Objectives (Adobe Q3 FY2020 Earnings Call Script)

 Reach an YoY growth of 19% in the digital media transformation business

 Successfully closing enterprise term licenses with educational institutions, as well as

growing

 our education business through individual subscriptions by students

 Driving awareness and licensing of our professional video products;

Segmentation and Targeting

According to both Forrester reports: “Adobe is best for brand-centric companies with rapidly
evolving business models that differentiate on experience.” Adobe isn’t just a company that
sells design tools anymore. Over the last 35 years they’ve grown from a company with a few
visual design applications to a huge, diverse enterprise software provider.  Adobe’s decisions
to appeal to a broad base of design-minded users with different applications is the key.  As all
of Adobe’s products became more mainstream and easy-to-use, they gained popularity in
non-professional, consumer markets.

Adobe is both B2B and B2C. Adobe enables everyone — including students, creative artists,
small businesses, government agencies, and the largest global brands — to design and deliver
exceptional digital experiences. 

 Photographers

 Students and Teachers

 Small and Medium Business

 Enterprises

 Schools and Universities - Affordable licensing option for small workgroups,

departments, classrooms, labs, or even entire institutions. Digital literacy empowers
students to create engaging communication, develop a personal brand, and
differentiate themselves in the search of a successful career. For students, it’s an
expectation. Among universities, it’s a necessity. The institutes which nurture the
kinds of diverse creative and programming skills employers are seeking

 People who love visual storytelling

 Mix of single apps and all abode creative cloud apps

Of all the customers that are using Adobe Creative Cloud, 47% are small (<50 employees),
31% are medium-sized and 20% are large (>1000 employees). Adobe is most often used by
companies with 0.2M-10M dollars in revenue. The B2B segmentation is generally done with
the businesses which are looking for the following business features:

 Integration with popular apps like slack and Microsoft Teams

 Tech Support 24*7

 Creative Cloud Libraries to share creative assets across apps and devices — and stay
in sync.

 Upto 1TB cloud storage

The ongoing pandemic resulted in a challenging environment everywhere around the world.
People are seeking new ways to communicate, learn and conduct business virtually. Content
creation and consumption are exploding in a world where connecting visually has become
even more essential. Students are adapting to learning remotely instead of in a classroom.
Entire industries, from media and entertainment to pharma, retail, automotive and financial
services, have had to pivot overnight to digital operations to engage with customers and
ensure business continuity. Some world’s most visionary brands which use are Sony, Dentsu
Aegis Network, IBM

Adobe’s strategy for unleashing creativity, accelerating document productivity, and powering
digital businesses gives our customers a real competitive advantage, enabling them to engage
their constituents across every digital touch point. Their relentless focus on innovation; our
category leadership with Adobe Creative Cloud, Adobe Document Cloud, and Adobe
Experience Cloud; the large and expanding market opportunities they target; and track record
of successful execution against strategy position for continued growth well into the future.

Positioning

Creative Cloud: Unleashing Creativity

 Changing the world through digital experiences. Great experiences have the power to
inspire, transform, and move the world forward. And every great experience starts
with creativity

 Crafting a brand identity that unifies marketing

Creativity for all. Photography, video, design, UI and UX, 3D and AR and social media.
Creative Cloud has everything you need, wherever your imagination takes you.

Creativity is in the DNA of Adobe. The game-changing innovations are redefining the
possibilities of digital experiences. They connect content and data and introduce new
technologies that democratize creativity, shape the next generation of storytelling, and inspire
entirely new categories of business. Adobe Creative Cloud apps provide students with the
tools to produce engaging and impactful pieces of visual communication, regardless of the
field or discipline. Whether a person is an engineer or a marketing professional, he still needs
presentation and storytelling skills. It prepares the students for the next generation of content
creation and collaboration that is being adopted by the business world, and provide faculty
and staff with more modern and efficient tools for sharing and creating digital assets.

They believe everybody has a story to tell. Adobe Creative Cloud unleashes creativity so
anyone — from the most demanding professional to students just starting out — can make
whatever they want, wherever they want.