May 12, 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.

MAY 12, 2021 ISSUE

WHAT'S HAPPENING

Creative Cloud sales play kits for SMB

The Creative Cloud sales play kits are designed to assist you in driving Adobe’s top priorities. These kits will provide you with the information and assets you need to drive these sales plays with your customers.

What’s included in the kits:

Supporting assets
Sales play objectives
Target customer groups
Value proposition
Leading talking points
Reasons to buy

Get the Creative Cloud sales plays >

New! Adobe Sign for Microsoft Teams: Initiate and track e-signatures in Teams Approvals

Adobe and Microsoft have been working together to provide secure digital processes and collaboration tools that boost efficiencies and simplify day-to-day work. More than 100 million users who collaborate with co-workers, suppliers, and customers in Microsoft Teams can easily add the Adobe Sign app and securely send documents, contracts, and digital forms for e-signature. As Microsoft's preferred e-signature solution, Adobe Sign works as you would expect—offering full capabilities right in Teams.

Getting things approved is part of almost every workflow. Approvals in Microsoft Teams enables everyone—from frontline workers to corporate headquarters employees—to easily create, manage, and share approvals directly from Teams. Now, when the approver's signature is required, Adobe Sign e-signatures can be added to an approval workflow right inside the Approvals interface.

For more details, including a short video, watch the Document Cloud monthly enablement session from Apr 20 (sign-in required).

New campaign kit: ROI benefits of migrating to Acrobat DC

Forrester Consulting recently found that Adobe Acrobat DC can deliver a 303% return on investment over three years by saving organizations time on employee and IT tasks and reducing material costs for things like paper and postage. This provides a great opportunity to help your customers understand how Acrobat DC helps organizations increase productivity, empower collaboration from anywhere, accelerate customer transactions, and reduce IT overhead and costs.

This easy-to-use kit provides the resources you need to communicate the time and cost savings Acrobat DC delivers, including:

Marketing assets to raise awareness about the ROI Acrobat DC delivers, including channel copy, email templates, web banners, and social media content.
Forrester Consulting’s “Cost Savings and Business Benefits Enabled by Migrating to Adobe Acrobat DC” spotlight, which summarizes the ROI benefits for SMB, along with the full Forrester report, “The Total Economic Impact of Adobe Document Cloud.”
Collateral to help customers who are considering migrating to Acrobat DC, including a solution brief, security white paper, and product comparison chart.
A conversation guide that provides four steps to get the most out of your calls to business customers and email copy to follow up afterward.
Migration guides and checklists for both teams and enterprise customers to help them easily transition from serialized licensing to subscription licensing through Adobe’s Value Incentive Plan (VIP) buying program.

The kit is now available in English. Localized versions will be available soon.

Download the kit today > (sign-in required)

Announcing the Value Pitch Challenge winners

In January at SKO, we launched the Value Pitch Challenge, where we invited you to send us your pitches on Adobe Sign, Acrobat DC, Creative Cloud for teams, and Adobe Stock. We provided you with pitch guidelines, "what good looks like" videos to get you started, and a brand new Commercial Tribe tool to record your pitches.

We had 78 entries for the global pitch challenge, and we could see that you were practicing your pitches. We collected a total of 549 practices globally. We saw some amazing pitches and a lot of effort put into your entries.

First place winners receive US$500. Second place winners receive US$300. And third place winners receive US$150. We are excited to announce our global winners:

JAPAC

Rui Tatamitani
Reiko Shibata
Nana Kawaguchi

Americas

Bob Acteson
Matthew Hollingsworth
Rohit Sood (2 videos)

EMEA

(tie) Peter Musumeci and Robin Dousa
Laurence Barat-Latuite

To watch the winning Americas and EMEA pitches, head to the Value Pitch Challenge page.

Reminder: 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.

Reminder: 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 >

Reminder: 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.

SALES TOOL SPOTLIGHT

Creative Cloud sales guide

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.

Adobe Field Connection app

This easy-to-use mobile app prompts users to quickly connect with the latest sales content and events as soon as they’re released.

UPCOMING EVENTS

Acrobat and Adobe Sign monthly enablement eSeminar—May 2021

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.

Session 1
May 18—NA | EMEA | LATAM internal session
Register >

Session 2
May 19—APAC | Japan internal session
Register >

Session 3
May 20—NA | EMEA | LATAM partner session
Register >

Session 4
May 21—APAC | Japan partner session
Register >

RECENT EVENTS

Enablement briefing: Creative Cloud contract switching changes

Join the CC SMB Contract Switching session to learn about upcoming CC for teams and CC for enterprise value (company control of assets) and implications on contract switching scenarios and process.

Revisit the session > (sign in required)

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 >