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Last year, Microsoft bought LinkedIn for $26.2 billion, but even though the acquisition has long closed, Microsoft hasn’t yet done much with all of the data it gets from the social network. At its Ignite conference in Orlando, Florida, the company announced some first steps in integrating LinkedIn’s social graph with its Office products.
Now don’t get too excited yet. What we’re talking about here is the integration of LinkedIn data with Office 365 profile cards. So assuming you don’t know much about your professional contacts and colleagues yet, you can now see more information about them right in Office 365 without having to go to their LinkedIn profiles (and potentially showing up as that one person who looked at their LinkedIn profile that week, which will surely trigger yet another LinkedIn email for them).
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Microsoft is very focused on growing LinkedIn and its cloud computing business. That's what Microsoft CEO Satya Nadella told analysts during the company's latest quarterly earnings on Thursday. Last year, Microsoft paid $26.2 billion for LinkedIn in a deal that it hopes will pay dividends by letting the company incorporate data from LinkedIn's 500 million users into other products. That data will be particularly valuable to Microsoft's Dynamics business software, which folds sales, marketing, accounting, and manufacturing management software under one brand umbrella.
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Nadella and LinkedIn CEO Jeff Weiner spotlighted eight areas the companies are going to pursue immediately:
â—Ź LinkedIn identity and network in Microsoft Outlook and the Office suite â—Ź LinkedIn notifications within the Windows action center â—Ź Enabling members drafting resumes in Word to update their profiles, and discover and apply to jobs on LinkedIn â—Ź Extending the reach of Sponsored Content across Microsoft properties â—Ź Enterprise LinkedIn Lookup powered by Active Directory and Office 365 â—Ź LinkedIn Learning available across the Office 365 and Windows ecosystem â—Ź Developing a business news desk across our content ecosystem and MSN.com â—Ź Redefining social selling through the combination of Sales Navigator and Dynamics 365
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In order to receive the approval of those in Europe, Microsoft said that it is doing several things over the next 5 years to preserve competition: ensuring that LinkedIn competitors will still receive access to participate in Office Add-in and promotional opportunities in the Office Store, not entering into agreements with PC manufacturers to pre-install a Windows LinkedIn application or tile that would “favor LinkedIn on an exclusive basis,” and more.
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Microsoft made a splash earlier this year when it announced the largest acquisition in its history, signing an agreement to buy LinkedIn for $26.2 billion. But now, Salesforce is trying to convince the European Union to block the deal.
Salesforce Chief Legal Officer Burke Norton will argue to the EU's competition authority that Microsoft's control of LinkedIn's dataset following an acquisition would be anticompetitive. EU competition chief Margarethe Vestager said in January that her agency would be looking directly at whether a company's use of data is bad for competition, and these complaints seem aimed squarely at those comments.
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There are some aspects that I consider important when discussing the implications of the tie-up:
- LinkedIn's status of trusted independent platform for professional information exchange could be undermined.
- Microsoft must be much faster to decide on LinkedIn's strategy than it did with Skype.
- Microsoft must redouble its mobile efforts. A large part of LinkedIn users’ activities are mobile based. Microsoft's weak position in mobile ecosystems could dramatically undermine LinkedIn's longer-term opportunities.
- Integration could mean exclusion and run counter to efforts to enhance open collaboration. Open APIs could ensure that LinkedIn could be integrated into Microsoft’s collaboration platform without having to be fully owned by Microsoft. Moreover, it is not clear if “integrated” personal professional information will be available only to users of Microsoft office tools. What happens to the user experience if you come to a client that is using Google for Work?
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LinkedIn is the worlds best B2B database – full of information on buyer’s backgrounds, interests, and network connections. The opportunity to connect LinkedIn data with Outlook and Dynamics CRM apps is incredibly powerful.
The technologies are in a race to achieve sales efficiency. But more outbound emails and calls are proving to overwhelm the inbound capacity of sales reps to convert leads to closed deals. What Marketing and Sales teams need is effectiveness – the ability to focus on the best sales opportunities, get deeper buyer insight, and respond with the right message, content, and offer at the right time. The future is in integrating LinkedIn and other customer intelligence data sources with today’s existing Marketing and Sales platforms.
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Salesforce.com Inc. lost out on its own bid for LinkedIn Corp. to Microsoft Corp., which acquired the professional social network site for $26.2 billion on Monday, according to a person familiar with the matter. The price Microsoft paid is nearly half of Salesforce.com’s $55.9 billion market capitalization.
Salesforce.com’s attempt to make such a large purchase suggests the high value of the professional social network to its business in web-based sales tools. The profiles of LinkedIn’s 434 million members hold clues to corporate organizational structure, such as who manages which budgets, that could help salespeople find potential customers. And its record of interpersonal relationships could help salespeople contact prospects and gather information that could facilitate deals.
