Drive client-centricity
Aligning go-to-market teams on strategies that increase client proximity
Ideal for:
Account-based strategies are increasingly critical for success in today’s market. Our latest CBX data reveals that 49% of clients now find it more difficult to make investment decisions, up from 45% in 2022. Clients are demanding differentiated insights, greater senior attention, and support in building the case for change.
As clients rationalize their service providers, the average number of 'trusted providers' has decreased, emphasizing the importance of strong, trust-based relationships fostered through client-centric approaches.
Furthermore, the race for client preference is intensifying. Nearly 75% of clients identify their preferred provider before the shortlist stage, yet they are evaluating more potential providers. This illustrates the critical role of proactive, client-led growth strategies in securing revenue and cultivating long-term partnerships.
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of clients now find it more difficult to make investment decisions
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of clients identify their preferred provider before the shorytlist stage
Five steps to putting clients first
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1Diagnostic
Assess growth strategy, existing account base, and client growth capabilities.
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2Strategy
Develop roadmap and account-based strategy to drive sustained growth.
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3Enablement
Equip sales, marketing and partner teams with dedicated learning program.
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4Execution
Implement strategy and roll out key initiatives with direct teams and strategic partners.
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5Value realization
Measure success through improvements in relationships, reputation, and revenue.
Go all-in in accounts
Our Client Marketing Framework helps orient marketing strategy, resource allocation, programs, and activation against your priority accounts. It provides focus for high-impact marketing motions to drive account growth and embed a strategic client development culture.
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Closing the ‘ABM gap’ in financial services
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Highlights from Rethink ABM – New York
In October, over 140 senior marketers joined us in New York City to explore the seismic shifts in enterprise buying behavior.
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How to build a transformative client listening program
Sarah DeFreitas, Momentum ITSMA’s Executive Director of Research, shares seven steps to driving strategic decisions based on client feedback.