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The term Customer Buying Index refers to the way businesses across the globe are making purchasing decisions.

In the index we bring together ten years of experience and the latest data in one powerful analysis tool. Use our index to develop actionable strategies for revenue growth.
We provide a unique picture of who the buyers are in key markets, analysis of vendor expectations, behaviour, buying cycles share preferences around sales and marketing engagement.

It’s our view the separation of sales, marketing and digital will cease and everything will be aligned into a buyer journey of new business and renewals.

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Winning strategies to unlock growth

   Why it’s getting harder for customers to buy

   Which sales and marketing strategies are converting revenue?

   How can you become a trusted partner?

   How are buying cycles different by geography and industry sector?

   Which content strategies are resonating with customers?

   What do Key Accounts value from their vendors?

   Includes interviews from CxOs across the global 2,000

Download the latest report

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Webinars

The Age of Anxiety

We’re all tired of hearing the words “unprecedented disruption” when discussing the impact of Covid-19 on business. But, a recent survey of decision-makers around the globe suggests we may have actually underestimated how much the pandemic has affected the large enterprise. Read the full report for hard-hitting enterprise buyer data and key tips on how to build trust with your customers.

Strengthen resilience and accelerate transformation in Financial Services

The pressure for financial services to deliver has never been greater. But how can tech vendors help make this happen? How can they strengthen resilience while accelerating transformation? The answers can be found in this special financial services CBX Insight Event.

The Momentum Customer Buying Index® / Wave 3

The latest wave of Momentum’s Customer Buying Index takes insights from 150 C-level executives at the world’s largest companies about purchasing investments made in the past few months and how their buying process has shifted.

Insight informs
better strategy

Momentum is one of the world’s leading B2B growth consultancies and the pioneers of account-based marketing (ABM), servicing Fortune 500 clients across the Americas, EMEA, and Asia Pacific.

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With expert opinion from:

the latest Momentum Customer Buying Index report

Customer Buying Index® briefing

  Get the latest findings from our index
  Access remote interactive presentation for your team or event
  Custom formats available to include specific industries, markets, and audiences

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Stress test your key accounts

  Leverage the index to brainstorm specific growth challenges and opportunities
  Design a clear plan based on your proposition, account mix, industry coverage, and buying team audiences
  Create a remote sprint format with your marketing team

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Account hack

  Hands on working session with sales and marketing to unblock accounts
  Work through facilitated sprints of activity into accounts
  Identify patterns, build muscle and drive behaviour shifts

Expert opinions from enterprise CxOs

Podcast

The CMO perspective

Antonia Wade, Chief Marketing Officer at Capita dives into the third wave of the Momentum Customer Buying Index®. Antonia describes these latest findings as "a call to action" and this episode is a must-listen for marketing and sales leaders.

Podcast

Andy Simpson-Pirie: Insights from enterprise buyers

The role of the chief technology officer is in flux. Former CTO at Lloyd’s Banking Group and Zürich Insurance Group and now CTO Cyberfort Group, Andy Simpson-Pirie describes how his role has evolved, what this means for vendors looking to create partnerships, and why an insight-driven understanding of business is the key to success.

Podcast

Dowshan Humzah: Insights from enterprise buyers

Being provocative can earn you the deal. Dowshan Humzah, independent board director and transformation specialist, argues that vendors that have a clear vision for the future and demonstrate the art of the possible, are closer to earning themselves trusted partner status.

Podcast

Brian Hayes: Insights from enterprise buyers

Reaching the status of trusted partner is something many seek but few achieve. Brian Hayes, former Global Head of Transformation at HSBC and now Financial Service Industry Lead EMEA at VMware, gives his tips on how to build trust in a relationship.

Podcast

Tony Miller: Insights from enterprise buyers

A vendor who helps is the vendor who sells. Tony Miller, former Marketing VP at Disney and Marketing Director at WW, explains how vendors who understand context and can help him achieve alignment are those he turns to first.

Podcast

Pete Markey: Insights from enterprise buyers

TSB CMO Pete Markey shares his tips on how c-suite enterprise buyers like to be sold to, including the importance of understanding the business you are targeting.

“Now is the time for marketing to step up as an equal player in service of the client. Account-based marketing has been having a moment for a while, but this [survey] is a sudden call from clients saying, ‘we need ABM more than ever’.

“There is a lot of richness in this report. It’s a call to action for me: there are some urgent needs we should be addressing right now. It’s a great report.”

Antonia Wade, CMO, Capita

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