Adobe Acrobat XI Overview

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Adobe Acrobat XI Overview

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Adobe Acrobat XI Overview

  1. 1. © 2012 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential. Selling the New Acrobat XI Family
  2. 2. © 2012 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential. Windows Migration Helps Drive Acrobat Sales  Customers will often upgrade Acrobat when migrating to a new OS  Companies continue to migrate off of XP before support ends in April, 2014  Acrobat XI supports Windows XP, Windows 7 and Windows 8 Source: IDCIT Survey of 360 companies globally, June 2012 0% 20% 40% 60% 80% 100% Today In 2 Years IDC IT Survey: What OS are computers on your network running? Windows XP Windows 7 Other 2
  3. 3. © 2012 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential. Key challenges facing today’s workforce According to IDC1 : User Productivity Collaboration Information Security Working Across Devices 50% 25% 64% Over 11 hours of the work week is wasted on document-based challenges Professionals spend 50% of the workweek collaborating - more than half that time is lost to inefficiencies Nearly 25% of companies have experienced an information leak within the last 12 months By mid-2013, 64% of the workforce will be mobile and want to work with documents on the go 11 Hours 1Bridging the Information Worker Productivity Gap: New Challenges and Opportunities for IT, IDC, Sept 2012 3
  4. 4. © 2012 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential. Introducing the Acrobat XI Family: New solutions to conquer document exchange in a multi-device world
  5. 5. © 2012 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential. The New Acrobat XI Improved Actions for multi-step document prep New integration with EchoSign New FormsCentral desktop app in Acrobat Pro for creating electronic forms New convert to MS PowerPoint - Improved export to Word and Excel Improved Combine capability into one PDF Improved accessibility authoring New intuitive editing tools New Touch Capability Optimized PDF creation for mobile recipients
  6. 6. © 2012 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential. Acrobat XI Highlights User Productivity  Naturally edit text and images in PDFs  Easily convert PDF to Office formats to increase content reuse  Enable users to consistently follow document policies via Actions Collaboration  Accelerate the process of gathering feedback and approvals  Streamline form creation, distribution, data collection and analysis Information Security  Protect systems and lower IT costs with advanced application security  Make it easier for users to secure PDFs in Acrobat and Microsoft Office Working Across Devices  Deploy touch-friendly Acrobat on tablets with Windows 8 or through Citrix XenApp  Enable users to reliably view and interact with PDF via Adobe Reader 6
  7. 7. © 2012 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential. Acrobat XI Product Portfolio POSITIONING The complete solution for working with PDF documents and forms Reliably create, edit, and sign PDF documents Reliably view and interact with PDF files Create, distribute and analyze PDF and web forms The leader in eSignatures and Web Contracting MOBILE SUPPORT Touch-Friendly Touch-Friendly Mobile app available Complete forms on mobile via Adobe Reader or a browser Sign documents from any mobile device Acrobat XI Pro Acrobat XI Standard Adobe Reader XI FormsCentr al EchoSign 7
  8. 8. © 2012 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential. Acrobat XI Guarantee Promotion  Your customers can purchase Adobe Acrobat X software at today’s prices and upgrade to Acrobat XI at no additional cost Target Opportunity: CLP licensing customers could save as much as 14% on average based on the estimated street price. A7 and A8* customers can save from having to pay full price for Acrobat XI  Dates: October 1st, 2012 – October 14th, 2012  Eligible Products: AX Pro & AX Standard  Eligible purchases: Full & Upgrades  Segments: Commercial, Government, Education  Purchasing Vehicle: TLP, CLP & EA (licensing only)  Geographies: US and Canada only  Route: Channel, Direct & Adobe.com *An extended grace period through May 31, 2013 will be offered to A8 customers 8
  9. 9. © 2012 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential. © 2012 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential. Key Sales Drivers Major Product Release & Feature Set Aligned to IT & End-User document pain points Upgrade & New Seat Opportunity 41M upgradeable seats 151M new seat opportunity Acrobat XI Guarantee Promotion* Pay today’s prices for tomorrow’s product & save Last Chance to Upgrade Or pay full price Acrobat 7 & Acrobat 8 customers New Cloud Services Attach EchoSign & FormCentral to Acrobat Microsoft Windows & Office Attach Acrobat XI supports the latest versions * only available to Adobe Volume Licensing (CLP, TLP, and EA) customers in North Ame
