Going Bigly in 2017 big deals, big bets, big ideas

AGENDA:

A Look Back through 2016: statistics & what went well.

1st Big Bet: Citigroup Technology

Adobe Sign Strategy

Adobe Stock Strategy, Best Practices, and Help Needed

Last Big Bet: Acrobat Perpetual Conversion

2016, A Few Outcomes & Trends

Total transactions: 123

Average ASV / transaction: $20,397

14: number of transactions over $50K

When over $50K, average transaction size was $131,020 and generated over $1.8M ASV

109 transactions were under $50K with a total of $675K ASV

23% of ASV was retired by PPBU (ColdFusion perpetual and SAAS)

$7,000,000 TSV

$11,600,000 = total contract value (M1,M2,M3 + RBOB)

What possible intelligence can we derive from this?

What went well? Somewhat flawless execution: brought in deals on time; cleaned the plate - left no deal behind in Q4; closed $400K of Adobe Sign ASV

1st Big Bet in 2017: Acrobat conversion @ Citigroup Technology, Inc.

Business objective: increase strategic value of Adobe/ Citi relationship by standardizing FTE desktop with most up to date PDF technology; ensure desktop compliance security standards are up to date and safeguarded ; mitigate and reduce fraud and security risk; reduce interoperability and version control issues; competitively lock out Nuance.

Potential ASV: $1,500,000

Help Needed: technical accelerator plan: need Acrobat SME to deliver crisp road map to CTI stakeholders and more importantly answer the question, "why should we listen? Date = TBD

Help Needed, Executive Alignment: identify correct Adobe executive personality to match up with Jim Brown, Charlie Bellmyer, and CTI IT stake holders.

Help Needed: complete ROI/ business value analysis.

ETLA Renewal (updated 1/30): Citi reduced volumes by 40% expects same unit cost. Compass ASV is $861K, however I believe actual ASV is around $950K incl. T/U. Potential down sell $130K. Brad is assisting as executive sponsor and has contacted Jim Brown to discuss.

Citi Acrobat VSAM

Adobe Sign

Rapunzel, Rapunzel....Show Me Your Transactions!

1st, the obvious choice: ETLA attach

Work with Sign CSM team to identify LOB owners and influencers, expand use cases, locate disparate agreements, etc...

B2C: determine high volume use cases by customer and industry

FSI targets: conversations with FSI customers have identified a similar issue: support digital branch transformation. Issue: displacing entrenched, specialized vendor(s) such as Silanis

SFDC and P2 approach: value of transactions are significantly increased and much less of a commodity when tied to FUNDED BPO/BPA project.

Targets: Regions, Citi, BB&T. SunTrust, FirstData, Raymond James, NCR, BofA

Add: healthcare such as HCA, UNUM (unlimited),

TCCC Adobe Sign VSAM

Adobe Stock

The obvious: ETLA attach

Complete alignment with ADM, ISS, BDE, and AE

ETLA renewals, anniversary payments, AND VIP/CLP renewals

Event: Lead by Design, Atlanta, March 28th

Other best practices??

Opportunity identification: Raymond James, VF (multiple brands), Citi, SunTrust, Bank of America, Lexmark, Delta Air Lines, DELL, UPS, Marriott, Newell, Carter's, AFLAC

Big Bet: Acrobat Conversion

Compass G2; 25 customers with over $100K of 3-year perpetual spend.

Best practices? Talk track? Strategy & Execution? PDF Next Messaging?

Initial plan: build targeted marketing plan to top 25; leverage corporate marketing initiatives with respect to PDF Next.

Credits:

Created with images by mitchell haindfield - "song of protest" • falco - "calendar year date" • PDPics - "chips gambling casino" • extranoise - "Rapunzel, lass dein Haar herunter" • PHOTO/arts Magazine - "Hasselblad Portrait" • d97jro - "acrobat man person" • geralt - "town sign place name sign final"

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