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.

Lyndon and her team’s insight, vision, and laser focus on strategy execution in aligning customer executives meant we delivered our unique value proposition concisely and consistently to get a record-breaking business transformation deal over the line. She codifies that experience in this book and provides you with a step-by-step guide in how to inspire customers.

Ada Guan
Chief Executive Officer, Rich Data Co
Successfully relaunching People First was a vital part of MHR’s growth strategy. The results so far have been very positive. Momentum has allowed us to address multiple objectives.

Anton Roe
CEO, MHR
My mentor was absolutely incredible. He guided me through and offered super insightful feedback. This is a must have to put in your learning arsenal.
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
In my experience, Momentum ITSMA training and certification is the best training there is.

Andrea Clatworthy
Director, Head of Europe Marketing Transformation, Fujitsu

Perspective Key accounts

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.
Case Study Key accounts

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.
Case Study Key accounts

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.