  10. 10. © 2012 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential. Acrobat XI Channel Sales Tools ASSET NAME Kit A English Kit B Localized* Kit C Localized* Kit D Localized* Kit E Localized* Sales Tools Top Reasons to Call ENGLISH YES YES YES YES Handling Objections ENGLISH YES YES YES YES Customer Collateral Comparison Guide ENGLISH YES YES YES YES CLP Pack Overview ENGLISH YES YES ENGLISH ENGLISH Marketing Assets Box shots/Mnemonics/Totems ENGLISH YES YES YES ENGLISH Channel Copy ENGLISH YES YES ENGLISH ENGLISH Web Banners ENGLISH YES ENGLISH ENGLISH ENGLISH Emails ENGLISH YES ENGLISH ENGLISH ENGLISH Branding Guidelines ENGLISH YES ENGLISH ENGLISH ENGLISH Screen Shots ENGLISH YES ENGLISH ENGLISH ENGLISH AcrobatPromo Assets(NAOnly) Web Banner ENGLISH YES YES YES ENGLISH Email ENGLISH YES YES YES ENGLISH Conversation Guide ENGLISH YES YES YES ENGLISH Redzone Datasheet ENGLISH YES YES YES ENGLISH Sales Rep Email copy ENGLISH YES YES YES ENGLISH * See speaker notes for localized languages by kit 10
  11. 11. © 2012 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential. The New Acrobat XI Improved Actions for multi-step document prep New integration with EchoSign New FormsCentral desktop app in Acrobat Pro for creating electronic forms New convert to MS PowerPoint - Improved export to Word and Excel Improved Combine capability into one PDF Improved accessibility authoring New intuitive editing tools New Touch Capability Optimized PDF creation for mobile recipients
  12. 12. © 2012 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential. Acrobat XI Online Certification  Acrobat XI online training course to enable you for the launch of Acrobat XI! Level 1 Level 2 TITLE REQUIRED LENGTH TITLE REQUIRED TIME Training introduction Yes 5 Level 2 introduction Yes 5 An introduction to Adobe Acrobat No 5 Application Security Yes 10 Acrobat XI: The Basics Yes 10 Document Security Yes 10 Top Reasons to Call Customers Yes 10 Cost of Management Yes 10 How to Handle Associated Objections Yes 10 Government No 10 Identifying the right licensing opportunity for AXI Yes 10 Education No 10 Wrap up module Yes 5 Wrap up module Yes 5 55 minutes 60 minutes * English, French, German, Japanese, Italian & Spanish courses will be available on 10/1/2012 * Chinese Simplified, Chinese Traditional, Korean and Thai courses will be available November 2012 12
  13. 13. © 2012 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential. Acrobat XI Sales Plays
  14. 14. © 2012 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential. Sales Play Overview Upgrade, Expand and Consolidate with Acrobat XI Acrobat XI Guarantee Promotion (NA Only) Attach Acrobat XI to Microsoft Windows and Office Attach FormCentral to Acrobat XI (NA Only) Attach EchoSign to Acrobat XI (NA Only) 14
  15. 15. © 2012 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.  Upgrade, expand and consolidate with Acrobat XI  Grow your Acrobat revenue and profitability by upgrading and expanding current Acrobat customers to Acrobat XI and consolidating with Adobe volume licensing  Target Customer  IT Managers or Procurement Professionals within small or large organizations that have purchased previous versions of Acrobat  Commercial, Government and Education  Selling Steps  Step 1: Introduce the Acrobat XI upgrade opportunity  Step 2: Sell the value of Acrobat XI across the organization  Step 3: Help customer save via CLP Packs and EA Sales Play 15
  16. 16. © 2012 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.  Customer Challenges  Spending too much time patching and managing updates for PDF software  Security risks from unpatched software  Increased costs associated with managing several versions of Acrobat software  The Acrobat XI Solution  New and improved tools for Acrobat XI to streamline deployment and updates  Enhanced support for Microsoft SCCM/SCUP and Apple Remote Desktop  Customization Wizard to streamline application and installer configuration  New Enterprise Toolkit provides comprehensive tips, best practices, and documentation  Industry leading application security in Acrobat XI  Consolidate and save with Adobe licensing programs Sales Play 16
  17. 17. © 2012 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential. Call and Ask What to Say SOFTWARE MANAGEMENT COSTS Do you know how much your organization is spending on internal costs to manage updates for older versions of Software? Standardizing on Acrobat XI helps increase operational efficiency and reduce the total cost of ownership over previous versions of Acrobat:  Fewer updates—Manage fewer out-of-cycle patches  Streamlined deployment— and updates with support for Microsoft SCCM/SCUP and Apple Remote Desktop APPLICATION SECURITY How well does your current PDF solution protect your organization against security threats? Acrobat XI incorporates industry-leading security measures:  Isolate harmful files—Take advantage of Protected View and Adobe's security sandbox in Acrobat.  Advanced Security— Acrobat and Reader are the only desktop PDF applications that incorporate a security sandbox, the most advanced application security technology.  Limit JavaScript— enable JavaScript technology for both Windows and Mac OS. STANDARDIZE ACROSS THE ORGANIZATION How many different versions of Acrobat and other PDF applications are you managing across your organization? You can simplify your IT environment and cost-effectively standardize on Acrobat XI with the Adobe Enterprise Agreement (EA) program:  Best price—Get the deepest volume discounts on Acrobat XI  Simplified software management—annual true-ups, and track licenses online.  Lower support costs—consolidating multiple versions of into a single version. Sales Play 17
