Growth insights, reports, and news for you

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.

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. 

We work with Unisys to take insight from clients and turn it into action, to help drive loyalty and growth across their key clients. 

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.

Securing and retaining strategic accounts can be challenging, especially in complex industries like life sciences.

Vodafone wanted to reposition themselves from a tactical mobile provider to strategic communications partner in the enterprise market. 

Arvato Financial Solutions, a global provider of payment and credit management solutions, sought to launch a formal key account program following an organizational restructure. 

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. 

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.

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.

The latest Client Buying Index research shows buyers are sceptical and treading carefully. What does that mean for marketers?

Key highlights from our annual Client Buying Index (CBX) research, and the implications of buyer behaviors and preferences for APAC.

Understand buyer behavior and preferences through key highlights from Momentum ITSMA's annual Client Buying Index Research.

Key Account Management could see your growth double – but watch out for these four lesser-known pitfalls.

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.

Find out how to implement a successful program in the hybrid working world and avoid the common pitfalls that can stifle growth.

Arvato's Will Green discusses the evolution of Key Account Management in the business and how to build a world-class key account program.

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.

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.

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...