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app.getboomerang.ai/accounts/bmc-software

AccountsBMC Software

31 buying committee members11 with a path in

SeniorityAllCxOVPDirector

DepartmentAllSecurityITFinance

LocationAllHoustonAustinLondonAmsterdam

MH Marcus HaleChief Security Officer Houston 3

DE Dana EllisonChief Information Officer Houston 2

RM Ravi MenonChief Financial Officer Houston –

PI Priya IyerVP, Information Security Austin 1

TB Tom BeckettVP, Infrastructure London –

SK Sara KimDirector, Security Engineering Austin 1

LO Luis OrtegaDirector, Governance and Risk Houston –

NF Nina FalkSenior Manager, SecOps Amsterdam –

WD Wes DuncanPrincipal Security Architect Austin –

HR Hannah RoyManager, Identity London –

Showing 10 of 31 · Information Security, all seniorities

Where the 11 paths come from

Customer champions5

Board and investors3

Your own team2

Partners1

Try it. Open any name to see the routes in.

MH

Marcus HaleChief Security Officer

4 years 2 months in seatPreviously VP Security, RackspaceHouston, Texas

What he has been saying

4 postsin the last 90 days

2 of themon zero-trust rollout pain

1 commenton a post by your customer Elena Vargas

He writes about the problem you sell into, and he has already engaged with someone in your network. That is a warm opening, not a cold one.

Three routes in

88

CUSTOMER CHAMPION Elena Vargas CISO at Northwind Security, your customer

Why Elena can reach Marcus

Work overlapSymantec, four years, same org

Co-panelistRSA 2024, zero-trust track

LinkedInMarcus commented on her post, 11 days ago

How the ask reaches Elena

MW

Internal sponsorMegan WalshYour Customer Success Manager

→

EV

ConnectorElena VargasCISO at Northwind Security

→

MH

TargetMarcus HaleCSO, BMC Software

Customer asks route through the CSM who owns the account. Never direct.

MWMegan WalshMeets Elena every 4 weeks. Next one due in 10 days.

76

BOARD AND INVESTORS Gail Whitmore Your board member, partner at Ardent Lane

Why Gail can reach Marcus

Board overlapSat on the Corvia board with BMC’s chair

Co-investedTwo rounds together, 2021 and 2023

How the ask reaches Gail

NB

Internal sponsorNora BellYour CEO

→

GW

ConnectorGail WhitmoreYour board member

→

MH

TargetMarcus HaleCSO, BMC Software

Board asks route through the CEO. Always, and only above the deal gate.

NBNora BellSpeaks with Gail most weeks

64

PARTNER Devon Clarke Alliance partner, closed BMC last quarter

Why Devon can reach Marcus

CalendarSix meetings this year, most recent in May

EmailActive thread, replies same day

How the ask reaches Devon

TL

Internal sponsorTobias LundYour Head of Alliances

→

DC

ConnectorDevon ClarkeAlliance partner

→

MH

TargetMarcus HaleCSO, BMC Software

Partner asks route through the Alliances lead. Never direct to a partner.

TLTobias LundOwns the Devon relationship

RudyAgent

I read the CRM before touching your board. Every meeting on BMC has been with Sara Kim and her team. Nobody here has ever met Marcus Hale. Is that right?

AT

Alex TranAE, owns this account

That is right. We have never got above the director line at BMC.

RudyAgent

Then the ask has to come from outside the deal team. I have written the account up so whoever makes the introduction knows what they are walking into. Does this look right to you?

BMC Software, account write-upPDF · 2 pages · written by Rudy

Where it standsStage one. Two discovery calls with Sara Kim, Director of Security Engineering.

What they are solvingA zero-trust rollout stalled at identity. Marcus Hale has posted about it twice this quarter.

Why the CSO, and why nowThe director line cannot sign this. Nobody on the team has met him.

The askAn introduction. No pitch, no deck, no meeting request in the first email.

AT

Alex TranAE, owns this account

One fix. It says $80K because I under-quote at stage one. It is a $250K deal.

RudyAgent

Updated, and flagged for your confirmation. That also clears the board gate, which opens at $250K.