  18. 18. © 2012 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.  Resources  Acrobat XI top reasons to call document  Acrobat XI handing objections document  Adobe Volume Licensing Website: www.adobe.com/aboutadobe/volumelicensing/  Adobe “Define and Assign” customer list: Acrobat 8, 9 & X and company size Customer Objection What to Say Our organization is happy with our current version of Acrobat. While the version your organization currently uses may seem fine, older versions often have hidden costs. Updates for older versions are more frequent, which consumes IT resources and interferes with workers’ productivity. With Acrobat XI, you get:  Fewer updates—Acrobat XI requires fewer out-of-cycle updates thanks to sandbox security.  Guaranteed support coverage—Help ensure the version of Acrobat your organization is using is fully supported. Adobe supports only version 9*, X, and XI Sales Play * Adobe support for Acrobat 9 will be discontinued on June 23, 2013. 18
  19. 19. © 2012 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.  Acrobat XI Guarantee Promotion (NA only)  Accelerate your Acrobat XI revenue by selling your customer Acrobat X licensing at today’s prices and giving them Acrobat XI at no additional cost  Timeframe: October 1st through October 14th, 2012  Target Customer  IT Managers or Procurement Professionals within organizations that have purchased Acrobat through CLP licensing or currently purchased Adobe Acrobat 7 or 8 licenses  Opportunities currently registered within the Adobe deal registration program  Commercial, Government and Education  Selling Steps  Step 1: Sell the Acrobat XI upgrade and expand opportunity  Step 2: Sell the Acrobat 7 & 8 upgrade savings opportunity via the promotion  Step 2: Sell the CLP savings opportunity via the promotion Sales Play 19
  20. 20. © 2012 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.  Customer challenges  Acrobat 7 upgrade eligibility ends on 10/14/2012  Acrobat 8 upgrade eligibility ends on 5/31/2013  Pricing adjustments to CLP volume discount tiers could result in less savings on Acrobat after 10/14/2014  The Acrobat XI solution  The Acrobat XI Guarantee promotion allows your customers to purchase Adobe Acrobat X software at today’s prices and upgrade to Acrobat XI at no additional cost  CLP customers could save as much as 14% on average based on the estimated street price  Acrobat 7 and 8 customers can purchase upgrade licenses prior to the expiration of their eligibility - a savings of 55% from the full license price Sales Play 20
  21. 21. © 2012 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential. Call and Ask What to Say TIME & COST SAVINGS Did you know new features in Acrobat XI help reduce the cost and hassle of software management?  Acrobat XI can help your organization realize significant time and cost savings with:  Fewer updates—Manage fewer updates on a predictable schedule.  Streamlined deployment and updates—support for Microsoft SCCM/SCUP and Apple Remote Desktop as well as free enterprise tools to speed up installation and configuration.  Microsoft integration—Take advantage of support for Windows® 7 and 8.  Unmatched security—Help protect your organization with sandboxing technology. CLP SAVINGS Did you know that by buying Acrobat X today via CLP you can upgrade to Acrobat XI for no additional cost and save? From October 1st through the 14th, 2012 if you buy Acrobat X, you will get Acrobat XI when it is available for no additional cost. If you purchase CLP licensing, you could save as much as 14% on average based on the estimated street price. UPGRADE ELIGIBILITY Did you know that Acrobat 7 and Acrobat 8 customers will soon have to pay full price for Acrobat XI? Acrobat 7 customers will not qualify for upgrade pricing on Acrobat XI after October 14, 2012, and will have to buy the full version instead. Acrobat 8 customers have until May 31, 2013, to upgrade to Acrobat XI at upgrade prices, and after that, they will need to buy the full version. But during this promotion, you can get Acrobat X at the upgrade price and still get Acrobat XI at no additional cost as soon as it is available. Sales Play 21
  22. 22. © 2012 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential. Customer Objection What to Say Why should I buy Acrobat X today when Acrobat XI will be available soon? If you purchase Acrobat X today, you pay the current price for Acrobat X and still get an upgrade to Acrobat XI at no additional cost. In addition, time is running out for commercial and government customers that are still using Acrobat 7 or 8 to get the latest version of Acrobat at the upgrade price, which is 55% off of the full-version price (based on MSRP). After October 14, 2012, for Acrobat 7 and after May 31, 2013, for Acrobat 8, customers will pay the full-version price for Acrobat XI.  Resources  Acrobat XI Guarantee promotion conversation guide  Acrobat XI Guarantee promotion customer flyer  Promo T&C’s page: www.adobe.com/go/pa (link will be live on 10/1/2012)  Acrobat “Define and Assign” customer list: Acrobat 7, Acrobat 8, & CLP Sales Play 22
