Q3 2017 Adobe Education Playbook (June - August) · Q3 2017 Adobe Education Playbook (June -...
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Reseller Incentives » Adobe Primary Targets » Adobe Licensing Resources » Reseller Sales & Marketing Toolkit » Take advantage of the following tools... 1829.06.2017 Q3 2017 Adobe Education Playbook (June - August) Win this quarter by leveraging these 4 sales plays Presenting the
Transcript of Q3 2017 Adobe Education Playbook (June - August) · Q3 2017 Adobe Education Playbook (June -...
Reseller Incentives » Adobe Primary Targets » Adobe Licensing Resources » Reseller Sales & Marketing Toolkit »
Take advantage of the following tools...
1829.06.2017
Q3 2017 Adobe Education Playbook (June - August)Win this quarter by leveraging these 4 sales plays
Presenting the
1829.06.20172017 Adobe Education Reseller Playbook
Reseller Incentives » Adobe Primary Targets » Adobe Licensing Resources » Reseller Sales & Marketing Toolkit »
The Value of Adobe Creative Cloud in Education
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Adobe helps students:
Find more Adobe Creative Cloud offers here.
Adobe helps schools:
Foster creativity and creative thinking skills
Equip students with relevant, in-demand skills that will help them succeed
More effectively communicate their ideas, both visually and digitally
Become more competitive by offering industry-standard creative software
Increase their employability and potential for success in the workforce
Easily buy, deploy and manage software across a class, department, or school
1829.06.20172017 Adobe Education Reseller Playbook
Reseller Incentives » Adobe Primary Targets » Adobe Licensing Resources » Reseller Sales & Marketing Toolkit »
Knock it out of the park with Adobe in Q3 (June - August)
Creative Cloud VIP Opportunities of
20 + Seats = SINGLE
1 point per seat
Reach established point thresholds to earn
additional incentive dollars on your sales
Tier 17,500 pts = $500
Tier 215,000 pts = $1,500
Grand Prize$10,000
K-12 Site Licenses
100 - 499 = DOUBLE
2 points per seat
K-12 Site or District License
500 - 1,999 seats = TRIPLE
3 points per seat
K-12 Site or District License
2,000+ seats = HOMERUN
5 points per seat
Introducing the Adobe Home Run Derby!Cash is paid out at the highest level achieved.
The reseller who earns the highest number of points, wins $10,000! Minimum of 15,000 points required.
Offer available 6/15/17 – 9/2/17—no entry needed, if your organization is selling Adobe then you’re already in the game!
Earn extra cash with Adobe this quarter.
Reseller incentives
Start selling and win BIG!1829.06.20172017 Adobe Education Reseller Playbook
Reseller Incentives » Adobe Primary Targets » Adobe Licensing Resources » Reseller Sales & Marketing Toolkit »
Earn More Cash with the Pipeline IncentiveStack up your rebate dollars by submitting leads to the pipeline and closing the opportunities you submit.
Reseller incentives
Submit K-12 Site & District License opportunities and new Creative Cloud VIP opportunities of 10+ seats
into the Adobe pipeline by submitting this form to [email protected]
Earn $25 for every 5 leads submitted (Can be a combination of CC, VIP, and K-12)
Warm the leads up for at least 30 days with the help of your Adobe Specialists
Earn even more rebate dollars when the deal closesK-12 Site & District Licenses: $100 per site; $500 per district
Higher-Education: 10+ seats ($2/seat at close)
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1829.06.20172017 Adobe Education Reseller Playbook
Reseller Incentives » Adobe Primary Targets » Adobe Licensing Resources » Reseller Sales & Marketing Toolkit »
Creative Cloud for Education Primary TargetsMaximize your sales and marketing by targeting the right customers.
