Adobe Creative Cloud sales guide

Discovery

To successfully scope out the right product and solution for your customer, it’s important to do plenty of research in the form of discovery. This is where broad and guided questions become your best friend. We recommend starting with broad questions and moving onto more guided, focused questions. When you notice an area of frustration or opportunity, slow down and ask more specific questions about it.
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Creative Cloud sales guide overview  >  Discovery

 

Qualifying questions by persona

When you begin to explore a prospect’s requirements, start with some basic questions about the customer's current environment and needs:

  • Do you currently use Creative Cloud or Creative Suite?
  • If so, which version? And how many seats?
  • Do you have any other Adobe software licenses?
  • If so, which products? And what buying program did you purchase them through? 

Once you understand what your customer has and needs, dig deeper by asking questions that are relevant to the role of the decision maker you are working with.

 

IT manager

  • How are you supporting the dynamic needs of creative teams today?
  • Which creative tools, mobile apps, and cloud services is your organization using today?
  • Is creative software budgeted from IT or paid for by different departments or regions? 
  • How do you get onboarding and technical support? Do you have 24x7 access to support with the ability to track open issues and get prioritized help?
  • Is it your responsibility to train end users on the software you purchase and deploy? 
  • How much time do you spend deploying and updating creative software?
  • Do you support teams that work remotely or work in different offices and locations?
  • How do you track your existing creative software licenses and ensure compliance across your organization?
  • Does your organization use any Adobe software? If so, which apps? And how do you manage those licenses?
  • How do you maintain security of your systems and data yet still enable users to collaborate across locations and devices?
  • Does your company use single sign on to access corporate services such as email, cloud storage, and employee information?
  • Does your work require advanced security, such as encryption or sharing restrictions, to protect intellectual property and corporate data?
  • Do you support users across different cost centers or locations that would require different creative tools, permissions, or restrictions? 

Creative leader

  • What creative apps does your team use today?
  • How does your team stay innovative and competitive?
  • Does your team need access to the latest creative software and features?
  • How does your team collaborate and stay in sync on creative projects?
  • How does your team share and reuse assets such as icons, fonts, templates, and images and maintain brand consistency? 
  • How does your organization create and publish content across desktops and mobile devices?
  • Do you have UX/UI departments where prototyping takes place?
  • Do you use stock photography?
  • Do you have team members who work remotely, or do you manage team members who work in different offices or locations?
  • Do team members work across devices when they create content (phone, tablet, laptop)?
  • How does your team conduct creative reviews both internally and externally?
  • How do you train employees on your creative software?
  • Does your team ever collaborate with outside agencies or freelancers (such as writers, designers, and photographers)? 
  • Does your company use single sign on to access corporate services such as email, cloud storage, and employee information?
  • Does your work require advanced security such as encryption or sharing restrictions to protect intellectual property and corporate data?
  • Does your team span more than one cost center, location, or focus area that would require different creative tools or permissions? 

Graphic designer 

  • How do you exchange design assets like logos, images, or colors when working with remote team members or external parties?
  • How are design approval workflows organized?
  • How often do you lose time updating images or making minor text changes?
  • How does your organization share updated assets to replace older versions?
  • How do you maintain brand consistency when working with marketing?
  • Are you currently automating any of your design work?
  • How important is having access to fresh visual content like images, fonts, or video for your projects?
  • How good is your corporate technology infrastructure at supporting your needs?
  • Do you sometimes use personal accounts to store or share corporate assets such as Dropbox, Wetransfer, Box, Gmail, or USB drives?
  • How often do you need to create prototypes or mockups of your work?
  • How do you keep up with emerging technologies like interactive prototypes, 3D, and video?
  • Do you use stock photography in your projects?

 

Business communicator 

  • How do you ensure you always have access to the latest brand assets such as logos, colors, and images without having to dig through the server every time?
  • How long does it take to find an existing asset, on average?
  • Did you know you can use a curated library of branded assets directly in Word or PowerPoint?
  • Have you ever accidentally used an outdated graphic? And how did that happen? 
  • Do you still rely on your design department to create social media graphics?
  • Are you currently using a cloud repository like Dropbox, Google Drive, or SharePoint when working with your design department?
  • How heavily do you rely on email when collaborating with peers on a marketing asset?
  • Are you currently using any template-based workflows for creating graphics or print materials? If no, why not?
  • How often do you still need to rely on a graphic designer and for which projects?
  • How important has the use of video become for your role?
  • How important is having access to fresh visual content like images, fonts, or video for your role?

Video producer

  • Do you need the latest creative technology and features to stay competitive?
  • Do you collaborate with team members who work remotely or in a different office or location? 
  • Do you outsource video content creation? Is this because of perceived complexity or a lack of in-house expertise?
  • Are you looking for ways to accelerate the creation and production process?
  • How do you conduct reviews on in-progress video projects with management, clients, and peers?
  • How do you ensure your projects maintain brand consistency?
  • Do you find collecting and synchronizing your video assets to be a challenge? 
  • Do you struggle to record audio in a quiet controlled environment? 
  • Do you need to deliver your video to a range of picture formats and sizes, including Instagram square and vertical video?  
  • Are you daunted by the myriad video file formats for delivery to different platforms (YouTube, Twitter, Facebook, and so forth)?

UX/UI designer    

  • Do you need the latest creative technology and features to stay competitive?
  • How do you learn to use new software?
  • How do you collaborate on projects and share assets with your team?
  • Do you collaborate with team members who work remotely or in a different office or location? 
  • Do you ever collaborate with outside agencies or freelancers?
  • Do you work across devices (phone, tablet, laptop)?
  • Are you looking for ways to accelerate the design process?
  • How do you collect feedback on story boards, sitemaps, prototypes, and wireframes from your manager, clients, and peers?
  • How do you ensure your projects maintain brand consistency?

 

Government

  • How important is cost predictability and scalability of software purchasing for your organization?
  • How do you keep track of the total number of deployed licenses and users within your organization?
  • Are you currently using workstations that are disconnected from the Internet or your internal network? If yes, how do you currently manage deployment for these workstations?
  • How do you manage potential security risks due to creatives using their personal cloud repositories like Dropbox, Google Drive, and others?
  • Do you need to assign different roles and responsibilities across multiple individuals, including admin roles for support, user management, and deployment?
  • How are your agencies orchestrating consistency in branding between teams producing multichannel output?
  • What is your organization’s primary blocker for embracing cloud workflows to speed up collaboration and approval workflows?
  • Government organizations are known to be slower in adoption of latest technology. What if Adobe could provide you with a solution that enables your users to get their hands on the latest software innovation without IT having to manually re-deploy and update software on every workstation?
  • Are your designers experiencing an increased demand for asset design and delivery? How do they arm themselves against that trend?
  • How easy is it for your creative teams to work from home without experiencing delays or interruption of access to creative software and digital assets?
  • What prevents your organization from adopting new and immersive technologies like 3D, augmented reality, and mobile device experiences?
  • How important are APIs, integrations, and third-party plug-ins to your organization if implemented with Adobe solutions? And if no automation solutions are currently used, which three processes would be your priority and why?