Substance 3D sales guide overview > Prepare to engage
Sales plays
Sales plays focus sellers on a set of activities, enablement, and guidance to optimize deal velocity and sales conversions. Use the following sales plays to target different types of customers.
Expand to graphic designers (beginner knowledge of 3D)
Customer cohort: Graphic designers who are newer to 3D design
Geo: Worldwide
Customer value proposition: The objective of this conversation is to target the virtual photography use case for existing Creative Cloud B2B customers who are not currently using Adobe Substance 3D but are using Photoshop and Illustrator and have potentially experimented with Dimension. These customers have a need to develop high-quality visual content at scale and are looking for more efficient and cost-effective ways to do this.
Personas: For graphic designers using Creative Cloud applications who want to create virtual photography
Expand to 3D and product designers (advanced knowledge of 3D)
Customer cohort: 3D and product designers familiar with 3D design
Geo: Worldwide
Customer value proposition: The objective of this play is to target existing Creative Cloud B2B customers who are not currently using Adobe Substance 3D but are using Photoshop and Illustrator, and potentially competitive 3D solutions such as Mari, Quixel, and Keyshot and/or 3D solutions like Rhino, Blender, Maya, Cinema 4D, and Unity. These customers have a need to develop high-quality visual content at scale and are looking for more efficient and cost-effective ways to do this. Their specific output might include virtual photography, product packaging designs, product design, graphics, or animated videos.
Personas: For graphic designers, product designers, and 3D artists using Creative Cloud applications who want to create virtual photography, design product packaging, or create graphics and animated videos
Expand to IT managers
Customer cohort: IT managers who are in charge of purchasing creative software for their design teams
Geo: Worldwide
Customer value proposition: The objective of this play is to target IT managers who are in charge of purchasing creative software for their design teams. They are looking for approachable tools that will help their creative teams streamline tasks and produce high-quality outputs.
Personas:
For IT managers working at companies that:
- Already have Substance 3D but in low amounts and there's opportunity for upsell
- Already develop 3D content and have users to use Substance 3D but do not yet have Substance 3D in their workflow
- Have not created 3D content yet and do not use 3D tools nor do they have user knowledge about 3D
Connect with Substance 3D webinar attendees (some knowledge of 3D)
Customer cohort: Substance 3D webinar attendees
Geo: Worldwide
Customer value proposition: The objective of this sales play is to reach out to existing Creative Cloud B2B customers and prospects who have attended a recent Substance 3D webinar.
The past webinars focused on:
3D design
3D end-to-end pipeline
Materials and textures
These customers are not currently using Adobe Substance 3D but are most likely using Photoshop and Illustrator, and potentially Dimension as well as third-party 3D solutions such as Mari, Quixel, Keyshot, Rhino, Blender, Maya, Cinema 4D, and Unity. These customers have a need to develop high-quality visual content at scale and are looking for more efficient and cost-effective ways to do this. Their specific output might include virtual photography, product packaging designs, product design, graphics, or animated videos.
Personas: For graphic designers, product designers, and 3D artists using Creative Cloud applications who want to create virtual photography, design product packaging, or create graphics and animated videos