WHAT'S HAPPENING

Now available: Updated Adobe Acrobat sales guide

The Acrobat sales guide is your comprehensive resource for mastering each step of the sales process—from preparation and discovery to recommendation, close, and renewal. It’s loaded with information and resources to help you:

• Understand 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.

We have made significant updates to the Acrobat sales guide to help you build value for your customers and achieve the best sales results. New and improved content includes:

• Updated target personas, discovery questions, and benefits by persona that reflect the e-signature features that are now included in Acrobat Pro. 

• An updated discovery checklist to help you identify your customer’s needs and understand their current environment.

• The new mutual success plan template to help you work collaboratively with your customers to outline your path to close and your customers’ path to value realization.

• An updated competitive comparison and new competitive battlecards that show how Acrobat stacks up to its competitors.

• Updated responses to common objections to help you successfully answer your customers’ questions and address their concerns.

The updated Acrobat sales guide is now available on Adobe Consumer & Business Connection in English, French, German, Japanese, Italian, Spanish, LATAM Spanish, Korean, and Brazilian Portuguese.

Reminder: Additional Adobe Acrobat Sign transaction types now displayed in the Reseller Console

Starting February 8, 2023, Adobe Acrobat Sign knowledge-based authentication and phone authentication transactions (business and enterprise) will be displayed in the Reseller Console under License Details. This display will track used and available transactions against the total number of paid transactions, empowering resellers to better support their Adobe Acrobat Sign customers.

Reminder: Date of birth collection

Adobe may prompt users to provide their date of birth when accessing Adobe products and services. Please be aware that this requirement is intended for account authentication and recovery purposes, and to ensure age-appropriate access to content and services in compliance with applicable laws. Share this information with your customers >

While the date of birth collection process historically required the full date, Adobe has updated this policy to now only require month and year. Users who are authenticating with a non-enterprise identity type (Adobe ID or Business ID) will be prompted for this information. For more information, you or your customers can visit the Adobe Privacy Center. 

Reminder: Adobe system updates

As our business continues to grow, Adobe is in the process of making various technology updates intended to better support customers and partners long-term. We apologize for any unintended experience or system issues that may have occurred during this time.

Please know that the Adobe executive team is fully invested in ensuring all customers and partners are well-supported, and that all reported incidents are being treated with the highest priority. The Adobe support teams are optimizing their processes to more quickly and efficiently address incidents as they are being reported so that end-user and partner impact can be minimized as much as possible. The Adobe technical teams are meeting regularly to review all reported cases and are continuing to work on the enhancements meant to prevent more incidents from occurring.

Below is a summary of the top three issues the Adobe technical teams are currently prioritizing. Code and data fixes are currently being deployed with an expectation that these fixes will reduce the top issue types by 70–80% by January 27, 2023. Additional fixes are being planned to address the remaining 20–30% in the coming weeks.

Top issues as of January 24, 2023:

• New and renewal licenses not being displayed in the Admin Console
• Pending or overdue licenses appearing in the Admin Console, but the customer did not create a purchase authorization
• Old purchase authorizations re-appearing and showing as overdue in the Admin Console

If you would like more detail on any particular issue, please contact your Adobe channel account manager or authorized distributor. Adobe channel account managers are being provided with weekly status reports, and we will be providing updates directly to our partner community as needed.

You can direct customers to this Adobe Support post for more information. 

SALES TOOL SPOTLIGHT
 

Upcoming events

eSEMINARS

Creative Cloud and Document Cloud monthly enablement session—February 2023

Join Lisa Niday and team for our combined monthly enablement eSeminar where we cover both Document Cloud and Creative Cloud product updates, sales information, latest assets, and other important information.

Register > (sign-in required)

ADOBE APPS

Product value hands-on sessions

Learn the basics of our flagship products, including Acrobat Pro, Creative Cloud, Adobe Stock, Adobe Express, and Substance 3D. In this series, you'll get hands-on experience with Adobe's products and solutions so you can be more confident when talking to clients about them. Sessions are offered in APAC & Japan, EMEA, North America, and LATAM.

Register > (sign-in required)

PLAYBOOKS AND SALES GUIDES

Acrobat sales playbook overview

Join us to learn how the Acrobat sales playbook enables you to engage in business value–aligned conversations and helps enhance the client experience by converting strategic brand messaging to sales tactics, questions, conversation paths, and visuals.

APAC > (sign-in required)
 

Creative Cloud sales playbook training

Join us to learn how the Creative Cloud sales playbook enables you to engage in business value–aligned conversations and helps enhance the client experience by converting strategic brand messaging to sales tactics, questions, conversation paths, and visuals.

APAC > (sign-in required)

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. 

APAC > (sign-in required)

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:

APAC > (sign-in required)
 

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 insights and knowledge of the customer's business.

APAC > (sign-in required)
 

Generating 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.

APAC > (sign-in required)
 

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.  

APAC >

Good stuff

Deal deconstructions

Dive deeper into the anatomy of a sales deal. Find out if it was successful, and take this opportunity to learn from your peers. The key insight you need to win your next deal may be a click away.

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.

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