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so hello everyone um my name is IFA Garvin and I'm invent Marketing Manager for our LinkedIn marketing Solutions thanks everyone so much for taking the time to join us today it's great to see so many of our customers on the call this morning so um before we begin and I hand you over to our hosts for today I'd like to mention some quick housekeeping tips so after today's session we will be sending out a follow-up email to everyone with a link to today's recording and also a copy of our slide so please feel free to share these with your colleagues also I would like to mention that if you have any questions during this session today please do feel free to pop them into our chat uh function and we will do our best to get to them in the Q a after the session um so I guess without further Ado I'm going to hand you over to my colleagues Rada moniva and Claire Clinton oh geez uh for dropping off the code here uh thank you very much for joining us today my name is Radha and I'll kick off the webinar here we are delighted to have you all as our guest for this LinkedIn leads generation webinar today we would like to talk about best practices of driving leads and optimizing campaigns for leads in terms of the agenda today uh we're going to briefly touch on what it's like to live in a world of later generation in 2016. we are then going to share some of our steps to success that are going to help you in any League stand campaign and I will then pass you over to Claire who will go through our lead strength products sponsors updates and sponsored email in detail later on all of you here are marketers who live in a world governed by leads conversions and direct response it is your job to create and nurture measurable actionable interest in your brand products or service all the while lowering your cost per lead and increasing your company's return on investment across multiple channels it is a big role and we wanted to bring some tips that could be helpful with that in mind first of this morning we wanted to share some highlights from our research rethink the B2B buyer's Journey so this is the research that we conducted in late 2015 and in that we surveyed over 6 000 PHP buyers marketers and sales people at midsize Enterprise companies around the globe in terms of Industries we received respondents from over 22 from tech industry around 22 from the financial services 14 from services and 14 for manufacturing and in terms of seniority 9 out of 10 with every 10 respondents had a seniority of manager level or above this is one of the few researchers that gives you a 360 degree holistic view of the buyer's Journey we will be discussing some of the findings of This research and the four key takeaways we think will be useful for you in the next few slides and IFA is also going to follow up with our blog post where you can follow with me and confide that research for yourselves and leave it through in detail later on if you would like to we all know that today's buyer's journey is complex and continues to evolve over recent years the three key drivers in change of the B2B virus Journey have been and we believe will continue to be so social media mobile and technology and not surprisingly LinkedIn is at the intersection of all of these so let's just take a moment to quickly review the impacts of each of these in terms of mobile we now know that in some countries mobile traffic is surpassing desktop site visits this is a clear statement of directions here at LinkedIn we now have over 414 million members with over 57 percent of traffic coming from mobile devices as well this means that websites should not only be more about optimized for viewing but factors such as readability responsive design and not using non-mobile friendly software such as Splash will also be taken into consideration in a website search ranking in terms of Technology the growth of marketing automation data management and CRM platforms are now giving marches 360 degree viewpoints of their consumers we expect to see a continuous Trend in marketers investing in this type of technology to produce a multi-channel nurturing efforts such as emails display and social advertising measure return on investment as part of driving prior sounds applying funnel and also acquiring leads finally and most importantly social media has changed the way that B2B buyers find consume and share among their peers and internal networks content and information from Brands and marketers we all know that content is King and as you can see on this slide our research found that only social media and information sharing across the BIOS organization figured in the top three content resources in each of the five stages of the past purchase awareness scope plan select and implement or buy this trend is only expected to rise over its time when we say input sharing organization I just wanted to mention here that one what we mean by this is how decision makers will consult with their peers and colleagues both inside and outside of their companies to gather information about the products and services they are considering and we're also going to touch base on this later on in this presentation however for all the time we spend developing a strong funnel we know that it can also end up being a leaky funnel at times particularly in this digital age we know that around 40 of ads reach the wrong people and we want to minimize wastage as much as possible we know that 90 of the buyer's journey is complete before reaching out that means that 90 of our buyers are 90 through the funnel before they fill out the form or reach out to a sales rep we believe that they can reach out to us much earlier in their Journey more than 60 of content goes unreads we spend a lot of time working on content and it's a shame to see so much of it not being read 98 of website visitors will not convert we often talk