Adobe CC Sales Pitch Positioning To Personas

Adobe Creative Cloud
for teams
Prepare | Discover | Confirm | Recommend | Close
Prepare | How to get ready
The best predictor of a meeting’s success is the planning that goes into the
meeting beforehand. Be just as thoughtful preparing for a meeting with an existing
client as you are when preparing to wow a prospect for the first time.
Questions to answer before you go:
Organization Account
▪ Who are they and what do they do? ▪ What type of license are they
interested in or have they purchased?
Individual ▪ How many licenses are they thinking
▪ What do I know about them? of purchasing? Or, is the organization
(Name, position, other Influencers expanding and ready to upscale?
in the account)
©2020 Adobe. All Rights Reserved. Adobe Confidential.

Prepare | Purpose and desired outcome
Top account managers are viewed as experts in their area and are expected to
have a certain degree of confidence. Thorough preparation is one of the best
ways to build this confidence. A key piece of pre-call planning is defining a
successful call from the client’s point of view as well as your own. While calls do
not always go as planned, you are more likely to have the conversation you
would like to have if you have clearly defined your goals before you start.
Use the prepare worksheet to define your goals, list out your discovery
questions, and get ready to recommend a solution to your prospective
customers.
Purpose Desired outcome Other to-dos
(client-focused) (Adobe-focused)
▪ Identify personas that will be in the room and
“Why am I making “What does success what it will require to develop a relationship.
this call? What is the look like at the end
▪ Engage audience in advance to agree on
benefit to the client?” of this meeting?”
purpose/agenda.
Click here to download the prepare worksheet
▪ How will you build rapport with your
customer?
Creative Cloud for teams personas | Everyone has a story to tell
C-suite and executives Human resources Marketing
Sales Legal IT and procurement

Creative Cloud for teams for C-suite/executives and public relations
Internal communications: External communications:
Video newsletters, leadership updates Promotional video, stakeholder communications
Internal website Websites and social graphics
Images and videos for presentations Images and videos for communications
Collaborate, scan, edit, merge, convert PDFs Collaborate, scan, edit, merge, convert PDFs
Sign contracts and other legal documents Send and sign contracts, NDAs, etc.

Creative Cloud for teams for human resources
Candidate shortlist videos for C-level LinkedIn videos, testimonials
Motivational/informative, OHS websites LinkedIn graphics and websites
Images and videos for communications Images and videos for communications
Collaborate, scan, merge, redact, convert PDFs Prepare letters of offer, forms, etc.
Internal approvals and signatures Signatures and forms for recruitment

Creative Cloud for teams for marketing and social media
Event overviews/interviews Social videos, pre-event/video invites
Internal website Websites, social graphics
Images and videos for presentations Images and videos for corporate content
Collaborate, scan, edit, merge, convert PDFs Feedback forms, leave-behinds
Sign contracts and other legal documents Send and sign contracts, waivers, etc.

Creative Cloud for teams for sales
Instruction, training, mentoring videos Cut-downs for LinkedIn, offering tutorials
Instruction, training, mentoring microsites LinkedIn graphics, information websites
Images and videos for sales plans Images and videos for presentations
Merge, scan, convert, edit, redact documents Prepare contract documents
Sign internal sales plans Send, manage, and sign contracts

Creative Cloud for teams for legal
Gather and edit video content Create video stories, evidence, etc.
Internal processes and reference websites LinkedIn graphics, info websites
Images and videos for presentations Images and videos for presentations
Merge, scan, index, edit, redact legal documents Prepare and redact legal documents
Sign internal documents, check audit trails Send, manage, and sign documents

Creative Cloud for teams for IT and procurement
Internal communications:
Support, educational, instructional videos
Support, educational, instructional microsites
Images and videos for presentations
Merge, scan, convert, edit, documents, create forms
Send, manage, and sign contracts and forms

Discovery and confirm—uncover your
customer’s pain-points and
summarize what you have heard

Why discovery?
Top performers first identify their client’s needs

and then pitch in a way that satisfies them.
We don’t want to be pushy salespeople…
In order to identify your customer’s needs,
we want to be consultants.
you need to:
✓
Time spent in a traditional A better approach to spending
▪ Ask the right discovery questions
sales call. time during a sales call.
based on the persona to whom you
are speaking.
▪ Listen to understand vs listen

to respond.
▪ Take detailed notes.
Closing Pitching Asking questions Asking questions Pitching Closing

