WHAT'S HAPPENING

Announcing the new professional sales skills workshops

Our new professional sales skills training covers the latest and greatest topics in business sales today, all tailored to the Adobe Business Customer Journey. These workshops are interactive enablement designed to arm you with the tools to provide your customers with a first-class Adobe experience.

The Global Sales Enablement team will run one 90-minute pro skills session per month. These will be offered at different times depending on your role and location. 

Join us for our first workshop: Remote selling skills

This module is intended for anybody whose role requires them to engage with customers remotely. You will learn how to overcome the key challenges of remote selling by adopting a customer engagement system that teaches you how to best use the resources and channels available to you.

EMEA
For internal customer-facing sellers:
February 8
Register >

For channel sellers and partners
February 8
Register >

Sessions for the Americas, APAC, and Japan will commence in March.

Coming in March: Creating demand

This module is intended for those whose role requires them to create demand with both new and existing customers. You will learn about the dynamics of demand and how to use insight messaging to plan an approach that stimulates the customer's buying journey.

Coming in April: Creating customer champions

This module is intended for sales roles working with new or existing customers. You will learn the importance and benefits of developing customer champions, how to identify the ideal person, and how to develop and maintain the relationship so that you benefit from their insight and knowledge of the their business.

More dates coming soon

Don’t forget to visit the calendar of events to see what sessions are coming throughout FY22.

Perpetual Adobe Captivate (2019) discontinued

The perpetual versions of Adobe Captivate (2019) are being discontinued in the Cumulative Licensing Program (CLP) and the Transactional Licensing Program (TLP). The last order date for both initial purchase SKUs and renewal SKUs will be February 15, 2021. Customers who need to add or renew Captivate licenses should transition to the multiplatform subscription licenses that are available through the Value Incentive Plan (VIP).

Get more details on the perpetual discontinuation >

Updates to Creative Cloud for enterprise VIP SKUs for InCopy, Substance 3D, and InCopy Pro Edition

As a reminder, new Creative Cloud for enterprise VIP SKUs for InCopy, Substance 3D, and InCopy Pro Edition without Creative Cloud Express have been created. These SKUs will replace the existing SKUs on the price lists, and the current SKUs will move to three-year-commit price lists for existing customers. If new customers want Creative Cloud Express, please sell them Creative Cloud for enterprise All Apps or flagship Creative Cloud for enterprise single apps, such as Photoshop, which include Creative Cloud Express.

From a customer experience perspective, nothing will change. All Creative Cloud Express admins were informed last year that Creative Cloud Express will be removed from InCopy, Substance 3D, and InCopy Pro Edition SKUs. Existing customers will remain on the Creative Cloud for enterprise VIP SKUs with InCopy until renewal when they will renew on the new SKUs without Creative Cloud Express.

Reminder: Manage your subscriptions with the 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 >

Reminder: 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.

Reminder: 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)

UPCOMING EVENTS

Creative Cloud for teams Pro Edition update 

Creative Cloud for teams Pro Edition is an unparalleled offering in the Stock photography market which gives CC for teams users unlimited downloads of Adobe Stock standard images. After being live for over a year, we would like to share important updates such as the ideal way to pitch CC for teams Pro Edition, value propositions by persona, an overview of the competition, marketing campaign highlights, and the product roadmap.

Session 1
February 8—NA | EMEA | LATAM
Register >

Session 2
February 9—APAC | Japan
Register >
 

Professional sales skills training: Remote selling skills

This module is intended for anybody whose role requires them to engage with customers remotely. You will learn how to overcome the key challenges of remote selling by adopting a customer engagement system that teaches you how to best use the resources and channels available to you.

EMEA sessions
February 8—internal customer-facing sellers
Register >

February 8—channel sellers and partners
Register >
 

Creative Cloud for teams update 

Creative Cloud for teams is the fully integrated platform that fuels productivity across all creative needs, while enabling seamless collaboration. To get up to speed on CC for teams, in this session we will cover SMB opportunity, use cases and value proposition, new proof points from Forrester Study, case studies, and FY22 sales plays.

Session 1
February 15—NA | EMEA | LATAM
Register >

Session 2
February 16—APAC | Japan
Register >

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)

MORE GOOD STUFF

Adobe Sign eLearning

Get an overview of customer challenges with paper processes, and learn how Adobe Sign solves them. 
 

Calendar of events

Find out about upcoming events or check out resources and summaries of recent events. It's easy to browse by date or keyword.

NEWSLETTER ARCHIVE