- No systematic approach to keep track of champions job movements from their 15K customers and re-engage them in the new job
- Contact data in CRM not updated regularly, leading to wasted efforts in ABM
- Lack of accurate contact coverage in ABM accounts impeded Litera marketing leadership from launching new campaign
- Litera used Boomerang to increase ABM accounts contact coverage by 20% by tracking buyers who moved out as well as new buyers that moved into those accounts
- Litera used Boomerang to find that 33% of ABM account contacts had missing information and used Boomerang to enrich them automatically
- With the help of Boomerang Account Tracking, Litera was able to launch a strategic sales campaign targeting Small Law firms within 1 month
Impact Delivered
Pipeline and Revenue
- New pipeline generated: 15 opportunities
- New revenue booked: 10x ROI
- Projected ROI (based on current pipeline): 30x
Productivity
- Eliminated wasteful activities to bad contacts: 1 FTE (based on calls to non-ICP and inactive contacts)
- Research time saved for BDR by autonomously mapping buying groups: ~1.4K hours, 0.8 FTE (Accounts updated with buying committee: 1,700 accounts)
- Warm intro paths created: 26,000 paths(BDR time saved difficult to calculate because this data is not easily accessible to them today in a consumable manner)
Operations
- CRM contacts flagged for archival: 60,000 contacts(includes both outdated and misfit contacts)
“Deploying AI Agents to drive concrete results in a fast-growing enterprise like Armis is uncharted territory for many business leaders and vendors. With any AI solution, I initially worried about the quality and consistency of outcomes. What I appreciate most about working with Boomerang is not only their top-tier product but also their close collaboration as strategic consultants, implementing the solution in phased stages with multiple feedback cycles alongside a small BDR team.”
Angela Frackowiak, Sr. Director of Global Growth Operations
Context
Armis is one of the fastest-growing cybersecurity companies worldwide, The BDR and Growth Operations teams play a pivotal role in the company’s growth strategy by driving revenue expansion within key accounts.
Problem
Armis' leadership is committed to building a sustainable growth model as the company scales towards a billion-dollar business. A critical element of this model is increasing BDR productivity, specifically by growing the ‘Pipeline Generated per BDR’ metric over time.
“During the proof of concept, Boomerang revealed that about 30% of contacts we targeted were no longer in their roles, and 25% did not hold the right titles, and crucially, primary buyers were missing. Typically, we focus on executives, but for one customer account, there was no C- or VP-level role for Information Security. Boomerang’s Agent was smart enough to identify the appropriate Sr Manager and Director-level contacts.”
Branislava Jelicic, Growth Operations Specialist
Solution
The Revenue and Growth Operations leadership at Armis partnered with BoomerangAI to leverage Agentic AI technology to enhance efficiency and productivity within the BDR team, thereby reducing reliance on future hires.
With BoomerangAI’s implementation, the following workflows were removed from the traditional BDR playbook and automated by Boomerang’s AI agents:
- Verifying and validating existing contacts within Key Accounts
- Researching and adding missing relevant contacts in those accounts
- Identifying new stakeholders with prior history at Armis and leveraging contextual insights from past engagements
“The biggest ‘aha’ moment was when Boomerang’s Agent didn’t just identify the top 10 primary prospects within an account, but also explained why—based on their background—providing invaluable context for personalization.”
Bart Paul, Business Development Representative
How This Works
- Agentic Persona Builder: BoomerangAI’s Persona Agent ingests data from CRM, calendars, and other public sources to develop a detailed understanding of Armis’ buying committee structure, including title variations across verticals.
- Contact Prioritization: Rather than relying solely on job titles, BoomerangAI identifies Primary vs. Secondary ICPs by analyzing additional role descriptions and job details, ensuring prioritization of the most relevant contacts within enterprise accounts. This agent reviews all existing contacts in Key Accounts.
“Here’s a classic example: when we find Directors of Security in an account, we had to manually review their profiles to filter out those focused on physical security, isolating only relevant cyber security contacts. Boomerang’s agents have fully automated this process, saving us considerable time across all accounts.”
Zach Bullock, Business Development Representative
- Missing Buyer Stakeholders: The AI agents detect missing stakeholders in Key Accounts and automatically add them to the CRM with complete metadata.
- Previous Engagement History & Warm Intro Paths: BoomerangAI reviews CRM and calendar data to identify any prior engagements and generates insights to determine optimal warm introduction paths based on multiple criteria.
- Activation Plays for BDRs: BoomerangAI alerts BDRs, AEs, and leadership about key stakeholder movements and intelligently assigns new contacts to appropriate sales sequences, supplementing outreach with tailored messaging and warm intro recommendations.
“I'm very excited about our partnership with Boomerang. Driving sustainable growth by tapping into our customers and relationship networks is definitely something we're doubling down as a key strategy for us."
Jason Mead, SVP Global Business Operations & Customer Team
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