Broad and guided discovery
Want to recommend the right product to your customer? Want to appear

empathetic? Want to build a long-lasting association with the customer? Become a
better listener.
Discovery questions will help you recommend the right solution to your customer,
but only if you follow the 3 rules of listening as listed below.
Being a better listener—You need to do all three of these

things to strengthen your listening skills.
Passive listening Active listening Reflective listening
▪ Passive—Don’t interrupt •Perceiving •Observing •Clarify the implicit
•Paying attention •Intentional focus •Affirm
•Remembering •Acknowledge •Paraphrase
▪ Active—Pay attention •Reflect "core" feelings
▪ Reflective—“What I hear you saying is…”

Pro-tip on discovery questions
To get you started, here are some broad and guided discovery questions
(for different personas) that you may use to prepare before a customer
conversation. These discovery questions will help you to uncover pain
points for recommendation/sales pitch.
▪ Slides 19–21 list out discovery questions for the key personas—C-suite
and executives, IT, and creative users.
▪ Slides 12–24 have some additional discovery questions for influencers—HR,

legal, and sales. Even if you don’t get to speak to them directly, you can refer
to them while asking these questions to IT or executives. For example: How
does your HR team do this today? Or, how is your sales team doing this today?
▪ In order to address customer needs/pain points discovered during this phase,

refer to slides 29–33.

Discovery questions by persona—C-suite and executives
Discovery questions
How does Creative Cloud fit into your team’s day-to-day responsibilities?
What features are you hoping your team takes advantage of when they use the Creative Cloud applications and services while they are working remotely/from home?
What best practices or solutions are you using to integrate tools used throughout the design process (ideation, production, asset management, project management)?
I heard you say finances are extremely important as you continue to reinvest into your small business’s future. How do you ensure that all your team members are well trained
on the applications and using them as effectively as possible?
Are you able to take advantage of Creative Cloud for teams collaborative features to improve your teams productivity and work quality?
You mentioned secure collaboration is a major concern as we continue to work remotely (and across agencies). What if your team had a common collaboration platform
to easily share and work on assets with internal teams, agency partners, and freelancers?
You indicated ROI on all investments is vital to you. Are you aware of the features that increase productivity and output across the team? May I send your entire staff an invite
to a series of customer webinars by our Adobe experts?
I heard you say differentiation is key to edging out the competition. How is your team using the 30+ apps included in their Creative Cloud subscription?

Discovery questions by persona—IT director/procurement
Discovery questions
How are you supporting the dynamic needs of your creative team today? Is your team working remotely? If yes, is your team facing technical issues while trying to integrate various
tools?
What creative tools, mobile apps, and cloud services are they using today? Are they able to collaborate seamlessly while using these tools?
Do these apps talk to each other? Are your creatives able to collaborate from anywhere using these solutions?
How about deployment of software applications? How are you managing that today?
Do these varied solutions integrate with your current IT structure?
Often, as time goes by, companies can sometimes lose track of software licenses they own and use. What experience have you had with that?
How are you currently managing your Adobe licenses? What in your world would make doing that easier?
Today, how are you ensuring that all the assets used by your team are compliant? Are you aware of Adobe’s security and compliance policies?
How are you deploying apps across your organization in a timely manner? Are you able to control and schedule software updates for various creative apps that you are using today?
As you bring on new employees, how do they learn to use the applications effectively and what challenges do you see them running into most when they first get started?
How familiar are you with all the centralized license management features built into Creative Cloud?
How are you managing the infrastructure and software deployment, usage, and permissions today?

Discovery questions by persona—creative user/creative director
Discovery questions
What creative apps do you or your team use today? Where do you go for inspiration and fresh ideas?
Do your creative, marketing, and content teams have the campaign assets needed to deliver to the content velocity? How do these teams collaborate, edit, and store files today?
How frequently do you have multiple members of your team working on the same project at the same time? What have you done to help with collaboration?
How are you deploying apps across your organization in a timely manner? Are you able to control and schedule software updates for various creative apps that you are using today?
How often are you or your team needing to access any of your projects outside the office or from another device (smartphone, tablet, etc.)?
Can you walk me through how your team is currently using Creative Cloud? What do you like the most about it? Which applications are most useful to your team, and which apps
would like to see your team using more?
How do you drive creative vision/expression at the intersection of marketing, technology, product, and advertising?
How are you creating/collecting images, icons, templates, fonts, and other asset libraries that match brand standards? How do you maintain brand consistency across different
departments?

Discovery questions by persona—human resources (HR)
Discovery questions
I heard you say you are beginning to hire again—great news! How are you preparing the offer letters for electronic signature?
How do you create and manage OHS websites? Where do you download company-branded images for communications?
I spoke with another HR professional, and like you, they prepare confidential documentation that requires digital signature.
What process are you currently following to prepare and sign contract documents?
What do you use for creating LinkedIn graphics, videos, and testimonials?
How do you collaborate while putting together any communications or working on important documents that require input from other members of the team?

