LinkedIn Sales NavigatorNo more cold calls – gain new insights into leads

Contact Decision Makers Directly and Shorten Your Sales CycleSales Navigator includes LinkedIn InMail, the powerful contact tool that lets you send messages to decision makers even if they’re not in your network. According to a CSO Insights study, on average 8 InMails can generate 1 new sales opportunity.1

Find and Be Found with Trusted Data Make your LinkedIn pro!le work harder for you. With your LinkedIn pro!le, present a professional impression of both you and your company for interested inbound leads. The power of LinkedIn's professional graph and insights extends to prospects too. LinkedIn members self-author their pro!le information, so you can trust that it's accurate and up to date. In fact, 87% of sales reps found more information about people or companies using Sales Navigator that they wouldn't have found otherwise.2

Prioritize Your Accounts and Territory Don’t waste time pursuing ineffective leads. Sales Navigator’s Lead Builder tool helps you build a contact list based on criteria such as seniority, title, function, and industry, and prioritizes that list by the number of people you know at that company. And with other LinkedIn tools such as Pro!le Organizer and Saved Searches, you can track pro!les, organize them into folders, and add your own sales notes.

Expand Your Network and Leverage Your Common ConnectionWith 150 million members, LinkedIn offers real connections to the people and companies you need to reach. While employees with more coworker connections receive more introductions, only 53% of sales professionals have leveraged their coworkers to facilitate introductions to new opportunities.2 With Team Link from LinkedIn, you automatically see who on your sales team is a !rst-degree connection with your prospect, resulting in warm introductions and more deals won.

Drive Deeper Adoption of Your Existing CRM InvestmentSales Navigator users using LinkedIn within their CRM view an average of 27 LinkedIn pro!les a day, compared to the broader population of sales professionals who view just !ve pro!les per day.1 By integrating your CRM with social channels like LinkedIn, you are researching and connecting with your prospects in the environment where they live and prospecting smarter within your existing CRM.

Build real connections to the people and companies you need to reach

Sales Navigator boosts the effectiveness of your sales team with:

• Access to a worldwide network of 150 million (and growing!) professional members

• Integration of rich pro!le data with your existing CRM solution

• Trusted, authentic data in self-authored pro!les

• Tools for prioritizing and managing lead development

Member Pro!le

View professionalhistory and summary Contact directly

with InMails

Leverage !rst-degree connections of your organization to reach prospects

Please contact your sales manager or account manager for more information.Copyright © 2012 LinkedIn Corporation. LinkedIn, the LinkedIn logo, and InMail are registered trademarks of LinkedIn Corporation in the United States and/or other countries. All other brands and names are the property of their respective owners. All rights reserved.

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Build pipeline with new leads

Gain full-name visibility for third-degree connections

Lead Builder

Search criteria for leads

CSO Insights, "Results of LinkedIn for Salesforce.com Research," March 2012

LinkedIn Charter Customer Survey, November 2011

1

2

LinkedIn free version

Team Link: Leverage your team’s combined network

InMails: Gain access to decision makers – response guaranteed

Lead Builder: Source and close deals with integrated data

Premium search !lters: Pinpoint the right leads

Pro!le Organizer: Save important pro!les and sales notes

Who’s Viewed Your Pro!le: Be proactive in managing inbound queries and interest in your pro!le

Saved search alerts: Stay on top of new leads

10 per month

3 saved searchresults minimum of 7

Premium sales account

DocuSign accelerates sales cycles with LinkedIn for Salesforce

LinkedIn for Salesforce Case Study with DocuSign

for Salesforce

DocuSign is the industry standard for electronic signature, offering the fastest, easiest and most secure way to send, sign, track, and store documents in the cloud. DocuSign enables documents to be sent for legally binding signature to anyone, anywhere, anytime, on any device – so that companies can replace slow, paper-based transactions with fast online processing. More than 9 million individuals have DocuSigned more than 80 million documents in more than 50 countries, saving time and money for all types of organizations, from individual professionals to small businesses to the Fortune 100.

DocuSign – www.docusign.com • The industry standard for electronic signature• More than 9 million users have DocuSigned more than 77 million documents in 51 countries• Privately held, founded in 2004• Sales team: 40+ corporate sales and enterprise sales executives• Target customers: Senior executives in industries such as real estate, !nancial services, insurance, technology, and staf!ng

Looking to deepen relationships, streamline sales processes DocuSign was actively seeking ways for its sales executives to strengthen relationships with key enterprise accounts and forge deeper connections with key decision makers to improve account development and closure rates. DocuSign also wanted to enhance its prospecting and lead quali!cation processes to best prioritize inbound contacts from customers and prospects.

