Linkedin & Lynda.com. Signal Consulting Kate Boland Nick Lane Greg Piercey Stephanie Daley. Memorial University of Newfoundland

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1 Linkedin & Lynda.com Signal Consulting Kate Boland Nick Lane Greg Piercey Stephanie Daley Memorial University of Newfoundland

2 Agenda Mandate Key Issues Objectives Recommendation Analysis Alternative Evaluation Implementation Risks and Mitigations Questions Kate Nick Greg Stephanie Kate

3 Key Issues & Opportunities Shareholder expectations Competition Changing education landscape Job market; skills shortage

4 Objectives Revenue growth Increased user base Increase time on site / engagement Enhancing the Linkedin experience

5 Recommendation Leverage the Lynda.com acquisition to grow paid subscriptions

6 Analysis

7 LinkedIn s competencies Connecting users to powerful network History of successful acquisition Big-Data and analytics to target offerings User-friendly design Innovative culture developing features

8 The LinkedIn member LinkedIn Member Growth ( ) 467.0M LinkedIn's user base profile 60% 225.0M 25% 90.0M 100.0M Active job seekers Passive job seekers Growth to over 1 billion within the next five years Significant potential to activate passive job-seekers

9 The power of the LinkedIn Network I want to be more prepared for my interview 467M LinkedIn members LinkedIn Learning products I may like another industry better I d love to learn more about graphic design 1.5% 3% 5% 7M members 14M members 23M members

10 LinkedIn Learning business model Course development Application process Pay based on viewership Minimizes financial risk Minimizes quality risk Reputation benefit for authors

11 The competition for LinkedIn Learning High Quality LinkedIn Learning Universities Low cost MOOC High cost YouTube Low Quality

12 Synergies LinkedIn and Lynda More potential learners More potential instructors Additional user data for Economic Graph More targeted suggestions (courses and jobs) Higher value for subscription customers

13 The growth of the subscription model People are becoming more familiar with subscription model: Office 365 Photoshop Benefit to company: consistent revenue stream Benefit to user: smaller cost (opex vs. capex)

14 Alternative Evaluation

15 Alternative Generation Ad Revenue Monetize Certification Paid Subscriptions Focus

16 Evaluation Criteria Revenue growth Increased user base Increase time on site / engagement Enhancing the Linkedin experience

17 Alternative Comparison Revenue Growth User Base Time / Engagement Experience Certification Ad Revenue Paid Subscriptions

18 Implementation

19 Key Milestones Short (Year 1) Lower subscription price Promotion Medium (Year 2) Introduce Learning for Business Long (Year 3) Start development of Certification

20 Linkedin Pricing Free Current Learning $29.99 Premium $60 Learning NEW $14.99 Volume: 9.3 Million Users

21 Target Users Passive job seekers - 60% Not interested 10% Active job seekers 25% Current Premium Members (15%)

22 Linkedin Learning Value Proposition Target Market Passive Job Seekers Benefits Advance in company New opportunity Proficiency in current role Not in Job Market Passion Proficiency in current role

23 Promotion: Current Users Trial Social Benchmarking Data Mining

24 Trial Increase Learning users: Free one month trial Increase Linkedin + Learning Free four month trial for students

25 Social Benchmarking Jobs you may be interested in: Management Consultant with E&Y - People in this field have completed training in Excel Strategy M&A People in your field have completed training in

26 Data Mining Interests (Branding) Actions (Job Application)

27 Promotion: New Users Online Advertising: Google Ad words Sponsored content Online advertising Celebrity Content Malcom Gladwell Michael Lewis Jack Welsh

28 Marketing Revenue Repeat traffic Ad revenue

29 Year 2 Growth: Introduce Business Learning New customer group Employee learning Social media Purchasing Ability to create playlists Free one month trial

30 Year 3 Growth: Develop Certification Understand Learning interests Strong Learning brand Pay for certification Including grading

31 Budget Year 1 Year 2 Year 3 Influencers $5.0M $5.0M $5.0M Product integration $30.0M $20.0M $20.0M Business development $10.0M $10.0M $5.0M Total Cost $45.0M $35.0M $30.0M

32 Financial projections $1,000,000,000 $900,000,000 $800,000,000 $700,000,000 $600,000,000 $500,000,000 $400,000,000 $300,000,000 $200,000,000 $100,000,000 $0 Estimated incremental revenue Low Med High Year 1 Year 2 Year 3 Revenue at year 3 High: $873M Med: $360M Low: $103M

33 Financial projections $900,000, $800,000, $700,000, $600,000, $500,000, $400,000, $300,000, $200,000, $100,000, $- $(100,000,000.00) Estimated incremental profit Year 1 Year 2 Year 3 Low Med High Profit at year 3 High: $844M Med: $330M Low: $73M

34 Risks and Mitigations

35 Risks and Mitigation Risks Probability Mitigation Competition High Accelerate grading and certification Lower perceived value Med Enhance product offering Low conversion Low Further Promotion

36 Conclusion Revenue growth Increased user base Increase time on site / engagement Enhancing the Linkedin experience

37 Questions

38 Lynda.com Integration Monetize Promote Integrate

39 in Popular Courses in your Network Trending in Your Industry Suggestions for You Mobile Interface encourages engagement in Learning courses

40 Financial assumptions Baseline figures: Assumptions: Linkedin Users 467,000,000 Lynda users 2,000,000 Passive users 280,200,000 Low Med High Conversion rate - Lynda 1.00% 2.00% 3.00% Conversion rate - premium 0.50% 1% 2% Converted users - Lynda 4,670,000 9,340,000 14,010,000 Converted users - Premium 2,335,000 4,670,000 9,340,000

41 Proposed plan pricing - members Low Med High Free $0 $0 $0 Lynda only $9.99 $14.99 $19.99 Premium $49.99 $59.99 $69.99

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