Discovery questions by persona—legal
Discovery questions
How do you create and maintain internal processes and websites? You indicated document control and access is critical for you and your team. How do you maintain that today?
Where do you get images and videos for your presentations today?
How do you sign internal documents and check audit trails?
How do you prepare, edit, and redact internal documents?
How do you create video stories and evidence?

Discovery questions by persona—sales
Discovery questions
Does your team create product tutorials for various platforms? How is your team or organization doing that today?
Where do you get images and videos for sales plans or sales presentations? How do you maintain brand consistency?
How do you sign internal sales plans? How do you send, manage, and sign contracts? How do you delegate signers today?
Do you find yourself sending documents to clients and checking audit trails as you build the contract?
How do you create proposals that are easy to read and differentiate from the competition?

Confirm—summarizing what you have heard
After you think you understand the customer’s situation through good questioning,
careful listening, and note taking, it is important that you summarize what you’ve
heard. It’s also okay to confirm as you go, so that you are not missing the bigger picture
down the road.
Follow the structure below to deliver an effective summary to your customer: Transition to
Introduce a Ask confirming
Summarize recommendation/
summary questions
sales pitch
Bridging phrase High-level overview Key questions Transition
Just to make sure I heard

Jennifer, thanks so much everything correctly, let Does that sound right? Great. Based on what we
for walking me through all me play back a few of the Can you think of anything talked about, there are a
of that. It really gives me key things that stood out important that we have few things I wanted to
understanding of what to me… not discussed? let you know…
you do.
Summarize key points

Recommend—
pitch the value of
Creative Cloud for teams

Recommending | Link-Feature-Bridge-Benefit
You can tell your customer a lot about you personally, Adobe as a company, and all the wonderful
products and services we offer; but if you do not connect that information to problems your customer
wants to solve, it will make very little difference. Information must be communicated in a way that
immediately answers the question, “What’s in it for me, the customer?”
Using the structure of LFBB is a simple way to consistently communicate in a manner that speaks to the
customer’s interests.
Bridge
Link A bridge is a Benefit
short phrase A benefit is
A link calls back Feature
using the word how the
to something A feature
“you” that customer uses
the customer is a fact.
pivots the or experiences
said previously.
feature to the the feature.
benefit.

Pro-tip on recommending/pitching a solution
Now that you have learnt about the importance of using the LFBB structure to
recommend/pitch a solution to your customer, here’s some talking points on varied
features of Creative Cloud for teams including Creative Cloud Libraries, that you
can customize and use while speaking to different personas.
Also, read some go to pitches by our customer conversation champions from various
regions.
▪ Slides 29–33 summarize the key benefits of Creative Cloud for teams for varied personas.
▪ Slide 34 gives important talking points on Creative Cloud Libraries.
▪ Slides 35–36 give examples of pitches using the link, feature, bridge, benefit (LFBB) technique.
▪ Slide 37 has an activity on LFBB outlined for you. Read and write your own LFBB pitch.

Creative Cloud for teams pitch—executives and managers
The content in the upcoming slides will help you to highlight the benefits of Creative Cloud for teams to varied personas.
This could be one person playing multiple roles in a small business or different people. Make the most appropriate
recommendation based on your discovery.
Integrate tools and workflows Always stay on budget Discover top creatives
through Adobe Talent
▪ Enable your team to connect their creative ▪ Our annual plans offer flexibility and stability.
workflows beyond Creative Cloud for teams License Adobe’s complete collection of
Empower your team to find the best designers,
apps, through third-party integrations with creative tools or just a single app for one low,
illustrators, artists, and more using Adobe
other favorite business tools such as Slack, predictable price with consolidated billing.
Talent, now included in Creative Cloud for
Microsoft Office 365, and GSuite.
teams plans, the world’s largest creative
▪ Volume discounts are available for members network with over
▪ Share files stored in Creative Cloud, get with 10+ seats. 15 million creatives.
feedback, and stay up to date with actions
taken on your assets right from Microsoft
▪ As the contract owner, you can also edit
Teams. Or, the Creative Cloud Slack integration
payment details, view billing history, download
lets you share your files, folders, libraries, and
invoices, and update the contract owner.
assets to Slack
so they live where your team works.
▪ Bring your creative elements like Creative

Cloud Libraries into Microsoft Word and
Microsoft PowerPoint directly from Office 365.

