Growth insights, reports, and news for you
Latest posts
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Three ways to reap the benefits of ABM in Professional Services
In the first of a three-part series, we explore how to align ABM with your firm's strategy to transform client relationships and drive growth.
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Becoming Microsoft’s top performing business unit
Microsoft faced a critical juncture with a $54m pipeline shortfall. The imperative was to act swiftly to prioritize accounts, empower teams, and strategically engage for substantial revenue generation.
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Taking reputation insight to action in high value client accounts at Unisys
We work with Unisys to take insight from clients and turn it into action, to help drive loyalty and growth across their key clients.
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Pivoting to an account-based model at VMware
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 2,000 accounts to drive strategic revenue growth.
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Why key account growth should be about creating a win/win
Securing and retaining strategic accounts can be challenging, especially in complex industries like life sciences.
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Winning enterprise accounts at Vodafone
Vodafone wanted to reposition themselves from a tactical mobile provider to strategic communications partner in the enterprise market.
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Designing Arvato’s account-based program
Arvato Financial Solutions, a global provider of payment and credit management solutions, sought to launch a formal key account program following an organizational restructure.
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Winning big whale deals for Dell
Dell sought a targeted key account program to facilitate sales engagement, enhance relationships, and establish trust. We designed a program to challenge existing perceptions of public cloud.
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Establishing key account marketing at strategy at Kyndryl
Following IBM's decision to spin off its Managed Infrastructure Services unit into Kyndryl, we swiftly helped in certifying over 100 marketers. This established a robust ABM powerhouse, driving growth alongside complex business partnerships.
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A CBX guide: How to win over the cautious buyer
Winning over a cautious buyer isn’t about what solutions you have. It’s about how well you understand your client’s environment and how you use that intelligence to engineer a deal too good to pass up.
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Thoughts on the cautious buyer
The latest Client Buying Index research shows buyers are sceptical and treading carefully. What does that mean for marketers?
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On-demand webcast: How to win over the cautious buyer
Key highlights from our annual Client Buying Index (CBX) research, and the implications of buyer behaviors and preferences for APAC.
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On-demand webcast: Meeting the cautious buying team with confidence & conviction
Understand buyer behavior and preferences through key highlights from Momentum ITSMA's annual Client Buying Index Research.
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Four things you didn’t know about Key Account Management
Key Account Management could see your growth double – but watch out for these four lesser-known pitfalls.
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AKAM: Getting key account management right
Diana Woodburn, Chairman of the Association for Key Account Management, shares her insights about Key Account Management (AKAM) which she has learnt from over 20 years in the field.
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Key Account Management: How to get it right
Find out how to implement a successful program in the hybrid working world and avoid the common pitfalls that can stifle growth.
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Arvato: The world of Key Account Management
Arvato's Will Green discusses the evolution of Key Account Management in the business and how to build a world-class key account program.
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Why it’s time to abandon the marketing funnel
While the marketing funnel provides a measurement for success, it can also be misused. Here's why it might be time to abandon this model.
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The critical factor in building trust with key customers | Forbes
Customer trust is critical to the growth of key accounts but just as industries have changed faster than ever before since the pandemic began, so has the path for earning trust with key customers.
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Google, Oracle, Cloudera: The sales perspective
For this ABM Podcast episode, we bring you three sales leaders for their first-hand experiences in leading key accounts and the shifting enterprise buying cycles...