June 5, 2019

In the news

Designed with our DMe GTM & Sales team in mind, In the News delivers the latest Adobe news, sales updates, valuable assets, and enablement events. Everything you need to be successful, when you need it and always available.

JUNE 5, 2019 ISSUE

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WHAT'S HAPPENING

Upgrade eligibility policy change for Adobe Acrobat 2017

As of July 1, 2019, upgrade eligibility for Acrobat perpetual will change from two versions back to one version back. At that time, the only version eligible for upgrade to Acrobat 2017 will be Acrobat DC 2015. This policy update includes all licensing programs, including TLP and CLP, and will be in effect across all segments (commercial, education, and government). There is no red zone activity nor customer communication planned.

Document Cloud release enablement

On May 14 and 21, Acrobat DC released new features including enhanced Share service (signatures incorporated), streamlining of the Fill & Sign tool, security hardening and improvements in SharePoint, and OneDrive integration.

To help with your enablement, view the enablement deck and eSeminar recording.

New and updated collateral is now available to help you sell, and new program changes to CLP discount curves, TLP/CLP margin reductions, and the upgrade plan will help you drive migration to Acrobat DC for the second half of 2019.

Get updated assets and learn more >

Announcing: Feature-restricted licensing for government

On July 15, Adobe will release feature-restricted licensing for government customers through VIP for Creative Cloud for enterprise and Acrobat DC for enterprise. Feature-restricted licensing (FRL) will be available through three activation methods: connected, isolated, and LAN.

To learn more:

Sales Skills reach LATAM with impact

Our Sales Skills program, managed by Principal Program Manager Maddy Moss, has now spanned the globe delivering Adobe value skills training experiences from the U.S. to the UK, ANZ to APAC, India to Japan, and now LATAM.

In May we joined forces with Dario Llorente, Head of LATAM Chanel Sales and our vendor Accelerate Performance, to proudly deliver the first tailored, face-to-face skills training for our channel team at our Adobe Sao Paulo office.

Get the full recap >

SALES SHOUT OUT

Sasha McQuaid (and a very talented account team) create ANZ's largest education customer—TAFE NSW

Reported by Brent Irwin, director of partner sales and SMB, ANZ

In planning our renewal strategy, the account team and I flipped our focus to building the business case for TAFE NSW to begin the journey of licensing their students with Creative Cloud for education.

After keeping close to TAFE’s vision for the future, which is focused on creating a job-ready workforce, we were able to successfully position Adobe student licensing as a way for them to help foster this initiative.

This win may also help us motivate the university sector to follow suit. A lot of universities look at what TAFE is doing to help formulate their education strategies.

TAFE NSW has renewed with the following Adobe digital media products:

10,000 Creative Cloud All Apps student licenses (TAFE has over 400,000 students, so there’s future upsell potential)
10,026 full-time equivalent Creative Cloud All Apps licenses (covers lab deployments)
Adobe Stock & Adobe Sign (with annual growth expected)
Captivate and Presenter
Captivate Prime
Connect Maintenance

TAFE NSW has now become our largest DME education ETLA customer in ANZ with an annual value of AUD$1,050,000.

We are now engaging with TAFE senior executives to develop the partnership starting with a plan of activities, support, and sponsorships appropriate to an annual investment level of $1 million per year. These activities are expected to start with a series of non-core teacher enablement workshops, student creative jams in August, and sponsorship of TAFE NSW’s Open Day in September, with activities to continue in 2020.

Thank you to the Adobe account team: Wayne Weisse, Anita Fu, Marianne Low, Fiona Chan, Jerry Wong, Tim Kitchen, Jason Grant, Jane Chen, Emma Li, Marilou Rodil, Giorgia Sapienza, and Michael Stoddart.

COLLEAGUE CONNECTIONS

Fruen Purnell celebrates 10 outstanding years at Adobe

Adobe welcomes another denarian…

Joining Adobe as a New Zealand account manager in 2009, Fruen Purnell quickly progressed his career to partner management, NZ sales management, and now ANZ sales management.

Over the last 10 years, he's developed into one of the most knowledgeable and multi-skilled employees I’ve had the pleasure to work with.

People manager, customer sales professional, Adobe product guru, marketing expert, deployment specialist, sales ops master, partner manager, Adobe licensing/systems king—there’s not much left that he hasn’t nailed.

Fruen, thank you for your significant contribution to Adobe over the last 10 years.

You’re one of the hardest working, humble, and wisest employees we have.

I hope you look back at your last 10 years at Adobe with a high degree of satisfaction.

Let there be many more years to come.

—Brent Irwin, director of partner sales and SMB, ANZ

RECENT EVENTS

Feature-Restricted Licensing for government

Learn more about Feature-Restricted Licensing for government. Get the release timeline and a detailed walkthough of the activation methods and use case.

NA | LATAM | EMEA session >

Watch JAPAC session >

Acrobat May release eSeminar

Get the details on the May Acrobat DC release and several programmatic changes to CLP, TLP, and upgrade eligibility. Join this session to understand the new features and the changes that will help you continue to drive migration from perpetual to subscription.

Watch the internal session >

Watch NA | LATAM partner session >

Watch the JAPAC partner session >

Watch the EMEA partner session >

Acrobat sales guide enablement

Learn how the Acrobat sales guide on C&B Connection can help new reps better understand the Acrobat sales process and provide information for specific vertical and horizontal customer segments.

Learn more >

Creative Cloud upsell messaging eSeminar

Upgrade your customers from CC for individuals to CC for teams or from CC for teams to CC for enterprise. This eSeminar will show you how.

Learn more >

SALES TOOL SPOTLIGHT

Acrobat DC May 2019 release presentation

This presentation covers new features of the Acrobat DC May 2019 release and the CLP, TLP, and upgrade eligibility changes that will help you continue to drive migration from perpetual to subscription.

In the news