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.

In my experience, Momentum ITSMA training and certification is the best training there is.

Andrea Clatworthy
Director, Head of Europe Marketing Transformation, Fujitsu
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
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
We get a partner that we can trust. Because in key accounts, it's commercially sensitive, it's really very sensitive from a relationship point of view between Oracle and its most important customers.

Michael Avis
Senior Director, EMEA Marketing, Oracle
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

Podcast CMO

Persistent Systems: Redefining growth with a client-first mindset

Chief Marketing Officer, Gurvinder Sahni reveals how a high "say-do" ratio, tech-driven innovation, and deep customer proximity have fueled 17 consecutive quarters of market-beating growth.
Perspective Executive relationships

How to interrogate a salesperson (cheat sheet)

I was recently asked this question: "I'm sitting down next week with a salesperson who's given me 30 minutes of their time. How do I make the most of this time? What questions should I be asking to tap into their account knowledge? What can I share in advance so they know what I'm after?"
Perspective Account-Based Marketing

Closing the ‘ABM gap’ in financial services

Account-Based Marketing (ABM) offers financial services firms a powerful way to deepen client relationships and achieve growth in a complex, competitive, and trust-driven industry. However, scaling it effectively is essential for long-term success.