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Q3’15 Results
October 2015
Safe harbor
2
“Safe Harbor” statement under the Private Securities Litigation Reform Act of 1995: This presentation contains forward-looking statements
about our products, including our investments in products, technology and other key strategic areas, certain non-financial metrics, such as
customer and member growth and engagement, and our expected financial metrics such as revenue, adjusted EBITDA, non-GAAP EPS,
depreciation and amortization, stock-based compensation and fully-diluted weighted shares for the fourth quarter of 2015 and the full fiscal
year 2015. The achievement of the matters covered by such forward-looking statements involves risks, uncertainties and assumptions. If any
of these risks or uncertainties materialize or if any of the assumptions prove incorrect, the company’s results could differ materially from the
results expressed or implied by the forward-looking statements the company makes.
The risks and uncertainties referred to above include - but are not limited to - risks associated with: our limited operating history in a new
and unproven market; engagement of our members; the price volatility of our Class A common stock; general economic conditions;
expectations regarding the return on our strategic investments; execution of our plans and strategies, including with respect to mobile
products and features and expansion into new areas and businesses; security measures and the risk that they may not be sufficient to secure
our member data adequately or that we are subject to attacks that degrade or deny the ability of members to access our solutions;
expectations regarding our ability to timely and effectively scale and adapt existing technology and network infrastructure to ensure that
our solutions are accessible at all times with short or no perceptible load times; our ability to maintain our rate of revenue growth and
manage our expenses and investment plans; our ability to accurately track our key metrics internally; members and customers curtailing or
ceasing to use our solutions; our core value of putting members first, which may conflict with the short-term interests of the business;
privacy, security and data transfer concerns, as well as changes in regulations, which could impact our ability to serve our members or curtail
our monetization efforts; litigation and regulatory issues; increasing competition; our ability to manage our growth; our international
operations; our ability to recruit and retain our employees; the application of U.S. and international tax laws on our tax structure and any
changes to such tax laws; acquisitions we have made or may make in the future; and the dual class structure of our Class A common stock.
Further information on these and other factors that could affect the company’s financial results is included in filings it makes with the
Securities and Exchange Commission from time to time, including the section entitled “Risk Factors” in the company’s Annual Report on
Form 10-K for the year ended December 31, 2014, and additional information will also be set forth in our Form 10-Q that will be filed for the
quarter ended September 30, 2015, which should be read in conjunction with these financial results. These documents are or will be
available on the SEC Filings section of the Investor Relations page of the company's website at http://investors.linkedin.com/. All
information provided is as of October 29, 2015, and LinkedIn undertakes no duty to update this information.
Connect
with your
professional world
Get hired
and plan your
career
Member value propositions
3
Stay informed
through professional
news and knowledge
Member value metrics
4
Members (mn)1 Unique visiting members (mn)2
Q1’12
Q2’12
Q3’12
Q4’12
Q1’13
Q2’13
Q3’13
Q4’13
Q1’14
Q2’14
Q3'14
Q4'14
Q1'15
Q2'15
Q3'15
396
380
364
347
332
313
296
277
259
238
218
202
187
174
161
Q1’12
Q2’12
Q3’12
Q4’12
Q1’13
Q2’13
Q3’13
Q4’13
Q1’14
Q2'14
Q3'14
Q4'14
Q1'15
Q2'15
Q3'15
100
9797
93
90
84
82
76
78
75
65
58
525150
Q1’12
Q2’12
Q3’12
Q4’12
Q1’13
Q2’13
Q3’13
Q4’13
Q1’14
Q2'14
Q3'14
Q4'14
Q1'15
Q2'15
Q3'15
38
35
34
30
28
2526
2222
21
18
15
1312
11
Member page views (bn)3
1 as of quarter end | 2 monthly average during the quarter | 3 total during the quarter
Customer value propositions
5
Hire SellMarket
RevenueQ1’11
Q2’11
Q3’11
Q4’11
Q1’12
Q2’12
Q3’12
Q4’12
Q1’13
Q2’13
Q3’13
Q4’13
Q1’14
Q2’14
Q3'14
Q4'14
Q1'15
Q2'15
Q3'15
$780
$712
$638$643
$568
$534
$473
$447
$393
$364
$325
$304
$252
$228
$188
$168
$139
$121
$94
% Y/YNet revenue ($mn)
0%
20%
40%
60%
80%
100%
120%
140%
160%
6
Q1’11
Q2’11
Q3’11
Q4’11
Q1’12
Q2’12
Q3’12
Q4’12
Q1’13
Q2’13
Q3’13
Q4’13
Q1’14
Q2'14
Q3'14
Q4'14
Q1'15
Q2'15
Q3'15
$208
$163$160
$179
$151
$145
$117
$111
$93
$89
$83
$79
$56
$50
$38$34
$25$26
$13
Adjusted EBITDA1
0%
10%
20%
30%
40%
% of revenueAdj EBITDA ($mn)
7
1 Adjusted EBITDA is a Non-GAAP financial measure. For a reconciliation of Adjusted EBITDA to net income (loss)
please see slide 8. The presentation of this financial information is not intended to be considered in isolation or as
a substitute for, or superior to, the financial information prepared and presented in accordance with US GAAP .
Non-GAAP adjusted EBITDA reconciliation1
Q1’11 Q2’11 Q3’11 Q4’11 Q1’12 Q2’12 Q3’12 Q4’12 Q1’13 Q2’13 Q3’13 Q4’13 Q1’14 Q2’14 Q3’14 Q4’14 Q1’15 Q2’15 Q3’15
GAAP net income
(loss)
$2 $5 ($2) $7 $5 $3 $2 $12 $23 $4 ($3) $4 ($13) ($1) ($4) $3 ($42) ($68) ($40)
Provision (benefit)
for income taxes
(0) 5 4 2 6 10 4 15 1 4 8 9 14 16 13 4 11 (26) (10)
Other (income)
expense, net
(0) (0) 2 2 (0) 1 (1) (0) 0 0 (0) (2) (1) (1) (0) 7 15 12 14
Depreciation and
amortization
8 10 12 14 15 18 23 24 26 32 34 43 50 56 60 71 74 99 118
Stock-based
compensation
4 7 8 11 13 19 27 28 34 48 54 57 68 75 83 94 103 145 127
Adjusted EBITDA $13 $26 $25 $34 $38 $50 $56 $79 $83 $89 $93 $111 $117 $145 $151 $179 $160 $163 $208
8
(In millions)
1 Adjusted EBITDA is a Non-GAAP financial measure. The presentation of this financial information is not intended to be considered
in isolation or as a substitute for, or superior to, the financial information prepared and presented in accordance with US GAAP.
