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

Connecting with a new, broader set of decision-makers

BMC Software, a global business-management software provider with about 6,000 employees, faced a changing buying landscape: decisions were moving beyond CIOs and IT into finance and other functions, leaving sales reps without the relationships or context to reach new decision‑makers across different parts of large organizations.

BMC implemented LinkedIn Sales Navigator — using Lead Builder, real‑time prospect insights and the Social Selling Index — to target and build credibility with new audiences. The tool doubled connections with decision‑makers in key segments, delivered a 40x ROI within 12 months, and helped the LATAM team win 67 new accounts in six months and generate $3.4M in pipeline after three quarters.

BMC Software

Alejandro A. Cabral

LATAM Inside Sales Leader