Adobe Acrobat XI Overview

© 2012 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.
Selling the New Acrobat XI Family

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

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

Introducing the Acrobat XI Family:
New solutions to conquer document exchange
in a multi-device world

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

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

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

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

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

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

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

Acrobat XI Sales Plays

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

 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

 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

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

 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

 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
 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

 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

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

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

 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
 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

 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

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

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

 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
 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

 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

Sales Play
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

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

 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
 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

 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

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

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

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

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

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

Presenter Name | Date
Adobe FormsCentral Overview - Channel
39

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

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

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

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

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

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

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

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

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

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

Presenter Name | Date
Adobe EchoSign Overview - Channel

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

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

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

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

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

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

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

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

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

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

Adobe Acrobat XI Overview

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