Creative Cloud for teams pitch—IT and procurement
Secured software management Simplified software management Get premium-level support

Protect your organization with advanced asset ▪ Easily manage (add, remove, or reassign) and track Set your team up for success with advanced
protection and security in Creative Cloud for licenses from anywhere, anytime with just a few clicks in 24/7 dedicated business tech support, 1:1
teams: the web-based Admin Console with a dashboard view of expert sessions, and resources for stand-out
all users and plans. creative work, including Adobe Fonts and a
library of video tutorials for every skill level.
▪ In-transit asset encryption
▪ With Creative Cloud Packager, you can also decide what
is deployed and when it is updated.
▪ At-rest encrypted multi-tenant storage
▪ You can create packages that contain the latest or

▪ User authentication with Adobe ID
archived versions of Adobe products. You can then deploy
these packages to users’ computers in your organization.
The web-based Admin Console makes it easy
to control which users and groups have access
▪ You can even perform silent and custom deployment
to Creative Cloud apps and services.
where no inputs are required from your users during
installation.

Creative Cloud for teams pitch—creative users/creative directors
Create and collaborate from Boost remote collaboration with Collaborate more efficiently
anywhere shared assets
▪ Now, with 1TB of storage, your team can
better manage and share creative assets,
▪ Capture ideas on your mobile ▪ Give your team secure access to Creative Cloud
simplifying creative workflows and easily
phone, refine it on the desktop, and Libraries so they can easily collect, reuse, and
maintaining brand consistency.
present designs via tablets and share images, Adobe Stock assets, colors, text
smartphones. styles,
and other elements across your teams, projects, ▪ Store, manage, and share your Creative
devices, and Creative Cloud apps. Cloud content easily with built-in cloud
▪ Use our Creative community,
storage.
Behance, to showcase your creative
work from anywhere. Connect with ▪ Creative Cloud Libraries enables disciplined
creatives from around the world collaboration across in-house agencies, corporate
and learn from one another. marketing departments, external agencies, and
freelance vendors.
▪ Get feedback on your creative files
with the web link and invite ▪ Creative Cloud LIbraries syncs core brand and
collaborators to edit straight from project assets across Creative Cloud apps, with
your favorite app. built-in version control, so you’ll never waste
time reworking outdated or duplicate assets.

Creative Cloud for teams pitch—HR, legal, and sales
Use Adobe video apps to create From responsive websites to When you’re working remotely and need tools
social, promotional, educational, elegant design, Adobe that empower collaboration and help you keep
and instructional videos. Reach Creative Cloud for teams has business moving, use Adobe Acrobat DC. Create
and delight your audience across you covered. offer letters, contracts, sales plans, and more
social channels with engaging, using Acrobat DC and share it with your team from
▪ Create websites faster and more precisely
creative content. with advanced coding tools and live anywhere.
preview options. Move efficiently from
▪ Adobe Spark Video for web and mobile app allows plans and wireframes to finished, beautiful ▪ With Acrobat DC, you can easily share PDFs to be viewed, reviewed,
you to create short video stories in minutes. websites and signed, and even track their progress—from any device and
with Adobe Dreamweaver. any location.
▪ Adobe Premiere Rush delivers more creative
control for creating and sharing across all ▪ With Adobe XD, you get one powerful tool ▪ Now, sharing PDFs and gathering comments is as simple as sending an
devices. for your whole UI/UX design process. email—but with far more control, full tracking, and no messy attachments.
Create user flows, wireframes, high-fidelity
designs, interactive prototypes, animations,
▪ Adobe Premiere Pro is the industry-standard and more. ▪ Easily fill and sign PDF forms from anywhere and on any device.
editing app for crafting polished videos and films.
▪ And finally, to make something quick

and easy, Adobe Spark is the way to go. ©2020 Adobe. All Rights Reserved. Adobe Confidential.
Creative Cloud for teams pitch—HR, legal, and sales
And that’s not all. With various

departments working on different
creative content, maintaining brand
consistency can really become a
challenge. Here's how Creative
Cloud for teams solves that for you.
Download branded images and videos

for your web pages, presentations, or
any other document from Adobe Stock,
and store them in Creative Cloud
Libraries. This way, all your team
members have access to the latest
creative assets, enabling them to
maintain consistency
in anything they create.

