Grow key accounts

Design, operationalize, and embed account-based programs. 

Ideal for:

It pays to invest marketing dollars in your existing client base. Our Client Buying Index surveys highlight that enterprises continue to show a marked preference for their existing solution provider. As many as 66% of strategic opportunities end in the lap of the incumbent. 

But there’s no room for complacency. In many cases, it’s negative rather than positive motivations that drive loyalty.

  • 72%

    of enterprises say the perceive high switching costs as a significant barrier to changing providers

  • 45%

    of those who go with a new provider describe innovation as the key driver for change

Five steps to key account success

  • 1
    Diagnostic

    Assess process, systems and capabilities, prioritize accounts, and benchmark performance.

  • 2
    Strategy

    Design and right size ABM strategy, together with implementation roadmap and program office.

  • 3
    Enablement

    Develop sales and marketing teams with integrated account development skills.

  • 4
    Execution

    Engage accounts with relevant and consistent experiences, with flight plans, content, and communications.

  • 5
    Value realization

    Optimize key account growth performance across relationships, reputation, and revenue.

Optimize and embed ABM across your business

Use our proven Account-Based Marketing Adoption Framework to evaluate the maturity of your key account programs, understand how they're performing across critical success factors, and prioritize areas for improvement. Together, we can ensure your Account-Based Marketing programs drive market-beating performance.

ABM adoption framework

  • I truly appreciate your guidance and support with this ABM plan. I’ve enjoyed learning more about modern ABM techniques and how they can be applied to support our business growth.

  • Core HR grey

    That speed and agility and creativity in being able to get up and running really helped.

    Gaynor Finlay

    Vice President of Marketing, CoreHR

  • Oracle grey

    It's a combination of the long haul and sometimes the short-term opportunities that come up. And we found that Momentum can help us enormously in both those scenarios, that's where the strength really comes from, it's being a specialist.

    Michael Avis

    Senior Director, EMEA Marketing, Oracle 

     

  • Statestreet grey

    Ultimately, it comes down to the impressive team that gave us the confidence. This is truly outstanding work by Momentum.

    Iulia Balan

    Managing Director, Head of Product and Account-Based Marketing, State Street 

  • Centrica grey

    The team have played an important role throughout the process of planning, launching and growing Centrica Business Solutions – from helping us initially develop a distinctive market story, through to building targeted vertical propositions, creating high-quality content assets, and delivering tools to enable our teams. Their support has been first-class throughout.

    Simon Farr

    Head of Marketing, Centrica

Key accounts

Momentum Pulse

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