The warm-graph catalog is the foundation of warm-intro orchestration. Every connector your team has access to gets cataloged, scored, and matched against priority accounts. Without the catalog, you can't surface warm paths when champion job changes or buying signals fire. With it, warm-intro pipeline becomes a measurable channel.
The 6 connector categories to catalog
- Customers. Active customer champions + their broader networks. Highest density connector pool at Series C+. Score by engagement strength + LinkedIn connection density.
- Advisors. Formal advisory board + informal advisors. Highest individual node strength — each advisor with 30+ years of operator experience knows 300+ executives.
- Board members. Both formal directors and observers. Each board member sits on 3-7 other boards, creating peer-CEO warm paths.
- Investors. Investing partners + LPs at your funds. Portfolio companies become a warm graph of 30-60 companies per investor + their LP networks.
- Alumni. Your team's prior employers + former colleagues. Hundreds of nodes per team member with 10+ years of experience.
- Employees. Your current team's personal LinkedIn networks. Each VP-level hire brings a 500-1,000 person executive network from prior roles.
The 4 scoring dimensions per connector
For each connector, score these dimensions on a 0-100 scale:
- Relationship strength with you. How responsive are they to your asks? Score from engagement history, prior referral output, calendar meetings, mutual events.
- Network size + quality. Total LinkedIn first-degree connections, weighted by executive density. A board member with 800 CFO connections scores higher than one with 5,000 generalist connections.
- Specific ICP overlap. Of the connector's network, what percentage overlaps with your priority accounts? An advisor with 30% ICP overlap scores higher than one with 5%.
- Activation velocity. How quickly do they execute warm intros when asked? Some connectors respond within 24 hours; others take 30 days. Score from historical activation data.
Composite warm-graph score per connector = weighted average of these four dimensions. Top connectors typically score 80+; activation-worthy is 65+.
The connector-to-account matching
For each priority account in your territory, the catalog should surface:
- Which connectors have warm paths into the buying committee
- Which executives at the account each connector knows (and how well)
- What's the warmest path: connector + executive + relationship strength
- What's the connector's historical activation pattern
This is computed continuously as the warm graph + your account list both evolve.
Refresh cadence
The warm graph decays. Job changes happen, relationships weaken, executives leave companies, customers churn. Refresh frequency:
- Customer engagement scores: weekly
- Champion + executive job change tracking: real-time (within minutes of LinkedIn update)
- Board + advisor relationship strength: quarterly
- Alumni + investor portfolio: quarterly
- Full warm-graph recompute: monthly
The tooling that scales
Manual warm-graph catalog (spreadsheet + memory + Slack) works up to ~50-100 connectors and ~50 priority accounts. Above that, you need an orchestration layer.
The minimum tooling for a Series B+ warm-graph catalog:
- LinkedIn data ingest (for job history + connection graph)
- CRM integration (for engagement + opportunity history)
- Real-time job change monitoring (for champion tracking)
- Account-to-connector matching engine (for warm path surfacing)
- Forwardable email drafting (for activation)
Boomerang automates all five. Manual versions break at 100+ connectors or 100+ accounts.
The install sequence
30-day install for a Series B+ team:
- Days 1-7: Catalog connectors. Pull each team member's LinkedIn network. Add customers (from CRM), advisors (from advisory agreement list), board (from board document), investors (from cap table), alumni (from each team member's job history).
- Days 8-14: Score connectors. Apply the 4 scoring dimensions. Identify your top 20-30 connectors.
- Days 15-21: Match connectors to priority accounts. Compute warm-path scores per account per executive.
- Days 22-30: Install activation rituals. Quarterly board calls, monthly advisor asks, real-time champion job change alerts.
The pipeline math
The warm-graph catalog turns the orchestration motion from heroic ad-hoc effort into a measurable channel:
- Without catalog: 0-5% warm-sourced pipeline (founder-led ad-hoc intros only)
- With manual catalog: 10-20% warm-sourced pipeline (informal mapping breaks at 50+ accounts)
- With full orchestration layer: 25-50% warm-sourced pipeline (scalable across hundreds of accounts and thousands of connectors)
The full playbook
This is Lesson 3 of The B2B Warm-Intro Orchestration Playbook. Previous: Lesson 2: The 6 Pillars of Warm Outreach. Next: Lesson 4: Champion Job Change Tracking as a Pipeline Channel.
