Pivoting to an account-based model at VMware

  • 5 min
  • 07 Jun 2024

We helped leading provider of multi-cloud software services VMware shift from covering 100,000 of accounts to build a cross functional approach focusing in on 2000 accounts to drive strategic revenue growth.

By taking ABM from a tactic to developing it’s go-to-market strategy, VMware was able to develop market leading client growth capabilities and drive significant efficiencies whilst maintain revenue growth. 

  • 300

    Sellers & marketers enabled 

  • 2k

    Accounts engaged with white glove experiences 

  • 100%

    Revenue retention amongst strategic accounts

Our engagement included shaping the strategy and coverage model, developing the playbook for the execution model, advancing key capabilities across ales and  marketing to evolve skills aligned to the growth plan. We’ve supported the execution across the strategic accounts with white glove experiences. Our ongoing advisory service has also supported the global governance.

With Momentum’s pedigree in account-based marketing and long standing partnership with VMware, it was a no brainer to partner with them on this strategic transformation of our go-to-market.



Chief Marketing Officer

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