CHALLENGE

To build a key-account marketing program across 300 accounts in EMEA and Asia to cement relationships and create brand ambassadors from stakeholders in key accounts to drive internal consumption.

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“We found that Momentum can help us enormously in both short-term and long-term scenarios. That's where the strength really comes from, it’s being a specialist in ABM and understanding what we need. With Momentum we get a partner, a partner that we can trust.”

Michael Avis, Senior Director, Global Key Account Marketing, Oracle

APPROACH

Develop strategies to engage Oracle’s key customers through meaningful account experiences and content co-creation on the way to building a C-suite community of brand ambassadors.

DETAIL

Step 1: Create value propositions and messaging to ensure customers can communicate the value to internal stakeholders and drive-up consumption.

Step 2: Understand customer sentiment by monitoring the signals to understand the health of the relationship and ensure customers perceive value from the use of services.

Step 4: Drive increased service use, new users and additional service use.

Step 5: Align to the customer’s agenda, leverage their success in the market and amplify this success to their peer-to-peer network.

IMPACT

We worked on hundreds of accounts to drive up consumption and have influenced more than $13bn in revenue. Oracle’s win rate is 5x higher when we are involved in the process. We have also developed advocates in 90 accounts.

250

Accounts

30

Strategic topics

100

Sales and marketing colleagues

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