1. Adobe Creative Cloud for education FY17 Q1 Update
December 2016

2. Today’s presenters Ashley Malone Elaine Besh
Product Marketing Manager, Adobe Education, Adobe Systems
Elaine Besh
Senior Account Manager, Education Channel Sales, Adobe Systems
Warhawk Design Studios
Ridgevue High School
Adobe Certified Instructor
@armsdan

3. Agenda Value of Adobe in education Strategies for FY17
Sales plays, program updates & offers
Resources
Q&A

4. Value of Adobe in education — building the skills employers want
Adecco study of hiring managers showed 44% felt applicants lacked:
Communication
Creativity
Critical Thinking
Collaboration
State of Create study showed creative people are:
More confident
More innovative
Better problem solvers
Happier
Talking points – creative skills are important for employability, but they’re lacking. Adobe facilitates creativity. Creativity helps students X, Y, Z
Start with Adecco — bring in how creativity helps students. Bring in stat on 13% more earning potential. And this will help your customers be more competitive. More attractive offer.
Look into Tacy’s slide : Adobe launches student careers (500K certifications)
Adobe CC facilitates the creative process and improves employability

5. Value of Adobe in education
Students and teachers alike wish there was more of a focus on creativity in the classroom.
Talking points – creative skills are important for employability, but they’re lacking. Adobe facilitates creativity. Creativity helps students X, Y, Z
Start with Adecco — bring in how creativity helps students. Bring in stat on 13% more earning potential. And this will help your customers be more competitive. More attractive offer.
Look into Tacy’s slide : Adobe launches student careers (500K certifications)
Creativity helps students learn
Creativity will help students succeed
Creativity
pays
In recent research, self-described creators reported they earn 13% more than non-creators

6. Creative Cloud is the connected Creativity Platform
Desktop
Everything students, faculty and staff need to do their best work
Community
Mobile
Assets
Talking points – creative skills are important for employability, but they’re lacking. Adobe facilitates creativity. Creativity helps students X, Y, Z
Start with Adecco — bring in how creativity helps students. Bring in stat on 13% more earning potential. And this will help your customers be more competitive. More attractive offer.
Look into Tacy’s slide : Adobe launches student careers (500K certifications)
Marketplace

7. Overview of software and services
New Apps
Design & Video Apps
Adobe Marketplace
Talking points – creative skills are important for employability, but they’re lacking. Adobe facilitates creativity. Creativity helps students X, Y, Z
Start with Adecco — bring in how creativity helps students. Bring in stat on 13% more earning potential. And this will help your customers be more competitive. More attractive offer.
Look into Tacy’s slide : Adobe launches student careers (500K certifications)

8. FY17 Strategies Higher Ed K12 Overarching
Migrate the remaining base
Expand into non-core
Migrate the remaining base (including EEA)
Increase awareness
Improve relationships with educators
Migration number = . We know which schools have opportunity and contact info for them.
K12 penetration =
Usage drives revenue, not adoption.
Overarching
Deployment
Retention

9. The opportunity for Adobe CC — Extended Core
US HED Market
UK HED Market
Extended Core
311k
Extended Core
4.7m
Total: 20m
Core
0.9m
Core
138k
Total 1.9m
Sales people don’t know term “core” — can we switch to “design” and “extended design”

10. Target customers Historically Students Faculty Administration IT
Procurement

11. Target customers Historically Students Faculty Administration IT
Procurement

12. Target customers In the future… Students Faculty Administration IT
Procurement

13. Target customers In the future… Students Faculty Administration IT
Procurement

14. Programs & Sales Plays

15. Q1 priorities & programs
Migrate the remaining install base
Convert EEA customers to VIP
Expand Creative Cloud footprint
Maximize customer retention
Creative Cloud for education value
CLP to VIP migration promo
K12 School Site & District licenses
VIP deployment support
Adobe Education Exchange

16. Price comparison example
Creative Cloud Talking Points
Creative Cloud for education offers industry-leading applications at a discounted price.
New Apps
Design & Video Apps
Price comparison example
Emphasize the core value of Creative Cloud
Helps students build relevant career skills
Helps institutions stay competitive
Hundreds of new features every update
New apps and services (named-user) like Stock, CreativeSync and shared libraries
Flexible licensing programs
Significant cost savings over commercial offering
Onboarding and deployment resources
Commercial
Edu — Named
Edu — Device US
Tier 1
$420
$300
$840
Tier 4
$252
$180
Talking points – creative skills are important for employability, but they’re lacking. Adobe facilitates creativity. Creativity helps students X, Y, Z
Start with Adecco — bring in how creativity helps students. Bring in stat on 13% more earning potential. And this will help your customers be more competitive. More attractive offer.
Look into Tacy’s slide : Adobe launches student careers (500K certifications)
EMEA
Tier 1
€372
€300
€840
Tier 4
€222
€180