about conversions conversion rates of two percent five percent but the reality is the majority of red fight business will still not convert and we believe there's an opportunity there is to shift us similarly to that eighty percent of emails go on albums and finally 95 of all mqls will not convert think about it that is basically like people walking out the front of your store up straight after they have walked in new channel a new blank funnels are researching in lots of great new opportunities that can help us do better with that in mind we will give you our four steps to success that you can Implement in any of your leads gen campaigns first of all it's important to understand that the buying decision is a team effort as we saw from earlier slides information sharing across the organization between peers and colleagues occurs at every single stage of the buying funnel think about yourself in your company are you able to say you have absolute decision making approval without intercompany information sharing and collaboration to individually make a serious buying decision for a new product or service on behalf of the company I imagine that's a very small people here that is why it is important to understand your audience and who is involved in the decision buying process so that you can Target them ingly for example we know that I.T Finance Business Development and administration and just some of the Departments that are usually included in the buying process second of all it's important to know that different content is required for different stages of the funnel and what you mean by this is that most top funnel contents at the awareness stage should not be gated in order to promote engagement and to in to increase your brand awareness at the consideration level or the evaluation stage give away for free as much of this content as you can and when you come to the purchase stage to the final gate stage give as much teaser information as possible so that your audience can also get some value in exchange for their data it's also important to remember that it can take around 7 to 10 pieces of content for someone to read let around interact with the content so that is why we recommend having two to four pieces of content for every single stage I suppose what's important to take from this slide is that you need to have a very strong type of funnel in order to generate leads and Claire is going to touch base on this later on today it's also important to remember that professionals consume content Around the Clock in different environments so you should have an always-on strategy as we also consume content on different devices it is also important that content is mobile optimized and we will also search based on this later on today to follow up on this it's important to not put hurdles at the Final Fence so once you have a potential buyer on your site don't let them drop off make sure that they stay on the landing page and take the actions you want them to take we recommend that your creative should read the lead directly to a landing page with a lead form that is above the board we also recommend not including any other links to other pages on the site keeping the user on the page and that also the lead form itself should be less than tails in terms Fields ideally between five to seven we recommend as mentioned before adding a full table of content below the code or any teaser information which might help the user to understand what the paper will include in terms of code to actions we avoid we recommend to avoid using verbs such as submit and instead use words such as access downloads and player is going to give you a few more examples of these later on today as well and finally it's also important to define success lead goals and metrics across different departments and externally across your publisher this will allow for a line strategy and clear kpis this will also help you account really successfully think about it if you have a webinar what constitutes ever lived is it for example attendance at the webinar or an application to join the webinar Define what success looks like for the Marketing sales finance department so that you are speaking a Common Language and you're all aligned it's also important to remember that clicks and Impressions don't mean anything to a sales director for example so it's important that they understand your work three cats recap we think that these tips will help you to reach the entire buying team a smart Target team to give the buyers what they want in terms of content and to create seamless experiences across multiple devices and platforms and finally to align metrics and terminology so that your campaigns are successful thank you Rhoda so morning everybody my name is Claire and I'm an account manager here at LinkedIn and today I wanted to bring you through why we believe LinkedIn is the platform where you can gain valuable success in your lead generation goals so as Radha mentioned the buying process of his team sport and we have evidence to show that social media usage is very high at every stage of the buying process so why not use the words leading B2B professional audience and attract the 414 million members that we have online so two key takeaways I wanted to take away today from from why LinkedIn is so powerful for this lead generation goal is that we have powerful targeting based on first party data so we can reach these key decision makers at every stage of the buying process technical lookins here for example our senior director for Marketing Solutions in marketing if we were to Target her or or a company here online today would like to Target her we can do that in a variety of ways by targeting her through her functions job titles and the companies she works in and the deal that she's located in so we have really powerful data based on this first party data on all of the members that we have and secondly