Case Study: BMC Software doubles decision‑maker connections and achieves 40x ROI with LinkedIn Sales Solutions' Sales Navigator

BMC connects with a new, broader set of decision-makers

BMC Software, a Houston‑based IT services firm with ~6,000 employees, faced a shifting buying landscape as digital decisions moved beyond CIOs and IT teams into other functions. Sales reps lacked relationships and context in these new networks, so BMC needed a way to find, understand and quickly build credibility with decision‑makers across different divisions and regions.

BMC adopted LinkedIn Sales Navigator to target outreach, use Lead Builder to find active prospects, and leverage ongoing insights to speak knowledgeably to new audiences. The result: twice as many decision‑maker connections, a 40× ROI within 12 months, Finance connections more than doubled, and in LATAM 67 new accounts in six months driving $3.4M in pipeline after three quarters, while the Social Selling Index helped the team scale credibility.

BMC Software

Will Stephen

Director – Sales Operations