Awards 2014, category 13: Momentum ABM for EMC

November 14, 2014

Most commercially successful campaign: Unlocking global sales opportunities for EMC in oil & gas

Momentum helped EMC execute an account-based marketing campaign that contributed to impressive pipeline growth.

EMC wanted to grow its footprint with an existing customer, a global leader in the oil and gas industry. This would reach previously untapped opportunities within the business’s upstream functions - responsible for activities in oil and natural gas exploration, field development and production.

From January 2013 to March 2014, Momentum supported EMC’s sales drive with:
 Sales & Marketing Collaboration – including workshops and collaborative working sessions with the account team to identify where we targeted the account, the message and what else was needed to achieve this success.
 Account intelligence – including insights on the account’s commercial objectives and flagship technology programmes.
 New contacts – identifying new stakeholders and opening doors for executive-level relationships.
 A compelling proposition - that demonstrated EMC’s consistent, global, and end- to-account story.

Summary

Topic

ROI
Customer insight
Marketing automation

Pages

6

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