Sharpen client experience

Increase differentiation and improve the client experience.

Ideal for:

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.

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.
There is no way that any other partner would be able to do this type of work.

Wendy Smith
Managing Director of Strategic Marketing, State Street
Major account sales is quite a brutal environment, and often people get fairly overwhelmed by that. I was prepared to let them work with me directly with account teams.

Michael Avis
Senior Director, EMEA Marketing, Oracle
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
Momentum is a strategic growth consultancy. They are partners, always bringing additional value to the table with deep knowledge and bringing innovation in their approach.

Danny Nail
Global Head of ABM, Salesforce

Podcast CMO

The client-centric playbook

In this episode of The Client-Centric CMO, Hewlett Packard Enterprises' Chief Marketing Officer, Jim Jackson, shares how 25 years of experience have shaped his customer-first approach to driving marketing transformation and growth.
Research Account-Based Marketing

The best of ABM is yet to come

A first look at Momentum ITSMA's 2024 Global Account-Based Marketing Benchmark report.
Perspective Account-Based Marketing

Five reasons to rethink ABM

Over the past 20 years, B2B marketing has shifted dramatically towards greater client-centricity.