what's really key and what we're seeing in LinkedIn at the moment is that yes we're excellent as being a job platform but also to shift is starting to change and more and more people are coming on to LinkedIn as the go-to source for consuming professional content so if we look and compare ourselves to other social media Platforms in the in the landscape today we are top of mind at the every stage of the buying process in terms of lead generation because people are coming online to make themselves more productive and successful in their day-to-day so as an account manager here in LinkedIn my role once we launch so today I wanted to bring you to a deep dive of two key products that we have in LinkedIn sponsored updates and sponsored in mail and to give you some top tips and tricks to get more leads from these solutions that we can offer basically we're going to talk about sponsored updates which are our fastest growing business line here in LinkedIn and it is a way to deliver relevant personalized content to your audience's news feed it's something that is available on all devices so tablets and mobile and desktop and as rather mentioned earlier this is key to success in any lead generation activity so it's a way of going beyond your company followers and the organic data you have chosen to follow your brand but it's a way of targeting them with relevant act content to them to Target these key decision makers at every stage of the buying process so today I wanted to go through the top tips that I share with my clients for Effective lead generation through sponsored updates some of them and a lot of people on the call will know a lot about but I wanted to kind of go back to basics and and give some tips that will set you up for success in your lead generation Journey so first of all tip one is all about the campaign manager tool and getting to know the ins and outs and the intricacies and what's possible on this we recently launched a new campaign manager back in September last year and every time we started a campaign with any client we really recommend them to get to know the campaign manager too really really well this is essentially the back end of all the sponsored update activity and where you can post and align your metrics ingly so first of all understand who your target audience are and are you reaching them effectively so as rather mentioned the buying process involves a lot of stakeholders so are you reaching all of these stakeholders and are you reaching these key decision makers effectively as we mentioned earlier with Nico and the first party data that we have on each individual member start looking at ways of um targeting Maybe by something that's not as obvious as job function or the company that they work in we recommend for Effective targeting on LinkedIn sponsored updates you have an audience size of between 100 and 300 000 members based on our Mantra of going broad or going home by starting out broad we get to understand what your audience is interacting with and then we can optimize ingly which I'll touch on later on to effectively nurture those key leads and people who are really interested in your brand also it's important to understand how you can get ahead of your competitors LinkedIn and sponsored updates is a highly competitive product and based on the auction model that we have when you select an audience that you're looking to Target and create these campaigns to reach these buying decision makers the higher the big range that is selected essentially means that the the competition is very high on the site so if you see and you feel like you're paying a lot for that audience it's a way of going back to the to the the targeting and how can you effectively Target this audience in maybe another way by looking at different facets that we have available also it's important to understand that the pricing model that you're using aligned to your lead gen objective traditionally we would suggest the CPM model or cost per million impression is a branding is a branding pricing model and for lead generation to effectively occur we we suggest to go for a CPC or cost per click model so make sure that you have that understanding and that you're correctly aligned and finally do you have enough budget allocation per day so when we get a contract and a campaign live there is key times when more budget is needed over others for for lead generation to occur this could be around an event or a webinar so make sure that you have enough budget allocated and you are absolutely maximizing your lead generation throughout the course of your campaign following on for this it's really important and I can't stress this enough with all of our clients is to be always on and to do that you need to get organized and develop a Content calendar a Content calendar is a really effective way to plan ahead these key lead generation times when you need to maximize Roi so if you have a webinar for example in three weeks time start generating the content now and don't leave it two days before the webinar occurs to start sponsoring through these Target audiences that you wish to attract to it it's important as well that you're aligned internally and that other departments know as well what content is going to be available to them so that wastage and time is is maximized foreign so now we know we've got the basics right it's it's key to understand as well what content works and what content resonates on LinkedIn so the examples that I'm showing today are actually top pieces of content that were generated in Q4 of 2015. so as you can see the short concise intros looking for a good compliant duster so is everybody else so we don't need to select more they're asking a question which is really relevant and they're calling out the audience that it's relevant to for compliance episodes it automatically attracts your attention and unless there's some really high engagement