Sharpen client experience

Increase differentiation and improve the client experience.

It is widely known that buyers conduct extensive research before reaching out to potential providers. The challenge now is that enterprises, equipped with powerful tools like generative AI, are researching and short-listing more potential providers than ever before.

Adding to the complexity, the buying journey is no longer a linear progression. In fact, three in four buyers admit to identifying their preferred candidate before even reaching the shortlisting stage. This shift underscores the importance of maintaining strong, always-on brand visibility to sharpen client experience.

  • 3.6

    possible providers researched in 2018

  • 9

    possible providers researched in 2024

Five steps to better pipeline performance

  • 1
    Diagnostic

    Assess factors behind wins and losses and analyze drivers of provider choice.

  • 2
    Strategy

    Map buying journey and develop targeted plays to increase win rates and grow deal sizes.

  • 3
    Enablement

    Develop proactive interventions for improved pipeline quality and opportunity progression.

  • 4
    Execution

    Drive targeted pursuits to accelerate buying processes and increase team effectiveness.

  • 5
    Value realization

    Evaluate improvements and effectiveness across pipeline velocity performance. 

Win with a consistent and comprehensive approach

Our Account Development Process helps identify your strengths and weaknesses across the account engagement journey – so you can make the improvements needed to accelerate client growth. 

Account development process
  • MHR grey

    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

  • Bain grey

    It's an honor to work with Momentum... it puts me in a completely different league of ABM-ers.

    Barka Pai

    Account and Industry Marketing, Bain & Company

  • 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

  • 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 

     

  • As one of the world’s leading consultants focused upon the rarefied world of enterprise-scale procurement decision-making, Momentum ITSMA has a unique perspective on this complex and increasingly business-critical, decision-making environment.

    Tim Birt

    Partner, Osbourne Clarke