Creative Cloud for teams—Creative Cloud Libraries value proposition
Learn all about Creative Cloud Libraries, and based on your discovery, you can use the content on this slide to
highlight the value of Creative Cloud Libraries by using the LFBB (link, feature, bridge, benefit) technique. Some
examples of LFBB style of pitching are available on slides 34–36.
Collaboration, brand consistency, and efficiency Productivity Workflow integration
Using Libraries to share assets and settings among workgroups Libraries is a convenient and efficient way of storing Libraries can help streamline many different
can provide very significant productivity gains. and sharing frequently used assets, such as images, workflow scenarios, by providing easy sharing of
graphics, type specifications, color palettes, and assets, settings, and type specifications, among
more. others.
Libraries can help corporations manage brand consistency in creative Using Libraries not only makes integration between Combining Libraries with Adobe XD significantly
Benefits projects more efficiently across teams and projects. Creative Cloud apps a lot easier, it also allows for improves the integration between the UX design
assets to be shared across teams and provides environment and key creative applications such as
automatic syncing of modified elements between Photoshop and Illustrator.
applications and users.
Integration of Libraries with Microsoft Office applications such as Word The Creative Cloud desktop app acts as a hub for Implementing a corporate style guide using Libraries
and PowerPoint allows companies to ensure coherence of corporate organizing and managing Libraries, and helps with simplifies the use of design specifications and
design assets in Office documents and presentations. sorting, grouping, and importing of creative assets. improves brand consistency across a wide range of
creative applications.
Sharing settings such as color swatches or style sheets is time- Creative professionals often retrieve frequently Retrieving corporate brand guidelines, usually
consuming using conventional methods, since these data need to be used assets or settings such as style sheets from available as a PDF document or a web resource, can
specifically exported from a program to be used in another application. previous projects on their hard drive. Using Libraries take considerable time. Retrieving these settings
Use case example Libraries has a very significant productivity advantage for these to complete these tasks is significantly more from Libraries takes less than 1 minute, compared
operations. efficient and directly impacts productivity. to 6.5 minutes on average, while trying to achieve
the same results using a PDF style guide.

Creative Cloud for teams pitch examples—using the LFBB technique
Maddy Moss, GSE Principal Program Manager
Budgeting Deployment/ Working remotely

Link Collaboration
(simplified purchasing) managing licenses (Creative Cloud Libraries)
With Creative Cloud for teams, you can Collaboration is key across any project, One helpful feature of Creative Cloud for Creative Cloud Libraries is one of the
manage your budget with one yearly bill whether you’re developing a UI and teams is the Admin Console, which is a best ways to stay productive, especially
for all, instead of one per person or working with developers, or building central repository for all admin when your teams are working from
individual. imagery for a marketing campaign across functionalities. You can assign and home. No one wants to work across
Feature several assets. Creative Cloud for teams unassign users, deploy licenses, add multiple share-points on one project.
has you covered. products, and manage the billing using You can store fonts, colors, and images
one central console window. for your projects in
one place.
You can manage payment details You can give your team secure access to If someone in your company leaves with You and your team can access any
centrally for everyone in your assets to work across multiple devices. an individual license, you will not have component, such as a font, color, theme,
organization and download invoices to Adobe also collaborates with a wide access to their work in cloud storage. etc., required for your project from one
keep on top of the budget. There are range of tools from Microsoft Office 365 With teams, you will not only have place, thereby ensuring brand
also volume discounts for 10 people or to access to all the work done by this consistency. Imagine a project where you
"What this means for you more in your organization, so imagine GSuite and Slack, so it’s easy to share individual, but you can also manage the need feedback. If you share via Creative
the savings you could see compared to documents. We are also supported by a license and move it to another user in Cloud Libraries, your teammates can
and your team is…” paying per person on an individual plan. wide range of plug-ins, which means it's your company without any hassle. Also, make comments via mobile device or
easier than ever before to start a new through the Admin Console, you can computer, and all comments are
project in XD. choose what is deployed and when, so captured on the same document to keep
Benefit you can hold back an update to the you productive.
software while you’re working on a big
project or download previous versions of
the apps if needed.

Harvivek Kapur Shruti Vijay Alessandro Fonseca
Author
Instructor, GSE Instructor, GSE Channel Account Manager, Americas
Collaboration using
Topic Remote collaboration Deployment (Admin Console)
Creative Cloud Libraries
The company has a work from home policy due to COVID, Earlier you mentioned that you face issues managing your Creative Cloud Libraries not only speeds up work for
Link and employees are working remotely on a variety of projects. users and have problems keeping track of different licenses individual users, but also accelerates collaboration.
under the account.
One useful feature of Creative Cloud for teams is Creative One helpful feature of Creative Cloud for teams is the Admin Any change made to items in Creative Cloud Libraries is
Cloud Libraries, a central repository for you and your team. Console, which is a central repository for all admin automatically updated for all users with access to it. Studies
When a user creates a digital asset and saves it to the shared functionalities. You can assign and unassign users, deploy prove that sharing with Libraries is 8 times faster than other
Libraries, other teammates can collaborate using any mobile licenses, add products, and manage the billing using one methods.
Feature device and central console window. As the primary admin, you can even
share real-time feedback. add a secondary admin who can help you with the admin
activities when you are not available. This will ensure you have
complete control over the licenses and keep track of who is
using what.
What this means for you and your team is… What this means for you is… What this means for your team is…
Bridge
Your team will stay connected and more productive wherever The Admin Console gives you the controls you need to manage Your creative teams can streamline their work by collaborating
you all are, at any time of the day. This provides greater things in one central repository. Simply log in with your Adobe with folks within and outside the company. And as a manager,
flexibility and increased speed on project completion. ID and password, and get started deploying licenses directly you can ensure that everyone has the latest approved assets
from your system and schedule them to be installed directly on available whenever (and wherever) they need them.
Benefit users' computers on your preferred date. In addition, request
tech support or schedule expert services for your team, create
deployment packages, and manage centralized billing, all
performed from one place, the Admin Console.

