Case Study: Illumina achieves real-time customer insights and strategic growth with LinkedIn Sales Solutions

Illumina Finds a Strategic Growth Engine In Sales Navigator

Illumina, a San Diego–based leader in DNA sequencing with 10,000 employees, faced a fast-changing genomics landscape where talent moves often and new labs, grants, and funding announcements can shift priorities overnight. The company needed a way to know when contacts changed roles, find the right decision makers, and surface timely, relevant events so their commercial teams could keep outreach current and effective.

Illumina adopted LinkedIn Sales Navigator across Commercial Leadership and Inside Sales, using CRM sync, lead suggestions, and real-time alerts to avoid duplicate work, find white-space accounts, and identify decision makers. The tool became a strategic growth engine—integrating into the sales strategy, expanding networks, and improving outreach—helping drive 84% of closed revenue influenced by Sales Navigator, 65% of deals sourced, and 75% of salespeople saving at least one hour per week finding prospects.

Illumina

Susan Tousi

Chief Commercial Officer