Reinvent B2B Customer Growth

In this episode we hear from Andy Simpson-Pirie CTO, Cyberfort Group; Keith Pranghofer, Director of ABM, Strategic Accounts, Microsoft; and Guy Phillips, Group Consulting Director, Momentum. Hear the panel 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 thei...

In this episode we're joined by Robert Hollier, Director of Consulting at MomentumABM, to reveal wave 3 of the MomentumABM 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.

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.

In this episode of the Account-Based Marketing podcast, we 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, an analysis tool that brings together ten years of experience and proprietary research to provide a uniq...

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. 

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.

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.

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 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.

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.

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.

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. 

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.

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.

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.

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.

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.

Listen to our latest episode with John Watton, Senior Director of Enterprise Marketing at Adobe; where we'll hear about strategies Adobe are adopting to expand into new markets, increase relevance with enterprise accounts, and ultimately build account-based experiences.  

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.  

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.