Written to the CRM

OpportunityBMC Software, Enterprise Security

StageOne, Discovery

Amount$80K → $250K, pending confirmation

Board gateUnlocks at $250K. Now clear.

Pre-read ready. Who should Rudy approach?

MW

Megan WalshYour Customer Success Managerasks Elena Vargas, CISO at Northwind Security, your customer

→

NB

Nora BellYour CEOasks Gail Whitmore, your board member at Ardent Lane

→

TL

Tobias LundYour Head of Alliancesasks Devon Clarke at your alliance partner

→

Illustrative walkthrough. BMC Software is a real company; every person and every figure shown here is invented for the example.

Boomerang is best if you want

All four of your networks scored against your ICP, in one picture
The buying committee kept current without clicking through profiles
The route, the asker and the draft, delivered in Slack

Sales Navigator is best if you want

The best professional network there is, for finding who exists where
TeamLink, to see which colleagues are already connected to a buyer
InMail and deep filtering, to build and work a list from scratch

The two are not substitutes. Most customers keep a handful of Sales Nav seats for prospecting and put everyone else on Rudy.

What relationship means here

Roughly what a $50M company is sitting on. Sales Navigator reaches part of one of the four.

Customer champions1,000

People your team has actually worked with, across every account you have won.

Outside what any seat can see

Executives and employees75

Reps, VPs, directors and your own executives: their prior companies, prior teams and the people who reported to them.

Partly covered by TeamLink

Partners24

Who they sold into last quarter, and who signed it.

Outside what any seat can see

Investors, advisors and board15

Including the other companies their funds are invested in.

Outside what any seat can see

Illustrative, not a customer figure. TeamLink covers your reps' own connections, and covers them well. Everything else sits outside any seat, and none of the four is scored against your ICP or ranked by who would actually say yes.

Side by side

The full comparison.

	Sales NavigatorProfessional network	BoomerangRelationship agent
FINDING THE PATH IN
Whose network it can see	Everyone holding a seat, via TeamLink	Team, customers, partners, board
How many of your four networks	Part of your own team	All four
Scored against your ICP
What counts as a relationship	A connection request accepted	Calendar, Slack, email, engagement, history
Relationship strength scored
Willingness to help, not just connected
Routes through your board and its funds
Routes through your customers’ champions
Names who internally should ask
Remembers every prior ask of that person
Drafts the ask and follows up
KEEPING THE BUYING COMMITTEE CURRENT
New hires surfaced for you	Search again yourself	In Slack, same day
Promotion separated from a sideways move
Departing champion tracked to where they went		Flags the new account
Post and comment engagement read for you	You open every thread
Written back to the CRM	You type it in
HOW IT REACHES YOU
Where it lives	Its own tab	Slack, the CRM record, MCP and API
Comes to you, or you go to it	You go to it	It comes to you
WHAT IT COSTS YOU
Seats needed to prospect	One per rep	A handful of power users
Everyone else on the team	Needs a seat to take part	Works in Slack and the CRM
Time spent keeping accounts current	Every rep, every month	1,400 hours returned at Armis

1,400

Research hours returned, with buying committees mapped across 1,700 accounts.

Armis → 26,000

Warm paths found across their accounts, and 10x ROI on revenue booked.

Armis →

Questions

Is Boomerang a replacement for Sales Navigator?

No. Sales Navigator is the best professional network there is and it is very good at finding who exists where. Boomerang scores the relationships your company already has and turns them into a route in. Most customers run both.

What do you mean by four networks?

Your executives and employees, your investors, advisors and board, your customer champions, and your partners. All of them scored against your ICP, not just the connections held by reps with a seat.

How is this different from TeamLink?

TeamLink does your own team properly and we would keep using it. It does not reach your customers’ champions, your partners or your board, and it does not score any connection for strength, willingness or fit against your ICP.

Where does the connection score come from?

Calendar, Slack and Teams including shared customer channels, email threads, LinkedIn engagement, shared history such as working or studying together, and every prior introduction asked of that person.

How long does setup take?

About 30 minutes. Connect your CRM, calendar and Slack, and you see warm paths the same day.

Keep the network. Add the agent.

Watch one account for a week and see what you were missing.

Try for free Book a demo →

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