Testimonial of Sales Navigator Customers

1. “Before, our reps were doing an hour’s worth of research to get the right information to have that first touch with
the customer. They would contact 8 or 9 prospects on any given day. LinkedIn Sales Navigator’s helped us take
that hour down to just minutes.”
Brad Rinklin
Chief Marketing Officer
Before Sales Navigator
It was time consuming to identify and
engage the right decision makers and build
credible relationships.
A New Approach
With LinkedIn Sales Navigator, Akamai’s sales team was
able to get more warm introductions to the
right C-level execs and make more meaningful
connections.
Success with LinkedIn
About the company
Akamai is the leading cloud platform for helping enterprises provide secure, high-performing user experiences on any device, anywhere.
 Cut sales cycle from 6 months
 Built trusted relationships with
to 1 month
prospects by leveraging
key insights

2. “We are now able to search for specific industries and geographical regions, and target decision-makers at
companies that would benefit from a relationship with us.”
Kevin Thornton
Information Systems Manager
Before Sales Navigator A New Approach Success with LinkedIn
About the company
Bronto Software is a leading provider of email and cross-channel marketing solutions for commerce-focused companies.
 800% increase in prospected deals over first
year of using Sales Navigator
With Sales Navigator, up-to-date profile
information enabled reps to identify strong
prospects, and new decision-makers.
A fluid customer base with high
employee turnover proved difficult to
target the right decision-makers

3. Victor Magarino Penalba
Sales and Marketing Director
“Every week we’re closing 2 or 3 VIP Meetings,
we simply couldn’t do this without LinkedIn”
Before Sales Navigator
Databases of leads were failing to connect
Communycarse with decision-makers for its
business intelligence solution, causing friction
between sales and marketing
A New Approach
Up-to-date profile information connected sales teams to
relevant decision-makers in wholly new categories, and
boosted collaboration and morale within the business
About the company
Communycarse is one of Spain’s leading enterprise content management and IP communications players and has recently launched a highly disruptive video intelligence solution into
the market
 20% increase in conversion rates for core
business
 Dramatic increase in awareness for new products
 2 to 3 strong leads every week

4. “LinkedIn Sales Navigator is the best tool our
sales team has for our social and target account selling”
Before Sales Navigator
The multi-threading required to negotiate
complex buying committees was highly time
consuming, with deals taking a long time to
close
A New Approach
Social selling features enable sales reps to build
comprehensive account lists more efficiently, and
prioritise outreach efforts, sharing connections to plan
more effective approaches
Success with LinkedIn
About the company
Eloqua’s revenue performance management solutions help companies uncover business insights to inform marketing and sales strategies, and drive revenues
 20 days cut from sales cycle
 30% higher engagement by sales reps with
prospects
 15% more reps exceed quota
Dennis Dresser
VP Americas Sales

5. “I called on companies for 2 years without getting a meeting, and within 3 months of using Sales Navigator, I
was able to get in the door.
We haven’t found a better source for getting to the proper contact as quickly as we can than with LinkedIn Sales
Navigator.”
About the company
First Business is a locally managed company that specializes in commercial banking, asset-based lending, investment management, and more.
Lynn Sigfred
Vice President
Before Sales Navigator
Getting access to the right decision maker
took time and effort.
A New Approach
With LinkedIn Sales Navigator, First Business Bank’s sales
team was able
to build more high quality leads
and get warm introductions to the right contacts.
Success with LinkedIn
 3-4x higher meeting success
 More effective sales
rate with TeamLink
prospecting with Lead Builder

6. Before Sales Navigator
Finding and building the right relationships across
large, cross-functional decision making teams was
time-consuming.
A New Approach
With LinkedIn Sales Navigator, the sales team
discovered new relationship-building opportunities
within their target accounts.
Success with LinkedIn
About the company
Hyland is a vendor for enterprise content management products like OnBase, a suite of solutions to help streamline case-management processes and increase
efficiency.
“So we've reduced sales cycles ... 30 [to] 60 percent, which has been huge for us when you consider [it’s usually]
12 to 18 months. If you can condense that to four to seven months, that's a big deal.”
 Sales cycle is 60% shorter with Sales
Navigator
 Prospecting time cut in half
 More effectively engage decision makers
Mike Cachat
Industry Account Manager – Insurance Solutions

