© 2015 Adobe Systems Incorporated. All Rights Reserved. Adobe Con�dential.1

Pre-Call Plan Prospect1 2

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Opportunity Quali�cation

Circle of In�uence3 4

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Opportunity Creation Opportunity Approval Customer Selection

Credit Check

Credit: Credit Check process triggered at SS-04 with product & when customer selection done (re-trigger if value changes and/or every 45 days).

Contract Operations: Reviews oppty account & drives collection of customer data when ECC ID creation is required.Sales Rep: Provides customer contact detail upon request by Contract Operations.

Sales Rep: Review, approve or reject ADM oppty submission.

PSM: Ensure alignment with Sales Rep on validity of the oppty submissions based on guidelines and POI a�ached to oppty.

Sales Rep: Review oppty and if accept, click Sales Rep Acceptance into Pipeline Flag.

ADM: Submit opportunity for approval.

Solution Partner: Submit opportunity for Approval.

Engagement Mgr / Training: Create opptyfor consulting or training.

Renewals (or system for auto renewals): Create oppty for subscription & ETLA renewals.

Sales Rep: Create oppty for subscription renewals & any other new dealAD

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Alig

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t ! Con�rm VALUEPROMPTER with Contact

! Determine applicable Use Cases and solutions

! Identify Sponsor

! Perform customer contact discovery call, �nd tangible BUSINESS ISSUE.

! Complete discovery and identify sponsor

! Complete Post call VALUEPROMPTER only containing what has been con�rmed by the contact.

! Match customer SOLUTIONS to Use Cases and Adobe Solutions

! Complete Pre-Call VALUEPROMPTER for Sponsor.

! SQL (Sales Quali�ed Lead) or Targeted Prospect con�rmed

! Use Case and solutions identi�ed! VALUEPROMPTER validated with Contact

! Establish that the MQL "#$%&'()*+,-.$/)0)'1,2'$1, 3)*45.*16,5%,7$%+'(,8%59:';(,"5.(45.*16, is a real lead.

! Prepare for discovery call! Con�rm Contact will engage

! Identify Customer Contact ! Perform In-depth research of Company and

Contact

! Create Pre-Call VALUEPROMPTER populated with Open and Probe and Con�rming (OPC) questions for all sections mapped to possible Use Cases.

! Schedule Meeting for Discovery call

! Valid MQL or Targeted Prospect con�rmed

! Completed Pre-Call VALUEPROMPTER

! Contact is willing to engage with Adobe

! Understand all in�uencers to this deal! Gain access to the POWERPERSON

! Establish that the Company can buy from Adobe

! Get Access to POWERPERSON and con�rm BUSINESS ISSUE

! Conduct discovery call with POWERPERSON to con�rm QUALIFIED PROSPECT = DIFFERENTIATED VISIONMATCH, BUSINESS & PERSONAL VALUE, TRIANGULATED POWER and PLAN

! Complete post call in�uence map and VALUEPROMPTER

! Send POWERPERSON MUTUAL PLAN LETTER

! Access to POWER achieved! Con�rmed opportunity is viable; Customer CAN

BUY from Adobe in a given timeframe! Su�cient level of deal quali�cation to invest in

Adobe pre-sales resources.

! Con�rm with Sponsor all sections of VALUEPROMPTER.

! Identify POWERPERSON ! Agree on a MUTUAL PLAN

! Perform customer sponsor discovery call, con�rm tangible BUSINESS ISSUE

! Complete discovery & identify POWERPERSON! Complete Post-Call VALUEPROMPTER only

containing what was con�rmed by the sponsor.! Agree MUTUAL PLAN LETTER and send to

sponsor! Complete Pre-Call VALUEPROMPTER for

POWERPERSON.

! VALUEPROMPTER completed from Sponsors viewpoint

! Sponsor Con�rms MUTUAL PLAN LETTER demonstrating willingness to buy from Adobe

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Account Development Manager (ADM): Submit opportunity for approval.

Solution Partner: Submit opportunity for approval.

Professional Services Account Executives / Training: Create opportunity for consulting or training.

Renewals (or system for auto renewals): Create opportunity for subscription andEnterprise Term License Agreement renewals.

Sales Representative:Create opportunity for subscription renewals and any other new deal.

Sales Representative:Review, approve, or reject Account Develop-ment Manager’s opportunity submission.

Product Support Manager: Ensure alignment with Sales Rep. on validity of the opportunity submissions based on guidelines and POI a�ached to opportunity.

