Impact Delivered

Pipeline and Revenue

• New pipeline generated: 15 opportunities
• New revenue booked: 10x ROI
• Projected ROI (based on current pipeline): 30x

Productivity (1 Year)

• Wasted activity on bad contacts eliminated: 1 FTE. Removing outdated and poor-fit contacts from sequences saved about 10% of calling time, giving Armis about 6 more hours of calling per week.
• BDR research time saved by mapping buying groups automatically: about 1,400 hours, or 0.8 FTE. 1,700 accounts were auto-updated with the full buying committee, with no prospecting effort from BDRs. BDRs now spend that time customizing messaging and booking meetings.
• Warm intro paths created: 26,000. Instead of cold outreach, BDRs have about 5 warm contacts per account to build new opportunities or multithread existing customers and deals.

Operations

• CRM contacts flagged for archival: 60,000 (both outdated and misfit contacts)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. Its 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 part of that model is BDR productivity, specifically 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 Boomerang AI to use agentic AI to make the BDR team more efficient and productive, reducing reliance on future hires.

With Boomerang AI in place, these workflows moved out of the BDR playbook and are now handled by Boomerang’s AI agents:

• Verifying and validating existing contacts in key accounts
• Researching and adding missing relevant contacts in those accounts
• Identifying new stakeholders with prior history at Armis, with context 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: Boomerang AI’s Persona Agent ingests data from the CRM, calendars and public sources to understand Armis’ buying committee structure, including title variations across verticals.
• Contact prioritization: Rather than relying on job titles alone, Boomerang AI separates primary from secondary buyer personas using role descriptions and job details, so the most relevant contacts in each enterprise account come first. This agent reviews every existing contact 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 add them to the CRM with complete metadata.
• Previous engagement history and warm intro paths: Boomerang AI reviews CRM and calendar data for prior engagements and finds the best warm introduction paths based on multiple criteria.
• Activation plays for BDRs: Boomerang AI alerts BDRs, AEs and leadership to key stakeholder moves, and assigns new contacts to the right sales sequences 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