August 14, 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.

AUGUST 14, 2019 ISSUE

WHAT'S HAPPENING

We need your advice on migrating Acrobat customers to subscription.

Your opinion really matters, and the first 100 respondents get an Amazon gift card.

We realize you’re on the front lines helping migrate Acrobat customers from perpetual to subscription. We want to make this process easier, and your candid feedback will help all of us reach our sales goals.

Please give us five minutes of your time to take this short survey. The first 100 respondents will receive a $25 Amazon gift card. Plus everyone who completes the survey will be entered into a drawing for a $1,000 Amazon gift card. Survey closes end of day on August 15, 2019. Don't forget to sign in so we can get you a gift card if you qualify or win.

Take short survey

Introducing the Adobe Stock sales guide

Announcing the latest enablement tool to help you build value for your customers with Adobe Stock. This guide leads you through each step of the sales process while helping you provide the best customer experience and achieve the best sales results.

The Stock sales guide is a great tool for internal and external audiences and is loaded with information to help your discussions with business customers during any stage of the Adobe Stock sales cycle.

Check it out >

Substance by Adobe remains separate offer

In January 2019, Adobe completed the acquisition of Allegorithmic, makers of Substance, the industry standard for 3D textures and material creation in game and video post-production. By combining the 3D design tools of Substance by Adobe with the industry-leading imaging, video, and motion graphics tools in Creative Cloud, Adobe will empower digital creatives, designers, and marketers to deliver the next generation of immersive experiences.

Substance by Adobe will be a paid add-on to Adobe Creative Cloud All Apps. Enterprise ETLA selling starts in the next fiscal year (2019–2020) with more details to follow. We also aim to distribute Substance products through VIP in 2020. Until this time, Substance products are available to access on Substance3D.com.

Don't forget to sign in

IMPORTANT: Sign in to C&B Connection with your COMPANY ID to access internal content

C&B Connection is your home for DMe GTM & Sales content, including news, enablement, training, events, assets, and more.

To access employee-only content, such as internal sales tools and training, be sure to sign in with your Company ID, which will prompt you for your LDAP credentials. If you use an Adobe ID, you won’t be able to see any internal content.

SALES SHOUT OUT

$120K Document Cloud enterprise win with Dixon Hughes Goodman

Reported by Steven Oliveri—Director, North America Channel Sales

Adobe and CDW had been working with Dixon Hughes for over a year. At the time, they were using Acrobat XI, and Bruce brought up the fact that Acrobat XI was no longer supported, so they were not receiving any security patches. Bruce was then put in touch with the head of IT security for Dixon Hughes, and they discussed the options and the extra security that named user licensing offered the organization. They also were interested in the Active Directory sync tool. The client stated they would place the order in June due to budget limitations. Bruce had mentioned the pricing expired soon, and the client was able to find the additional funding to make it happen.

Customer: Dixon Hughes Goodman

Mid-market rep: Bruce Jarvis

CDW rep: Gianni Russo

Channel account manager: Seth Schroeder

ARR: $120,000

COLLEAGUE CONNECTIONS

Meet Giorgia Sapienza

Role: Marketing Manager, Digital Media Enterprise, ANZ

Office location: Sydney, Australia

Time at Adobe: 2 years

Biggest achievement at Adobe: Being awarded the "Driver" award at the ANZ All Hands last year for my impact on the enterprise business.

Who’s your partner in crime: Abbey Williams, Marketing Specialist SMB, ANZ

Advice you’d give to a new employee: There are no silly questions, and the snacks are brought out at about 2pm every day.

How about hobbies: CrossFit, obsessing over home décor, and adventures with my loveable labrador.

What are you most proud of (work or personal life): Building my dream home at 22 years old.

Favorite quote: "The pessimist sees difficulty in every opportunity. The optimist sees opportunity in every difficulty."—Sir Winston Churchill

Who/What inspires you: My mum—her work ethic, ambition, and persistence. If I could be even half as successful as she has been in business and provide the same quality of life for my future family, I’d be over the moon.

UPCOMING EVENTS

Demonstration of Microsoft 365/SharePoint and OneDrive integrations

Learn how the Microsoft integrations can be a driver for your customers to migrate to Acrobat DC

Agenda:

Feature update for Acrobat DC
64-bit support for Mac
Demonstration of Microsoft integrations with Acrobat DC

Session 1
August 15
8:00–8:30am PDT
Register >

Session 2
August 15
7:30–8:00pm PDT
Register >

RECENT EVENTS

Adobe CC for teams marketer seat expansion pilot opportunity

Learn about the new CC for teams seat expansion pilot targeted at a new customer persona: the marketer.

In this briefing we cover:

The opportunity, by RTM
Demand generation activities to support the sales motion
Lead hand-off and sales plays
Sales talking points
Leveraging this opportunity

Watch the session >

SALES TOOL SPOTLIGHT

Adobe Acrobat Pro DC vs. Nitro Pro 12 sales battlecard

Get discovery questions, competitive advantages, and objection handling to help you sell Acrobat DC.

Admin Console Sandbox for Value Incentive Plan (VIP)

The Admin Console is a single interface that gives admins one place to log in and manage their users and licenses. Use this sandbox to see what VIP admins will have access to, but keep in mind that demo accounts can have some limitations because engineering priority is placed on the production version. This specific sandbox has a mix of team and enterprise offerings, so you can see the different features (like provisioning by user group) side by side. If you wish to share this sandbox with a customer, please do so by sharing your screen and guiding them. But please don't share this link for independent use.

In the news