In the news
Delivering the latest enablement news, information, and tools you need, when you need it.
AUGUST 18, 2022 ISSUE
WHAT'S HAPPENING
Launched! The Adobe Acrobat sales playbook
The Global Sales Enablement team, along with an amazing team of partners, are excited to announce the launch of the Adobe Acrobat sales playbook for SMB, midmarket, and channel sales. This sales-ready resource is now live and available to all Adobe and partner sellers.
The Acrobat sales playbook is designed to help you deliver more value and an improved buying experience for your commercial and education customers, and increase your Acrobat 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 Acrobat deals!
Adobe Express for enterprise SKUs removed from the September price lists
The September reseller price lists previously included a new offer: Adobe Express for enterprise. In order to better prepare our channel partners for the launch, we have removed this offer from the price list for September.
We are still excited to release Adobe Express HED in 2023 and will ensure you are well-prepared in advance with everything you need to succeed in selling this to our higher education customers.
If you have any questions, please reach out to the Adobe education team.
Zero-touch administration capabilities launching on October 5 worldwide in all routes to market
Zero-touch administration is a set of capabilities that will help unlock viral adoption of Adobe products and services for SMB customers and increase revenue through license add-ons.
Benefits for admins:
- Creative Cloud and Document Cloud software requests are aggregated in the Admin Console
- Admins gain a better understanding of user needs
- Greater efficiency in license assignment and enable rules for automation
Here’s how it works:
- End users that have an existing Adobe business account will be able to request apps from within select surfaces (such as Creative Cloud Home).
- Admins can then view and manage requests in the Admin Console manually or automate licensing by creating rules from the Admin Console.
- New orders will be completed through the normal purchase workflow respective to their contract type.
Visit the Zero-touch administration helpX page for more information.
Important: All Creative Cloud for teams admins were notified of this upcoming release via an email sent on August 18 and were informed of opt-out settings in the Admin Console. Once an admin has opted out, end users will no longer be able to request products via surfaces. Please encourage admins to remain opted in by reiterating the benefits of the improved workflow.
For a deep dive on this release, join the September Digital Media SMG monthely enablement session (sign up for invitations and event news), and stay tuned for more coverage in future newsletters.
Timeline:
- August 18: Pre-launch announcement to admins
- September 20 & 22: Deep dive during monthly enablement session
- October 5: Zero-touch administration general release
Reminder: 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.
- Acrobat Pro channel kit—Download this easy-to-use kit to help you drive awareness and consideration of Acrobat Pro with your customers. The kit 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:
Reminder: 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 >
Reminder: 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.
SALES TOOL SPOTLIGHT
Upcoming events
PLAYBOOKS AND SALES GUIDES
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.
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.
Selling value
Join us to learn how to uncover what customers value and how to build a story around those values. This workshop will cover the components of the perception of value, how to identify what customers value, and how to connect customer values to the product solution.
See all upcoming and recent events >
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