Growth insights, reports, and news for you

Buying is complex and trust is scarce – it’s time to rethink how we outperform in this B2B market.

With technology changing rapidly and markets in a state of flux, marketers have a lot to navigate, live up to, and prove.

Fujitsu, a leading IT services provider was seeking to transform marketing capabilities worldwide, aiming to expand into new geographies. 

In the ever-changing world of enterprise buying, alliance ecosystems are reshaping how businesses thrive and outperform others.

AWS aimed to enhance client penetration in greenfield enterprise accounts through a multi-geo program, successfully penetrating 20.5% of accounts within six months.

As a niche supplier, Swisscom had limited relationships including market context, competitive landscape, audience segmentation, and persona-based positioning. 

We helped State Street maximize its $2.6bn acquisition to launch a new client-centric solution and drive significant revenue growth.

In an environment where over 65% of business comes from existing customers, if you neglect customer satisfaction you are missing out.

Momentum ITSMA’s latest Client Buying Index (CBX) research reveals some fascinating insights about how the B2B buying landscape is evolving, with cautious buyers demanding more innovation and greater collaboration from their suppliers.

Insights into addressing the complexities of the proliferation of partner business models and the nature of partnering which has become increasingly multi-dimensional and challenging.

Over the last few years, the B2B tech industry has been buzzing with discussions about the shift from transactional partner channels to collaborative partner ecosystems. While the hype has often outpaced the reality, evidence suggests the concept is finally translating into tangible changes on the ground.

Julie Schwartz, Senior Vice President, Research at Momentum ITSMA, gets to know her new colleague, Phil Brown, Momentum ITSMA's Head of Go-To-Market (GTM) Consulting.

Our experts offer their perspectives on five major areas where B2B growth leaders should focus their efforts.

The truth is, nobody really likes a sales pitch. But what is a B2B marketer supposed to do when their whole job description is to lead people to buy what their company offers?

Marketers need to understand not just how customers want to engage with content, but when. The trickiest part? It changes throughout the buying cycle...

Forging a Clear Path for Growth, The Momentum ITSMA Customer Buying Index 2022, Wave 2 examines changes in enterprise buyer behavior during a time of economic uncertainty and marketplace disruption.

'Forging a Clear Path for Growth' outlines all of the findings survey and offers recommendations for solution providers and B2B marketers who seek to drive sustained growth.

In this report, we draw on the latest findings of Momentum ITSMA's [CBX® Research Study] to examine how these shifts are impacting your most important accounts.

People want to do business with people who are passionate. Even if it’s B2B, sharing a passion makes you more human. Here are ways marketers can drive growth during chaos...

In this article we will look at why there’s always opportunity for tech challengers and how they can thrive alongside the giants.

Buyer persona intelligence can equip you and sales with more objective and authoritative insights. Here are five things you should know about your enterprise buyer.

Myron Hrycyk of the Cabinet Office tells us what it’s like bridging the gap between public and private sector, and the unique challenges both sides face.

Find out more about how we used data from the spring 2022 wave of our Customer Buying Index (CBX) research to provide pointers to successfully navigating an economic downturn.

In our recent eGuide, The Power of Verticals, we highlighted the growing importance of vertical specialisation as a way to differentiate and protect margins. The IT channel is at the forefront of this trend. Over half of MSPs now specialise their services for specific industries, with healthcare, finance and legal being the most popular.(1) In this article we look at what is driving this shift and why it’s essential that vendors get aligned.