Sales Kickoff 2021 sessions
Revisit the SKO 2021 sessions you attended. Just select your region and browse the schedule of events to find videos, decks, and supporting assets.
SKO value pitch challenge
Winners
We are happy to announce the global winners of the SKO value pitch challenge. Click the Americas or EMEA winners' names to see their submissions.
Americas
EMEA
JAPAC
1. Rui Tatamitani
2. Reiko Shibata
3. Nana Kawaguchi
Introduction
Now that you’ve attended the FY21 Sales Kick off, it’s time to record yourself presenting an Adobe Value Pitch on one of the following topics: Adobe Sign, Acrobat DC, Creative Cloud for teams, or Adobe Stock. Before you start, be sure to watch the supporting "what good looks like" videos, check out the pitch guides, and practice to make sure you’re not reading from a script.
Practice as much as you need before submitting your final recording. Please let your manager know when you have completed this activity.
Helpful tools
Resources for managers
Helpful tools
FY21 global GTM and Customer Experience strategy
90 minutes
GTM and Customer Experience leaders provide a deep dive into our FY21 strategy. Learn about the initiatives, sales plays, and programs rolling out to support the 2021 TAM and how you can identify and apply them to drive sales.
Watch the session >
FY21 regional strategy and roadmap
60 minutes
Geo leaders provide regional perspective, targets, and guidance on FY21 strategy. Walk away with clear examples of regional targets and initiatives for 2021.
Watch the session >
Acrobat DC: Win with the Document Cloud story
60 minutes
This session helps you leverage the full power of the Document Cloud story to win new business and migrate existing customers from Acrobat perpetual to subscription.
Watch the session >
Download the Fueling Remote Productivity: Transforming How Businesses Compete deck >
Acrobat DC: Self-directed activity
45 minutes
Put your learning into practice with the help of engaging activities that will help you better understand and articulate the business value of Acrobat DC.
Team sync (led by manager or delegate)
60 minutes
Sync with your manager to share the outcome of your activity. Share your story and best practices with your teammates during this group sync.
Adobe Sign: Boost sales and customer value in FY21
60 minutes
This session will help you leverage sales plays and other enablement assets to position the business value of Adobe Sign with customers and prospects.
Watch the session >
Download the Telling the Document Cloud Story for Adobe Sign deck >
Adobe Sign: Self-directed activity
45 minutes
Put your learning into practice with the help of engaging activities that help you better understand and articulate the business value of Adobe Sign.
Team sync (led by manager or delegate)
60 minutes
Sync with your manager to share the outcome of your activity. Share your story and best practices with your teammates during this group sync.
CHANNEL SESSIONS
Adobe Sign: Renewals, upsells, and Microsoft integrations
60 minutes
This session helps you postion the value of Adobe Sign integration with Microsoft products and services, and also covers renewal and upsell recommended practices.
Watch the session >
Download the Key Integrations for Adobe Sign deck >
Adobe Sign: Self-directed activity
60 minutes
Put your learning into practice with the help of engaging activities that will help you better understand and articulate the business value of Adobe Sign.
Team sync (led by manager or delegate)
60 minutes
Sync with your manager to share the outcome of your activity. Share your story and best practices with your teammates during this group sync.
MIDMARKET AND GBD SESSIONS
Kick off your value selling with effective account planning
45 minutes
Effective account planning is a proven way to increase win rates. This session introduces you to recommended account planning techniques that enable you to develop relationships and drive new business using the ACES technique.
Watch the session >
Account planning self-directed activity
45 minutes
Put your learning into practice with the help of engaging activities that will help you build your account planning skills.
Team sync (led by manager or delegate)
60 minutes
Sync with your manager to share the outcome of your activity. Share your story and best practices with your teammates during this group sync.
FY21 global GTM and Customer Experience strategy
90 minutes
GTM and Customer Experience leaders provide a deep dive into our FY21 strategy. Learn about the initiatives, sales plays, and programs rolling out to support the 2021 TAM and how you can identify and apply them to drive sales.