Sales Representative:Review opportunity; if accepted, click ‘Sales Rep Acceptance’ into Pipeline Flag.

Credit:Credit check process triggered at SS-04 with product and when customer selection complete (re-trigger if value changes and/or every 45 days).

Contract Operations: Review opportunity account and drive collection of customer data when ECC ID creation is required.Sales Representative: Provide customer contact detail upon request by Contract Operations.

• Establish that the Marketing Quali�ed Lead (MQL - inbound) or Target Prospect (outbound) are real leads.• Prepare for discovery call.• Con�rm Contact will engage.

Identify Customer Contact.

Perform in-depth research of Company and Contact.

Create Pre-Call ValuePrompter populated with Open and Prove and Con�rming (OPC) questions for all sections mapped to possible Use Cases.

Schedule meeting for Discovery call.

• Valid MQL or Target Prospect con�rmed. • Completed Pre-Call ValuePrompter.• Contact is willing to engage with Adobe.

• Con�rm ValuePrompter with Contact.• Determine applicable Use Cases and solutions.• Agree on a Mutual Plan.

Perform customer contact discovery call; �nd tangible Business Issue.

Complete discovery and identify sponsor.

Complete Post-Call ValuePrompter only containing what has been con�rmed by the contact.

Match customer solutions to Use Cases and Adobe Solutions.

Complete Pre-Call ValuePrompter for Sponsor.

• Con�rm with Sponsor all sections of ValuePrompter.• Identify PowerPerson.• Agree on a Mutual Plan.

• Understand all in�uencers to this deal.• Gain access to the PowerPerson.• Establish that the Company can buy from Adobe.

• Sales Quali�ed Lead (SQL) or Targeted Prospect con�rmed.• Use Case and solutions identi�ed.• ValuePrompter validated with contact.

• ValuePrompter completed from Sponsor’s viewpoint.• Sponsor con�rms Mutual Plan Le�er demonstrating willingness to buy from Adobe.

• Access to Power achieved.• Con�rmed opportunity is viable; Customer Can Buy from Adobe in a given timeframe.• Su�cient level of deal quali�cation to invest in Adobe pre-sales resources.

Perform customer sponsor discovery call; con�rm tangible Business Issue.

Complete discovery and identify PowerPerson.

Complete Post-Call ValuePrompter containing info con�rmed by the sponsor.

Agree on Mutual Plan Le�er and send to the sponsor.

Complete Pre-Call ValuePrompter for PowerPerson.

Get access to PowerPerson and con�rm Business Issue.

Conduct discovery call with PowerPerson to con�rm Quali�ed Prospect = Di�eren tiated Vision Match, Business and Personal Value, Triangulated Power and Plan.

Complete Post-Call in�uence map and ValuePrompter.

Send PowerPerson Mutual Plan Le�er.

© 2015 Adobe Systems Incorporated. All Rights Reserved. Adobe Con�dential.

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Solution De�nition& Validation Customer Commit5 6

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Execute to Close Value Realization7 8

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Deal Con�guration Signed SO & PO*

Sales Rep: Use Pricing Tools & updated SFDC

Deal Approval

Agreement (Service Order)

Sales Rep: Engage Deal Desk with Opptycomplete + Deal Summary + Business Case + Pricing Summary

Deal Desk: Work with Legal (non-standard) and generate certi�ed SO.

Sales Rep: Get signed SO & PO* & send to Contract Operations

Booking

Reconciliation

Contract Operations: Executes contract, loads to ECM and marks as “Fully Executed & CMG Done” Order Management: Books order & closes

SFDC Oppty

Sales Ops Comp: Reconcile oppty*Check if PO is required (PO Required Customer List in SFDC / PO Required box on contract

Deal Desk: De�ne & get deal approval. Approvers-Sales Mgr, Product BU, Credit, Support, OM, Pro Services, Rev RecAD

OBE

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Alig

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t ! Achieve business and commercial level Selection

! Gain mutual agreement on steps to close and Roll-out with POWERPERSON

! Receive verbal/wri�en commit from customer

! Con�rm timeline and urgency to solve compelling REASON TO CHANGE

! Re-a�rm funding & decision making process

! Submit initial proposal & pricing! Complete closure Risk Assessment

! MUTUAL PLAN LETTER updated to re�ect steps to close & Adobe close plan in place

! Customer con�rms they will buy from Adobe

! Complete VISIONMATCH with all identi�ed decision in�uencers

! Con�rm VALUE with quanti�ed results

! Demonstrate ability of Adobe to meet customer requirements

! Con�rm BUSINESS ISSUE with all identi�ed decision In�uencers.