17. “I don’t have budget for that”
Higher Ed Sales Plays
I don’t need CC
It’s too expensive
I can’t deploy that
“CS is good enough”
“I don’t have budget for that”
“Seems hard to manage”
CONCERNS
CONCERNS
CONCERNS
Maintaining competitive edge, student enrollment, preparing students for the future
Student & educator success & business success, profitability, wants to maximize value
Deployment and administrative support, student & educator success
TALKING POINTS
TALKING POINTS
TALKING POINTS
CC value prop, creativity is essential to student success, new features, Adobe EdEx
Edu pricing is 50% off Com, CLP migration promo, flexible terms, VIP Select, linked membership
VIP Admin Console, Creative Cloud packager, deployment support, EdEx as a free resource
ASSETS
ASSETS
ASSETS
State of Create study, CC Datasheet, Conversation Guide
VIP Program Guide, CLP Migration summary, Linked Membership & VIP Select overviews
Getting Started Guide, Customer Resource Guide, Adobe EdEx overview

18. “I don’t have budget for that”
K12 Sales Plays
I don’t need CC
It’s too expensive
I can’t deploy that
“CS is good enough”
“I don’t have budget for that”
“Seems hard to manage”
CONCERNS
CONCERNS
CONCERNS
Budget constraints, need predictability, student and educator success
Student and educator success, limited resources, need to deploy quickly
Time constraints, student success
TALKING POINTS
TALKING POINTS
TALKING POINTS
CC value prop, CS is out of date, K12 District & School Site licensing
K12 program value, free teacher resources with EdEx, budget predictability
VIP Admin Console, Creative Cloud packager, deployment support, EdEx as a free resource
ASSETS
ASSETS
ASSETS
State of Create study, K12 programs overview, EdEx overview
K12 programs overview, Adobe EdEx overview, Customer Resource Guide
Getting Started Guide, Customer Resource Guide, Adobe EdEx overview

19. Program Details

20. Current offers — Higher Ed & K12
Classrooms & labs
Small workgroups & departments
Benefits
Device
Named-user
New versions of CC apps available upon release 
Flexible licensing options
Predictable budgeting for one or multi-year contracts
Allows multiple students to use the same application on a single computer
Built-in collaboration with online services
Easy deployment and management with web-based admin console

21. Term-based licensing program for primary and secondary schools
Current offers — K12 only
Term-based licensing program for primary and secondary schools
Complete set of Creative Cloud desktop applications (services not included)
Minimum purchase of 100+ license pack for individual schools (EMEA 25+ license minimum)
Purchase through Value Incentive Plan (VIP)
Minimum purchase of 500+ license pack for districts
Flexible site license terms from 1-4 years
Available for teacher home use and student-owned devices
Scalable software deployment for a single school site or legal entity (e.g., district)
Price $25USD or 25€ per license for all VIP tiers

22. For qualified CLP customers: CLPM VIPs get appropriate level lock
CLP Migration
For qualified CLP customers:
CLPM VIPs get appropriate level lock
CLP-1 customers  VIP Level 2
CLP-2 customers  VIP Level 3
CLP-3 customers  VIP Level 4
Duration is based on level lock start date & VIP renewal periods (max of 1 renewal period)
Level lock beings date CLPM level is set
(ends 31 days before start of 2nd year VIP renewal period)
After the level lock period, VIP is re-leveled based on the standard VIP look-back process*
*Re-leveling has been suspended since March 11, 2016 and will continue to be suspended until further notice

23. Supporting Activities
Program updates
The EEA program, and the ability to renew existing EEA agreements, has been discontinued as of December 3, 2016
Supporting Assets
Supporting Activities
EEA EOL template
Transition guide
LWS notification (localized)
Call campaigns to customers whose EEAs are set to expire

24. Top reasons to migrate from EEA to VIP
Simplify license purchasing — all license types on one agreement 1
Simplify and centralize license management with the Admin Console 2
Flexible deployment options and timing 3
Automatic notifications for license renewal 4
Immediate access to the latest product updates 5

25. Resources — Deployment Ambassador
The Deployment Ambassador program offers customers personal support to help them get up and running with Creative Cloud. The program has been extended through February, 2017.
Available to HED customers purchasing 25+ seats of Creative Cloud & K12 District License customers
Complimentary 1-hour session with an Adobe deployment specialist (‘Deployment Ambassador’)
Sessions must be completed by March 2, 2017
Add ACA – free additions.

26. Resources Deployment support Education Exchange Q1 Toolkit
NEW
NEW
NEW
Add ACA – free additions.
ACA Research
Admin Console Video
Device License Video

27. Toolkit detail Deployment resource guide Email series (4)
NEW
Deployment resource guide
series (4)
Customer deck
Deck
Asset +
Call to action assets:
Infographic
Digital Literacy paper
CC student videos
Deployment video
NEW
K12 School Site & District assets
EEA transition guide
Education Exchange
Asset
Asset
Datasheets s
Banners

28. Next Steps 1.
Download and review program assets. Reach out to your Adobe Channel Account Manager or distributor with questions.
Reach out to customers to guide them on program offerings.
Close the sale. 2. 3.

29. Q&A