April 28, 2021

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.

APRIL 28, 2021 ISSUE

WHAT'S HAPPENING

Important: Adobe will end of life Spark and Premiere Rush Single Apps

Adobe will no longer be selling Spark or Premiere Rush Single App plans to new Creative Cloud for teams and enterprise customers starting June 1, 2021. Please renew existing Spark/Rush customers onto the Premiere Rush Single App, which includes access to Spark at no additional cost.

What do I need to know?

Spark Single App for CC for teams and CC for enterprise will no longer be available starting June 1, 2021.
Rush Single App plans for CC for teams and CC for enterprise will only be available for renewal customers as unpublished SKUs.
Spark will become a bundle of apps with more functionality that will be included in All Apps and most Single App plans—with no price increase.
Exceptions are InCopy and Substance, which will have Spark removed at customers’ next renewal.

What can I sell to renewing customers?

If renewing customers who previously had Spark Single App wish to continue, you can sell them the Premiere Rush Single App plan for the most equivalent value (at no cost to current CC for teams and CC for enterprise plans). Please contact Jessica Davison for access to the unpublished price list to place the order for Rush Single App.
If renewing customers who previously had Rush Single App wish to continue, please contact Jessica Davison for access to the unpublished price list.

What changes exactly have been made to the VIP price lists?

Spark Single App for teams and enterprise plans will be removed completely from the price lists—meaning no customers will be able to renew or buy net new Spark Single App licenses.
Premiere Rush and Premiere Rush Pro Single App plans for teams and for enterprise have been moved to the 3YC and unpublished price lists—meaning that you can sell these unpublished SKUs only to renewing customers who ask to continue these plans.

Will Spark be removed from other plans?

The Spark entitlement will be removed from InCopy Single App for teams and enterprise plans that renew on or after June 15, 2021.
The Spark entitlement will be removed from Substance enterprise plans that renew on or after June 23, 2021.

Announcing: The Adobe Sign sales playbooks

The Global Sales Enablement team in partnership with senior leadership and a stellar cross-disciplinary team are very excited to announce the launch of the SMB and Mid-Market Adobe Sign sales playbooks for commercial and education sales.

The Adobe Sign sales playbooks are designed to help you win new customers, cross-sell Adobe Sign into the Document Cloud and Creative Cloud customer base, and expand Adobe Sign usage in your existing accounts. Specifically, the playbooks enable you to easily and effectively prepare for your customer engagements by helping you:

Target the right buyers
Create a compelling first impression
Stand apart with a powerful visual conversation
Offer prospects great proof points
Address tough questions

And win more Adobe Sign deals!

As part of the rollout of the playbooks, we are launching a comprehensive Adobe Sign sales training program, required for all SMB and Mid-Market sellers and sales managers. The training will focus on driving sales execution for prioritized Adobe Sign value propositions. Many of you have already received invitations for these upcoming training sessions.

If you have not received an invitation, you will be hearing more about this training soon from the Global Sales Enablement team.

Access the Playbooks now >

Read the FAQ >

New! Acrobat DC webinar series for resellers

A substantial number of customers are still using perpetual versions of Adobe Acrobat software and have not yet realized the full value of Acrobat DC subscription. To help drive Acrobat DC sales, Adobe has developed the resources our resellers need to host their own customer webinar series. Now Adobe partners can showcase the benefits of Acrobat DC to perpetual customers who still haven’t migrated as well as to active subscription customers who aren’t yet taking advantage of all the time-saving features in Acrobat DC.

The webinar series is called “Acrobat DC: The power of PDF productivity,” and it’s designed to help resellers connect with customers on their schedule. It includes five on-demand webinars—with a new topic released each month from April through August 2021—along with the sales and marketing resources they need to promote and host each session. The sessions can be run in any order, so partners can tailor the series to the needs of their customers. Topics include:

April: Reusing PDF content
May: Remote work
June: Collaboration
July: Microsoft integration
August: Streamlined software management

The kit for the first topic is now available in English. This session focuses on reusing PDF content by showing customers how to edit PDFs across desktop, web, and mobile and convert existing PDFs to a variety of file formats. The kit includes everything from a presenter deck, scripts, and video to marketing assets like emails, web banners, and social media content to drive attendance as well as follow up afterward.