Guidance1
Q4 2015 FY 2015
Revenue ~$845-850 ~$2,975-2,980
Adjusted EBITDA ~$210 ~$740
Non-GAAP EPS ~$0.74 ~$2.63
1 All guidance figures are approximate values in millions except for non-GAAP EPS | 2 Q3’15 Adj EBITDA guidance
assumes depreciation of ~$78m, amortization of ~$47m, stock-based comp of ~$135m & FY15 Adj EBITDA guidance
assumes depreciation of ~$281m, amortization of ~$135m, and stock-based comp of ~$510m.
9
2
Appendix
s 10
1
FY 2013 FY 2014 FY 2015 Full Year
Q1'13 Q2'13 Q3'13 Q4'13 Q1'14 Q2'14 Q3'14 Q4'14 Q1'15 Q2'15 Q3'15 FY12 FY13 FY14
COMPANY METRICS
Members (MM) 218 238 259 277 296 313 332 347 364 380 396 202 277 347
% y/y 36% 37% 38% 37% 36% 32% 28% 25% 23% 21% 20% 39% 37% 25%
Unique Visiting Members (MM) 65 75 78 76 82 84 90 93 97 97 100 53 73 87
% y/y 29% 45% 49% 31% 26% 13% 16% 23% 18% 16% 11% n/a 38% 19%
Mobile Unique Visiting Members (MM) 20 26 29 31 35 38 42 45 49 51 55 12 27 40
% y/y 118% 132% 129% 94% 73% 46% 45% 46% 38% 35% 30% n/a 116% 51%
% of total unique visiting members 31% 34% 38% 41% 43% 45% 47% 49% 50% 52% 55% 23% 36% 46%
Member Page Views (BN) 18 21 22 22 26 25 28 30 34 35 38 51 83 109
% y/y 64% 69% 73% 49% 43% 22% 28% 34% 30% 37% 33% n/a 63% 31%
LinkedIn Corporate Solutions Customers 18,138 20,256 22,001 24,444 25,844 28,080 30,314 33,271 34,764 37,425 39,726 16,409 24,444 33,271
% y/y 72% 65% 57% 49% 42% 39% 38% 36% 35% 33% 31% 78% 49% 36%
REVENUE MIX BY PRODUCT
Net Revenue ($MM) 325 364 393 447 473 534 568 643 638 712 780 972 1,529 2,219
% y/y 72% 59% 56% 47% 46% 47% 45% 44% 35% 33% 37% 86% 57% 45%
Talent Solutions 194 217 238 261 292 322 345 369 396 443 502 547 910 1,328
% y/y 82% 72% 65% 54% 50% 49% 45% 41% 36% 38% 46% 104% 67% 46%
Hiring 194 217 238 261 292 322 345 369 396 426 461 547 910 1,328
% y/y 82% 72% 65% 54% 50% 49% 45% 41% 36% 32% 34% 104% 67% 46%
Learning & Development — — — — — — — — — 18 41 — — —
% y/y n/a n/a n/a n/a n/a n/a n/a n/a n/a n/a n/a n/a n/a n/a
Marketing Solutions 65 74 76 98 86 106 109 153 119 140 140 235 312 455
% y/y 47% 26% 29% 31% 33% 44% 45% 56% 38% 32% 28% 59% 33% 46%
Premium Subscriptions 66 73 80 88 96 105 114 121 122 128 138 190 307 437
% y/y 73% 68% 61% 48% 46% 44% 43% 38% 28% 22% 21% 81% 61% 42%
Percent of Total:
Talent Solutions 60% 60% 60% 58% 62% 60% 61% 57% 62% 62% 64% 56% 60% 60%
Marketing Solutions 20% 20% 19% 22% 18% 20% 19% 24% 19% 20% 18% 24% 20% 20%
Premium Subscriptions 20% 20% 20% 20% 20% 20% 20% 19% 19% 18% 18% 20% 20% 20%
REVENUE MIX BY GEOGRAPHY
Net Revenue ($MM) 325 364 393 447 473 534 568 643 638 712 780 972 1,529 2,219
% y/y 72% 59% 56% 47% 46% 47% 45% 44% 35% 33% 37% 86% 57% 45%
US 201 224 245 271 285 318 343 388 389 445 484 619 942 1,334
% y/y 67% 52% 51% 43% 41% 42% 40% 43% 37% 40% 41% 75% 52% 42%
EMEA 75 85 90 108 118 135 140 162 157 169 187 217 358 555
% y/y 75% 69% 65% 55% 57% 59% 55% 50% 33% 25% 34% 98% 65% 55%
APAC 24 28 31 36 39 46 49 54 54 59 65 69 119 187
% y/y 88% 76% 70% 59% 61% 64% 60% 49% 40% 28% 32% 135% 71% 58%
Other Americas 24 27 27 32 32 36 37 39 38 40 44 66 110 143
% y/y 101% 78% 58% 44% 32% 32% 35% 24% 19% 12% 19% 130% 66% 31%
Percent of Total
US 62% 62% 62% 61% 60% 60% 60% 60% 61% 62% 62% 64% 62% 60%
International 38% 38% 38% 39% 40% 40% 40% 40% 39% 38% 38% 36% 38% 40%
EMEA 23% 23% 23% 24% 25% 25% 25% 25% 25% 24% 24% 22% 23% 25%
APAC 7% 8% 8% 8% 8% 9% 9% 8% 8% 8% 8% 7% 8% 8%
Other Americas 7% 7% 7% 7% 7% 7% 6% 6% 6% 6% 6% 7% 7% 6%
2
FY 2013 FY 2014 FY 2015 Full Year
Q1'13 Q2'13 Q3'13 Q4'13 Q1'14 Q2'14 Q3'14 Q4'14 Q1'15 Q2'15 Q3'15 FY12 FY13 FY14
REVENUE MIX BY GEOGRAPHY, BY PRODUCT
Net Revenue ($MM) 325 364 393 447 473 534 568 643 638 712 780 972 1,529 2,219
% y/y 72% 59% 56% 47% 46% 47% 45% 44% 35% 33% 37% 86% 57% 45%
US Revenue 201 224 245 271 285 318 343 388 389 445 484 619 942 1,334
Talent Solutions 126 140 152 164 180 198 209 223 241 278 310 370 583 810
% y/y 71% 63% 57% 46% 43% 41% 37% 36% 33% 40% 49% 88% 58% 39%
Marketing Solutions 38 41 46 55 49 59 69 95 77 92 93 138 180 272
% y/y 53% 17% 26% 33% 30% 44% 50% 72% 58% 55% 36% 50% 30% 51%
Premium Subscriptions 38 43 47 52 55 61 66 71 71 75 81 112 179 252
% y/y 69% 66% 62% 49% 47% 42% 39% 37% 28% 24% 23% 72% 60% 41%