  23. 23. © 2012 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.  Attach Acrobat XI to Microsoft Windows and Office  Expand your Acrobat revenue potential on customers that are upgrading Windows, Office or SharePoint and consolidate with Adobe volume licensing  Target Customer  IT Managers or Procurement Professionals within small or large organizations upgrading Windows, Office or SharePoint  Commercial, Government and Education  Selling Steps  Step 1: Sell the Acrobat XI upgrade via Windows and Office migration  Step 2: Sell the value of Acrobat XI across the organization  Step 3: Help customer save via CLP Packs and EA Sales Play 23
  24. 24. © 2012 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.  Customer challenges  Redefined application strategy for migration off of XP due to upcoming end-of- support date of April of 2014  Compatibility risks associated with older versions of Acrobat on Windows 7 or 8 and support for the latest versions of MS Office and SharePoint  Users of multiple versions of unmanaged software tend to have 43% more calls to the service desk and require desk-side service  Spending too much time patching and managing updates for PDF software  The Acrobat XI Solution  Acrobat XI seamlessly operates with the latest versions of Windows, Office and SharePoint  New tools for Acrobat XI that streamline deployment and updates  Consolidate and save with Adobe licensing programs Sales Play 24
  25. 25. © 2012 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential. Call and Ask What to Say MICROSOFT INTEGRATION How well does your current PDF solution support your migration to Windows 7 or 8 and later versions of Office? Adobe Acrobat XI software was designed to work with the latest Microsoft applications and environments:  Support for Windows® 7 and 8—Acrobat XI works with both 32- and 64-bit versions.  SharePoint integration— Windows and Mac OS users work with SharePoint hosted PDF files.  Office integration—From the Office ribbon, Windows users can access Acrobat functionality such as document security and shared document reviews. SOFTWARE MANAGEMENT TOOLS Do you want to reduce the time it takes to deploy and manage updates for your existing PDF software? Acrobat XI simplifies deployment and updates with cumulative patches on a more predictable schedule that can be deployed and managed using Microsoft SCCM/SCUP, which can save up to three hours per machine for reimaging tasks.  Free Adobe tools, such as the Customization Wizard and the Enterprise Toolkit for Acrobat, ease configuration and administration STANDARDIZE ACROSS THE ORGANIZATION AND SAVE How many different versions of Acrobat and other PDF applications are you managing across your organization? You can simplify your IT environment and reduce costs by standardizing on Acrobat XI with the Adobe Enterprise Agreement (EA) program:  Best price—Get the deepest volume discounts on Acrobat XI  Simplified software management—annual true-ups, and track licenses online.  Lower support costs—consolidating multiple versions of Acrobat into a single version. Sales Play 25
  26. 26. © 2012 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential. Customer Objection What to Say Microsoft offers PDF functionality in Office, so our organization doesn’t need Acrobat. While Microsoft Office provides PDF creation capabilities from select Office applications, Acrobat XI can create PDF files from virtually any application and complements Office by making it easy to work with PDF with capabilities such as:  Protect PDF files from editing, copying, or printing  Edit PDF files naturally  Combine multiple PDF files into a single document  Send documents for review and automatically collecting feedback into one file  Resources  Acrobat XI top reasons to call document  Acrobat XI handing objections document  Adobe Volume Licensing Website: www.adobe.com/aboutadobe/volumelicensing Sales Play 26
  27. 27. © 2012 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.  Attach FormsCentral to Acrobat XI  Provide additional value to Acrobat customers by attaching a cloud service that enables a complete, end-to-end forms workflow  Target Customer  Companies using Acrobat XI, or considering an upgrade  Line of business managers in enterprise companies with limited forms automation  Small-to-medium organizations that have limited IT resources  Commercial, Government and Education  Selling Steps  Step 1: Extend your Acrobat XI conversation to include forms  Step 2: Probe on forms use within their organization  Step 3: Sell the value of FormsCentral with Acrobat Sales Play 27
  28. 28. © 2012 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.  Customer challenges  Working with forms takes too much time  Retyping information from paper forms introduces mistakes  Collecting information & compiling results takes too long  The FormsCentral Solution  Easily create PDF or Web forms  Effortlessly distribute forms  Collect results in real time with automatically generated, easy-to-understand tables and charts  Receive notifications and send submission receipts; add skip logic and payment options to web forms Sales Play 28