Download the kit >

Localized versions will be available soon. And don’t forget to check the Acrobat DC Assets page each month to set partners up with the resources they need for each new on-demand webinar topic.

Updated Acrobat DC resources

There are two updated Adobe Acrobat DC resources now available to help you sell Acrobat DC in the Value Incentive Plan (VIP):

Why upgrade to Adobe Acrobat DC solution brief—Use this solution brief with customers to highlight the value of upgrading from Acrobat perpetual to Acrobat DC in VIP.

Acrobat DC for business conversation guide—Use this sales tool to help you position Acrobat DC to your business customers and get the most out of your sales calls.

Reminder: The Creative Cloud sales guide is here!

From preparation and discovery to recommendation, commitment, and renewal, the new Creative Cloud sales guide leads you through each step of the sales process to help you provide the best customer experience and achieve the best sales results. It’s loaded with information and resources to help you:

Understand Creative Cloud target customers by learning about their responsibilities and challenges.
Ask the right discovery questions so you can understand their needs.
Make the best recommendation based on the information you have collected.
Secure a commitment by effectively responding to questions and concerns.
Provide a great experience for your customer and build a lasting relationship.

The Creative Cloud sales guide is now available on Adobe Consumer & Business Connection in English.

Start using the Creative Cloud sales guide today >

Reminder: New Adobe Sign in education promotional videos

These one-minute videos are designed to bring the story of Adobe Sign in education to life. They demonstrate why Adobe Sign is the best solution for schools that want to create a paperless environment—in a clear, simple, easy-to-digest format. Choose from two versions:

Share these videos with your customers to help showcase the value of Adobe Sign in education.

Extended: Acrobat premium onboarding migration offer

The Acrobat premium onboarding migration offer has been extended until June 4, 2021 to assist customers in migrating from Acrobat perpetual to Acrobat DC. This exclusive offer is available to commercial, education, and government CLP and TLP customers who migrate 200 or more licenses of Acrobat perpetual to Acrobat DC for enterprise in the Value Incentive Plan (VIP). Premium onboarding includes Admin Console onboarding, user set up, SSO and integration set-up, and more.

For more information, check out the Document Cloud monthly enablement session from Feb 16 (sign-in required).

SALES TOOL SPOTLIGHT

Acrobat DC sales guide

This guide delivers the information you need to successfully introduce Acrobat DC and its features to customers—whether they are purchasing as individuals, from IT, or for a specific vertical industry.

Adobe Stock sales guide

Build value for your customers with Adobe Stock. Use this guide to identify target customers, ask deep discovery questions, understand Adobe Stock benefits for different types of customers, and make the right plan recommendation.

RECENT EVENTS

Acrobat and Adobe Sign monthly enablement eSeminar—April 2021

Join Lisa Niday and team for this Acrobat and Adobe Sign monthly enablement eSeminar where we cover sales training, new product releases and updates, latest assets, and other important information.

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

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

CC for teams pilot of company control of assets (aka Type 2e)

Join us to learn more about the Creative Cloud for teams pilot of company control of assets (aka Type 2e). We’ll introduce the scope of this initiative, which includes key milestones and value proposition, migration experience for admins and end users, and details about the pilot rollout.

Revisit the session > (sign-in required)

Acrobat and Adobe Sign monthly enablement eSeminar—March 2021

Join Lisa Niday and team for this Acrobat and Adobe Sign monthly enablement eSeminar where we cover sales training, new product releases and updates, the latest assets, and other important information.

Watch the session >

Download the deck >

Enablement briefing: Creative Cloud for teams Pro Edition launch

Attend this session to learn more about CC for teams Pro Edition, including the First Year Free offer and pricing. migrating users from CC for teams to CC for teams Pro Edition, outbound marketing activities, and sales enablement materials.

Watch the session >

Download the deck >