rings also the use of rich media like infographics videos everything like that that it will elicit a click or somebody to be more intrigued and then click further it generates a really high engagement on LinkedIn and it's really good to start looking at what's available to you and can you start sponsoring strong call to actions and we'll talk to later on and based on key call to actions for lead generation but this is really important to make sure that you the audience sees what they get so if it's a webinar make sure that you use strong call to actions for it those images like Maryland interviews and the work-life balance South post that they generated last quarter is something that's unrelated to Maryland essentially it's not something that you'd you'd associate with them but the use of that image on on LinkedIn elicited a really high engagement rate and it was something that got people got married in front of Mind in those people's fires in the buying process also interviews work really well both internally and externally so if you have maybe a case study and you have a client that wants to you know collaborate and show how your brand has helped them be productive and successful try and get an interview edit them or or also get an interview from somebody internally and start humanizing your brand and if you can get creative and start looking at what's available to you and and how can you repurpose it and we as well further on that in a few tips so now we know what content works but what content now will work for your driving your lead generation through content so my recommendation to clients is always a 4-1-1 strategy what does this mean essentially four means four pieces of content which speak directly to what members want to read about genuinely helpful making them more productive and successful so this is all about The Branding piece that rather mentioned which is key in driving type of funnel leads for your brand so Jack Welsh management institutes have used written media to attract attention they're giving useful advice on the tough tips that you need to know to grow your career the use of Jack Wells himself on the video humanizes the brand which is really important for gaining trust and the intro copy is short so it's fewer than 150 characters and include the link so this type of content is really key in the eyeballs I've rather mentioned so consuming seven to ten pieces of content like this along with the second piece of our strategy on using that type of content that's indicating it from another publisher so if you can talk about something in the New York Times that's related to your brand or something else that will make them productive and successful so these are here are showing you the tough words you should never use on your LinkedIn profile something unrelated to Visa but the use of these tips with and syndicated with another publisher has given them a credible branding piece that is key to the lead generation Focus foreign and then finally the the last part is the 411 strategy is all about your lead generation so if one piece of content for that's speaking directly about the Brand's own offering so this piece of content should be gated it should be a way where you're able to attract these leads and you need to make it engaging so Deborah here have a very simple and effective call to action so are you working in a noisy office short and sweet and the call to action is try the new jabber evolve headset so very very simple and I wanted to highlight this piece of content because it has been live for a number of months meaning that when you do create this lead generation content you can have it live and on your sponsored up this account for as long as possible as long as it's continuing to drive leads for you but only the lead generation will occur in this 411 strategy if you make sure that your top of funnel is still top of Mind by gaining that trust so when the lead generation piece comes that people will be inclined to click and leave their details so when you are doing the lead gen approach what caused actions that you use so as I mentioned earlier it should be clear and it should be simple and the audience should know what they're looking for so the top key actions that we have on LinkedIn at the moment are strong call to actions like apply stuff by download read register so for example if we look at the two examples that we have here very clear we know that you want to meet us at the ditex technology Week 2015 book a meeting with us we want you to download our Global HR Trends and surveys so make sure that when you are doing the call to action piece that it's very clear tactics is all about the content as well that you're using so when I start off with the a LinkedIn campaign with a client one of the questions that we always ask is what content have you got coming down the line and very often people and Brands don't feel like that they have enough content readily available to them so I wanted to highlight this as remember that content that you have that maybe was used last year may be always to you but it's relevant to your new target audience this is the first time that that audience has seen this piece of content so if it's relevant why not cherish and repurpose those don't start looking and looking for Budget to go to a creative agency when you have a lot of assets there so if we take the sophisticated Mark shares guides to LinkedIn which we published here internally in 2015. we can repurpose that content for every stage of the 4-1-1 strategy by sending infographics slideshows creating webinars podcasts and blog posts all from that simple book so it starts to look at what you have readily available to you and how can you repurpose that in a way that will effectively reach that target audience using the 4-1-1 strategy so when you have the content live and you have your target audience created and your campaign is created