  29. 29. © 2012 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential. Sales Play Call and Ask What to Say FORMS DATA COLLECTION Which departments in your organization are using Acrobat and PDF forms? Adobe Acrobat XI Pro is now integrated with an easy-to-use online service – Adobe FormsCentral. With Acrobat, you can create new forms in minutes. If you subscribe to the online service, you also get:  Hassle-free data collection – Adobe hosts data collection securely online, so IT doesn’t have to set up servers, and employees don’t have to collect and manage lots of individual PDF forms.  Real-time insight – FormsCentral updates information automatically and presents the information in easy-to-understand tables and summary charts. FORMS IN MINUTES Are you or your employees spending too much time retyping paper forms or compiling data from email or Word docs? Adobe Acrobat XI Pro is now integrated with an easy-to-use online service – Adobe FormsCentral. By combining the two, you can create electronic forms in minutes and collect all your data automatically.  Get started quickly – customize predesigned templates, or drag and drop to create new forms from scratch.  Distribute as PDF or web forms – that can be completed using free Adobe Reader or a web browser.  View results in real time – sit back and watch as data flows in with easy-to-understand tables and charts. PAYMENTS ON THE WEB Do you ever need to collect money when people send you a form? Consider adding a FormsCentral subscription to your purchase of Acrobat XI Pro. With it, you can create forms that include PayPal and credit card payment options.  Integrate with PayPal – Easily add payment or donation options to your forms and collect money automatically.  Track form and money collection in one place – with easy-to-understand tables and charts. 29
  30. 30. © 2012 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential. Customer Objection What to Say If Acrobat XI already has forms functionality, why do I need FormsCentral? Adobe FormsCentral integrates with Acrobat XI Pro to replace time- consuming form tasks with speed and simplicity.  Get hassle-free data collection.  Host forms in the Adobe cloud instead of setting up your own server or managing multiple PDF form responses in your personal email account.  Get fast answers to new questions. Create web forms or surveys and link to them from your website, a blog, or Twitter.  Get bonus web form features, e.g. payments, skip logic, and file attachments How do I know my forms data is secure in the cloud using FormsCentral? Adobe uses industry-leading security engineering processes in building its products. With FormsCentral, security is considered at every level, from applications to networks to physical facilities.  Application-level security: Secure Sockets Layer (SSL) technology is used for both server authentication and data encryption.  Network-level security: FormsCentral leverages firewall protection, intrusion detection systems, SSL encryption, and proprietary.  Resources  FormsCentral Overview PDF and Presentation  FormsCentral Reseller Fulfillment Guide  FormsCentral Reasons to Call Sales Play 30
  31. 31. © 2012 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.  Attach EchoSign to Acrobat XI  Increase your overall revenue opportunity by attaching an electronic signature solution to Acrobat XI orders  Target Customer  Organizations using Acrobat XI, or considering an upgrade  Line of business managers: Sales, Procurement/Partner Management, HR  Key influencers: Contract Managers, IT, Legal  Commercial, Government and Education  Selling Steps  Step 1: Extend your Acrobat XI conversation to include e-signatures  Step 2: Probe on contract processes within their organization  Step 3: Sell the value of EchoSign with Acrobat Sales Play 31
  32. 32. © 2012 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.  Customer challenges  Traditional ways of getting contracts signed take too long  Manual signatures are expensive, inefficient, and do not scale  Revenue cycles are lengthy due to extended close cycles  The EchoSign solution  Accelerate contracts with electronic signatures  Automatically store and manage signed agreements  Track your team’s contracts in real time  Proven ROI: reduces close cycles by 200-400%  Integrates with CRM/ CLM applications like Salesforce.com, NetSuite, SugarCRM, SAP CLM, Selectica, Microsoft Dynamics, and others Sales Play 32