International Revenue 123 139 148 176 188 216 225 255 248 267 295 353 586 885
Talent Solutions 68 77 85 97 111 124 136 147 156 166 192 177 327 518
% y/y 109% 90% 80% 71% 63% 63% 59% 51% 40% 33% 41% 146% 85% 58%
Marketing Solutions 27 32 30 42 37 47 40 58 42 48 46 97 132 182
% y/y 41% 42% 36% 29% 37% 45% 36% 36% 13% 3% 14% 74% 36% 38%
Premium Subscriptions 28 30 33 36 40 45 49 51 51 53 57 79 127 184
% y/y 78% 70% 60% 47% 44% 47% 49% 39% 27% 19% 17% 94% 62% 45%
REVENUE MIX BY CHANNEL
Net Revenue ($MM) 325 364 393 447 473 534 568 643 638 712 780 972 1,529 2,219
% y/y 72% 59% 56% 47% 46% 47% 45% 44% 35% 33% 37% 86% 57% 45%
Field Sales 184 209 228 271 275 319 342 414 393 440 480 552 891 1,350
% y/y 81% 62% 59% 52% 50% 52% 50% 53% 43% 38% 40% 92% 61% 51%
Online Sales 141 154 165 177 198 215 227 230 244 271 300 420 637 869
% y/y 62% 56% 52% 41% 41% 39% 37% 30% 23% 26% 32% 79% 52% 36%
Percent of Total:
Field Sales 57% 58% 58% 61% 58% 60% 60% 64% 62% 62% 62% 57% 58% 61%
Online Sales 43% 42% 42% 39% 42% 40% 40% 36% 38% 38% 38% 43% 42% 39%
GAAP P&L ($MM)
Net revenue 325 364 393 447 473 534 568 643 638 712 780 972 1,529 2,219
Cost of revenue 42 49 53 58 62 70 75 87 88 100 111 126 203 294
Sales & marketing 109 122 133 157 167 184 199 224 230 261 265 325 522 774
Product development 81 96 106 113 121 129 137 150 166 190 203 257 396 536
General & administrative 43 56 62 65 75 81 89 97 97 142 119 128 226 341
Depreciation & amortization 26 32 34 43 50 56 60 71 74 99 118 80 135 237
Income (loss) from operations 24 8 5 11 (1) 14 9 14 (17) (81) (37) 57 48 36
Other income (expense), net — — — 2 1 1 — (7) (15) (12) (14) — 1 (5)
Provision (benefit) for income taxes 1 4 8 9 14 16 13 4 11 (26) (10) 36 22 47
Net income (loss) 23 4 (3) 4 (13) (1) (4) 3 (42) (68) (40) 22 27 (15)
Accretion of redeemable noncontrolling interest — — — — — — — — — — (1) — — —
Net income (loss) attributable to common
stockholders
23 4 (3) 4 (13) (1) (4) 3 (43) (68) (41) 22 27 (16)
Basic shares outstanding (MM) 109 111 114 120 121 122 123 125 125 128 131 105 114 123
Diluted shares outstanding (MM) 115 117 114 124 121 122 123 127 125 128 131 113 119 123
Basic GAAP EPS attributable to common
stockholders
$ 0.21 $ 0.03 $ (0.03) $ 0.03 $ (0.11) $ (0.01) $ (0.03) $ 0.02 $ (0.34) $ (0.53) $ (0.31) $ 0.21 $ 0.24 $ (0.13)
Diluted GAAP EPS attributable to common
stockholders
$ 0.20 $ 0.03 $ (0.03) $ 0.03 $ (0.11) $ (0.01) $ (0.03) $ 0.02 $ (0.34) $ (0.53) $ (0.31) $ 0.19 $ 0.23 $ (0.13)
3
FY 2013 FY 2014 FY 2015 Full Year
Q1'13 Q2'13 Q3'13 Q4'13 Q1'14 Q2'14 Q3'14 Q4'14 Q1'15 Q2'15 Q3'15 FY12 FY13 FY14
GAAP TO NON-GAAP RECONCILIATIONS
PRE-TAX RECONCILIATIONS ($MM)
Cost of Revenue 42 49 53 58 62 70 75 87 88 100 111 126 203 294
Stock-based compensation 3 4 4 5 6 7 7 9 10 12 13 6 16 29
Non-GAAP Cost of Revenue 40 45 49 53 57 63 68 78 79 88 98 119 187 265
% net revenue 12% 12% 13% 12% 12% 12% 12% 12% 12% 12% 13% 12% 12% 12%
GAAP Sales & Marketing 109 122 133 157 167 184 199 224 230 261 265 325 522 774
Stock-based compensation 7 9 10 11 12 14 15 19 19 23 27 18 36 60
Non-GAAP Sales & Marketing 103 113 123 147 154 171 184 206 210 238 239 307 486 714
% net revenue 32% 31% 31% 33% 33% 32% 32% 32% 33% 33% 31% 32% 32% 32%
GAAP Product Development 81 96 106 113 121 129 137 150 166 190 203 257 396 536
Stock-based compensation 18 25 27 29 33 38 40 44 50 60 58 46 99 155
Non-GAAP Product Development 63 71 79 84 87 91 97 106 116 130 144 211 297 381
% net revenue 19% 19% 20% 19% 18% 17% 17% 16% 18% 18% 19% 22% 19% 17%
GAAP General & Administrative 43 56 62 65 75 81 89 97 97 142 119 128 226 341
Stock-based compensation 7 11 13 13 17 16 20 22 24 50 29 16 43 75
Non-GAAP General & Administrative 36 46 48 52 58 64 69 75 73 92 90 112 182 266
% net revenue 11% 13% 12% 12% 12% 12% 12% 12% 11% 13% 12% 12% 12% 12%
GAAP Income (Loss) from Operations 24 8 5 11 (1) 14 9 14 (17) (81) (37) 57 48 36
Stock-based compensation 34 48 54 57 68 75 83 94 103 145 127 86 194 319
Amortization of intangible assets 3 6 4 4 5 7 10 13 12 29 46 10 16 35
Non-GAAP Operating Income 60 62 63 73 72 96 101 120 98 94 137 153 258 390
% margin 19% 17% 16% 16% 15% 18% 18% 19% 15% 13% 18% 16% 17% 18%
Depreciation 23 27 30 39 45 49 50 59 62 70 71 70 118 202
ADJUSTED EBITDA RECONCILIATION ($MM)
