 شكرا for being here today, and thanks Mark for the good introduction. So I'm Rajay El Khadim from LinkedIn, and I cover the relationship with the governments. And today the subject is about startups, how we can help the startups if I'm not mistaken. And LinkedIn was a startup, this is how we started. And then until recently we still think that we are a startup although now it's a billion dollar business. And we are growing very fast. So hopefully today we'll be able to share with you some thoughts on how we do business and how we can enable you also to do your business to see how LinkedIn can be as a tool for you as an individual, as an investor, as a business owner, and so forth. But before we start I want to ask the question is who is on LinkedIn today? Good. Who is not on LinkedIn? So half the room is on LinkedIn and the rest are not on LinkedIn but are on LinkedIn. Good. So today do you want to have information? I want to ask the crowd who is doing his own business today? Who is launching a startup so I can identify. Good. Can I get some examples? Yeah, my name is Majel Lebebi. We actually are a digital media supplier. We are developing a Wi-Fi advertising platform in public places. So anyone connected to the internet through this white private works. Looking at these, I'm in place at this location. Nice. And what are your goals now? What is your immediate goals? What do you want to achieve today? At this stage? We will get more views on your place. And that's our market to expand outside the arena. Very good. And which platform do you use? Your website? We are developing an application. Okay. Trying to achieve or to develop that makes LinkedIn an advertising platform. So you are going to work an example. Excellent. Thank you. Yeah. Who else wants to give us an example on what they are doing today? I saw some hands being raised so can I get another example? Yes, go ahead. What we do basically is we help businesses in Qatar. We have a system where we have described all the data from the European. So all the companies are there on a platform. And they can promote there whatever they have. If it's a product or a service. And you can give promotions and everything. So it's a unified platform for all that. And what is your biggest challenge today? The biggest challenge right now is to make everybody come on that. And have an ecosystem of all the companies there. And have their promotions on it. Okay. Thank you very much for this information. So when I was building this content I was thinking. So as a startup what is your challenge? And of course I'm not the expert. I started from a business point of view on how we help our customers. I was able to get some ideas. Maybe probably at the initial stage is forming the company. Getting the seed funding right. Eventually launching. Getting the customers. Hiring the best talent. And selling. And those in a way is what any company that would like to thrive and be successful want to do. So how can you leverage LinkedIn as a platform? And this is only one platform. I'm sure that today on your website or on your platform or application. LinkedIn is not going to get to the whole business. But in my opinion all the tools at your disposal to make that happen. And this starts with how we can leverage this. So most of you are on LinkedIn. And people start their day on Facebook probably. What's up. But also on LinkedIn as a way to start their day from a professional mindset. And when I say professional is because today we are not. People don't come on LinkedIn to have fun. They either come to network. Consume knowledge content. So we call ourselves a bit of a more serious network. Compared to the others. Where on Facebook you have your personal life. On Twitter it's more about you know being out there. And then reaching out to people with the status. So today I'm going to take the example of Mark. He's a patent lawyer. I would not connect with him on Facebook. But I would connect with him on LinkedIn. And if I want to have advice on patent law. I would reach out to him on LinkedIn. And not on Facebook. If we want to be friends. It's going to be Facebook. We'll share family photos. A nice video. So this is how we are today. And I'm sure the people that are using LinkedIn already know this. How do they use it? It's once you log on to the homepage. As a member today. And also how do we form ideas as startups. Is all the businesses and all the people doing things. Are today on LinkedIn and talking about it. And we have multiple channels. Where you can know what's happening today. In big data. In social networking. In the business of Internet of Things. And it's all relevant to you. To access this on our platform. Additionally. We have a list of influencers. Have you heard of the influencers on LinkedIn? It's the top 500 personalities. On LinkedIn. People like Bill Gates. Richard Branson. And so forth. Local and regional and global. And those people have done it. Been there. Done that. They don't have to be billionaires. It's people also from. Doing their own startups. But they have something to say. And once you can read. What those people have to teach. It's just another. A tool for you. To be able to get further ideas. On how to evolve. Maybe going viral. What are the best marketing tools. Et cetera. And this saves you from just searching online. You know it's all out there. Then. Today we mobile. And that's good. Because you have access to all that information. Whether for you or your clients. Through mobile devices. Now people used to think that. LinkedIn is only for hiring people. If you want to a job. You want a job. You