  33. 33. © 2012 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential. Call and Ask What to Say REVENUE FASTER Is the delay in getting contracts signed resulting in lost revenue? Adobe Acrobat XI is now integrated with the Adobe EchoSign online service. This enables your teams to sign, manage and store signed files more efficiently by accessing EchoSign right from Acrobat. Add a subscription to EchoSign to:  Increase revenue – close business faster and make it easier for your customers to do business with you by deploying an electronic signature solution.  Improve sales productivity – deploy best practices across your sales organization. EchoSign can reduce post-sales paperwork by 20-50% and is easy for sales teams to use. INCREASE EFFICIENCIES Are you looking for a cost- effective solution to improve internal signing workflows? By adding an EchoSign subscription to your purchase of Acrobat XI you can save time and money by streamlining internal signature processes..  Reduce cost and complexity – automate the approval process for all internal HR documentation with electronic signatures.  Shorten hiring and on boarding– reduce employee and contractor recruiting processes by 50% by automating contracts and signing. AUTOMATE APPROVALS Would you like to reduce the cost and complexity of managing thousands of vendors or partners? With the EchoSign online service, you can automate the workflow for standard contracts and get them signed quickly with electronic signatures.  Easy to use – manage documents anytime, from anywhere. See exactly what’s been signed and when. All parties receive a PDF copy the moment the contract is signed.  Better customer experience – make it easy for your vendors/partners to work with you by reducing contracting and on boarding processes. Partners do not need an EchoSign account to sign a contract , and they can sign contracts remotely from any mobile device. All signed documents are stored in your account for future use. Sales Play SALES HR PROCUREME NT 33
  34. 34. © 2012 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential. Customer Objection What to Say Are electronic signatures legally binding? Legislation in the United States, Canada, the European Union, and the United Kingdom permits the use of electronic signatures:  United States—The Electronic Signatures in Global and National Commerce Act became effective on October 1, 2000.  European Union—The EU Directive on Electronic Signatures (Directive 1999/93/EC) was signed in December 1999 to establish a common framework for electronic signatures.  United Kingdom—The United Kingdom has adopted and implemented certain provisions of the EU’s Electronic Commerce Directive in the Electronic Communications Act 2000, which makes electronic signatures legally admissible. How secure is my information with EchoSign ? EchoSign is completely secure, using both email and password authentication. All documents sent through EchoSign are encrypted with full 256-bit SSL security, and all account data is encrypted with RSA keys. EchoSign captures every transaction in the contract signature process and records a comprehensive and detailed audit trail in PDF format. Sales Play  Resources  EchoSign Overview PDF  EchoSign Reseller Fulfillment Guide 34
  35. 35. © 2012 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential. Target Customer - Commercial BUSINESS END-USER IT PRO / PROCUREMENT DESCRIPTION Creates and exchanges documents with others weekly Responsible for managing or procuring software for the desktop environment TOP CHALLENGES • Getting data out of a PDF file without having to retype it • Making edits to a PDF file when the tools or original files aren’t available • Wasting time with manual form processes • Pulling information from different files into one document • Gathering feedback and approvals on a document • Extending document collaboration from Microsoft Office and SharePoint • Spending too much time managing software updates for PDF software • Maintaining information security • Supporting a multi-device environment 35
  36. 36. © 2012 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential. Target Customer - Government GOV END-USER SR. MGR OF TECHNOLOGY / IT SEGMENTS Defense, National Gov, and Regional Gov DESCRIPTION Creates and exchanges documents with others weekly Responsible for supporting current technology and implementing new technology TOP CHALLENGES • Reusing information from paper and PDF without recreating it • Meeting complex guidelines for document preparation • Protecting documents with ease • Dealing with problems that arise with paper forms • Improving organizational responsiveness and productivity • Increasing information security • Making it easier for users to meet accessibility mandates 36
  37. 37. © 2012 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential. Target Customer - Education EDUCATORS STAFF & IT STUDENTS DESCRIPTION Concerned with enhancing teaching and learning Drives administrative efficiencies and implements technologies Wants to be successful academically and get a good job TOP CHALLENGES • Engaging digitally native students in learning • Documenting and assessing student progress • Effectively collaborating online with peers • Spending time creating content vs. tedious document tasks • Exporting PDFs to Microsoft Office Applications and building electronic forms • Automating time- consuming tasks and implementing electronic signatures • Securely protecting sensitive documents • Supporting a multi- device environment • Showcasing academic achievements to faculty and prospective employers • Collecting data and getting feedback for academic assignments • Doing more on the go via mobile phone or tablet 37
  38. 38. © 2012 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.