“Electronic signature has gone mainstream with individual professionals and businesses of all sizes looking for proven ways to close deals faster, earn revenue sooner, reduce costs, and increase visibility, control and compliance,” said Bob DeSantis, Vice President of Sales at DocuSign. “With DocuSign experiencing hyper-growth as the industry standard with more than 9 million DocuSigners and 30,000 new users every business day, it’s imperative we’re able to effectively manage the increased demand for DocuSign’s eSignature solution.”

LinkedIn for Salesforce brings the power and credibility of LinkedIn data right where you need it most – your sales pipeline. Save time and gain a competitive edge with LinkedIn for Salesforce.Visit www.linkedin.com/salesforce to get started.

Copyright © 2011 LinkedIn Corporation. LinkedIn, the LinkedIn logo, and InMail are registered trademarks of LinkedIn Corporation in the United States and/or other countries. All other brands and names are the property of their respective owners. All rights reserved.

Copyright © 2003-2011 DocuSign, Inc. All rights reserved. DocuSign, the DocuSign logo, “Close it in the Cloud”, SecureFields, Stick-eTabs, PowerForms, "The fastest way to get a signature", The No-Paper logo, Smart Envelopes, SmartNav, “DocuSign It!”, “The World Works Better with DocuSign” and ForceFields are trademarks or registered trademarks of DocuSign, Inc. in the United States and or other countries. All other trademarks and registered trademarks are the property of their respective holders.

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DocuSign turns to LinkedIn for Salesforce DocuSign selected LinkedIn for Salesforce to accelerate their lead quali!cation, pro!ling, and account development processes, bringing the wealth of information available from the world’s largest professional network into Salesforce while positioning DocuSign’s own sales team to manage the increased interest and accelerated growth in electronic signature.

LinkedIn for Salesforce enhances the sales team’s knowledge by providing real-time access to the professional pro!les, companies, and activities of LinkedIn members – automatically matching each rep’s contacts and leads within Salesforce. The integration provides an unprecedented level of convenience, allowing representatives to reach peak performance.

Forging stronger client connections with LinkedIn for Salesforce In a competitive sales environment, establishing and deepening connections with target accounts is essential to developing and closing business. The seamless integration between LinkedIn and Salesforce enables DocuSign’s sales teams to more quickly uncover sales insights that help build rapport and connections with key decision makers.

DocuSign account executive Rob Cuningham says, “Twice in the last week I was working with a new customer, and in both cases had a matching connection through LinkedIn. Having the ability to see that immediately from within Salesforce was a huge advantage.”

DeSantis concludes, "More than 80 percent of our reps found important LinkedIn information that they would not have known otherwise because of LinkedIn’s seamless integration with Salesforce. LinkedIn for Salesforce makes it easier to discover the sales insights that we need to effectively engage customers and close deals."

Saving time, boosting employee productivity To maximize team productivity, DocuSign looks for solutions that integrate seamlessly with Salesforce. DeSantis continues, “Like DocuSign for our customers, the best sales tools !t into our existing work"ows and tools. LinkedIn for Salesforce did just that, giving our teams access to the most reliable and credible source of sales intelligence, inside Salesforce, where they’re working day-to-day.”

Tom Burbank, Director of Enterprise Sales at DocuSign, says “It eliminates the need to toggle back and forth between LinkedIn and Salesforce, allowing us to tap the potential of LinkedIn through the single pane of glass that is Salesforce.” As a result, more than 80 percent of DocuSign employees report an increase in usage of LinkedIn information in the sales process.

DocuSign account executive Michael Gilbrough says, “LinkedIn for Salesforce has helped me immensely in !ltering and prioritizing incoming leads. The ability to quickly !lter leads has made me more ef!cient.”

Sales Navigator

Challenge • Transition from 100% inbound sales to combined outbound/inbound sales with aggressive goals

• Seamlessly integrate with existing investment in Salesforce.com

Solution• LinkedIn Sales Navigator account, including:

• Lead Builder • Team Link • InMail • Pro�le Organizer • Premium Search Filters

Why LinkedIn? • Access to a worldwide network of 150 million (and growing) professional members

• Integration with existing CRM investment

• Trusted, authentic and current pro�le data

• Tools for prioritizing, managing and maximizing lead development

Results • Quadrupled outbound sales

• Increase in win rates

When one of the fastest growing companies in Silicon Valley wanted to integrate a new outbound sales program with its successful inbound efforts, they knew they would need the right tools to reach their aggressive goals. Marketo – whose business focuses on demand generation products and services for marketing and sales professionals – turned to LinkedIn’s Sales Navigator to build connections, gain insights on prospects, shorten the sales cycle and, ultimately, to grow their business.

