CASE STUDY: LOOKER CONNECTS WITH BUYERS AT THE RIGHT TIME ON LINKEDIN Looker found that prospective buyers evaluating business intelligence platforms often utilize networks such as LinkedIn during the due diligence stage of the buying process. Looker needed a way to connect with these buyers during this consideration period to deliver valuable, relevant information, with the ultimate goal of bringing them into the sales process. Previously, Looker had promoted various content assets on LinkedIn, such as case studies, blogs, and advertisements, to engage these prospects. These campaigns succeeded by increasing leads, but fell short of the lead-to-opportunity conversion rate Looker aimed to achieve. Looker needed a campaign that would continue to drive leads from LinkedIn and also convert to opportunities at a high rate. To increase leads and drive higher conversion rates, Looker chose to promote its status as a Leader on the G2 Crowd Grid® for Business Intelligence Platforms report with a Sponsored Content campaign on LinkedIn. 22