Adobe Substance 3D sales guide

Substance 3D sales guide overview  >  Discovery

 

Qualifying questions by persona

 When you begin to explore a prospect’s requirements, start with some basic questions about the customer's current environment and needs. 

  • Do you currently use Substance 3D?
  • If so, how many seats?
  • Do you have any other Adobe software licenses? If so, which products? 
  • Do you have a 3D pipeline in place today? If yes, which 3D tools do you use? 
  • How are you currently using 3D?
    • Product design & visualization?
    • Communication and marketing assets?
    • 3D eCommerce experiences (AR, viewers, configurators)?

Once you understand what your customer has and needs, dig deeper by asking questions that are relevant to the role of the decision-maker you are working with.

IT manager

  • How are you supporting the dynamic needs of creative teams today?
  • Which creative tools, mobile apps, and cloud services does your organization use today?
  • Is creative software budgeted from IT or paid for by different departments or regions? 
  • How do you get onboarding and technical support? Do you have 24x7 access to support with the ability to track open issues and get prioritized help?
  • Is it your responsibility to train end users on the software you purchase and deploy? 
  • How much time do you spend deploying and updating creative software?
  • Do you support teams that work remotely or in different offices or locations?
  • How do you track your existing creative software licenses and ensure compliance across your organization?
  • Does your organization use any Adobe software? If so, which apps? And how do you manage those licenses?
  • How do you maintain security of your systems and data yet still enable users to collaborate across locations and devices?
  • Does your company use Single Sign On to access corporate services such as email, cloud storage, and employee information?
  • Does your work require advanced security, such as encryption or sharing restrictions, to protect intellectual property and corporate data?
  • Do you support users across different cost centers or locations that would require different creative tools, permissions, or restrictions? 

Creative leader

  • What creative apps does your team use today?
  • How does your team stay innovative and competitive?
  • Does your team need access to the latest creative software and features?
  • How does your team collaborate and stay in sync on creative projects?
  • Do you have UX/UI departments where prototyping takes place?
  • Do you use 3D materials from other software or libraries?
  • Do you have team members who work remotely, or do you manage team members who work in different offices or locations?
  • How do you train employees on your creative software?
  • Does your team ever collaborate with outside agencies or freelancers?
  • Does your company use Single Sign On to access corporate services such as email, cloud storage, and employee information?
  • Does your work require advanced security such as encryption or sharing restrictions to protect intellectual property and corporate data?
  • Does your team span more than one cost center, location, or focus area that would require different creative tools or permissions? 

Business leader 

  • How do you ensure you always have access to the latest software, technologies, and content?
  • Do you think your current production pipeline could be improved?
  • What software are you currently using, and does it meet your needs? What functionality is it missing?
  • What are the current pain points in your production process, and what could help alleviate them?
  • How much are you paying for your current software licenses?
  • What other Adobe software are you using?

Creative end users 

Aspiring 3D users

  • Do you often find that it takes a long time to learn new software?
  • Have you already tried to download the trial versions of the Substance 3D tools? Have you used the free tutorials on Substance Academy to learn how to use them?
  • Have you considered the cost of your current tools and how much money and/or time you could save with Substance 3D?
  • What type of visual content do you create with 3D software or other content creation tools?
  • How much time are you given to iterate on your content, and do you often produce mock-ups and/or prototypes?

Fluent 3D users

  • Do you feel that your current tools are out of date or not keeping up with the pace of the industry?
  • Do you currently have a 3D pipeline in place, and are you satisfied with it? 
  • What type of visual content do you create with 3D software and other content creation tools?
  • How much time are you given to iterate on your content, and do you often produce mock-ups and/or prototypes?