Maximizing impact for impressive ROI Early on, 100% of Marketo’s sales team was already using LinkedIn’s standard, no-cost functionality in their individual sales efforts, and several team members were even paying for premium subscription services out of their own pockets. When the company began searching for the most accurate data for prospecting and overall sales effectiveness, it made sense to leverage employees’ previous experience with LinkedIn.

MarketoCase StudyMore insights—and more precise targeting—drive explosive outbound sales growth

Our aggressive outbound sales goals required a powerful tool. LinkedIn’s Sales Navigator, with the most accurate data and seamless integration, helped us exceed our goals—farther and faster.”

Patrick Donnelly, VP of SMB Sales,Marketo

“

Copyright © 2012 LinkedIn Corporation. LinkedIn, the LinkedIn logo, and InMail are registered trademarks of LinkedIn Corporation in the United States and/or other countries. All other brands and names are the property of their respective owners. All rights reserved.

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Reaching decision-makers With Sales Navigator, LinkedIn pro�les work even harder. Because LinkedIn members self-author their pro�le information, sales reps can trust that it’s accurate and up to date. This is crucial, explains Donnelly. “The pro�le information on LinkedIn is accurate as of today. That’s invaluable.” And better pro�le data means more connections. In fact, a LinkedIn Charter Customer Survey showed that 87% of sales reps found more information about people or companies using Sales Navigator that they would have found otherwise.1 This difference was crucial for Marketo. “Based on the pro�le information we see on LinkedIn, we can see who really ‘owns’ the different areas within a business. This allows us to target our efforts much more precisely and reach just the right person,” said Donnelly.

The power of InMail Sales Navigator includes access to LinkedIn InMail, the powerful contact tool that lets you send messages to decision makers, even if they’re not in your network. Combined with rich pro�le data and a 360° view of every prospect’s connections, InMail became one of Marketo’s go-to solutions in reaching out to leads. “InMails de�nitely have a higher hit rate and perform much better than regular email,” said Donnelly. “Combining InMail with the wealth of information in member pro�les has been extremely productive for us.”

Visibility into relationships across the company Marketo’s sales team takes advantage of Sales Navigator’s Team Link to get a complete picture of relationships with a prospect company. Donnelly explained, “At Marketo, we do a lot of multi-threading, and are very keen on having multiple contacts and multiple relationships with a company. Team Link allows us to see those relationships and really get a good grasp of the bigger picture. This saves a lot of time and energy as opposed to some of the usual tactics that can be necessary to get a foot in the door.” Team Link from LinkedIn allows Marketo’s sales reps and managers to automatically see who on their sales team is a �rst-degree connection with prospects, leveraging existing relationships organically—and successfully.

Donnelly went on to explain how Team Link and LinkedIn’s rich pro�le data speeds up the sales process. “In the past, there was a lot more time needed to do research, hunt down prospects or simply trying to get through the receptionist to get to decision-makers. Now we know exactly who the people are in the positions and areas that we want to reach. We cut out some of the guessing game, saving valuable time.”

Knowledge helps level the playing �eldMembers of Marketo’s sales team have seen that knowledge – the rich data gleaned from pro�le information leveraging relationships – levels the playing �eld. In today’s social media environment, prospects and potential customers have access to vast amounts of information about companies, products and services. “They know so much about us even before we engage with them,” said Donnelly. “LinkedIn lets us know as much about our prospects as they know about us. It levels the playing �eld and starts our relationship in a much better, more productive place.”

Perfect integration with existing CRM investmentMarketo’s sales team manages all aspects of its activities in Salesforce.com’s sophisticated CRM environment. “We live in Salesforce…everything we do takes place in Salesforce. So having easy access to all the pro�le information from LinkedIn, plus added functionality such as InMail and the ability to see connections, is critical,” Donnelly said. “And the process of integrating LinkedIn with our existing processes and technology could not have been easier,” he continued. “A couple of clicks and it was done. Simple.”

LinkedIn’s Sales Navigator gives companies like Marketo the insights and the tools they need to leverage social media, build connections and, ultimately, maximize sales efforts.

Visit [url.tbd.linkedin.com] to learn more about how Sales Navigator can help your team meet your sales goals.

The result? According to Patrick Donnelly, VP of SMB Sales for Marketo, his company’s outbound sales’ revenue contribution quadrupled from 2001 to the �rst quarter of 2012, by engaging fully with LinkedIn Sales Navigator. He added, “I can point to over a dozen deals that were either created or positively in�uenced by our use of LinkedIn’s premium product”.

LinkedIn Charter Customer Survey, November 20111

About MarketoMarketo, a global leader in Revenue Performance Management, provides marketing automation and sales effectiveness solutions to more than 1,200 enterprise and mid-market clients, and has been recognized by CRM Magazine as the “2011 CRM Market Leaders Awards Winner for MarketingSolutions,” and the 2010 CODiE award for “Best Marketing Solution,” among other accolades.