It’s time to usher in a new era of growth
The old divisions between sales, marketing and digital are over. Selling organisations need a customer-centric approach if they are going to thrive in an ecosystem where the buyer holds all the cards.
In this guide you will discover: why traditional marketing and sales techniques are no longer fit for purpose, the five ways marketing is set to change forever, and how marketing, digital and sales teams can align to serve a buyer journey.
The Momentum Customer Buying Index™ Series: Tony Miller
A vendor who helps is the vendor who sells. Tony Miller former Marketing VP at Disney and Marketing Director at WW, talks about how vendors who understand the context and can help him achieve alignment are those he would turn to first.
The Momentum Customer Buying Index™ Series: Brian Hayes
Reaching the status of trusted partner is something many enterprise sellers wish to achieve, but few actually do. 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.
The most important person you’re not talking to
The world of the CFO is constantly evolving. Dive deeper into the troubles that keep them awake at night, through to the new emerging types of finance boss – and prepare to engage with them on a level you may never have thought possible before.
Google, Oracle, Cloudera: The sales perspective
In this episode we bring together three sales leaders for their first-hand experiences in leading key accounts and the shifting enterprise buying cycles. They also share their thoughts on the role of marketing and how they’ve used account-based marketing to shift perceptions, grow relationships and win bigger deals.
SAP: Setting up a global ABM Program
Danny Nail, Senior Director at SAP joins us to discuss setting up a global account-based marketing function and establishing a group-wide centre of excellence.
Oracle: ABM + Customer obsession
In this episode we’re joined by Andrew Court, Senior Director of Cloud Transformation & Innovation at Oracle, to explore how Oracle have advanced their account-based marketing program a decade on, to include the post purchase journey, building advocacy and customer communities
Bringing agility to enterprise
Being first to respond to a market opportunity is a fundamental in any successful growth strategy. But how do you get that first-mover advantage? This report details the steps you can put in place to align your resource internally and accelerate impact.
How to scale your ABM program
Carried out a pilot ABM program that has yielded better-than-expected results, but not sure of your next step? Read this report to find out how to scale up your efforts to multiple accounts in a way that replicates your success stories.
Market Trends Report: Autumn 2019
How can sales and marketing teams succeed in an ever more complex customer buying process? Discover the answer in this exclusive report and find out the steps you can take to ensure your marketing team continues to be a dynamic growth driver for your organization.
Joint go to market with partners
Vendors are having to find new ways to provide value to their enterprise customers. Discover how the right partnering strategy can cement your client relationships and help drive and scale your ABM efforts.
Baker Hughes: Balancing short-term and long-term growth
In this episode we’re joined by Ryan Almond, Global ABM Leader at Baker Hughes, to discuss the importance of understanding short-term needs and knowing how this plays into a medium-to-long-term strategy.
The Customer Buying Index™ Series – An Expert View: Dowshan Humzah
Being provocative can earn you the deal. In this episode of The Customer Buying Index™ series, Dowshan Humzah, Independent Board Director and Transformation Specialist, shares that vendors who have a clear vision for the future and that are always demonstrating the art of the possible, are closer to earning themselves a trusted partner status.
The Momentum Customer Buying Index™ Series: Andy Simpson-Pirie
The role of the CTO has changed. Former CTO at Lloyd’s Banking Group and Zürich Insurance Group and now CTO Cyberfort Group, Andy Simpson-Pirie describes how his role has changed, what this means for vendors looking to create partnerships and how having an insight-driven understanding of business is the key to success.
The Momentum Customer Buying Index™ Series: Pete Markey
In this episode of The Customer Buying Index™ series, TSB CMO Pete Markey gives his tips on how C-suite enterprise buyers like to be sold to, including the importance of understanding the business you’re targeting.
FireEye: The role of tech in ABM programs
In this episode we're joined by Marlowe Fenne, Head of ABM at FireEye and former account-based marketing leader at Cisco, to navigate through the martech stack and look at how successful programs are applying tech to ABM.
Growing accounts in banking
What’s the role of account-based marketing in the banking sector? In this episode we’re joined by Catherine Walker, Global Head of B2B Digital Marketing Channels, of HSBC to talk through how banks can leverage ABM principles to advance their relationships, use marketing automation platforms and develop their approaches to key account growth.
Finastra: building operations to create customer value
We’re joined by Michael Sperger, Chief Operating Officer Americas Enterprise at Finastra, to discuss how organizations can ensure their day to day operations can drive maximum impact – both for their customers and their business.
Microsoft: Driving growth through change
In this episode we are joined by Carrie Holmes, Director of Strategic Marketing at Microsoft, to discuss the ways her team are transforming how they engage customers, strengthen internal buy-in and bring increased velocity to their business.
Adobe: Competing in the Enterprise
Featuring John Watton, Senior Director of Enterprise Marketing at Adobe, this episode covers strategies Adobe is adopting to expand into new marketing, increase relevance with enterprise accounts, and ultimately build account-based experiences
ITSMA: Where next for Account Based Marketing
In this episode we’re joined by Bev Burgess, author of A Practitioners Guide to Account-Based Marketing (ABM), to talk about the future for ABM, where it’s heading and how it’ll continue to gain traction.
Fujitsu: ABM becoming business as usual
In this first episode we’re joined by Andrea Clatworthy, Head of Account-Based Marketing (ABM), EMEA at Fujitsu, to explore how ABM is moving from an island to business as usual.