  39. 39. © 2012 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential. Presenter Name | Date Adobe FormsCentral Overview - Channel 39
  40. 40. © 2012 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential. What is Adobe FormsCentral?  Adobe FormsCentral is a complete online forms service  Easily create professional-looking PDF or web forms and surveys  Effortlessly distribute forms that anyone can fill in on any device, using Adobe Reader or a web browser  View and analyze results in real-time, including automatically-generated summary reports  Integration with Acrobat XI Pro, via the new, included FormsCentral desktop app, presents a strong attach opportunity 40
  41. 41. © 2012 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential. Electronic Forms Improve Business Efficiency for your Customers  Collect consistent data for key business processes  Let knowledge workers research new questions via surveys  Eliminate the hassle of retyping and copy/paste 41
  42. 42. © 2012 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential. Acrobat XI Pro and FormsCentral Adobe Acrobat XI Pro  The FormsCentral desktop app is included with Acrobat XI Pro  Create unlimited PDF forms and collect data via email or internal server  Launch FormsCentral from the Acrobat Forms menu  Open a free FormsCentral account to distribute one form at a time – up to 50 responses Add an Adobe FormsCentral Team paid subscription to…  Create and distribute unlimited PDF and web forms – up to 5000 responses  Collect data in real time  View automatically generated tables & charts  Get bonus web form features, e.g. payments, skip logic  Use team administration tools to manage user subscriptions + 42
  43. 43. © 2012 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential. How Can FormsCentral be a Part of Your Success?  Simple attach to Acrobat XI Pro orders  Another reason to upgrade to Acrobat XI  A good reason to upsell from Acrobat Standard to Acrobat Pro 43
  44. 44. © 2012 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential. Who is the Target Audience for FormsCentral?  Companies using Acrobat XI, or considering an upgrade  IT and business users within:  Large enterprise companies with limited forms automation  Small–to–medium businesses that have limited IT resources  Commercial, K-12 and higher education  State and local governments 44
  45. 45. © 2012 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential. Sep 17. 2012 United States Canada AXI Launch Pre-AXI launch Where is FormsCentral sold in the Channel? Oct 1, 2012 United Kingdom Nov 7, 2012 France Germany 2H’2013 Coming to other Geos 45
  46. 46. © 2012 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential. FormsCentral Offering in the Channel  Annual subscription for Adobe FormsCentral Team  MSRP: $83.88/user/yr  FormsCentral Part # via Distribution #65199853  Single user authorization, non-cancellable  Minimum quote/order quantity is 10 users in the channel  Commercial, Government and Education skus  Currently no discounted pricing for Gov & Ed  Available to NA Government customers via Open Market  Order subscriptions and trials through selected Distributors  Ingram Micro &Tech Data in US and Canada  Computer 2000 in UK  Tech Data in France & Germany  Add-on orders will co-term  Partners are expected to manage renewals  Orders qualify for Adobe deal registration for Platinum Partners 46
  47. 47. © 2012 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential. How do you Order FormsCentral in the Channel? Step 1:  Locate the FormsCentral channel order provisioning form in the fulfillment guide located within the Acrobat XI channel sales kit Step 2:  Fill in the order provisioning form with all required information including customer information, distributor information, and account administrator Step 3:  Specify the order type and number of seats (minimum order of 10)  New, 14-day Trial, Trial Conversion, Add-on or Renewal Step 4:  Send purchase order with the completed order form to your authorized distributor(s). 47
  48. 48. © 2012 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential. Additional FormsCentral Questions  Q: Are FormsCentral SKUs listed under the Adobe TLP (Transactional Licensing Program) or CLP (Cumulative Licensing Program) programs?  A: No, FormsCentral SKUs are currently listed under the Adobe FLP (Flexible Licensing Program) program.  Q: Is there a difference between the FormsCentral team offering on Adobe.com versus the channel?  A: Team packs of FormsCentral will be available via Adobe.com in three options: 5-pack, 10-pack and 20-pack. Customers purchasing via a channel partner need to order a minimum quantity of 10 seats, but can then order in any increment over 10.  Q: Can my customers buy FormsCentral and Acrobat together?  A: Customers can purchase both Acrobat XI and FormCentral in the channel but cannot currently place both orders on the same PO. 48
  49. 49. © 2012 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential. Resources  FormsCentral Overview  FormsCentral Fulfillment Guide  Customer Presentation  Demo Script  Customer FAQ  FormsCentral Reasons to Call  FormsCentral Channel Copy Where can I go to get information on FormsCentral?  The above resources are available on the Adobe Partner Connection Portal or through your distributor.  If you have additional questions around Acrobat XI and services, please email AXIServices@adobe.com. 49
  50. 50. © 2012 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential. Presenter Name | Date Adobe EchoSign Overview - Channel
