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.
AUGUST 8, 2022 ISSUE
WHAT'S HAPPENING
Big news: Acrobat Pro just got better!
Over the last few years, Adobe has added significant value to Acrobat—from deeper Microsoft integrations and optimized mobile productivity to faster collaboration and enterprise-grade security.
Now Acrobat Pro can do even more. The newest release adds powerful e-signature capabilities, including unlimited transactions, bulk send to request signatures from multiple signers on the same agreement simultaneously, customized branding for agreements, web forms for collecting e-signatures, and online payment collection with Braintree (where available). So Acrobat Pro is now the complete all-in-one PDF and e-signature solution that helps everyone do business faster across locations and devices with 100% digital document workflows. Whether teams are on-site, remote, or hybrid, they can create, convert, export, comment on, sign, and share PDFs—plus collect e-signatures—with one app that’s easy for IT to deploy and manage.
This is a great time to reach out to new and existing customers to let them know about these exciting new features and the overall value Acrobat Pro offers. You can find the following resources on the Acrobat assets page to help you get started:
- Frequently asked questions (FAQ)—Get answers to your questions about pricing and sales plays, Acrobat Pro and Acrobat Sign Solutions, and more. And learn where to find important resources.
- Acrobat Pro solution brief—Share this overview of the features and benefits of Acrobat Pro with your customers.
- Acrobat product comparisons—Consult these handy charts to compare Acrobat Pro to Acrobat Sign Solutions, Acrobat Standard, and Acrobat 2020.
- Acrobat Pro conversation guide—Use this guide to walk through each step of the Acrobat Pro sales process and have more productive customer conversations.
- Competitive battlecards—Learn the advantages of Acrobat Pro compared to competitive solutions from Foxit, Nitro, and Kofax.
- Acrobat Pro channel kit—Help partners generate awareness and consideration for Acrobat Pro with their customers by sharing this easy-to-use kit, which includes marketing assets such as a web banner, email template, and social post; the solution brief and conversation guide; product comparisons; sales emails for personalized communications; and the FAQ.
For a deep dive on the latest Acrobat Pro release, view the enablement sessions and download the presentation decks:
VIP Reseller Console updates and refresher enablement
Partner enablement sessions were held on July 26, 2022, covering user experience enhancements to the Reseller Console and refresher training on Purchase Authorizations and VIP 3-Year Commit.
Key Reseller Console enhancements:
- Enhanced Customer Details page better displays relevant information about purchase authorizations and orders.
- Purchase authorizations are now shown as a separate view with more details, including fulfillment status and corresponding orders.
- Orders are now shown as a separate view with details on license and transaction quantities.
For tips on how to quickly calculate the duration remaining until a VIP member’s next anniversary date, download the VIP purchase authorization duration tip sheet.
Revisit the enablement session >
Issue with multiple Acrobat Pro line items in the renewal summary
We are currently experiencing an issue with multiple Acrobat Pro line items appearing incorrectly in the Reseller Console renewal summary. Customers with Acrobat Pro licenses up for renewal may see two line items—one with the correct renewal quantity, part number, and price, and a second with the new part number and price.
Please note that this is only impacting a subset of VIP accounts, and the root cause has been identified. We are working to correct the issue and expect to have a fix shortly. For the time being, account managers who notice the extra line item of Acrobat Pro in their customer’s renewal summary should omit the extra line item for quoting purposes.
Below is an example of an impacted account that shows quantity 33 of the original Acrobat Pro part number and an extra line item for 8 of the new Acrobat Pro part number. The Account Manager would in this case omit the line item for the 8 new Acrobat Pro part number.
Reminder: Creative Cloud sales eLearning
This Creative Cloud sales eLearning course merges sales and product training so learners can build on their previous knowledge and apply the Creative Cloud solution by leveraging the BCJ sales process for SMB, midmarket, and channel sales. This performance-based course places learners in real-world selling situations and challenges them to take the right actions to achieve successful selling outcomes. The final module pulls everything together and serves as an assessment for learners to check their understanding of the key concepts and behaviors in the course.
