T-systems: Unlocking revenue growth
The role of the CMO continues to be crucial for businesses looking to grow. In this episode we’re joined by Katharyn White, Senior Vice President and CMO of T-Systems who shares rich insights into how the marketing function needs evolve and winning strategies to drive business growth.
ABM for 2021 | Enterprise buying in North America
Do you truly understand the buying process in your key enterprise accounts after the events of this year? If you don’t, then you’re not alone – because 2020 has changed everything about how those buyers approach making a significant investment decision.
The Momentum Customer Buying Index™ / Edition 1
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.
A wake up call for sales and marketing
Alisha Lyndon, founder and CEO of the growth consultancy behind the research, sat down with Antonia Wade, Chief Marketing Officer at Capita, to discuss the latest findings from 2020’s third wave of The Momentum Consumer Buying Index and find out why this marketing leaders thinks it’s a wake up call.
Consistency beats intensity
Long-term consistency beats short-term intensity, according to Bruce Lee who claimed it is exercising regularly that builds up strength and resilience. Here are Robert Hollier, Group Consulting Director and Partner at Momentum's thoughts on how this relates to B2B marketing, based on the latest wave of our Customer Buying Index™.
The five subjects keeping execs awake at night
As we head towards a new year and start to plan our thought leadership programs for 2021, we have been taking a temperature check of the subjects most under discussion by C-level executives.
The CMO perspective: CBI wave 3, 2020
The latest findings from this wave are a gauntlet thrown to sales & marketing - that's certainly the view from Antonia Wade, Chief Marketing Officer at Capita. Join us in this insight packed episode to hear more from the third wave of 2020's Momentum Customer Buying Index™, learn why your accounts are saying in this time they need ABM more than ever before and decipher which go-to market strategies will drive the biggest impact.
A moment of truth for b2b marketing – Part 2
In this episode we hear from Andy Simpson-Pirie CTO, Cyberfort Group and Keith Pranghofer, Director of ABM, Strategic Accounts, Microsoft as they unpack the Customer Buying Index™, a tool that brings together ten years of experience and proprietary research to provide a unique picture of who the buyers are in key markets and analyses their vendor expectations.
A moment of truth for b2b marketing – Part 1
In this episode we’re joined by Robert Hollier, Director of Consulting at Momentum, to reveal wave 3 of the Momentum Customer Buying Index™, a powerful analysis tool that brings together ten years of experience and proprietary research to discover how the post-pandemic virtual-first world has changed IT buying behaviour at the world’s largest companies – and how to respond.
Atos: Ten years in ABM
In this episode we’re joined by Neil Berry, Head of Global Account & Deal Based Marketing for FSI at Atos to discuss the shift from a pilot program to ABM a decade on. From storytelling to the use of digital, find out what’s changed as ABM has evolved.
ABM for 2021 | Pivoting your content to align in all stages of the funnel
Marketing to enterprise accounts in North America has always been complex, but the events of the last six months have made things even more challenging. That’s why in this exclusive webinar we’re joined by expert in account-based marketing and content alignment, Anna Abrell, to unpack her forensic understanding of content strategy.
ABM for 2021 | Engaging the c-suite
Engaging the C-suite has always been one of the main objectives of account-based marketing programs, but the events of 2020 have made building board-level relationships even more vital than ever. That’s why in this exclusive webinar we are joined by Pradeep UN, Director – Content and Experience at Microsoft – to explore the engagement tactics that work best with C-level contacts.
The Momentum Customer Buying Index ™ / Edition 3
The latest edition of Momentum's Customer Buying Index asked 150 C-level executives at the world's largest companies about how COVID-19 had impacted their world and reshaped their buying processes.
ABM for 2021 | Building an ABM program in a pandemic
Setting up an ABM program has always been challenging, but the events of 2020 and the disparate team structures that come with the wholesale switch to remote working has put even more of a premium on getting the fundamentals right. Watch this video for three tips to help you create a winning ABM program.
The moment of truth for b2b marketing
2020 has changed everything in the world of enterprise buying. Are your sales and marketing teams ready for the old world or the new? Download this guide and find out the latest data on enterprise customer buying behaviour, how the events of 2020 have shifted enterprise buying patterns, and the key to creating deep engagement and revenue growth in 2021.
Winning strategies to unlock growth in Financial Services
In this 45 minute webinar, with guests from State Street and Investec, you will hear how financial services organisations are being transformed by an account-based marketing approach, and how marketing and sales teams working across capital markets, investments, fintech, and regtech are powering their sales efforts with new growth marketing tools.
The Momentum Customer Buying Index™ Part 2
Hear from the buyers themselves; Pete Markey CMO, TSB Bank; Andy Simpson-Pirie CTO, Cyberfort Group; Dowshan Humzah, Board Advisor; Brian Hayes FS Lead, VMware; and Tony Miller Marketing Director, WW. Hear the panel unpack the index, a powerful analysis tool that brings together ten years of experience and proprietary research to provide a unique picture of who the buyers are in key markets, their expectations, and buying cycle patterns and preferences.
The Momentum Customer Buying Index™ Part 1
In this episode of the Account-Based Marketing podcast, we reveal a powerful analysis tool that brings together ten years of experience and proprietary research to provide a unique picture of who the buyers are in key markets and analyses their vendor expectations, buying cycles patterns and preferences around sales and marketing engagement.
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.
The Momentum Customer Buying Index™ / Edition 3
As we head towards 2021, large enterprise customers are increasingly feeling let down by vendors with the latest Customer Buying Index™ data identifying 42% of enterprises - in the post-COVID 'virtual-first' world - are finding it more difficult to make IT buying decisions. In this report you will discover how to identify which of your accounts are most distressed and why increasing the volume in your marketing isn’t enough.
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.