed to documented marketing contributions and sales recognition in eight of the largest deals in the company’s history, and a record year in enterprise account renewal revenue. The success of the program not only strengthened existing client relationships but also established the company as a leader in innovative, client-centric marketing solutions.