GAAP Net Income (Loss) 23 4 (3) 4 (13) (1) (4) 3 (42) (68) (40) 22 27 (15)
Provision (benefit) for income taxes 1 4 8 9 14 16 13 4 11 (26) (10) 36 22 47
Other (income) expense, net — — — (2) (1) (1) — 7 15 12 14 — (1) 5
Depreciation & amortization 26 32 34 43 50 56 60 71 74 99 118 80 135 237
Stock-based compensation 34 48 54 57 68 75 83 94 103 145 127 86 194 319
Adjusted EBITDA 83 89 93 111 117 145 151 179 160 163 208 223 376 592
% margin 26% 24% 24% 25% 25% 27% 27% 28% 25% 23% 27% 23% 25% 27%
NON-GAAP PRE TAX INCOME AND TAX RATE RECONCILIATION ($MM)
GAAP Pre-Tax Income (Loss) 23 8 5 13 — 15 9 7 (32) (94) (50) 57 49 31
Stock-based compensation 34 48 54 57 68 75 83 94 103 145 127 86 194 319
Non-cash interest expense related to convertible
notes
— — — — — — — 6 11 11 11 — — 6
Amortization of intangible assets 3 6 4 4 5 7 10 13 12 29 46 10 16 35
Non-GAAP Pre-Tax Income 60 62 63 74 73 97 102 119 94 93 134 153 260 391
Provision (Benefit) for Income Taxes, GAAP 1 4 8 9 14 16 13 4 11 (26) (10) 36 22 47
GAAP Income Tax Rate 3% 52% 170% 71% 5,184% 106% 148% 55% (33)% 28% 21% 62% 46% 149%
Income tax effect of non-GAAP adjustments (7) (13) (8) (17) (12) (18) (23) (38) (11) (47) (41) (17) (45) (90)
Provision for Income Taxes, Non-GAAP 8 17 16 26 25 34 36 42 22 21 31 53 68 137
Non-GAAP Income Tax Rate 13% 28% 26% 35% 35% 35% 35% 35% 23% 23% 23% 35% 26% 35%
4
FY 2013 FY 2014 FY 2015 Full Year
Q1'13 Q2'13 Q3'13 Q4'13 Q1'14 Q2'14 Q3'14 Q4'14 Q1'15 Q2'15 Q3'15 FY12 FY13 FY14
NON-GAAP NET INCOME RECONCILIATION ($MM)
GAAP Net Income (Loss) Attributable to
Common Stockholders
23 4 (3) 4 (13) (1) (4) 3 (43) (68) (41) 22 27 (16)
Stock-based compensation 34 48 54 57 68 75 83 94 103 145 127 86 194 319
Non-cash interest expense related to convertible
notes
— — — — — — — 6 11 11 11 — — 6
Amortization of intangible assets 3 6 4 4 5 7 10 13 12 29 46 10 16 35
Income tax effect of non-GAAP adjustments (7) (13) (8) (17) (12) (18) (23) (38) (11) (47) (41) (17) (45) (90)
Non-GAAP Net Income 52 44 47 48 47 63 66 77 73 71 103 100 192 254
% margin 16% 12% 12% 11% 10% 12% 12% 12% 11% 10% 13% 10% 13% 11%
NON-GAAP SHARE COUNT RECONCILIATION (MM)
GAAP basic shares outstanding 109 111 114 120 121 122 123 125 125 128 131 105 114 123
Non-GAAP basic shares outstanding 109 111 114 120 121 122 123 125 125 128 131 105 114 123
GAAP diluted shares outstanding 115 117 114 124 121 122 123 127 125 128 131 113 119 123
Dilutive shares under treasury stock method — — 5 — 4 3 3 — 3 2 2 — — 3
Non-GAAP diluted shares outstanding 115 117 119 124 125 125 126 127 128 130 133 113 119 126
NON-GAAP EPS
Basic Non-GAAP EPS $ 0.48 $ 0.40 $ 0.41 $ 0.40 $ 0.39 $ 0.52 $ 0.54 $ 0.62 $ 0.58 $ 0.56 $ 0.79 $ 0.95 $ 1.69 $ 2.07
Diluted Non-GAAP EPS $ 0.45 $ 0.38 $ 0.39 $ 0.39 $ 0.38 $ 0.51 $ 0.52 $ 0.61 $ 0.57 $ 0.55 $ 0.78 $ 0.89 $ 1.61 $ 2.02
BALANCE SHEET ($MM)
Cash, cash equivalents & marketable securities 830 873 2,272 2,329 2,306 2,367 2,264 3,443 3,530 3,033 3,089 750 2,329 3,443
Property and equipment, net 216 293 337 362 407 476 557 741 755 793 906 187 362 741
Working capital 649 652 2,026 2,113 2,078 2,134 2,026 3,239 3,342 2,740 2,771 603 2,113 3,239
Total assets 1,510 1,688 3,144 3,353 3,562 3,721 3,906 5,427 5,538 6,557 6,717 1,382 3,353 5,427
Total deferred revenue (short-term and long-term) 317 331 336 392 480 481 464 522 586 633 625 258 392 522
Total stockholder's equity 991 1,111 2,531 2,629 2,761 2,875 2,995 3,325 3,418 4,195 4,302 908 2,629 3,325
CASH FLOW STATEMENT ($MM)
Cash flows provided by operating activities 104 124 126 82 129 128 181 130 165 226 240 267 436 569
Purchases of property and equipment 44 93 83 57 89 96 121 242 90 72 167 125 278 548
Free Cash Flow 60 31 43 25 40 32 61 (111) 75 153 73 142 158 21
Cash flows provided by (used in) investing activities (133) (150) (360) (714) (448) (33) (320) (1,493) 371 (799) (57) (433) (1,358) (2,293)
Cash flows provided by financing activities 25 25 1,366 39 24 40 25 1,300 27 3 1 97 1,454 1,388
TOTAL HEADCOUNT
Total Headcount 3,779 4,241 4,812 5,045 5,416 5,758 6,442 6,897 7,633 8,735 9,273 3,458 5,045 6,897
% y/y 54% 48% 51% 46% 43% 36% 34% 37% 41% 52% 44% 63% 46% 37%
©2015 LinkedIn Corporation. All Rights Reserved.

