Tim Courtright - Executive General Manager, Sales, Veda Social Sales Summit. 29 October 2015. ivy. Sydney

1. Tim Courtright
Executive General Manager Sales
Veda
NAVIGATING OUR JOURNEY – LINKEDIN
NAVIGATOR FROM PILOT TO PRODUCTION

2. Navigating our Journey
LinkedIn Navigator Pilot to Production
Tim Courtright
Executive General Manager Sales
29 October 2015

3. Who is Veda?
We help people make great decisions

4. Industry % of
attendees
A-Agriculture,Forestry andFishing 2%
C-Manufacturing 10%
E-Construction 3%
F-WholesaleTrade 5%
G-Retail Trade 7%
H-AccommodationandFoodServices 2%
I-Transport,Postal andWarehousing 3%
J-InformationMediaandTelecommunications 6%
K-Financial andInsurance Services 21%
L-Rental, HiringandReal Estate Services 1%
M-Professional,ScientificandTechnical Services 26%
N-Administrative andSupportServices 10%
P-EducationandTraining 1%
Q-HealthCare and Social Assistance 3%
S-OtherServices 2%
What do we know about your businesses?
Here’s a look around the room…and here’s what I’m thinking
33% had at least 1 Director
change in the last 12 months
38% have > 3 Directors
24% have an adverse on
the company or a Director
3.3% have a court judgement
against them
1company has been through External
Administration and another is starting
35% have double digit revenue growth
42% have gone backwards
26% have more debt funding than equity
25% have limited debt funding
27 have ~$47k overdue to suppliers
18> 14 days and ~$105k overdue
3>30 days and ~$256k overdue

5. Or is Jesse Rothstein a super salesman?
Was rolling out LinkedIn Navigator a good idea?

6. Why did we roll out Sales Navigator?
• Social Selling
• Industry Thought Leadership
• Expand Account Coverage

7. How did we roll out Sales Navigator?
• Pilot with key Client Executives and SLT
• Baselined and set goals and milestones
• Tracked progress and reported to teams
• Got New Photos

8. What did we do?
• Made it competitive
• Talked about who and what
• Tips and Tricks
• Use it or lose it

9. How am I doing?
wtf?

10. How did we go in the Pilot?
Team Ave SSI
31/12
Ave SSI
31/3
SSI
Result
Veda vs. Comp
31/12 – 31/3
Strats 43 56 31% 22%
I/R 40 59 48% 37%
Majors 35 50 42% 32%
December 31, 2014 March 31, 2015
90 Day Target: 20% Uplift in SSI and 10% Uplift vs. Competitors

11. Navigator - Does it work and are we using it well?
Improving SSI Score
Engaging with
Insights
44%
93%
Target 20%
Non-Navigator Navigator Enabled
3.4X
Building relationships: Engagement
It’s not always obvious, but there are some strong correlations

12. New logos & winbacks with Sales Navigator
4X
Increase in
relationships
Sampled 50 new business deals in 2015
LinkedIn used in 3
out of 5 deals closed
Entry into employment verification market
124%+
increase connectivity into HR
function
13Xmore relationships into HR
decision makers
Sales Navigator Users

13. These people have 44% higher SSI’s

14. Are we perfect? Occasionally I still get these emails…
“Does anyone know someone?”

15. Or he could have just used Navigator…
I found these connections in 3 minutes

16. Are we using LinkedIn to it’s full potential?
Or are we just working too hard?
For this customer:
• Veda Sales Navigator network is connected to 209 Decision Makers other than the Client Exec
• 49% of the Decision Maker views had an available warm introduction via Veda
Across all of Veda:
• 58% of all views outside of the Client Execs, had an available warm introduction

17. Are we getting the results?
• Social Selling
• Industry Thought Leadership
• Expand Account Coverage
Rolling out LinkedIn Navigator was a very good idea

18. www.getcreditscore.com.au www.inivio.com.au/landscape
Go to our websites and check out your credit score & marketing segment
Thank you

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