  51. 51. © 2012 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential. Adobe EchoSign Overview  Adobe EchoSign is the #1 online electronic signature and Web Contracting service  Close deals faster with instant e- signatures  Track the progress of contracts in real- time  Automatically store and manage agreements  Rest easy with enterprise-grade security through SSAE16 data centers  Over 6M users - customers include Google, Facebook, Cigna, and Groupon  Integration with Acrobat XI presents strong attach opportunity 51
  52. 52. © 2012 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential. Electronic signatures benefits to your customers  Generate revenue faster  Inexpensive and automated way to finalize contracts  Deliver a proven ROI of a 200- 400% decrease in close cycles  Increase efficiencies  Automate the entire contract process including creation, collaboration, workflow, execution and archiving  Better customer experience  Frictionless signing anywhere 52
  53. 53. © 2012 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential. Acrobat XI Pro and EchoSign + Adobe Acrobat XI Pro  Sign PDF documents  Create EchoSign-ready forms to speed signing processes  Integrated with EchoSign for sending PDF documents for signature by others Add an EchoSign Enterprise paid subscription to…  Get rid of paper signatures forever  Use the Sign pane in Acrobat XI to send documents to others for signature approval and track progress online  Recipients can sign electronically without installing software or creating an EchoSign account  Manage and store signed files more efficiently by accessing EchoSign online 53
  54. 54. © 2012 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential. How can EchoSign be part of your Success?  Simple attach to Acrobat XI  #1 solution for web contracting and electronic signatures  Another reason to migrate customers to Adobe Acrobat XI 54
  55. 55. © 2012 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential. Who is the Target Audience for EchoSign?  Organizations using Acrobat XI, or considering an upgrade  Line of Business Managers: Sales, Procurement, Partner Management and Human Resource departments  Key influencers: IT, Contract Managers, and Legal  Commercial, Government, and Education 55
  56. 56. © 2012 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential. Q2’2012 United States AXI Launch Pre-AXI launch Where is EchoSign sold in the Channel? Oct 1, 2012 United Kingdom 2H’2013 Coming to other Geos Jul 2012 Canada 56
  57. 57. © 2012 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential. EchoSign Offering in the Channel  Customers can purchase an annual subscription for Adobe EchoSign Enterprise  MSRP: $359.88/user/yr  EchoSign Part # via Distribution 38048847  Single user authorization, non-cancellable  Minimum quote/order quantity is 10 users  Commercial, Government and Education skus  Currently no discounted pricing for Gov & Ed  Available to NA Government customers via Open Market  Order subscriptions and trials through selected Distributors  Ingram Micro &Tech Data in US and Canada  Computer 2000 in UK  Add-on orders will co-term  Partners are expected to manage renewals  Orders qualify for Adobe deal registration for Platinum Partners 57
  58. 58. © 2012 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential. How do you Order EchoSign in the Channel? Step 1:  Locate the EchoSign channel order provisioning form in the fulfillment guide located within the Acrobat XI channel sales kit Step 2:  Fill in the order provisioning form with all required information including customer information, distributor information, and account administrator Step 3:  Specify the order type and number of seats (minimum order of 10)  New, 14-day Trial, Trial Conversion, Add-on or Renewal Step 4:  Send purchase order with the completed order form to your authorized distributor(s). 58
  59. 59. © 2012 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential. Additional EchoSign Questions  Q: Does EchoSign come with Acrobat XI?  A: No, EchoSign does not come with Acrobat XI. Access to the EchoSign online service is integrated into Acrobat XI. If your customer opens a free or paid account with the service, they can use the Sign pane in Acrobat XI to send documents to others for signature approval and track results online. Recipients can sign electronically without installing software or creating an EchoSign account.  Q: Can my customers buy EchoSign and Acrobat together?  A: Customers can purchase both Acrobat XI and EchoSign from their reseller. They cannot be placed on the same PO. (Acrobat XI is available via TLP, CLP and EA2 – Services are currently available via FLP; but not via TLP, CLP and EA.) 59
  60. 60. © 2012 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential. Resources  EchoSign Overview  EchoSign Fulfillment guide  Customer Presentation  Demo Script  Customer FAQ  EchoSign Reasons to Call  EchoSign Channel Copy Where can I go to get information on EchoSign?  The above resources are available on the Adobe Partner Connection Portal or through your distributor.  If you have additional questions around Acrobat XI and services, please email AXIServices@adobe.com.  Additional resources for your customers on e-Signatures and web contracting:  About e-Signatures  EchoSign Web-Based Contracting  E-Signatures 101  EchoSign Signer Authentication Verification Options Data Sheet 60
  61. 61. © 2012 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.

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