LinkedIn Sales Solutions Industry & Analyst Mentions

Fall 2013

LinkedIn Confidential ©2013 All Rights Reserved

Goldman Sachs: Sales Navigator “Extremely Positive”

July 2013, Goldman Sachs publishes research study on LinkedIn’s Sales Navigator solution

– Extremely positive perception value to sales organizations

– Lack of significant competition

– Unique solutions based on LinkedIn user network and interactions

– Customers either at, or pushing for 100% adoption by their company

LinkedIn Confidential ©2013 All Rights Reserved

Goldman Sachs Equity Research Report, Exploring the Sales Navigator opportunity with early adopters, July 2013

“Our field work with early adopters reflects an

extremely positive perception of the

product’s value to sales organizations and a

lack of significant competition within the

category. “

“While still very early stage, we believe Sales

Navigator is the type of product LinkedIn will

be able to continue to develop from its

unique network of users and interactions.”

“We spoke with current users of Sales Navigator across multiple industries and company sizes. While

all are obviously early adopters and the product is still under development ahead of a full rollout, they

find the product extremely valuable to their sales organization with most either at or pushing for

100% adoption by their company.”

Goldman Sachs: Sales Navigator overview

Turn cold calls into warm prospects

Sales pros quickly find, qualify, and create new leads

Sales leaders accelerate social selling capabilities within an organization

Leverage 1st, 2nd, and 3rd degree connections across over 225M profiles

Collaborate within an organization leverage connections & relationships

Reach key decision-makers more easily

LinkedIn Confidential ©2013 All Rights Reserved 3

Goldman Sachs Equity Research Report, Exploring the Sales Navigator opportunity with early adopters, July 2013

“Sales Navigator is a premium social selling tool that LinkedIn provides to sales professionals

allowing them to quickly find, qualify, and create new leads, while allowing sales management to

accelerate the social selling capabilities within a sales organization. It enables salespeople and

business development professionals to tap their relationships across first, second, and third degrees

and “turn cold calls into warm prospects,” as well as collaborate with other professionals within their

organization to effectively and efficiently deepen their relationships with existing clients. Subscribers

have the ability to navigate their network to reach key decision-makers within target organizations

more directly by leveraging the power of LinkedIn’s database of over 225 million professional profiles

and their connections both within their individual and corporate networks. Sales Navigator is a

subscription product with several different access.”

Goldman Sachs: Customers are happy

Overwhelmingly positive feedback across a industries and company sizes

Extremely powerful B2B client intelligence and relationship platform

Most important networking and business development tool

TeamLink delivers high conversion rates

CRM integration raising efficiency and productivity

Fast roll-out: 100% or pushing for completion

Adoption barrier: Not ROI, but bottleneck to get everyone trained

No real competition. “Light years” ahead of the competition

LinkedIn Confidential ©2013 All Rights Reserved 4

Goldman Sachs Equity Research Report, Exploring the Sales Navigator opportunity with early adopters, July 2013

Goldman Sachs: Customers are happy

LinkedIn Confidential ©2013 All Rights Reserved 5

Goldman Sachs Equity Research Report, Exploring the Sales Navigator opportunity with early adopters, July 2013

“We spoke with multiple Sales Navigator users across a variety of industries and company sizes. The

feedback on the product, admittedly from early adopters, has been overwhelmingly positive.”

Users view the product as an extremely powerful B2B client intelligence and relationship platform in a

world where several of our contacts said “cold calling is dead.” In fact, one contact went as far as to say

that the product is already their most important networking and business development tool.

The most valuable functionality of the product cited is the TeamLink feature, which our contacts said

provides much higher conversion rates than cold calls or introductions through non-mutual

connections, with the ability to sort on multiple fields as the second most liked feature.

Several of the companies we spoke with had already rolled out the product to 100% of their sales

organizations, while a few others were pushing to get it to full adoption.

However the barrier to adoption did not seem to be ROI, the removal or rationalization of other costs, or

the validation of the product’s usefulness, but rather the bottleneck of getting everyone at the

organization trained on how to properly use the product to allow for maximum utility.

“The consensus was that there was no real competition for Sales Navigator (other than maybe the

free version of LinkedIn) as it is “light years” ahead of the competition including Data.com and others

like ZoomInfo.

The belief was that the competition does not have the rich data needed to really expose the

relationships within an organization, and high level enterprise data is just not that useful.

“The consensus was that there was no real competition for On the integration with Salesforce.com’s

CRM, the feedback was very positive as the combination of the two products has led to much greater

efficiency and productivity.”