Read the pitch and write your own LFBB. Topic Productivity
Productivity is the main reason Creative Cloud for teams is so effective. Topic
With Creative Cloud for teams, you have full control over your teams’
access and Creative Cloud Libraries, and you can deploy apps to
individuals on your team with a seamless experience, so you are always
Link
productive. Our apps are constantly updated with improvements to
productivity.
▪ For example, Content Aware Fill, an update released earlier this year, uses Adobe
Feature
Sensei technology to auto-place images within boxes in InDesign, placing your
subject in the center. Hours of time spent resizing images are gone.
What this means for you is…
▪ Another useful update that came to Photoshop this year was the Select Object
tool or Select and Mask. This automatically searches for the content in the photo Bridge
and removes the background.
▪ Lastly, keep your teams’ productivity level high by offering them training via our
expert services. As part of a Creative Cloud for teams subscription, you get 1:1
expert sessions, and we have video tutorials for every skill level to get started in Benefit
our apps.

Commit and close

Close—gaining Commitment
Don’t just say thank you at the end of your interaction with your customer. Ensure that you
gain commitment on the next steps from your customer.
You must be very clear what you would like to close your customer on and/or what you would like them
to do—attend a demo call, add seats, try a new feature, etc. If you are not able to close on your desired
outcome, make sure that you are moving the account forward with clear next steps.
Also, it is important to motivate your customer by ending the call on a positive note.
Follow the 3 key steps: Recap | Verify | Thank and Motivate
Example
Recap: Carlos, it was wonderful speaking to you today. Just to recap and make sure we’re 100% on the same page, we are going to
convert your current 8 licenses from CCI to Creative Cloud for teams today, and then at 10 a.m. Tuesday we are going to get back on the
phone
and I’ll walk you through a demo of Adobe Stock.
Verify: Is there anything else top of mind for you that you’d like to talk about while we have a few minutes together today?
Thank and Motivate: Ok, great! Carlos, once again it was a pleasure speaking with you today, and I am excited to hear how you and
your team start using those tools in Creative Cloud for teams. I think it’s going to make a world of difference for you. If you need
anything, please don’t hesitate to reach out. Otherwise, we’ll talk on Tuesday! Thank you and have a great day.

Renew and retention—
Introduction to customer lifecycle
management (CLM)

Renew—the important components of successful customer retention
Enrolling your customers in the Adobe Value Incentive Plan (VIP) is only the start. The success of a subscription
software model requires a deeper level of relationship management than the old way of doing business. Customer
lifecycle management (CLM) helps you engage with your customers throughout their membership journey.
Here are the important components that attribute to successful customer retention.
Build deeper relationships with Adobe CLM Make customer management simple Optimize the customer lifecycle
with the Reseller Console with CLM data
Learn the four basic stages of CLM and start
building long-term relationships with your Learn how to use the Adobe Reseller Adobe CLM data can help you gain
customers. Console to drive your business. See insight into your customers’ behavior in
which customers are paid, deployed, or a more structured way. With this data,
▪ Focus on early and full deployment. ready for renewal. Get easy access to you can manage customer risk,
important information about all your optimize your team’s workflow, and
▪ Encourage active usage.
customers so you can engage them, create engagement
▪ Look for growth opportunities. maximize renewals, and generate more strategies. (Manager permission
revenue. required.)
▪ Close renewals.
For more information, download Request access to Adobe CLM data.
the Reseller Console user guide.
Creative Cloud for teams pitch deck:
Customer facing content
The pitch preparation deck: Use this to start
your customer-facing communication
Introduction and agenda
If you are using a pitch deck for a customer-facing

presentation, use the first slide to write:
Introduction
Write a short yet impactful introduction about Adobe and its
business.
Agenda
Review your objectives for the call, based on what you learn during
the discovery, and write down your agenda for the call.