Adobe primary Targets
Immediate Opportunities:
• EEA customers approaching their Expiration Date
• Customers still utilizing an old version of Creative Suite
District Level Contacts:
• District Technology Committee• Digital Literacy Curriculum/21st
Century Learning Project/Digital Media Learning Plan
• Directors, Managers, Coordinators
School or Site Level Contacts:
• Instructional Technology• Curriculum and Technology• Career and Technical Education (CTE)• Curriculum and Instruction/
Instruction• Technological Learning Center/
Learning Center • Academic Support• Technology Integration Specialist• STEAM Integration/Education
K-12 Titles or Departments to Target
Start the conversation with this K-12 VIP Call Script »
1829.06.20172017 Adobe Education Reseller Playbook
Reseller Incentives » Adobe Primary Targets » Adobe Licensing Resources » Reseller Sales & Marketing Toolkit »
Creative Cloud for Education Primary TargetsMaximize your sales and marketing by targeting the right customers.
Adobe primary Targets
Contact Type:
• Director or Department Head• Manager or Department Chairperson• Coordinator or Chief• Dean• Faculty
Core Collegiate Departments:
• Department of Telecommunications—College of Journalism and Communications
• Department of Radio/TV/Film• Department of Digital Media• Department of Arts and Communications• School of Film and Photography—Visual
Communications• School of Journalism and Mass
Communication• School of Communications• School of Film and Television• College of Film and Media Arts• College of Computing and Digital Media• Media Arts• School of New Media• Media Technology
Non-Core Expansion Opportunities:
• Athletics Department• Business Schools• Library Services• Engineering Departments• School of Education
Administration:
• Dean for Curriculum and Instruction• Academic Technology Services/Office• Educational and Classroom Technologies• Career Services• Instructional Technology• Learning Engagement and Advancement
Higher-Ed Target Titles
Talking points for Higher-Education customers—Get the conversation guide »
1829.06.20172017 Adobe Education Reseller Playbook
Reseller Incentives » Adobe Primary Targets » Adobe Licensing Resources » Reseller Sales & Marketing Toolkit »
New Education VIP Pricing Tiers
Adobe Licensing Resources
The dos and don’ts
Helpful linksVIP How-to-Order Guide »
VIP Program Guide–EDU »
For more information, you can refer to our FAQ or
reach out to your Adobe Account Manager.
The Value Incentive Plan (VIP) underwent a few changes in April 2017. The biggest change was lowering the license threshold to help more customers qualify for discounts through VIP Select.
Old Tiers New Tiers
Level 1 1 - 49 1 - 9
Level 2 50 - 249 10 - 49 Select
Level 3 250 - 999 50 - 99 Select
Level 4 1,000+ 100+ Select
DO use BOTH the VIP Calculator in AIG and LWS—depending on the contract status, one tool may give more info than the other
DO use the Tier Change Report that includes future level and when that change will occur
DO contact the Adobe Licensing Team if you have questions or would like a quote
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DON’T rely on your Reseller Console for any future level info
DON’T rely on just one tool for quoting your renewals—VIP calculator on AIG and LWS may only show current level info
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1829.06.20172017 Adobe Education Reseller Playbook
Reseller Incentives » Adobe Primary Targets » Adobe Licensing Resources » Reseller Sales & Marketing Toolkit »
Releveling ToolsThe Reseller Console
Adobe Licensing Resources
Utilize the web-based portal where Adobe or an Adobe Authorized Reseller (Account Manager) invites customers to:
• Join VIP• Manage customer accounts• Add licenses• View information about licenses added
For information on how to manage your organization and customers, go to Adobe Reseller Console on Adobe.com.
Use the LWS to:
• Track orders• View purchase histories• Check upgrade entitlements
and points• Change or add account
contacts and information• Merge accounts
Learn more about LWS »
Releveling Resources
VIP How to Order Guide–Complete »
Adobe VIP Program Guide–EDU »
Adobe Licensing Website Guide »
Contact the Adobe Licensing Team at 844-267-0139 for assistance on releveling your customers.
Adobe Licensing Website (LWS) Provides Account Managers with access to the account information of their VIP customers’ account information.