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LinkedIn Q3 2015 Earnings Call

  • 2. Safe harbor 2 “Safe Harbor” statement under the Private Securities Litigation Reform Act of 1995: This presentation contains forward-looking statements about our products, including our investments in products, technology and other key strategic areas, certain non-financial metrics, such as customer and member growth and engagement, and our expected financial metrics such as revenue, adjusted EBITDA, non-GAAP EPS, depreciation and amortization, stock-based compensation and fully-diluted weighted shares for the fourth quarter of 2015 and the full fiscal year 2015. The achievement of the matters covered by such forward-looking statements involves risks, uncertainties and assumptions. If any of these risks or uncertainties materialize or if any of the assumptions prove incorrect, the company’s results could differ materially from the results expressed or implied by the forward-looking statements the company makes. The risks and uncertainties referred to above include - but are not limited to - risks associated with: our limited operating history in a new and unproven market; engagement of our members; the price volatility of our Class A common stock; general economic conditions; expectations regarding the return on our strategic investments; execution of our plans and strategies, including with respect to mobile products and features and expansion into new areas and businesses; security measures and the risk that they may not be sufficient to secure our member data adequately or that we are subject to attacks that degrade or deny the ability of members to access our solutions; expectations regarding our ability to timely and effectively scale and adapt existing technology and network infrastructure to ensure that our solutions are accessible at all times with short or no perceptible load times; our ability to maintain our rate of revenue growth and manage our expenses and investment plans; our ability to accurately track our key metrics internally; members and customers curtailing or ceasing to use our solutions; our core value of putting members first, which may conflict with the short-term interests of the business; privacy, security and data transfer concerns, as well as changes in regulations, which could impact our ability to serve our members or curtail our monetization efforts; litigation and regulatory issues; increasing competition; our ability to manage our growth; our international operations; our ability to recruit and retain our employees; the application of U.S. and international tax laws on our tax structure and any changes to such tax laws; acquisitions we have made or may make in the future; and the dual class structure of our Class A common stock. Further information on these and other factors that could affect the company’s financial results is included in filings it makes with the Securities and Exchange Commission from time to time, including the section entitled “Risk Factors” in the company’s Annual Report on Form 10-K for the year ended December 31, 2014, and additional information will also be set forth in our Form 10-Q that will be filed for the quarter ended September 30, 2015, which should be read in conjunction with these financial results. These documents are or will be available on the SEC Filings section of the Investor Relations page of the company's website at http://investors.linkedin.com/. All information provided is as of October 29, 2015, and LinkedIn undertakes no duty to update this information.
  • 3. Connect with your professional world Get hired and plan your career Member value propositions 3 Stay informed through professional news and knowledge
  • 4. Member value metrics 4 Members (mn)1 Unique visiting members (mn)2 Q1’12 Q2’12 Q3’12 Q4’12 Q1’13 Q2’13 Q3’13 Q4’13 Q1’14 Q2’14 Q3'14 Q4'14 Q1'15 Q2'15 Q3'15 396 380 364 347 332 313 296 277 259 238 218 202 187 174 161 Q1’12 Q2’12 Q3’12 Q4’12 Q1’13 Q2’13 Q3’13 Q4’13 Q1’14 Q2'14 Q3'14 Q4'14 Q1'15 Q2'15 Q3'15 100 9797 93 90 84 82 76 78 75 65 58 525150 Q1’12 Q2’12 Q3’12 Q4’12 Q1’13 Q2’13 Q3’13 Q4’13 Q1’14 Q2'14 Q3'14 Q4'14 Q1'15 Q2'15 Q3'15 38 35 34 30 28 2526 2222 21 18 15 1312 11 Member page views (bn)3 1 as of quarter end | 2 monthly average during the quarter | 3 total during the quarter
  • 7. Q1’11 Q2’11 Q3’11 Q4’11 Q1’12 Q2’12 Q3’12 Q4’12 Q1’13 Q2’13 Q3’13 Q4’13 Q1’14 Q2'14 Q3'14 Q4'14 Q1'15 Q2'15 Q3'15 $208 $163$160 $179 $151 $145 $117 $111 $93 $89 $83 $79 $56 $50 $38$34 $25$26 $13 Adjusted EBITDA1 0% 10% 20% 30% 40% % of revenueAdj EBITDA ($mn) 7 1 Adjusted EBITDA is a Non-GAAP financial measure. For a reconciliation of Adjusted EBITDA to net income (loss) please see slide 8. The presentation of this financial information is not intended to be considered in isolation or as a substitute for, or superior to, the financial information prepared and presented in accordance with US GAAP .
  • 8. Non-GAAP adjusted EBITDA reconciliation1 Q1’11 Q2’11 Q3’11 Q4’11 Q1’12 Q2’12 Q3’12 Q4’12 Q1’13 Q2’13 Q3’13 Q4’13 Q1’14 Q2’14 Q3’14 Q4’14 Q1’15 Q2’15 Q3’15 GAAP net income (loss) $2 $5 ($2) $7 $5 $3 $2 $12 $23 $4 ($3) $4 ($13) ($1) ($4) $3 ($42) ($68) ($40) Provision (benefit) for income taxes (0) 5 4 2 6 10 4 15 1 4 8 9 14 16 13 4 11 (26) (10) Other (income) expense, net (0) (0) 2 2 (0) 1 (1) (0) 0 0 (0) (2) (1) (1) (0) 7 15 12 14 Depreciation and amortization 8 10 12 14 15 18 23 24 26 32 34 43 50 56 60 71 74 99 118 Stock-based compensation 4 7 8 11 13 19 27 28 34 48 54 57 68 75 83 94 103 145 127 Adjusted EBITDA $13 $26 $25 $34 $38 $50 $56 $79 $83 $89 $93 $111 $117 $145 $151 $179 $160 $163 $208 8 (In millions) 1 Adjusted EBITDA is a Non-GAAP financial measure. The presentation of this financial information is not intended to be considered in isolation or as a substitute for, or superior to, the financial information prepared and presented in accordance with US GAAP.