Adobe Creative Cloud: The connected creativity platform
Creative Cloud brings Mobile apps are now part

of a multi-surface system like
The world's best desktop apps for
together the world’s creativity like Adobe Photoshop,
Lightroom, where you can
work across devices. Create
best creative apps, InDesign, Lightroom, Illustrator, XD,
and more. Bring your imagination to Desktop Mobile
content on the go and make
it available to your team via
services, assets, and life!
Creative Cloud Libraries.
learning content so
people can create
their best work,
anywhere.
An integrated community where users An integrated marketplace for
Work seamlessly with can learn from one another. Behance images with Adobe Stock,
is our online creative community⎯now Adobe Fonts, 3D assets, and
others, then with more than 14 million members. motion graphics templates, so
Create a market for your work; users don't have to start with
showcase and share showcase, share, and sell on Behance.
Community Marketplace a blank page. Start with an
your work with the idea and then build your own!
creative community.

Creative Cloud apps in different categories
Here’s a snapshot of the apps in various categories that you get with Creative Cloud for teams. These apps along
with Creative Cloud for teams services will enable you to unlock creativity from anywhere. Produce content on
the go and make it available to everyone (your team or the creative community) from anywhere in the world!
Photography Design and layout UI and UX Video and motion

Adobe XD
Adobe Photoshop Adobe Photoshop Design, prototype, and share Adobe Premiere
Edit and composite images Design images and comps engaging user experiences for Edit video with high-performance,
with world-class tools. with world-class tools. web, mobile, and more. industry-leading editing tools.
Adobe Photoshop Lightroom Adobe Illustrator Adobe Animate

Adobe Audition
Edit, organize, and share your photos Create vector-based graphics Design interactive animations
Record, mix, and restore audio
from anywhere with the cloud-based and illustrations for print, with cutting-edge drawing
for broadcast, video, and film.
photo service. web, video, and mobile. tools for multiple platforms.
Adobe Premiere Rush
Photoshop Express Adobe InDesign Adobe Capture Create and share online
Easily edit and share your Design professional layouts for Transform inspiration into videos quickly and easily on
photos in no time. print and digital publishing. digital assets for creative your desktop or mobile
projects. device.
Adobe Photoshop Fix Adobe Premiere Pro Adobe Dreamweaver Adobe After Effects
Retouch, restore, and share Edit video with high-performance, Visually design and develop Create cinematic motion graphics
your photos on the go. industry-leading editing tools. modern, responsive websites. and visual effects.
Adobe Photoshop Camera Adobe Acrobat Pro Adobe Spark Page Adobe Character Animator
Easily capture and share Create, protect, sign, collaborate on, Quickly turn words and images Turn 2D artwork into live,
brilliant photos. and print PDF documents and forms. into beautiful web pages. animated characters.
Adobe Photoshop
Adobe Spark Adobe Spark Post Adobe Spark Video
Lightroom Classic
Create stunning social graphics— Create stunning graphics in Create compelling video
Edit and organize photos
in seconds. minutes and post it online. stories in minutes.
optimized for desktop.

Creative Cloud applications capabilities
Application category Capabilities

Photography • If you can think it, you can make it with Photoshop, the world’s best imaging and graphic design software. Create and enhance photographs,
illustrations, and 3D artwork. Design websites and mobile apps. Edit videos, simulate real-life paintings, and more. It’s everything you need to make any
idea real.
• And with Photoshop Lightroom, the cloud-based service for people who love photography, you have everything you need to edit, organize, store,
and share your photos across desktop, mobile, and web.
Design and layout • Our design apps are the industry standard for vector graphics software that lets you create logos, icons, drawings, typography, and illustrations
for print, web, video, and mobile.
• With fast, responsive performance and precision tools, it’s easy to focus on design, not process. Reuse your vector graphics across documents.
Work seamlessly with other Creative Cloud apps like Photoshop, InDesign, XD, and Premiere Pro. Illustrator makes it a snap to add artwork
to designs, video, and more.
• We also have intuitive apps with Adobe Spark that allow anyone to design with ease, even if they aren’t a pro.
• And finally, many of these are also available as mobile apps—so you and your teams can create on the go, all while staying in sync with
what you’re doing on the desktop.
Video and motion • Premiere Pro is the leading video editing software for film, TV, and the web. Robust creative tools, integration with other Adobe apps, and the power
of Adobe Sensei help you quickly craft polished work in a seamless, connected workflow.
• And the new Premiere Rush is included in your subscription, so you can capture footage and start editing anywhere, on any device.
• Adobe offers a range of different video and audio apps—for any project, large or small.
UI and UX • Adobe XD reimagines the way designers create experiences with fast, intuitive tools that get you into your designs faster, while the tools are not in your
way.
• You can easily power up prototypes with voice, and automatically resize elements for different screens.
• Create amazing animations between artboards without timelines. It’s everything you need for what’s next in UX—and it’s only in XD.
• We also offer a number of other industry-leading design apps, such as Spark, Dreamweaver, and Animate. ©2020 Adobe. All Rights Reserved. Adobe Confidential.
Creative Cloud Services—everything you need to stay perfectly in sync
20+ apps Adobe Portfolio Behance