7. “Through Sales Navigator, a BDM identified that one of our staff went to school with the COO of the equity firm
that owned a prospective company; they were family friends for 23 years and we won the account.”
Before Sales Navigator
Struggled with reaching a niche target
audience due to low brand awareness and
unreliable client databases.
A New Approach
With LinkedIn Sales Navigator, Sales is able to
generate new leads and identify mutual connections to
expand opportunities in niche markets.
Success with LinkedIn
About the company
Macquarie Telecom provides combined hosting, cloud, and telecommunications solutions to Australian business and Federal Government customers.
 Achieved 100% ROI in 90-day Sales Navigator
pilot
 Discovered a connection that led to an account
worth $85,000 in revenue per month
Luke Clifton
Group Executive, Sales and Marketing

8. “LinkedIn’s capability to allow us to find prospective customers and listen to their market challenges has
certainly played a large part in this [market expansion].”
Before Sales Navigator
They were searching for a superior sales
system both for internal use and to
recommend to their clients
A New Approach
With LinkedIn Sales Navigator, Sales can optimize
outcomes by simplifying communication with prospects
and sharing thought leadership content to targeted
groups
Success with LinkedIn
About the company
MHI Global is a sales consulting company that helps clients overhaul their sales techniques, re-energize their sales force, and fine-tune their customer interactions.
 Increased sales revenue by 22% with half
the salespeople
 Closed a $250,000 key account
 Expanded revenue stream from 3 to 6
verticals
John Dougan
Client Director, Sales and Marketing

9. “Sales Navigator has a direct impact on sales of financial products. The ROI on the meetings we’ve obtained by
using LinkedIn and the educational curriculum is 400%.”
Martin Gagnon
Senior VP of Intermediary Business Solutions
Before Sales Navigator
In a highly regulated industry, it was
challenging for NBC wholesalers to
differentiate themselves and establish new
business relationships.
A New Approach
With LinkedIn Sales Navigator, NBC wholesalers can
find and engage new prospects and share thought
leadership content.
Success with LinkedIn
About the company
National Bank of Canada (NBC) is the sixth largest commercial bank in Canada, and was ranked third in Bloomberg’s 2011 list of “The World’s Strongest Banks.”
 Over 500 Advisors participated in LinkedIn
Training with NBC
 400% ROI within 10 months
 36% average growth in Monthly Net Sales with
Sales Navigator

10. “Sales Navigator is embedded in almost every stage of the sales process. It has become mission-critical for our
team.”
Before Sales Navigator
Netsuite needed a solution to energise its
sales teams, boost productivity and ensure
more efficient account planning
A New Approach
Sales Navigator promotes more collaborative working
within organisations, sharing contacts and enabling reps
to make direct contact with high-level decision-makers
Success with LinkedIn
About the company
NetSuite Inc. is the industry’s leading vendor of cloud-based business accounting and ERP software suites, and enables companies to manage core business operations through a
single system
 7x increase in second-degree connections
 The sales team’s network grew from 15,730 to
115,891
 15% more reps exceed quota
Jake Hofwegen
VP Global Sales Operations

11. “We use LinkedIn Sales Navigator for every single deal.
It dramatically reduced the length of time to acquire a merchant.”
Paul Weingarth
Head of Field Sales, Australia
Before Sales Navigator
Acquiring rich data for sales leads was
expensive.
Plus, data scrubbing was
time consuming.
A New Approach
With LinkedIn Sales Navigator, PayPal’s sales
team was able to get more accurate sales leads
and speed up their sales cycle effortlessly and
inexpensively.
Success with LinkedIn
 Achieved almost 3000% ROI
 Reduced sales cycles by 25%
 Over $300,000 in revenue in
About the company
PayPal is the leading international e-commerce business that facilitates online payments and money transfers.
the first year.

12. “It’s made our blueprinting process a whole lot easier and enabled us to work smarter. You can pinpoint the exact
person you should be speaking to.”
Ciara Lucy
Director of Marketing Programmes, EMEA, India & Canada
Before Sales Navigator
Blueprinting prospects with complex
buying committees was a time-consuming
process that held back sales teams’
effectiveness.
A New Approach
More accurate, detailed profile data through
LinkedIn enables sales teams to quickly map
organisations. Reaching out through LinkedIn
groups has helped create warmer leads.
Success with LinkedIn
 22x ROI for Sales Navigator
 $900K in directly attributable revenues in 18
months
 Social selling effectiveness up 28% (Social Selling
Index)
About the company
PGi’s cloud-based solutions offer a simpler and nimbler approach to conferencing, with scalable solutions for businesses of all sizes. It has more than 45,000
customers, including 75% of the Fortune 100.