  • 9. Guidance1 Q4 2015 FY 2015 Revenue ~$845-850 ~$2,975-2,980 Adjusted EBITDA ~$210 ~$740 Non-GAAP EPS ~$0.74 ~$2.63 1 All guidance figures are approximate values in millions except for non-GAAP EPS | 2 Q3’15 Adj EBITDA guidance assumes depreciation of ~$78m, amortization of ~$47m, stock-based comp of ~$135m & FY15 Adj EBITDA guidance assumes depreciation of ~$281m, amortization of ~$135m, and stock-based comp of ~$510m. 9 2
  • 11. 1 FY 2013 FY 2014 FY 2015 Full Year Q1'13 Q2'13 Q3'13 Q4'13 Q1'14 Q2'14 Q3'14 Q4'14 Q1'15 Q2'15 Q3'15 FY12 FY13 FY14 COMPANY METRICS Members (MM) 218 238 259 277 296 313 332 347 364 380 396 202 277 347 % y/y 36% 37% 38% 37% 36% 32% 28% 25% 23% 21% 20% 39% 37% 25% Unique Visiting Members (MM) 65 75 78 76 82 84 90 93 97 97 100 53 73 87 % y/y 29% 45% 49% 31% 26% 13% 16% 23% 18% 16% 11% n/a 38% 19% Mobile Unique Visiting Members (MM) 20 26 29 31 35 38 42 45 49 51 55 12 27 40 % y/y 118% 132% 129% 94% 73% 46% 45% 46% 38% 35% 30% n/a 116% 51% % of total unique visiting members 31% 34% 38% 41% 43% 45% 47% 49% 50% 52% 55% 23% 36% 46% Member Page Views (BN) 18 21 22 22 26 25 28 30 34 35 38 51 83 109 % y/y 64% 69% 73% 49% 43% 22% 28% 34% 30% 37% 33% n/a 63% 31% LinkedIn Corporate Solutions Customers 18,138 20,256 22,001 24,444 25,844 28,080 30,314 33,271 34,764 37,425 39,726 16,409 24,444 33,271 % y/y 72% 65% 57% 49% 42% 39% 38% 36% 35% 33% 31% 78% 49% 36% REVENUE MIX BY PRODUCT Net Revenue ($MM) 325 364 393 447 473 534 568 643 638 712 780 972 1,529 2,219 % y/y 72% 59% 56% 47% 46% 47% 45% 44% 35% 33% 37% 86% 57% 45% Talent Solutions 194 217 238 261 292 322 345 369 396 443 502 547 910 1,328 % y/y 82% 72% 65% 54% 50% 49% 45% 41% 36% 38% 46% 104% 67% 46% Hiring 194 217 238 261 292 322 345 369 396 426 461 547 910 1,328 % y/y 82% 72% 65% 54% 50% 49% 45% 41% 36% 32% 34% 104% 67% 46% Learning & Development — — — — — — — — — 18 41 — — — % y/y n/a n/a n/a n/a n/a n/a n/a n/a n/a n/a n/a n/a n/a n/a Marketing Solutions 65 74 76 98 86 106 109 153 119 140 140 235 312 455 % y/y 47% 26% 29% 31% 33% 44% 45% 56% 38% 32% 28% 59% 33% 46% Premium Subscriptions 66 73 80 88 96 105 114 121 122 128 138 190 307 437 % y/y 73% 68% 61% 48% 46% 44% 43% 38% 28% 22% 21% 81% 61% 42% Percent of Total: Talent Solutions 60% 60% 60% 58% 62% 60% 61% 57% 62% 62% 64% 56% 60% 60% Marketing Solutions 20% 20% 19% 22% 18% 20% 19% 24% 19% 20% 18% 24% 20% 20% Premium Subscriptions 20% 20% 20% 20% 20% 20% 20% 19% 19% 18% 18% 20% 20% 20% REVENUE MIX BY GEOGRAPHY Net Revenue ($MM) 325 364 393 447 473 534 568 643 638 712 780 972 1,529 2,219 % y/y 72% 59% 56% 47% 46% 47% 45% 44% 35% 33% 37% 86% 57% 45% US 201 224 245 271 285 318 343 388 389 445 484 619 942 1,334 % y/y 67% 52% 51% 43% 41% 42% 40% 43% 37% 40% 41% 75% 52% 42% EMEA 75 85 90 108 118 135 140 162 157 169 187 217 358 555 % y/y 75% 69% 65% 55% 57% 59% 55% 50% 33% 25% 34% 98% 65% 55% APAC 24 28 31 36 39 46 49 54 54 59 65 69 119 187 % y/y 88% 76% 70% 59% 61% 64% 60% 49% 40% 28% 32% 135% 71% 58% Other Americas 24 27 27 32 32 36 37 39 38 40 44 66 110 143 % y/y 101% 78% 58% 44% 32% 32% 35% 24% 19% 12% 19% 130% 66% 31% Percent of Total US 62% 62% 62% 61% 60% 60% 60% 60% 61% 62% 62% 64% 62% 60% International 38% 38% 38% 39% 40% 40% 40% 40% 39% 38% 38% 36% 38% 40% EMEA 23% 23% 23% 24% 25% 25% 25% 25% 25% 24% 24% 22% 23% 25% APAC 7% 8% 8% 8% 8% 9% 9% 8% 8% 8% 8% 7% 8% 8% Other Americas 7% 7% 7% 7% 7% 7% 6% 6% 6% 6% 6% 7% 7% 6%
  • 12. 2 FY 2013 FY 2014 FY 2015 Full Year Q1'13 Q2'13 Q3'13 Q4'13 Q1'14 Q2'14 Q3'14 Q4'14 Q1'15 Q2'15 Q3'15 FY12 FY13 FY14 REVENUE MIX BY GEOGRAPHY, BY PRODUCT Net Revenue ($MM) 325 364 393 447 473 534 568 643 638 712 780 972 1,529 2,219 % y/y 72% 59% 56% 47% 46% 47% 45% 44% 35% 33% 37% 86% 57% 45% US Revenue 201 224 245 271 285 318 343 388 389 445 484 619 942 1,334 Talent Solutions 126 140 152 164 180 198 209 223 241 278 310 370 583 810 % y/y 71% 63% 57% 46% 43% 41% 37% 36% 33% 40% 49% 88% 58% 39% Marketing Solutions 38 41 46 55 49 59 69 95 77 92 93 138 180 272 % y/y 53% 17% 26% 33% 30% 44% 50% 72% 58% 55% 36% 50% 30% 51% Premium Subscriptions 38 43 47 52 55 61 66 71 71 75 81 112 179 252 % y/y 69% 66% 62% 49% 47% 42% 39% 37% 28% 24% 23% 72% 60% 41% International Revenue 123 139 148 176 