Case Study: BMC Software achieves broader decision-maker reach with LinkedIn Sales Navigator

BMC Software doubles decision-maker connections and drives $3.4M pipeline with LinkedIn Sales Solutions

BMC Software, a multinational business management software provider, faced the challenge of reaching new decision-makers outside of traditional IT roles as buying power shifted within organizations. Their sales teams were missing crucial contacts in new divisions and lacked the experience and relationships to connect with them effectively. To address this, they turned to the vendor LinkedIn Sales Solutions and its product, Sales Navigator.

LinkedIn Sales Solutions implemented Sales Navigator, which provided targeted outreach tools like Lead Builder to find and connect with prospects in new business functions. The solution delivered a 40x return on investment and enabled BMC to make twice as many connections to key decision-makers. This helped them dramatically improve their credibility and presence in new markets, driving $3.4 million in pipeline from 67 new accounts in one region alone within a short timeframe.

BMC Software