go on LinkedIn. You change your profile. And then that's it. I'm going to. That's that's LinkedIn. But the problem is that. People maybe will change jobs. Once. Twice a year. But that doesn't. That doesn't mean. That they will come back to LinkedIn. So. The media platform with content. And people come to read content. And content is now six times more. Engagement than jobs. And this is where the brands are. Told leadership the news. And this is where you can get all your. Relevant information. Because of that. Millions of people now are. Connecting on LinkedIn. And it's. Instead of just going to CNN. BBC. New York Times. The Guardians. It's all in one stop shop. The reason I'm talking about this. Is not because I'm. Promoting LinkedIn. But just to tell you that. This is how people are using it. And if people are. Out there with that mindset. That gives you a notion. Of how we can use it. To your advantage. Whether it's an individual. Or a company. Because today our mission is. To connect all those people. And make them more productive. And successful. By providing value. 350 million. And that's. Either your connection base. Customer base. Whatever you want to take it. Those are the members on LinkedIn. And they're growing by. Two members per second. So. Every second that passes. Two members. And. And. And. And. And. And. And. And. And. And. And. And. And. And. And. And. And. And. And. And. And. And. And. And. And. And. And. And. And. And. And. And. And. And. And. مرحباً لكي تريد أن تدخل أنفسك. This is your identity. This is your brand. The network is today we are in the room. We don't know each other. But tomorrow we will connect on LinkedIn. I met today Indika. He gave me his business card. Probably I'll put it in my bag. But I will connect him with him on LinkedIn. And we remain connected on LinkedIn. And that information is always updated. I don't have to really ask him what are you doing today. I will follow him and make sure that I know what he's doing. And the knowledge are the things that I talked about at the beginning. That is the knowledge that you get. I had one meeting last month in Dubai. With one of the government agencies. And they wanted to know about innovation. So I'm not an expert about innovation. And I went on LinkedIn. I inserted innovation. And I got at least 10 to 20 articles. By really gurus in innovation. Where it enlightened me. And I was able to present a case to them. Based on this information. And you can do the same for yourself. As well we help people find work obviously. But also be great at what they do. Based on the above. How do we help companies. And this is I think the key subject for you today. Is tripolars. Any company needs to hire talent. They need to market their products. And they need to sell their products. Those are the basis of the business. And because of this. We identified that in each basis. It requires us to identify the right person. Whether we're hiring a person. Or we're marketing to a person. Or we're selling to a person. Who is that right person. And this is a decision. That is challenging. For any person to take. So it requires us to identify the right person. Engage them with content. Okay. So if you want to hire a person. Need to engage him with the right pitch. For him to join the startup. Why should I leave my great job at LinkedIn. And join your startup. You want to do the next LinkedIn. Right. You have a vision. You need to sell it to me. So you need to talk to me in a way. That will make me join your company. If I'm an engineer. If I'm a media expert. If I'm a social media guru. Whatever it is. So this is very important. In marketing. Is engaging your customer base. With content. And if you're selling. Is to engage the person. Who's going to buy from you. With content. And if you're an investor. It's also engaging. Sorry. If you want to get people to invest in your company. Is also to reach out to the right person. And tell him this is a great idea. To buy with us. Or advertise with us. And so forth. So. Basically is. Motivate them to act. And this is how. The basis of the business we. But to. To do this. To hire market and sell. We consider that. You know. On LinkedIn. Companies. Or individuals are like a shopping mall. And then. Your storefront. Is your startup. How do you get those people to come to you. Why would they come. And then buy from you. Or work for you. This is the question. And this is the challenge. And I think. The way to do this. Is using the big data. That we have. Who's who. On Facebook. I cannot know that mark. Is a. Patent lawyer. But on LinkedIn. I can know that he's a patent lawyer. On LinkedIn. We know that. People. They have degrees. They are working. They are successful. And we can. Say that. This is. Those are the people we want to talk to. So. This is a small example. This is Pascal. Our marketing manager. And. I know who she is. I know who she knows. And what she does. And based on this. Imagine all this information today. You have around 3.5 million. Companies. On LinkedIn. So the best advice for you. Is now to start. Your company. And. And. And. And. And. And. And. And. And. And. And. And. And. And. And. And. And. And. And. And. And. And. And. And. And. And. And. And. And. And. And. And. And. And. And. And. لذا, مجرد today is I'm going to show you this graph here is that with LinkedIn we are trying to digitally map the whole globe by having all the members all the companies all the jobs and the skills and everything to give some kind of relevant data for anyone that wants to use it. And because of this we are becoming and this it is the most accurate way to