we recommend using direct sponsored content or a B testing variations of content to understand what works to your different audiences so somebody in the c-suite audience in it will will look at posts and Will some posts will resonate with them more than say a mark a senior marketing director so it's important to a B test and to see what works this here was optimize towards the best performing updates so it eliminates wastage you can turn off the lower performing updates and similarly you can let those that are performing well serve more impressions this will overall improve the campaign return of investment and you will also get to learn a lot more about your target audience and this is key for any lead generation to successfully occur debate is once you have your campaigns live and you're starting to see results it's important to optimize frequently so what I mean by this is going into your campaign manager too and leveraging the click demographics that you see to tweak the audiences so it goes back to I suppose the first tip of getting the foundation right and going broader going home so by creating a large segment of the audience you can drill down and see actually you know what these tough people are clicking in that in that function I'm going to remove those that aren't engaging as much similarly it's important to turn off content that is underperforming at LinkedIn we have benchmarks internally of 0.25 to 0.35 click-through rate so we would always recommend to turn off anything that is below Benchmark and similarly anything that's underperforming and not generating leads for you it's wasted if it's there and it's serving Impressions when there's actually no um transactions occurring on your side also as well the campaign and the platforms are highly competitive so although we suggested delivering that the start of the campaign it's important to go back in quite regularly and ensure that your bids are winning the auction and are serving more Impressions to that target audience so this may mean tweaking the bids higher to to beat your competitors or coming down a little bit more so that you can eventually reduce your cost per click and also it's important to move or add budget to better performing campaigns when lead generation is important so this goes back as well as the content calendar if you have a webinar next week and it's driving a lot of leads for you it may be looking at can you add more budget to that or can you shift around Budget on on current campaigns for Optimum lead generation to occur the campaign manager 2 is very flexible and this is very very easy to do but it's not maximized enough so the second last tip is about thinking about when you post we get a lot of questions internally from clients wondering wait can we turn off the campaign now um after six o'clock because nobody's on LinkedIn um because they're not working anymore or can we turn it off over the weekend but this is something that we strongly um don't recommend it's not it's not key for the lead generation to occur so as you can see the usage on different platforms and devices changes throughout the day and as sponsored updates is on all of these devices we definitely see a high click-through rate when the professional and professionals are in their day-to-day or you know are on the train like rather mentioned earlier so it's important to have that always on approach and not to turn off anything at night during the weekend and finally I can't dress this enough as well is it's patience it's these tips are there for you to get the best out of your lead generation to occur but it's not going to happen overnight lots of optimizations are needed it's really important to understand your audience it's really important to understand what content is working for your audience and there is always going to be a ramp of time so whether or not you've invested 10K or 100K on LinkedIn it's important to make sure that you have these foundational tips setting yourself up for success and then the leads will start to flow it's really important as well that you collaborate with your account management team in LinkedIn and and communicate to them the leads that are that are being generated and the quality of them and then we can go back and revisit are we looking at the targeting writer and give you these tips again for for maximum lead generation to occur so there is going to be a ramp of times though please be patient and we'll be guarantee that if you get these tips up for success and you set yourself up that's the leads welcome so the second product that I want to talk about today is is sponsored in Mill and sponsored email is a way and is the most direct way to engage with your prospects on LinkedIn we recommend in mail to drive tangible direct response metrics which goes back to point four that rather mentioned so leads the cost per lead Pipeline and driving High consideration brand awareness sponsored in those guarantee 100 deliverability in real time to your target audience and it's a harvesting product as you only receive one inmail every 60 days so there is a high engagement race and at the moment it's beating any other email marketing that is there currently we are seeing open rates of 30 to 40 percent which are our benchmarks but if you take the tips and tricks that I'm going to show you now today we have seen a lot more open rates up on 70 in certain instances with a very high clicked duration open so like I did in sponsored updates I want to go through the top tips that I recommend to all my clients for Effective lead generation through sponsored in math first of all in First Impressions matter so somebody on LinkedIn is only going to receive one of these every 60 days if that so you need to make sure that you get your first impressions right and that you're making it count so think about who is the email coming from this really depends on the actual body and what you're