13. “Our team is securing prospect meetings, and valuable opportunities thanks to LinkedIn’s Sales Solutions.
Currently 18 deals sitting in
the pipeline were sourced by LinkedIn”
Jeremy Harpham
Product Marketing Manager
Before Sales Navigator
Outbound marketing and cold-calling were
losing effectiveness as IT buyers
conducted their own research on social
media.
A New Approach
Sales reps are using Sales Navigator’s Lead Builder
and TeamLink features to navigate complex buying
committees and generate warm introductions through
senior executives’ contacts.
Success with LinkedIn
 Shortened sales cycle, closing deals within 6
months
 In first 6 months, 18 pipeline deals attributable to
LinkedIn
 70% of Sales Team are Power Users (5+ days per
week)
About the company
The brand name Pitney Bowes is traditionally associated with mailing solutions and franking machines. However, the company is actually one of the world’s top 100
software providers and raising its profile in the space.

14. “LinkedIn Premium has the best ROI of any lead generation tool we are using.”
Before Sales Navigator
Reis needed a solution to increase the
effectiveness of its Inside Sales team, and
motivate team members to perform at a higher
level
A New Approach
Benchmarking reps’ use of Sales Navigator has helped
to embed best social selling practice across the team,
whilst demonstrating Reis’s commitment to Inside Sales’
success
Success with LinkedIn
About the company
Reis, Inc. is a US-based provider of impartial commercial real estate performance information and analysis at the metro, submarket and property level
 100% of reps report improved performance
 Sales Navigator-enabled deal delivered 100% of
monthly quota for one rep
Dana Stetson
VP of New Business Sales

15. “Sales Navigator transformed our sales process by finding and engaging the right decision makers with relevant
content and key insights in a programmatic way.”
Mark Ghaderi
Product Marketing Manager
Before Sales Navigator
SAP needed to navigate new, fast-moving
buying committees for cloud solutions,
among prospects and existing clients.
A New Approach
Targeted prospecting enabled Inside Sales to engage a
CXO audience at scale, whilst multi-threading and deep
account penetration managed the cloud transition at
existing clients.
Success with LinkedIn
About the company
SAP is the world leader in enterprise software and related services, and the world’s largest provider of cloud solutions. In total, 80% of Fortune 1000 companies use
its Enterprise Resource Planning (ERP) system.
 $4 million attributable revenues
 Sales pipeline up 40%
 Effective across North and South Asian
markets.

16. “In the past 18 months, we’ve generated $1 million in new revenue –
and LinkedIn Sales Navigator has been instrumental in
driving that increase.”
Eric Marcy
Director, Sales Development and Performance
Before Sales Navigator
SAVO lacked accurate data to target the
right decision-makers, with a shortage of
rich background info for crafting sales
campaigns.
A New Approach
Detailed searches by geography and job title enable in-
depth mapping of organisations, with deep background
enabling a more effective social selling approach.
Success with LinkedIn
About the company
SAVO is a leading provider of Sales Enablement solutions, with applications that address all aspects of the Sales Enablement challenge: people, process, content
and technology.
 $1 Million in net new revenue
 Engagement amongst VP audience up from
20% to 50%
 Pipeline of qualified leads
 Accelerated sales cycle

17. “With Sales Navigator we are able to contact decision-makers at tier 1 companies where previously the team was
often struggling to connect. My team absolutely loves it because cold calling can be difficult and LinkedIn
provided the perfect transition and quick wins.”
Before Sales Navigator
Weight Watchers Australasia wanted to
transition from a heavy reliance on
referrals to active lead generation.
A New Approach
With LinkedIn Sales Navigator, sales reps can easily
generate new leads, connect directly with decision
makers, and proactively engage prospects in new
market segments.
Success with LinkedIn
About the company
Weight Watchers is the world’s leading weight loss company, that has increased its focus on its At Work corporate program.
 Achieved 100% ROI in 30 days
 Tripled lead database in
6 months
 Response rate and conversion rate significantly
increased
Duncan Ellis
National Corporate Sales Manager, ANZ