Salesforce.com will face increased competition from the combined Microsoft and LinkedIn in the $26.3 billion market for software for what is known as customer relationship management, analysts said. Salesforce.com leads the market with a 19.7% share compared with Microsoft’s 4.3%, according to the market research firm Gartner Inc.
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"There are two components to LinkedIn that Microsoft wanted," said Jenny Sussin, a Gartner research director, in an interview. "One is the data component, the other is the algorithm component."
"There were two algorithms [Microsoft] wanted," she asserted. "No. 1 was the algorithm that creates the connection graph, the social networking graph. No. 2 was the algorithm that determines the information most valuable and most actionable to you."
If Microsoft can integrate those technologies into its existing products -- Yammer, for one, a $1.2 billion acquisition, and its Office 365 suite as well -- and thus transfer LinkedIn's now-public relevance to companies' internal networks, it could justify the new investment.
"If your company can help surface the information most important to your job, that could increase productivity," said Sussin.
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- There is real synergy between the companies and their products, particularly Microsoft’s Office productivity suite—now delivered primarily online—and LinkedIn’s core database of more than 400 million mostly professional profiles.
- Access to LinkedIn users, as well as the enormous amounts of data they throw off, could yield insights and products within Microsoft that allow it to monetize its investment in LinkedIn in ways that the professional networking site might not be able to.
- LinkedIn also could supercharge Microsoft’s Customer Relationship Management (CRM) software, used to identify and track sales leads. Microsoft is in fourth place in market share among the large CRM players, including Salesforce.com Inc., SAP SE and Oracle Corp.
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The fact of LinkedIn remaining largely untouched suggests that average day-to-day users of the social network likely won’t be affected one way or the other. There is, however, one way small change we think may occur slowly over time: As Microsoft integrates LinkedIn features with workplace applications, people may start to mentally associate LinkedIn more completely with their professional lives. And that could mean a reduction in those (annoying to many, including me) Facebook-style memes, photos, political posts, and other not-really-professional posts. A small side-benefit, but one that would quiet some of the more vocal critics. There’s one aspect of this acquisition that particularly interests me: We on the social media research team believe that social technology can help businesses achieve their post-digital transformations, but only if it’s spread beyond the marketing silo. If Microsoft fully integrates everything from LinkedIn’s feature-set to the data, social media in the workplace will become so much more than a quick way to chat with a colleague or collaborate on a doc. It’ll be pivotal for recruiting and retention; it’ll change the way companies think about employee, prospect, and customer privacy; and it will potentially be a game changer for B2B marketing and social selling.
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It still feels odd to think of a software company owning a data business, although Salesforce.com bought Jigsaw (now Data.com) in 2010 and Oracle purchased the BlueKai and Datalogix in 2014. The prospect of seamlessly integrating third party data with a company’s own sales and marketing products is intriguing, although neither Salesforce nor Oracle has done much with it. Other vendors like Nimble and HubSpot have done a better job of simplifying access to third party data about an individual or company. Those features are immensely appealing and become even more important in the world of Account Based Marketing, where knowing who to reach at your target customers is everything. Done correctly, integration of LinkedIn with Dynamics CRM could provide a major boost to that product’s utility while creating a new barrier to competition.
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- Target ads with greater accuracy and granularity.
- Sell career advice based on the world’s largest employment database.
- Validate credentials.
- Help employers find just the right person.
- Create a LinkedInstitute.
- Create more data products.
- Make premium memberships more valuable to consumers.
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LinkedIn’s value: On February 2, the company’s stock was trading at $203 per share. Then LinkedIn provided an outlook for the full year that fell well short of Wall Street’s expectations. Investors shaved an epic 40 percent of the stock price in one day.
LinkedIn’s business: Beyond the question of fair value, there is the company’s underlying business to consider. The reason investors freaked out was because ad growth was slowing, and so was U.S. job growth.
Microsoft’s track record: If I’m a consumer, or a business, it seems tough to imagine how this jumble fits together into a cohesive whole. Of course, Microsoft doesn’t really know either.
Acquisition double-talk, part 1: There’s a lot of talk today about how this is going to broaden Microsoft’s reach into all sorts of new channels for selling stuff like cloud services. But does one of the largest tech companies in the world really need to spend $26 billion to reach new customers?
Acquisition double talk, part 2: We will all work together. But we will work together while remaining separate. We call it: Separate Togetherness. In any case, one can already imagine the turf wars!
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Microsoft has made a big bet on LinkedIn, announcing Monday that it will spend nearly $26.2 billion in cash to purchase the enterprise-focused social networking and recruiting company.
The acquisition -- which is the largest in Microsoft's history and one of the biggest tech acquisitions ever -- will combine the world's largest enterprise-focused social network with one of the biggest enterprise software companies.
It's more than just a social play, though. In addition to LinkedIn's core professional networking product, Microsoft also gains access to products including presentation- sharing software SlideShare and professional training service Lynda.com.
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It's a start, and frankly we can't wait to see more.
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