looking to what your lead generation focus is but is it coming from a company or is it coming from an individual member within that company there's no right or wrong answer it's a it's a test at the moment we're seeing a lot of high engagement coming from Individual members so a senior individual within the organization but it really depends on what your messaging is about and what your lead generation goal is so one thing I've potentially grabbed your attention with the defender you need to make sure that the is a short impactful subject line that will enlisted and open and then subsequently on that if that fails we can add a little bit more detail to the subject line but it's these three points that will make or break your open rates and if you get them right we will start to see a really high open rate as well the Body Matters so when we actually have it opened in them we tend to see that lots of people are interested in the brand and the person that they and men are coming from but there's a much lower click-through on open than we would like to see so tips to increase that click-through rate and and engage more lead generation is keeping the body short and concise keep it 100 under 100 a thousand characters excuse me avoid using or adding hyperlinks to the text and and keep it simple three bullet points with limited formatting is is Optimum an eye-catching Banner as well on the right hand side will also attract attention and will also be linked to the call to action so make it eye-catching but also make the text simple and make sure that your lead generation objective is all aligned foreign I wanted to focus as well on the body and the simplicity so more call to actions in the inmail do not equal more conversations keep your lead generation top of mind and make sure that your call to action is clear it can work against your campaign if you have too much hyperlinks included and we strongly advise that for advice against us as well as rather mentioned in traditional um email are intraditional lead generation as well we want to focus on what call to actions work for a sponsored in them so make sure that it's relevant to the offering that's there so try register Reserve join confirm download these are the top call to actions that we're seeing currently on LinkedIn and we recommend using them for future tip five is all about mobile and 57 of our traffic on LinkedIn is at the moment mobile we recommend that making sure that your you have a clear call to action and to your body because mobile really drives leads and this is really key as at the bottom on mobile there is a sticky button which means that the call to action is always top of mind so at the moment mobile is driving leads for sponsored email so ensure that your text and your body is simple and that you're making the right impression because this is where we're seeing the highest engagement much more over desktop at the moment but tip six is um the final tip that I want to go through when using sponsored email and it's all around events if you have an event coming up we strongly recommend using sponsored email because it's a really key way and for driving further leads so I want to highlight our case study that's available also on our LinkedIn blog so it's of global who we're attending the Mobile World Congress in Barcelona last year but they came to us and they were wanting to drive more people to visit them understand and subsequent engage in further meetings with them these key decision makers that they were looking to Target so why did they why did it work for them well they used it sponsored in men and by by using that they had a 69 increase in the number of meetings that they had on the previous year so the responsive email was strong they had a strong visual that supported the message and the call to action but it didn't distract they had an attention grabbing subject line supporting the description with a clear call to action so me skillful at the Mobile World Congress 2015. very very expensive and the location that they're going to be the text was on untouched but also and this goes back to um my point as well on the targeting that LinkedIn had they used the clear and intuitive targeting that resonated really really well for their target audience what Global did was they targeted all of their emails to those members who participate in the Mobile World Congress group on LinkedIn so by doing this they had a they presumed that the majority of people that were in this war in this group on LinkedIn were actually going to be at the Mobile World Congress and by doing that and by thinking other and having a clear strategy they were able to drive up on 75 open rates and also up on 20 click through and opened so really really high engagements because of their clever and intuitive targeting so I strongly recommend if you're interested in using sponsored in men for events to talk to your account management team on LinkedIn and they would best be able to advise you on the strategy to take and if we have any issues or targeting to to work on together so that's it from me on on sponsored updates and sponsored in mail I want to pass over to rad and now to talk about what we can look forward to on LinkedIn going forward thank you Claire I hope you all found these tips very useful uh and now we wanted to give you a little sneak peek of what is coming in LinkedIn later this year so I'm really happy to say that we will finally be rolling out conversion tracking for sponsored updates I know this has been a feature request by many of you multiple times and conversion tracking is going to allow you to track and monitor and performance type to sponsors updates directly in the campaign manager platform it will help you understand your return on investment and you will also be able to optimize leveraging your conversion data content and targeting straight on the platform now we do not have all the