188 216 225 255 248 267 295 353 586 885 Talent Solutions 68 77 85 97 111 124 136 147 156 166 192 177 327 518 % y/y 109% 90% 80% 71% 63% 63% 59% 51% 40% 33% 41% 146% 85% 58% Marketing Solutions 27 32 30 42 37 47 40 58 42 48 46 97 132 182 % y/y 41% 42% 36% 29% 37% 45% 36% 36% 13% 3% 14% 74% 36% 38% Premium Subscriptions 28 30 33 36 40 45 49 51 51 53 57 79 127 184 % y/y 78% 70% 60% 47% 44% 47% 49% 39% 27% 19% 17% 94% 62% 45% REVENUE MIX BY CHANNEL Net Revenue ($MM) 325 364 393 447 473 534 568 643 638 712 780 972 1,529 2,219 % y/y 72% 59% 56% 47% 46% 47% 45% 44% 35% 33% 37% 86% 57% 45% Field Sales 184 209 228 271 275 319 342 414 393 440 480 552 891 1,350 % y/y 81% 62% 59% 52% 50% 52% 50% 53% 43% 38% 40% 92% 61% 51% Online Sales 141 154 165 177 198 215 227 230 244 271 300 420 637 869 % y/y 62% 56% 52% 41% 41% 39% 37% 30% 23% 26% 32% 79% 52% 36% Percent of Total: Field Sales 57% 58% 58% 61% 58% 60% 60% 64% 62% 62% 62% 57% 58% 61% Online Sales 43% 42% 42% 39% 42% 40% 40% 36% 38% 38% 38% 43% 42% 39% GAAP P&L ($MM) Net revenue 325 364 393 447 473 534 568 643 638 712 780 972 1,529 2,219 Cost of revenue 42 49 53 58 62 70 75 87 88 100 111 126 203 294 Sales & marketing 109 122 133 157 167 184 199 224 230 261 265 325 522 774 Product development 81 96 106 113 121 129 137 150 166 190 203 257 396 536 General & administrative 43 56 62 65 75 81 89 97 97 142 119 128 226 341 Depreciation & amortization 26 32 34 43 50 56 60 71 74 99 118 80 135 237 Income (loss) from operations 24 8 5 11 (1) 14 9 14 (17) (81) (37) 57 48 36 Other income (expense), net — — — 2 1 1 — (7) (15) (12) (14) — 1 (5) Provision (benefit) for income taxes 1 4 8 9 14 16 13 4 11 (26) (10) 36 22 47 Net income (loss) 23 4 (3) 4 (13) (1) (4) 3 (42) (68) (40) 22 27 (15) Accretion of redeemable noncontrolling interest — — — — — — — — — — (1) — — — Net income (loss) attributable to common stockholders 23 4 (3) 4 (13) (1) (4) 3 (43) (68) (41) 22 27 (16) Basic shares outstanding (MM) 109 111 114 120 121 122 123 125 125 128 131 105 114 123 Diluted shares outstanding (MM) 115 117 114 124 121 122 123 127 125 128 131 113 119 123 Basic GAAP EPS attributable to common stockholders $ 0.21 $ 0.03 $ (0.03) $ 0.03 $ (0.11) $ (0.01) $ (0.03) $ 0.02 $ (0.34) $ (0.53) $ (0.31) $ 0.21 $ 0.24 $ (0.13) Diluted GAAP EPS attributable to common stockholders $ 0.20 $ 0.03 $ (0.03) $ 0.03 $ (0.11) $ (0.01) $ (0.03) $ 0.02 $ (0.34) $ (0.53) $ (0.31) $ 0.19 $ 0.23 $ (0.13)
  • 13. 3 FY 2013 FY 2014 FY 2015 Full Year Q1'13 Q2'13 Q3'13 Q4'13 Q1'14 Q2'14 Q3'14 Q4'14 Q1'15 Q2'15 Q3'15 FY12 FY13 FY14 GAAP TO NON-GAAP RECONCILIATIONS PRE-TAX RECONCILIATIONS ($MM) Cost of Revenue 42 49 53 58 62 70 75 87 88 100 111 126 203 294 Stock-based compensation 3 4 4 5 6 7 7 9 10 12 13 6 16 29 Non-GAAP Cost of Revenue 40 45 49 53 57 63 68 78 79 88 98 119 187 265 % net revenue 12% 12% 13% 12% 12% 12% 12% 12% 12% 12% 13% 12% 12% 12% GAAP Sales & Marketing 109 122 133 157 167 184 199 224 230 261 265 325 522 774 Stock-based compensation 7 9 10 11 12 14 15 19 19 23 27 18 36 60 Non-GAAP Sales & Marketing 103 113 123 147 154 171 184 206 210 238 239 307 486 714 % net revenue 32% 31% 31% 33% 33% 32% 32% 32% 33% 33% 31% 32% 32% 32% GAAP Product Development 81 96 106 113 121 129 137 150 166 190 203 257 396 536 Stock-based compensation 18 25 27 29 33 38 40 44 50 60 58 46 99 155 Non-GAAP Product Development 63 71 79 84 87 91 97 106 116 130 144 211 297 381 % net revenue 19% 19% 20% 19% 18% 17% 17% 16% 18% 18% 19% 22% 19% 17% GAAP General & Administrative 43 56 62 65 75 81 89 97 97 142 119 128 226 341 Stock-based compensation 7 11 13 13 17 16 20 22 24 50 29 16 43 75 Non-GAAP General & Administrative 36 46 48 52 58 64 69 75 73 92 90 112 182 266 % net revenue 11% 13% 12% 12% 12% 12% 12% 12% 11% 13% 12% 12% 12% 12% GAAP Income (Loss) from Operations 24 8 5 11 (1) 14 9 14 (17) (81) (37) 57 48 36 Stock-based compensation 34 48 54 57 68 75 83 94 103 145 127 86 194 319 Amortization of intangible assets 3 6 4 4 5 7 10 13 12 29 46 10 16 35 Non-GAAP Operating Income 60 62 63 73 72 96 101 120 98 94 137 153 258 390 % margin 19% 17% 16% 16% 15% 18% 18% 19% 15% 13% 18% 16% 17% 18% Depreciation 23 27 30 39 45 49 50 59 62 70 71 70 118 202 ADJUSTED EBITDA RECONCILIATION ($MM) GAAP Net Income (Loss) 23 4 (3) 4 (13) (1) (4) 3 (42) (68) (40) 22 27 (15) Provision (benefit) for income taxes 1 4 8 9 14 16 13 4 11 (26) (10) 36 22 47 Other (income) expense, net — — — (2) (1) (1) — 7 15 12 14 — (1) 5 Depreciation & amortization 26 32 34 43 50 56 60 71 74 99 118 80 135 237 Stock-based compensation 34 48 54 57 68 75 83 94 103 145 127 86 194 319 Adjusted EBITDA 83 89 93 111 117 145 151 179 160 163 208 223 376 592 % margin 26% 24% 24% 25% 25% 27% 27% 28% 25% 23% 27% 23% 25% 27% NON-GAAP PRE TAX INCOME AND TAX RATE RECONCILIATION ($MM) GAAP Pre-Tax Income (Loss) 23 8 5 13 — 15 9 7 (32) (94) (50) 57 49 31 Stock-based compensation 34 48 54 57 68 75 83 94 103 145 127 86 194 319 Non-cash interest expense related to convertible notes — — — — — — — 6 11 11 11 — — 6 Amortization of intangible assets 3 6 4 4 5 7 10 13 12 29 46 10 16 35 Non-GAAP Pre-Tax Income 60 62 63 74 73 97 102 119 94 93 134 153 260 391 Provision (Benefit) for Income Taxes, GAAP 1 4 8 9 14 16 13 4 11 (26) (10) 36 22 47 GAAP Income Tax Rate 3% 52% 170% 71% 5,184% 106% 148% 55% (33)% 28% 21% 62% 46% 149% Income tax effect of non-GAAP adjustments (7) (13) (8) (17) (12) (18) (23) (38) (11) (47) (41) (17) (45) (90) Provision for Income Taxes, Non-GAAP 8 17 16 26 25 34 36 42 22 21 31 53 68 137 Non-GAAP Income Tax Rate 13% 28% 26% 35% 35% 35% 35% 35% 23% 23% 23% 35% 26% 35%
  • 14. 4 FY 2013 FY 2014 FY 2015 Full Year Q1'13 Q2'13 Q3'13 Q4'13 Q1'14 Q2'14 Q3'14 Q4'14 Q1'15 Q2'15 Q3'15 FY12 FY13 FY14 NON-GAAP NET INCOME RECONCILIATION ($MM) GAAP Net Income (Loss) Attributable to Common Stockholders 23 4 (3) 4 (13) (1) (4) 3 (43) (68) (41) 22 27 (16) Stock-based compensation 34 48 54 57 68 75 83 94 103 145 127 86 194 319 Non-cash interest expense related to convertible notes — — — — — — — 6 11 11 11 — — 6 Amortization of intangible assets 3 6 4 4 5 7 10 13 12 29 46 10 16 35 Income tax effect of non-GAAP adjustments (7) (13) (8) (17) (12) (18) (23) (38) (11) (47) (41) (17) (45) (90) Non-GAAP Net Income 52 44 47 48 47 63 66 77 73 71 103 100 192 254 % margin 16% 12% 12% 11% 10% 12% 12% 12% 11% 10% 13% 10% 13% 11% NON-GAAP SHARE COUNT RECONCILIATION (MM) GAAP basic shares outstanding 109 111 114 120 121 122 123 125 125 128 131 105 114 123 Non-GAAP basic shares outstanding 109 111 114 120 121 122 123 125 125 128 131 105 114 123 GAAP diluted shares outstanding 115 117 114 124 121 122 123 127 125 128 131 113 119 123 Dilutive shares under treasury stock method — — 5 — 4 3 3 — 3 2 2 — — 3 Non-GAAP diluted shares outstanding 115 117 119 124 125 125 126 127 128 130 133 113 119 126 NON-GAAP EPS Basic Non-GAAP EPS $ 0.48 $ 0.40 $ 0.41 $ 0.40 $ 0.39 $ 0.52 $ 0.54 $ 0.62 $ 0.58 $ 0.56 $ 0.79 $ 0.95 $ 1.69 $ 2.07 Diluted Non-GAAP EPS $ 0.45 $ 0.38 $ 0.39 $ 0.39 $ 0.38 $ 0.51 $ 0.52 $ 0.61 $ 0.57 $ 0.55 $ 0.78 $ 0.89 $ 1.61 $ 2.02 BALANCE SHEET ($MM) Cash, cash equivalents & marketable securities 830 873 2,272 2,329 2,306 2,367 2,264 3,443 3,530 3,033 3,089 750 2,329 3,443 Property and equipment, net 216 293 337 362 407 476 557 741 755 793 906 187 362 741 Working capital 649 652 2,026 2,113 2,078 2,134 2,026 3,239 3,342 2,740 2,771 603 2,113 3,239 Total assets 1,510 1,688 3,144 3,353 3,562 3,721 3,906 5,427 5,538 6,557 6,717 1,382 3,353 5,427 Total deferred revenue (short-term and long-term) 317 331 336 392 480 481 464 522 586 633 625 258 392 522 Total stockholder's equity 991 1,111 2,531 2,629 2,761 2,875 2,995 3,325 3,418 4,195 4,302 908 2,629 3,325 CASH FLOW STATEMENT ($MM) Cash flows provided by operating activities 104 124 126 82 129 128 181 130 165 226 240 267 436 569 Purchases of property and equipment 44 93 83 57 89 96 121 242 90 72 167 125 278 548 Free Cash Flow 60 31 43 25 40 32 61 (111) 75 153 73 142 158 21 Cash flows provided by (used in) investing activities (133) (150) (360) (714) (448) (33) (320) (1,493) 371 (799) (57) (433) (1,358) (2,293) Cash flows provided by financing activities 25 25 1,366 39 24 40 25 1,300 27 3 1 97 1,454 1,388 TOTAL HEADCOUNT Total Headcount 3,779 4,241 4,812 5,045 5,416 5,758 6,442 6,897 7,633 8,735 9,273 3,458 5,045 6,897 % y/y 54% 48% 51% 46% 43% 36% 34% 37% 41% 52% 44% 63% 46% 37%
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