Watch the session >
FY21 regional strategy and roadmap
45 minutes
Geo leaders provide regional perspective, targets, and guidance on FY21 strategy. Walk away with clear examples of regional targets and initiatives for 2021.
Watch the session >
Adobe Sign refresher and supporting the customer experience
60 minutes
Track 1: Winning with Acrobat and Sign: Better together (the Document Cloud story)
Clearly articulate the business value of Adobe Sign by confidently explaining and positioning Adobe Sign integration with Document Cloud.
Track 2: Adobe Sign renewal and upsell
Learn how to position renewals and upsells to Adobe Sign customers.
Watch the session (select Chapter 1 below the video player) >
Download the Telling the Document Cloud Story for Sign deck >
Adobe Sign and Acrobat DC: Competition, value realization, and retention/renewals
90 minutes
Track 1: Beating the competition with value, objection handling, and competition
Confidently explain and position the competitive advantage of Adobe Sign over DocuSign. And handle objections by clearly articulating the product value of Adobe Sign over its competitors.
Track 2: Adobe Sign team persona tips across departments
Track 3: Importance of integrations
Articulate the value of Adobe Sign integration with Microsoft Teams and other popular collabration platforms to improve productivity and collaboration.
Watch the session (select Chapter 2 below the video player) >
Download the Deep Dive on Adobe Sign Sales Plays and Use Cases deck >
Adobe Sign and Acrobat DC: Better together
60 minutes
Pitch the value of Document Cloud products. Learn how to move customers from perpetual to subscription. Clearly articulate and demonstrate Acrobat collaboration with Microsoft Teams while speaking to the customer. And learn the value of Acrobat DC over its competitors.
Watch the session (select Chapter 3 below the video player) >
Download the Fueling Remote Productivity: Transforming How Businesses Compete deck >
Download the Deep Dive Acrobat DC Competition deck >
Download the Differences between Sign features in Acrobat DC vs. Adobe Sign deck >
Creative Cloud customer value and CCI to CCT upsell enablement
60 minutes
In this session, we focus on the upsell potential from CCI to CCT, and articulate the value of CCE over CCT in VIP, including Adobe Stock sales plays and value pillars.
Watch the session (select Chapter 1 below the video player) >
Download the Reinforcing the CCT Value Proposition deck >
CC for teams product showcase for persona
45 minutes
This session focuses on accelerating collaboration through integrations, transforming productivity including the work everywhere story for creative pros, and improving experience for admins.
Watch the session (select Chapter 2 below the video player) >
EMEA market trends for FY21
60 minutes
50% of European organizations believe in the ability to effectively work from home, and 63% of those, plan to retain working from home measures post-pandemic. This session goes deep on our opportunities to engage with customers in FY21.
Watch the session >
EMEA programs that will accelerate us into FY21
60 minutes
This session takes what we have learned from our SKO sessions and looks at how to apply the content and drive our EMEA business forward. Content includes VIP Marketplace, APC, account planning, and the SKO pitch activity. And pick up some tips on account planning and storytelling from our very own Tara Rule.
Watch the session >
FY21 global GTM and Customer Experience strategy
90 minutes
GTM and Customer Experience leaders provide a deep dive into our FY21 strategy. Learn about the initiatives, sales plays, and programs rolling out to support the 2021 TAM and how you can identify and apply them to drive sales.
Watch the session >
FY21 regional sales strategy
60 minutes
Geo leaders provide regional perspective, targets, and guidance on FY21 strategy. Walk away with clear examples of regional targets and initiatives for 2021.
Watch the session >
Winning with Acrobat and Adobe Sign and supporting the customer experience
45 minutes
Learn to articulate the business value of Adobe Sign by confidently positioning Sign's integration with Document Cloud. And learn about industry- and persona-focused use case examples that you can use to make suitable recommendations to the customers.
Watch the session (select Chapter 1 below the video player) >
Download the Telling the Document Cloud Story for Adobe Sign deck >
Download the Deep Dive on Adobe Sign Sales Plays and Use Cases deck >
Adobe Sign competition, value realization, retention, and renewals
45 minutes
Get an understanding of how to position the competetive advantage of Adobe Sign over DocuSign. This session also covers Adobe Sign integration with Microsoft 365 applications, and Adobe Sign renewal and upsell best practices.