details of released yet but your account management team will be in touch with you as soon as we have more information available and finally I'm going to pass you over to Claire again who is going to quickly recap up this talk about today yeah so thank you ready so there's lots of exciting things on the roadmap for 2016 and as rather mentioned please do reach out to your account management team for these so to recap on lead generation on a whole we all need to go back to the drawing board and rethink our lead generation approach so are we reaching the entire buying team are we giving the buyers what they want are we creating seamless experiences for them and are we aligned both internally and externally on our lead generation metrics terminology and goals once you have these four lead generation key tips in place your your lead generation will start to occur more effectively and we hope that you know LinkedIn is always top of mind for this so we want to thank you for for joining us today and and also if you have any further questions please do drop them into the chat we have approximately 10 minutes left and if and will happily ask Brad an item on anything that we covered today or any of the the roadmaps going forward so thank you hi Claire and Rada thank you so much uh for that that was already helpful great see lots of really practical tips great to see so many practical tips there today so um we do have a few questions coming in through the Q a and chat functions and thanks guys for sending all your questions through hi Claire and Ryder thanks so much for talking us through all of that today I got I saw a lot of you know really practical examples of things which is really great it really helps bring it to life so thanks also to everyone uh who has posted some questions I did try to get through as many as I could but we do also have some that um if everyone has some time still we can run through now so we do the question here someone has a question they're saying that they're seeing these coming in but they say that they're not hugely relevant okay so if um yeah that's that's something that you know we at LinkedIn encourage more collaboration so when we have a report that we gave as an account manager I can only communicate on clicks Impressions Etc so if you're not seeing the leads or if metrics are good and I'm communicating that and you're seeing a high number of leads but the leads are not relevant to you that means that we need to go back to the the kind of the setting you set your campaign of for success and reviewing the targeting that we're looking at so please do let us know if this is happening and and we can we can collaborate together by by looking at more ways of targeting the real leads that you're looking to generate okay great thanks Claire I have another question here relation to kent-based marketing so do we have any developments in terms of ABM yes so we do actually and that's another exciting feature that is coming soon so we can confirm that we would soon be able to Target companies based on a company's list and we'll be able to Target from from 500 to 30 000 companies at the same time uh which is amazing because you can use your you can use HubSpot or whoever you're using to kind of get that list in Excel and send it over to us and that's going to be rolled out to sponsored in mail and sponsors updates assisted initially and your account management team would also be in touch whenever that is available okay great um we have a question from someone they're asking about how the LinkedIn Auction House works for a sponsor update yes so the way that our auction works it's actually a combination of the bits so it's 50 based on your bids and 50 based on your relevancy score and your relevancy score is based on your content so the more people engage and interact in terms of clicking and sharing the higher relevancy score you would have so that is why you really recommend that especially at the beginning of a campaign when it's quite new and it has very few Impressions and very few clicks you should have your bids really high so that you're hitting you know you're getting the most out of your auction so just to recap it is actually based 50 on the bid that you're putting and fifty percent of your relevancy score okay great and I am conscious of time so final question for today is with regards to the campaign manager someone is looking to know should this be checked daily yeah so um if you have a premium solution account with LinkedIn be aware that your company or your account management team will be checking it daily however we do strongly recommend that you are still go in and understand the metrics that you're getting but also that the setting the campaigns up for Success so as we mentioned earlier the there's High competition on the on the platform so it's really important to make sure that your bids are as rather mentioned at the high end to win the auction and serve more Impressions to your audience and this can change daily so absolutely as well if you're not Hasting your daily cap that you have in place or you're not pacing correctly you can simply adjust them on the campaign manager too so we would highly recommend to to go in Daily and check this out okay great thanks Claire thanks Radha and of course thanks everyone who took the time to join us today I just want to recap on what I've begun at the start of the session we will be sending out a follow-up email to everyone who took the time to attend in this email there will be a link to today's recording we'll also have a copy of our slides to share with you and as Radha mentioned we will include a link to our blog where you can download our B2B buyers research so once again thank you very much if there were any questions that weren't unanswered we will be able to see that and Claire and Ryder will be able to pick that up with you guys individually thanks again bye bye foreign