LinkedIn Sales Navigator Growth Playbook

LinkedIn had the professional graph.

Monopolistic Data Gating: LinkedIn Sales Navigator tacticaly successfully monetized the 'Gatekeeper' position in B2B sales. Their growth engine is the 'Search Degradation' of the free product—deliberately limiting visibility for non-paying users. By owning the only real-time, self-updating professional graph in the world, they turned Sales Navigator into a mandatory 'Sales Tax'. If you are a B2B salesperson, you cannot do your job effectively without it, creating a level of pricing power and customer lock-in that is almost unprecedented in the SaaS industry.