* Includes introductions and referrals from within and outside the company** Versus other 5 lead source channels combined

Leads Sourced Through Warm Introductions*

• 23% Higher Average Deal Size**

4 of top 5 largest deals sourced through Warm Introductions

• 37% More Likely to Win Deal**

Warm Introductions:#1 source of leads in 2015

Call3% Email

10%

InMail25%

Warm In-troduc-tions32%

Events2%

Marketing Leads28%

Revenue ContributionBy Lead Source