SAP

Landing the second largest deal in history

Our brief

  • Build growth strategies and implementation toolkits for each strategic customer
  • Identify catalyst events to disrupt and create new opportunities
  • Show strategic customers the value of SAP’s capabilities – taking SAP beyond the back office and reposition the brand in top accounts

What we did

Our program began with an upfront selection of accounts across all regions and industries, using a variety of customer and firmographic data. This resulted in a shortlist of priority accounts which we took a deeper dive into – gathering insights on trends, disruptions, opportunities and audiences.

We undertook a series of discovery sessions with account teams. This helped us build a 360-degree view of the customer, relationship strength, and opportunity themes.

Using all of this insight we then defined a strategy, value proposition and engagement plan for each cluster, whilst articulating the points of nuance for individual accounts.

We armed each account team with an implementation toolkit for their accounts – illustrating SAP’s relevance for each customer, including conversation starters and engagement tools, videos, emails, infographics, and social thought leadership content.

Outstanding. This is huge. Truly incredible work.

- Global Vice President, Strategic Customers, SAP

Results

2nd largest deal in SAP’s history
Working with hundreds of sales & marketing leaders
Covering six industries with over $500m in revenue

MomentumABM are more than an agency. They are partners, always bringing additional value to the table with deep knowledge and bringing creative innovation in their approach

Danny Nail - Head of Global Account Based Marketing, SAP