January 20, 2022

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.

JANUARY 20, 2022 ISSUE

WHAT'S HAPPENING

Announcing the new CSMB subscription manager

Not receiving invites to enablement eSeminars, or missing out on the latest news? The Global Sales Enablement team is happy to announce the new CSMB subscription manager, designed to help you keep track of your subscriptions and ensure you receive the information you need.

Subscribe to receive the latest news, eSeminar invites, and event information that interests you most and will support you in your role.

Manage your subscriptions now >

WWSKO—Unstoppable in 2022

Thank you for attending this year's WWSKO kickoff and for your continued engagement and participation. We hope you enjoyed the sessions and have what you need to begin a successful year. Don’t forget you can revisit SKO 2022 CSMB sessions and access breakout activities and resources anytime on the SKO 2022 page on C&B Connection.

Congratulations to our worldwide 2021 CSMB sales award winners!

	Friend of the field	Strategic impact	Partner of the year	Sales person of the year	Sales manager of the year
Worldwide	Matt Wegner	Blaire Hansen	CDW-AMERICAS Jamie Shouse	Leonie Lacaille	Michelle McGowan
Americas	Andrew Burger	Sachin Rawal	Insight Ryan Dyck	Meredith Zenahlik	Kristen Fedak
EMEA	James Tattersall	Yousif Rayamajhi	Grapheast Joe Karkour	James Taylor	Rohan Robinson
Japan	Akihiro Satomura	Dmitriy Volosskiy	Daiwabo Information Systems Kento Terao, Masahiro Ando	Kento Terao	Masahiro Ando
APAC	George Byrne	Janie Lim	Ingram Micro India Siddharth Sharma	Esha Ahuja	Kiran Sharma

Check out the full list of worldwide 2021 "of the year" and Platinum Club winners!

Introducing the Substance 3D sales guide

Master the Substance 3D sales cycle. The new Substance 3D sales guide pairs invaluable insight about target customers with detailed information about the Substance 3D offerings to help you understand customer challenges and successfully recommend the best solutions. It’s loaded with information and resources to help you:

Identify target customers and understand their role, responsibilities, and challenges.
Ask the right discovery questions so you can understand your customer’s needs and environment.
Get up to speed on virtual photography and see how it can revolutionize workflows for companies that do a lot of product design, catalog creation, and merchandising.
Create a successful sales pitch based on the information you have collected.
Effectively address questions and concerns to close the deal.
Provide a great onboarding experience and build ongoing customer relationships.

The Substance 3D sales guide is now available on Adobe Consumer & Business Connection in English. Localized versions will be available soon.

Start using the Substance 3D sales guide today >

And if you need help qualifying an opportunity, the 3D business development team can help. Just fill out the opportunity qualification form for support.

Adobe sales enablement check-in survey. Can we get 8 minutes of your time?

Your feedback will assist us in addressing your short- and long-term enablement needs and support us in delivering engaging learning experiences designed to assist you in having successful customer conversations. This feedback will help us maintain and build a sales enablement journey that supports and drives your sales skills growth and success.

Complete the survey now >

* Responses can be anonymous. Survey closes February 4, 2022.

TLP & CLP Upgrade Plan discontinued February 1, 2022

Effective December 1, 2021, Adobe discontinued new purchases of Upgrade Plan for all products available through the Transactional License Program (TLP) and Cumulative License Program (CLP). Effective February 1, 2022, renewals of Upgrade Plan will also be discontinued. Additional information has been communicated directly to Acrobat perpetual customers.

SALES TOOL SPOTLIGHT

Business Customer Journey resources

The Business Customer Journey (BCJ) is designed to help sellers put Adobe’s SMB and midmarket customers at the center of our sales process, building and showcasing value realization and providing the best buying experience. It is aligned with Adobe's sales process and tools to ensure you seamlessly identify and progress opportunities to close.

Learn more >

Watch the Introduction to BCJ video >

Download the BCJ overview deck >

Top reasons to migrate from Adobe Acrobat perpetual to Acrobat DC subscription

Use this quick reference to have conversations with your Acrobat perpetual customers about the top reasons to switch to Acrobat DC in the Value Incentive Plan (VIP).

Download now > (sign-in required)

Adobe Acrobat DC for business sales conversation guide

The purpose of this guide is to help you position Adobe Acrobat DC to your business customers and get the most out of your sales calls.

Download now > (sign-in required)

RECENT EVENTS

Acrobat and Adobe Sign monthly enablement eSeminar—January 2022

Join Lisa Niday and team for this Acrobat and Adobe Sign monthly enablement eSeminar where we’ll cover sales training, new product releases and updates, latest assets, and Q&A.

Revisit the session > (sign-in required)

Adobe Creative Cloud Express launch and implications for teams and enterprise

Join us to learn more about the Creative Cloud Express launch and the implications for sellers and Adobe channel partners given that there are no sellable teams or enterprise SKUs for Creative Cloud Express. Learn the direct implications for channel partners and existing selling motions as well as broader Creative Cloud Express strategy for teams and enterprise.

Revisit the session > (sign-in required)

Acrobat and Adobe Sign monthly enablement eSeminar—October

ATTENTION: Please attend for important program changes for Adobe Acrobat. Join Lisa Niday and team for this Acrobat and Adobe Sign monthly enablement eSeminar where we’ll cover sales training, new product releases and updates, latest assets and other important information.

Revisit the session > (sign in required)

Refresher: Business ID/ESM rollout update on contract switching and education issues

Join this session to get a refresher of Business ID rollout; including a review of switching contract scenarios in light of ongoing migrations to an enterprise storage model (ESM). In this session, we will provide a deep dive on the Team Direct to VIP contract-switching scenario, providing a detailed guide to the switching and escalation processes. We will also provide an update on the delegate invitation acceptance requirement process as well as an update on recent education issues reported by organizations that have been onboarded to ESM.

Revisit the NA | EMEA | LATAM session > (sign in required)

Revisit the APAC | Japan session > (sign in required)

Substance 3D refresher

The Adobe Substance 3D Collection gives businesses a powerful, yet intuitive and connected toolset for creating 3D content with uncompromised detail. Get up to speed on selling this new collection of apps. This session covers the value proposition per persona, an overview of the competition, and a focus on virtual photography.

Revisit the NA | EMEA | LATAM session > (sign-in required)

Revisit the APAC | Japan session > (sign-in required)