! Agree customer is QP with agreement on Adobe solutions to solve PROBLEMS con�rmed with each decision in�uencer.

! Include in MUTUAL SUCCESS PLAN steps necessary to con�rm the solution, validate that Adobe can deliver, and quanti�ed VALUE is achievable within the required timeline..

! Con�rm the above through a MUTUAL PLAN LETTER

! Established DIFFERENTIATED VISION MATCH

! MUTUAL PLAN LETTER shared and con�rmed with Customer

! Customer con�rmed solution & Adobe is technical preferred supplier

! Ensure initial value is delivered & continues to be delivered on an ongoing basis

! Deliver high loyalty & advocacy

! Handover info from pre to post –sales teams and have a formal value kicko� with the customer.

! Perform regular customer QBRs to show BUSINESS VALUE and ROI met, explore additional BUSINESS ISSUES to identify new opportunities.

! Agree on Timeline & remaining objectives within MUTUAL SUCCESS PLAN

! Establish customer reference / customer success story

! Customer con�rms ROI realized –BUSINESS ISSUE resolved

! Adobe identi�ed as a valued business partner & trusted advisor

! Customer life time value increase

! Complete negotiations! Close & book the business

! Obtain signed PO if required

! Submit �nal contract! Agree & sign legals

! Receive PO

! Complete all closure steps in MUTUAL SUCCESS PLAN and Adobe Close Plan

! Deal is booked! Customer has bought from Adobe

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Sales Representative:Use Pricing Tools and update Salesforce.com

Sales Representative: Engage Deal Desk with opportunity completion, Deal Summary, Business Case, and Pricing Summary.

Deal Desk: De�ne and gain deal approval from Sales Manager, Product BU, Credit, Support, OM, Pro Services, and Rev Rec.

Deal Desk: Work with Legal (non-standard) and generate certi�ed Sales Order.

Sales Representative: Get signed Sales Order and Purchase Order and send to Contract Operations.

Contract Operations: Execute contract, load to Enterprise Content Management and mark as “Fully Executed and CMG Done”

Order Management:Book order and close Salesforce.com opportunity

Sales Ops Comp:Reconcile opportunity

• Complete Vision Match will all identi�ed decision in�uencers.• Con�rm Value with quanti�ed results.• Demonstrate ability of Adobe to meet customer requirements.

• Achieve business and commercial level selection• Gain mutual agreement on steps to close and roll-out with PowerPerson

• Complete negotiations.• Close and book the business.• Obtain signed Purchase Order if required.

• Ensure initial value is delivered and continues to be delivered on an ongoing basis.• Deliver high loyalty and advocacy.

• Established Di�erentiated Vision Match.• Mutual Plan Le�er shared and con�rm with the Customer.• Customer con�rmed solution and that Adobe is the technical preferred supplier.

• Mutual Plan Le�er updated to re�ect steps to close and Adobe close plan is in place.• Customer con�rms they will buy from Adobe.

• Deal is booked. • Customer has bought from Adobe.

Con�rm Business Issue with all identi�ed decision in�uencers.

Agree customer is QP with agreement on Adobe solutions to solve Problems con�rmed with each decision in�uencer.

Include in the Mutual Success Plan steps necessary to con�rm the solution, validate that Adobe can deliver, and quanti�ed Value is achievable within the required timeline.

Con�rm the above through a Mutual Plan Le�er.

Receive verbal/wri�en commitment from the customer.

Con�rm timeline and urgency to solve compelling Reason to Change.

Re-a�rm the funding and decision making process.

Submit initial proposal and pricing.

Complete closure Risk Assessment.

Submit �nal contract.

Agree upon and sign legals.

Receive Purchase Order.

Complete all closure steps in Mutual Success Plan and Adobe Close Plan.

Handover info from Pre-to-Post Sales teams and have a formal value kicko� with the customer.

Perform regular customer Quarterly Business Reviews (QBRs) to show Business Value and ROI met; explore additional Business Issues; identify new opportunities.

Agree on Timeline and remaining objectives within the Mutual Success Plan.

Establish customer reference / customer success story.

• Customer con�rms Return on Investment (ROI) is realized; Business Issue resolved.• Adobe identi�ed as a valued business partner and trusted advisor.• Customer life time value increase.