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.
JULY 10, 2019 ISSUE
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WHAT'S HAPPENING
Summary of Acrobat changes for July 1, 2019
Update
Education and NA government markets for Acrobat 2017 are being excluded from margin changes. Education will have a comprehensive price adjustment in Q4, and NA government will see a margin change October 1, after the government buying season has ended.
Recap on previously communicated changes
- CLP discount curve changes—Commercial only (see the eSeminar recording), excludes Japan.
- CLP/TLP margin changes—Commercial worldwide, excludes Japan. Government excludes NA and Japan. Education no changes worldwide until Q4 based on a comprehensive price adjustment.
- Upgrade price eligibility—Effective July 1, 2019, the upgrade pricing eligibility policy changes to one version back vs. the current two versions back.
To help with your enablement, please view the enablement deck and eSeminar recording.
Adobe Stock has successfully launched credit packs for all teams direct customers
Purchases can be made over the phone and on https://stock.adobe.com/teams. (Admin Console purchases are expected in November 2019.) Credit packs for teams allow Stock customers to take advantage of the entire content library, including assets not included in our subscription plans, such as videos and Premium assets. Please take a few minutes to watch the training recording and browse our dedicated credit packs for teams assets on the Adobe Stock asset page, which includes:
- Sales conversation guide for credit packs
- Updated Adobe Stock overview
- Customer credit packs flyer
- Sales email for credit packs
Update: Feature-restricted licensing has been delayed until July 26
July 26 is the new target launch date for Feature Restricted Licensing (FRL) for government in the Value Incentive Plan (VIP).
The new launch date will include isolated and connected versions of deployment, but the FRL SKUs that are on the current price list will be unorderable until then. Please note, when FRL is launched, the order confirmation emails will be in English only. The emails will be available in all other languages, as normal, within the weeks that follow the launch. We appreciate your patience while the teams work to resolve the unanticipated blocks.
Updates to Adobe software requirements for certification
Adobe recently made changes to Creative Cloud download availability. To avoid any confusion, we want to clarify the requirements for Adobe Certified Associate (ACA) exams and provide guidance to help navigate these changes.
Get the full list of updates >
SALES SHOUT OUT
Migration win with Winston & Strawn
Reported by Steven Oliveri, director of North America channel sales
Congratulations to Chehade Semaan and Jouni Churchill on closing a deal that has been in the pipeline for close to a year. The client pushed the team hard, but our group was up to the task and was able to address every objection. Please take note of how Acrobat will be integrated into the client’s use of the iPad because this is a trigger for DC. Go through your reseller’s pipeline and understand where the large iPad deployments are being sold, and then dig into how the client will use the tablet. Chances are it could be another Acrobat DC lead. Great, great win.
Customer: Winston & Strawn
Mid-market rep: Jouni Churchill
Solution consultants: Taylor Kobey & Ashley Dvorin
Channel account manager: Chehade Semaan
Product: 2,000 Acrobat DC for enterprise licenses
ARR: $175,000
Adobe and Softchoice had been working with Winston & Strawn for over a year. They were using Acrobat XI and realized it was time to upgrade their Acrobat footprint due to lack of updates and possible security issues. Winston & Strawn spent an entire year evaluating Foxit, Nuance, a CLP upgrade, and Acrobat DC for enterprise via VIP. After several demos and various pitches, Winston & Strawn migrated to Acrobat DC for enterprise through VIP. The key drivers in their decision-making process were OKTA integration, Active Directory synching, and the mobile capabilities offered through VIP. Winston is currently evaluating outfitting every attorney with an iPad Pro, and the ability to utilize Acrobat on an iPad was a massive driver toward subscription-based licensing.
COLLEAGUE CONNECTIONS
Meet Marianna Sala
Role: DMe territory account manager (Italy & Iberica)
Office location: Milan, Italy
Time at Adobe: 13 years
Biggest achievement at Adobe: My professional growth: I started as receptionist, and then moved to the finance team as the finance manager’s assistant. After two years, I moved to the channel team as sales support, then to Inside Sales, and for the last four years, I have been an account manager. So my achievement is my personal and professional growth in this big Adobe family.
Who’s your partner in crime: My cousin. We share a lot of secrets together.
Advice you’d give to a new employee: Be ready to follow what Adobe asks. Adobe is always growing and changing, so you need to be flexible and clever to follow it and go in the same direction.
How about hobbies: I am a dynamic person, and I love walking, running, traveling, playing with my sons, and reading.
What are you most proud of (work or personal life): I am proud of what I have done up to now, considering both positive and negative things, but in general, I see the glass half full rather than half empty.
Favorite quote: "If opportunity doesn’t knock, build a door." —Milton Berle
Who/What inspires you: I am inspired by all positive things, it could be people, experiences, books, films…anything that can make me feel happy.
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.
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 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.
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.
SALES TOOL SPOTLIGHT
Introducing the Adobe Stock sales guide
The latest enablement tool helps 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 Adobe 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.
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