Learners completing the Creative Cloud sales eLearning will be able to:
- Identify the different Creative Cloud offerings, including upsell and cross-sell opportunities for Substance 3D and Adobe Stock
- Identify the top seven Creative Cloud customer personas
- Ask open-ended questions to identify customer pain points and challenges
- Complete the mutual success plan to move the sale forward
- Confirm customer needs and recommend value
- Drive home the value of the solution
- Build a plan to close the sale
- Overcome customer objections
Reminder: New hire learning path for GBD sales reps
Global Sales enablement is excited to announce the launch of a new learning path dedicated to GBD sales representatives. The path is complete with role-based foundational learning and is designed to support and upskill GBD sales reps so they can begin generating revenue by retaining, upgrading, and expanding client accounts and by driving customer adoption.
Global Sales enablement has a dedicated team in Noida that delivers two weeks of in-person new hire training to GBD and has onboarded more than 100 new sellers in the last six months. The GBD sales representative learning path will be used as pre-learning prior to and in addition to the in-person new hire training delivered by the enablement team.
Reminder: The Adobe Creative Cloud sales playbook
The Global Sales Enablement team, along with an amazing team of partners, are excited to announce the launch of the Adobe Creative Cloud sales playbook for SMB, midmarket, and channel sales. This sales-ready resource is now live and available to all Adobe and partner sellers.
The Creative Cloud sales playbook is designed to help you deliver more value and an improved buying experience for your commercial and education customers, and increase your Creative Cloud sales. Specifically, the playbook will enable you to prepare for your customer engagements more easily and effectively by helping you:
- Target the right buyers
- Maintain a focus on customer business objectives
- Stand apart with a powerful visual conversation
- Offer prospects great proof points
- Address tough questions
- And win more Creative Cloud deals!
We will also be offering Creative Cloud sales-focused training sessions as part of this playbook rollout. Watch the calendar of events and future versions of In the News for more about this upcoming training.
Open the Creative Cloud playbook >
SALES TOOL SPOTLIGHT
The Value Incentive Plan (VIP) calculator is designed to help you determine the appropriate Creative Cloud and Acrobat DC product SKUs for your customer by linking customer data in the Adobe Licensing Website (LWS) with the current month’s price list.
Use this calculator to look up selected products to ensure they are available through Adobe’s buying programs, to find the upgrade paths for specific products, and to see the number of points and discount level associated with a potential order.
Upcoming events
eSEMINARS
New Creative Cloud for enterprise Pro Edition Q4 pilot program
In this session, we will introduce a worldwide pilot program for new and renewing Creative Cloud for enterprise customers to migrate to CC for enterprise Pro Edition, which launches October 1. The session will detail the value-add, related offer adjustment, and new materials available for the pilot.
North America | EMEA | LATAM >
SALES SKILLS
Business customer journey overview
Join us to learn the Business Customer Journey (BCJ) sales process tailored for SMB & midmarket. BCJ will help you put the customer at the center of our sales process and demonstrate value realization.
Choose your region to register:
NEW HIRE
New hire meet and greet
Meet your sales enablement trainer to get a walkthrough of all the sales tools and the training available to you as a part of your onboarding and continuous enablement at Adobe.
PLAYBOOKS AND SALES GUIDES
Sales guide introduction walkthrough
Discover the information you need throughout the sales cycle to successfully recommend the right Adobe products and features to a variety of customers.
Acrobat Sign playbook training
Join us to learn how the Acrobat Sign sales playbook delivers insights by converting strategic brand messaging into actual tactics, questions, conversation paths, and visuals that help sales reps create opportunities and win Acrobat Sign business.
SALES SKILLS
Overcoming objections
Join us to learn what causes objections and how to predict and prepare to respond to them. This module is intended for anybody who’s role requires them to sell Adobe products against competitive options.
Sales storytelling
This module is intended for anybody who engages customers at any stage of the Business Customer Journey. Discover the science behind successful stories and learn how to translate pitches into stories that engage your customers and provoke them to action.
See all upcoming and recent events >
More good stuff
New hire learning paths
Get up to speed fast on your new job. These checklists guide you through the most important things to do and learn, and they help you track your progress along the way.
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