Watch the session (select Chapter 2 below the video player) >
Adobe Sign product showcase
45 minutes
This session walks you through Adobe Sign integration with Microsoft Teams, including live signing in Teams.
Watch the session (select Chapter 3 below the video player) >
Acrobat: Winning with the Document Cloud story and migration opportunity
45 minutes
This session covers the value of migrating from Acrobat perpetual to subscription. It also touches on the value of pitching the Document Cloud story vs point product information.
Watch the session (select Chapter 1 below the video player) >
Download the Telling the Document Cloud Story for Adobe Sign deck >
Acrobat DC: Beating the competition with value
45 minutes
This session focuses on positioning Document Cloud against its competitors—Nitro, Foxit, and Kofax.
Watch the session (select Chapter 2 below the video player) >
Acrobat DC: Product showcase
45 minutes
Learn all about PDF on device with Liquid Mode and the next generation of supporting mobile. Also, learn to articulate and demonstrate Acrobat collaboration with Microsoft Teams and the difference between Adobe Sign capabilities in Acrobat DC and Adobe Sign in VIP.
Watch the session (select Chapter 3 below the video player) >
Download the Differences between Sign features in Acrobat DC vs. Adobe Sign deck >
Creative Cloud for teams: Reinforcing the value
45 minutes
This session helps you understand the product under VIP and uncover the right customers for CC for teams vs. CC for enterprise, persona expansion to creative professionals, and licensing program vs. product. It also touches on leveraging the CC for teams trial for upsell from CC for individuals to CC for teams and everything in between such as customer workflow, sales motion, value positioning, personas, and Adobe Stock.
Watch the session (select Chapter 1 below the video player) >
CC for teams to CC for enterprise Pro deep dive & MAX 2020 reinforcement
45 minutes
In this session, you'll get a deep dive into the CC for teams Pro & CC for enterprise Pro offerings and customer value.
Watch the session (select Chapter 2 below the video player) >
CC for teams product showcase
45 minutes
Learn how to tell the "Work from anywhere" story to creative pros. Also, get a first-hand demo of how the admin console is improving and all the new features you can talk about.
Watch the session (select Chapter 3 below the video player) >
FY21 global GTM and Customer Experience strategy
90 minutes
GTM and Customer Experience leaders provide a deep dive into our FY21 strategy. Learn about the initiatives, sales plays, and programs rolling out to support the 2021 TAM and how you can identify and apply them to drive sales.
Watch the Americas session >
Watch the EMEA session >
Watch the JAPAC session >
FY21 regional strategy and roadmap
60 minutes
Geo leaders provide regional perspective, targets, and guidance on FY21 strategy. Walk away with clear examples of regional targets and initiatives for 2021.
Watch the Americas session >
Watch the EMEA session >
Watch the JAPAC session >
Customer journey & testing approach
60 minutes
Join this session to learn more about the eCommerce customer journey by product. Get an in-depth look at the testing approach, and hear our best practices and future tests planned for 2021.
Watch the Americas session >
Watch the EMEA session >
Watch the JAPAC session >
Customer journey: Self-directed activity
45 minutes
Put your learning into practice with the help of engaging activities that will help you better understand the customer journey.
Team sync (led by manager or delegate)
60 minutes
Sync with your manager to share the outcome of your activity. Share your story and best practices with your teammates during this group sync.
Cloud Tech and BI & TRON analytics roadmap 2021
30 minutes
Join this session to learn about the Cloud Tech and BI & TRON analytics roadmaps 2021.
Watch the Americas session >
Watch the APAC session >
Watch the EMEA session >
Activity: Hackathon part 1 of 2
90 minutes
Team sync (led by manager or delegate)
60 minutes
Sync with your manager to share the outcome of your activity. Share your story and best practices with your teammates during this group sync.
Hackathon activity part 2
90 minutes
You have 90 minutes to finalize your team presentation for the hackathon competition activity. Then join your sales leaders BJN to present your solutions against other teams who will also try to solve FY21's biggest eCommerce challenges.