Grow key accounts

Propel your key accounts to new heights. We’ll help you to design, operationalize, and embed account-based programs, so you outperform the market. 

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
  • 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

  • Arup joined Momentum to take one step closer to becoming a truly client-centric firm. During this time, our Client Team has grown and become established in providing client marketing... ensuring they put the client at the heart of their plans, engagement, and positioning activity. 

    Vicky Jones, Associate Client Teams Leader

    ARUP

  • Vodafone grey

    Momentum understands what it actually takes to deliver an integrated go-to-market strategy, and their ability to engage with all of the stakeholders in our business to drive things forward really sets them apart.

    Sam Hoyland, Head of Group Enterprise Marketing, Vodafone

  • V Mware grey

    This program has been game-changing, completely turning around the CIO’s view of how VMware can support them.
     

    VMware marketing team

  • MHR grey

    Successfully relaunching People First was a vital part of MHR’s growth strategy. Momentum's approach allowed us to address multiple objectives – internal education, thought leadership,  and sales enablement – in an integrated way, enabling us to achieve a huge amount in a short space of time.

    Anton Roe
    CEO, MHR