reach professionals on the internet. Can I ask you who is you are trying to reach to some kind of profiles to sell or to market to on LinkedIn. Is that a specific profile you want to reach for example? For your business. So who might be somebody that you want to meet or that you want to connect to today as a business to be more successful. So you can meet with them and sell them or try to pitch them something. And a title will be marketing manager for example. Let's say at LinkedIn. How would you do that? Today how would you go and find out who is the marketing manager? In general. Exactly. So in the past we had to ask who is the marketing manager at LinkedIn and then I showed you Pascal Comati. Nobody knows Pascal Comati maybe today. But if you go on LinkedIn you can say that you know what Pascal Comati is the marketing manager on LinkedIn. And okay you can send her an email or a message and then you ask for a meeting and because it's professionally done she might accept. Otherwise you'll have to cold call her and then you have to give her a 30 second pitch saying you know we have a great product what to sell you and then she's too busy she's not going to meet with you. Even more once you go and see Pascal your researcher profile and then turns out she studied at maybe Qatar University or AUB and then you studied at the same university and you graduated maybe before her or after her. Or you said you have some common people and that will help you also identify who that person is. In the past we used to go to meeting blind. Who is that person? How does he think? How does he look like? Today we are more prepared to meet with that person and this is the valuable insight for you to leverage it and today it's all about social selling or social marketing or social recruitment. In addition to your abilities as people you have to use the power of the web to do this and with LinkedIn we provide this. You can target people with job functions, seniority, company size, education, company name and if you want to sell them today you can also send them an email. As an example Emirates Airlines they want to sell or promote business class travel to the US or first class. Who might go first class today? Give me a profile. CEO. Okay. MDs or people with money. Let's suppose I want to connect with CEO's and MDs. On LinkedIn I can take a list of who is an MD in the MENA region and I will send them a personalized message personalized on LinkedIn. And on LinkedIn why is it better? Because if you send it by email it might go to junk because he receives a lot of emails. On LinkedIn you only receive one or two messages from LinkedIn as a content. And Emirates will tell him this is a great offer for you. I now have a new route from Qatar to Washington DC and the open rate are usually up to 40% and people will consider it. So this is a great tool for you to start talking to your audience or to the people that you want to reach in a professional way. As well create your company page. It has nothing to do maybe with your business but it will show professional. I was reading an article today about the startups that started on LinkedIn. GoPro, Dropbox. And they saw that the people in the Bay Area in San Francisco who at an early stage engage with those companies to work for them or to see if they're cool or not are those the companies that now today are thriving. But they started long time before. Whether it's LinkedIn, whether it's Instagram, Facebook, it's everything. We're just one platform guys. It's not everything. But this is from our side. So create a presence. Tell your story. If you tell me today I have a company. Okay what is this? If you tell your story on LinkedIn maybe I will consider it as okay this is professional. It makes sense. Maybe I'll look into it and so forth. And of course content always on strategy. What are your achievements? Today my customers have their own websites. But they are also on LinkedIn. They are on Facebook with different messages and always pushing and getting followers. If you have more followers it will help you. And this whole strategy of being out there with different messages for different audiences will help you. And of course if you'd like you can always reach out to us. And we will help you as courtesy also to tell you best advice. So build awareness. Engage with people. Build a relationship. And reach out as I said personalized messages. Whether on a personal level or a business level it will help you. You know the sponsored update model on Facebook. We have the same on LinkedIn. Display ads. So our platform is not cluttered. It's only one place to place ads here and here. So it's really prime real estate that you can use. But at the end of the day it's all about measuring success. If you can't measure it it will not work. How do we help our clients measure success? Is by also helping them quantify their brand. And the brand is mainly the reach that you have. The people that know you. That are connected to you. Versus the people that are actually engaging with you. Clicking. Researching a job. Looking at an article. Liking and so forth. And this will give us a score that we give some companies. And that score will give them their brand index. Whether on talent or anything else. Versus peers in the industry. And we tell them this is how we need to improve on things. And we help them measure that thing. So I hope that today we give you some kind of a toolkit. That you'll be able to use with LinkedIn. To do things better for you. And if there is anything we can do from our side to help you. It would be our pleasure to do so. Thank you very much.