Drawing unfair mind share from Re sellers for Adobe at beginning of my journey at in the new role.

1. 1
Vineet Sood | Profitable Growth Partner
Unleash your TRUE Potential

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YES ….We are OPEN!
4

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Launched APC - Your Passport to Profitable Growth 5

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6
Bee..HAG

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Our Playground 7
IT/ITeS
Print & Publishing
Newspaper
Pharma & Health Care
Advertising/PR/Digital/Outdoor Agencies
Animation & Gaming
Broadcast & TV channels
Engg.; AEC & Mfr Co’s
Ecommerce & Online Portals
Retail Chains & Large Mktg firms
Post Production Houses/Studios
Schools, HED and Training inst.
..….League has changed
Spread-Out
Footprint
Increased Run Rate
Higher Yield per deal
Large
Deals
Association Clusters
Comprehensive Vertical Coverage

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APC Champions ! 8
12 Bolts Rev >2X
40 Phelps
450 DR’s
DR:40 lacs/mth
Reb:1.22 cr/qtr

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The Adobe Champs 9

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Champion DNA 10
PASSION & Mindshare
RESOURCE Investment
LEVERAGE Infrastructure
CAPTIVE Base

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Transactional Mediocrity 11
Competitive Struggle
Compliance Dependence
Conservative Investment
Reactive

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When GOOD becomes GREAT ?

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From Good to Great in 6 Steps

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Allocation of Resources - Mindset
Where I am today?
Where Do I want to Go?
How Do I get there? Which Path?
Playground
Intensity
•Strategic vs
•Nut Bolt
Kit Bag
•Dedicated vs
•Shared
Team Org.

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Productively Leverage the Adobe Infrastructure
Benefits Statement
Profiled
Leads
Customer Acquisition
1
3
LC Nominations
Webinars
& Promos
2
CSC – Channel Alliance
Opportunity Registration & Rebates

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Productively Leverage the Adobe Infrastructure
2X
Build
Nurture
Close
Clean
Lever DR

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Productively Leverage the Adobe Infrastructure ($$ -- Rebates)

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Productively Leverage the Adobe Infrastructure (LC Nominations) 20
•Internal
•KPMG
Large
•6 Member IS
•Regional Support
SMB
•Legal Firm
•4 Member IS + Raids
Associations

21. © 2012 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.
Productively Leverage the Adobe Infrastructure

Joining Forces

Increase Momentum

Weekly Rhythm
•
Started with 15 Partners
•
Input: 5 Sales Leads/Monday
•
Output: Every Friday:
–
Nurture
–
Close or Drop
–
Compliance Target
CSC – CHANNEL Alliance

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Carefully Balancing the Business Mix

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ADOBE Quarter End’s
Anticipating Moments of Xplosive Growth

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24
8 Qtr Ends
Launches
& Red Zone
Flexibility Rebates Incentives Promos
Profitable Revenue Growth
Anticipating Moments of Xplosive Growth

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Surgically Target Clusters 25
Associations
Textile
INS
Arena/
Maac
Photo
Labs
Architects
Printers
Effectively use Inside Sales
Watch out for Q4 Targets

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Q3 in eDM’s & Promos 26

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New Clusters for Q4.
Printer & Textile Association Contd.
To move with Alertness & Agility 27
Wk 1
Wk 2
Wk 3
Wk 4
Wk 5
Wk 6
Wk 7
Wk 8
Wk 9
Wk10
Wk11
Wk12
Wk13
35%
25%
40%
Qtr End
Qtr End
Nurture Install Base
Arena & Maac from last yr
Rep. incentive
Look out for Global Programs
CSC – Channel Alliance (Select Partners)
Open for LC nominations

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