Adobe Stock Nordics Y17

  1. Review what we have done good in Y16
  2. Review what we, and in particularly, I could do better
  3. Product, changes forY17
  4. Create a go to market plan for Y17
  5. Execution goals and measurements

2016

We have closed 3 deals A&M IKEA and Sweco. If we look at the quality of the deals they are good. But the volume is low.
So the bad news is they are not enough but the good news is Nordics has been great if we consider the potential and we compare it with the rest of EMEA countries.
Data

Reasons we have failed in adding Stock to Renewals and new clients

We haven’t been able to show the value of the product. The deals signed in 2016 have been all sort of Black Box.
We didn't have a clear Go to Market Startegy
WE HAVEN’T BEEN ABLE TO SHOW THE VALUE OF THE PRODUCT. THE DEALS SIGNED IN 2016 HAVE BEEN ALL SORT OF BLACK BOX.

I haven’t met enough clients

I haven’t been able to actively follow clients while the negotiations were progressing

3AMs don’t quiet often speak with the right people

Demo are not targeted for Stock

WE DIDN'T HAVE A CLEAR GO TO MARKET STARTEGY

We have targeted only renewals and new clients

Sales Cycle hasn’t been defined well and it’s too long

Contracts anniversaries and mid-cycle contracts could limit ACV and TCV and make contracts less interest for AMs

What we have done well in 2017

AMs have been successfully in adding Stock to some big clients

Black Box approach has been somehow successful

We have anyway talk of Stock to the most of the clients

We have grown the knowledge of Stock inside the team

There’s a great communication and collaboration between Stock Organisation and the Team.

What will change in 2017

Product:

We will have Editorial Contents, Reuters, Q2Y17.

Three offers Basic Standard Advantage

Inside Sales Specialist working with us

Price
Adobe Go to market plan

We need our go to market plan

Go to market Plan Key points

SS need to meet all named account Y17. I need AMs help me in setting meetings

I will work with ADM on Y16 clients. Which I believe are a great opportunity. ( Revenue on your wallet?)

We need to streamline the sales cycle

Named account Y17

First call with AMs and the existing contacts to talk of Stock. Brief intro to Stock

Set a meetings with targeted contacts

Meeting with contacts and presentation/dedicated demo

Collect requirements

Quota sent to AMs for the Black Box

Review of the activity status on Weekly Nordics Team

Opportunities uploaded on SFDC since early stage by AM

Alternatively I can negotiate economics if AMs require that

Named Account Y16

ADM first contact

First call with SS, Johanna and AM if possible

Brief presentation and identify proper contacts

Meeting with targeted contacts and presentation/dedicated demo.

Collect requirements

Send quota to Client

Meeting: discuss quota and economics, AM and Client

Review of the activity status on Weekly Nordics Team

Opportunities uploaded on SFDC since early stage by SS.

Targeted contacts

Creative Team Leader

Marketing Director

Digital Change Manager

Next Step

Validate and add changes

Create a list of Clients Y16 and Y17

create Early stage opps on SFDC for Q1&Q2

Present to the Team before the end of December, during a Nordics Monday Meeting

Execute !

Credits:

Adobe Stock

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