1829.06.20172017 Adobe Education Reseller Playbook
Reseller Incentives » Adobe Primary Targets » Adobe Licensing Resources » Reseller Sales & Marketing Toolkit »
Adobe Renewals FAQ Everything you need to know about renewals
Adobe Licensing Resources
When is the renewal period?
• The renewal period is 30 days before and after the VIP Anniversary date.
What happens if the customer does not renew during the renewals window?
• The existing licenses will be removed and the customer should place an order for new seats and re-deploy the licenses.
What is the VIP look-back period?
• The VIP look-back period refers to the time between the VIP Member Enrollment Date (or prior Anniversary date) and the VIP look-back date. On the VIP look-back date, all Adobe VIP deals that were ordered during the look-back period will be added together to determine what level the customer will be at when their renewal window opens.
When is the VIP look-back date?
• The VIP look-back date is 31 days before the VIP Anniversary date (or the day before their renewal window opens).
If you have any further questions about renewals, please contact Grant Beran at 608-223-2227.
Renewal ResourcesDownload the Renewal Call Script »
Download the Renewal Email Copy »
The Douglas Stewart Company Adobe Team
Adobe Sales Specialists
Hi-Ed/K-12/Non-ProfitNicole [email protected]
RenewalsGrant [email protected]
Adobe Licensing [email protected]
1829.06.20172017 Adobe Education Reseller Playbook
Reseller Incentives » Adobe Primary Targets » Adobe Licensing Resources » Reseller Sales & Marketing Toolkit »
Additional Resources
Adobe Licensing Resources
Need additional help? Contact our Adobe Sales Specialists:Hi-Ed/K-12/Non-Profit | Nicole Prevenas | 608-223-2232 | [email protected]
Renewals | Grant Beran | 608-223-2227 | [email protected]
Adobe Licensing Desk | 800-356-8370 | [email protected]
Customer Lifestyle Management (CLM) Team
Offers post-sales support to the end customers through deployment support, active-use encouragement, and quarterly engagement to strengthen customer retention.
Adobe Information Center
Our information center provides more tools and assets at your fingertips.
Adobe Information Center »
Quoting Guidelines
Quoting practices made simple. Get your helpful reference tool here.
Download the Guidelines »
Deployment Assets
Including getting started guides, deployment videos, the Adobe Education Exchange and more.
Download a Quick Start Guide »
1829.06.20172017 Adobe Education Reseller Playbook
Reseller Incentives » Adobe Primary Targets » Adobe Licensing Resources » Reseller Sales & Marketing Toolkit »
Reseller Sales and Marketing Toolkit
Streamline your success with these comprehensive sales and marketing tools.
Adobe Creative Cloud Toolkit
K-12 ToolkitSales Assets
Marketing Assets
Marketing Assets
Call Script: Adobe Creative Cloud K-12 Site License Reseller Call Script. Download »
EEA Transition Guide: Now you have the key to success. Follow this conversation guide to learn exactly how to drive the conversation. Download »
K-12 Creative Cloud VIP Site District Licensing FAQ »
K-12 Creative Cloud ETLA to VIP Customer Transition Guide »
K-12 Resources Sheet »
Use these specialized tools to catch your customers’ attention
Email Template »
Web Banners »
K-12 FAQs »
K-12 eLearning Module
Use these specialized tools to catch your customers’ attention
Signature Banners »
Email Template »
Web Banners »
Top Reasons to call your customers »
Adobe Creative Cloud for Education Channel Copy »
Higher-Education FAQs »
Contact Adobe Specialists at 844-267-0139 with any questions for assistance on closing your Adobe sales.
higher-education ToolkitSales Assets
Creative Cloud for Education At-a-Glance Overview »
Conversation Guide: Now you have the key to success. Follow this conversation guide to learn exactly how to drive the conversation. Download »
Adobe CC for Education VIP Licensing Sales Guide »
Adobe CC for Edu Call Script »