Explore your creativity with desktop Create and customize your own Showcase and discover
and mobile apps including portfolio website. great creative work.
Photoshop, InDesign, and Premiere
Rush.
Creative Cloud Libraries Storage Adobe Fonts

Your team can browse and share assets 1TB of cloud storage per user. Access thousands of fonts for
from Libraries right inside your Creative Extra storage makes it easier for your projects right within your
Cloud apps, so everyone’s in sync. your team to share and manage Creative Cloud apps.
creative assets.
Easy license management Premium tech support Integrated with popular apps
Assign and reassign licenses quickly Your team gets advanced 24/7 Creative Cloud works with Slack,
with the web-based Admin Console. tech support and two 1:1 Microsoft Teams, and many productivity
expert sessions. apps your team uses every day.

Closing and next steps
Always end your customer-facing sales pitch presentation

with the following:
▪ Summarize your solution in alignment with the stated pain points.
▪ Confirm with the customer if you missed anything.
▪ Walk the customer through next steps.

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Questions to answer before you go:

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C-suite and executives Human resources Marketing

Sales Legal IT and procurement

©2020 Adobe. All Rights Reserved. Adobe Confidential.

Internal communications: External communications:

Video newsletters, leadership updates Promotional video, stakeholder communications

Internal website Websites and social graphics

©2020 Adobe. All Rights Reserved. Adobe Confidential.

Internal communications: External communications:

Candidate shortlist videos for C-level LinkedIn videos, testimonials

Motivational/informative, OHS websites LinkedIn graphics and websites

Internal approvals and signatures Signatures and forms for recruitment

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Internal communications: External communications:

Event overviews/interviews Social videos, pre-event/video invites

Internal website Websites, social graphics

Collaborate, scan, edit, merge, convert PDFs Feedback forms, leave-behinds

©2020 Adobe. All Rights Reserved. Adobe Confidential.

Internal communications: External communications:

Instruction, training, mentoring videos Cut-downs for LinkedIn, offering tutorials

Instruction, training, mentoring microsites LinkedIn graphics, information websites

Merge, scan, convert, edit, redact documents Prepare contract documents

Sign internal sales plans Send, manage, and sign contracts

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Internal communications: External communications:

Internal processes and reference websites LinkedIn graphics, info websites

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Support, educational, instructional videos

Support, educational, instructional microsites

Images and videos for presentations

Merge, scan, convert, edit, documents, create forms

Send, manage, and sign contracts and forms

©2020 Adobe. All Rights Reserved. Adobe Confidential.

©2020 Adobe. All Rights Reserved. Adobe Confidential.

Top performers first identify their client’s needs

▪ Listen to understand vs listen

▪ Take detailed notes.

Closing Pitching Asking questions Asking questions Pitching Closing

©2020 Adobe. All Rights Reserved. Adobe Confidential.

Want to recommend the right product to your customer? Want to appear

Being a better listener—You need to do all three of these

▪ Reflective—“What I hear you saying is…”

©2020 Adobe. All Rights Reserved. Adobe Confidential.

▪ Slides 12–24 have some additional discovery questions for influencers—HR,

▪ In order to address customer needs/pain points discovered during this phase,

©2020 Adobe. All Rights Reserved. Adobe Confidential.

©2020 Adobe. All Rights Reserved. Adobe Confidential.

Do these varied solutions integrate with your current IT structure?

©2020 Adobe. All Rights Reserved. Adobe Confidential.

©2020 Adobe. All Rights Reserved. Adobe Confidential.

©2020 Adobe. All Rights Reserved. Adobe Confidential.

How do you sign internal documents and check audit trails?

How do you prepare, edit, and redact internal documents?

How do you create video stories and evidence?

©2020 Adobe. All Rights Reserved. Adobe Confidential.

©2020 Adobe. All Rights Reserved. Adobe Confidential.

Bridging phrase High-level overview Key questions Transition

Just to make sure I heard

©2020 Adobe. All Rights Reserved. Adobe Confidential.

©2020 Adobe. All Rights Reserved. Adobe Confidential.

©2020 Adobe. All Rights Reserved. Adobe Confidential.