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?

WindowsXPWindows 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

11Hours

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

OfficeWorking 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

Reader6


Acrobat XI Product PortfolioPO

SITI

ON

ING

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

MO

BIL

E SU

PPO

RT

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

AdobeReader XI

FormsCentral

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

© 2012 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.© 2012 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.

Key Sales Drivers

Major Product Release & Feature SetAligned to IT & End-User document pain points

Upgrade & New Seat Opportunity41M upgradeable seats151M new seat opportunity

Acrobat XI Guarantee Promotion*Pay today’s prices for tomorrow’s product & save

Last Chance to UpgradeOr pay full price

Acrobat 7 & Acrobat 8 customers

New Cloud Services

Attach EchoSign & FormCentral to Acrobat

Microsoft Windows & Office AttachAcrobat 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 AEnglish

Kit BLocalized*

Kit CLocalized*

Kit DLocalized*

Kit ELocalized*

Sale

sTo

ols Top Reasons to Call ENGLISH YES YES YES YES

Handling Objections ENGLISH YES YES YES YES

Cus

tom

er

Col

late

ral

Comparison Guide ENGLISH YES YES YES YES

CLP Pack Overview ENGLISH YES YES ENGLISH ENGLISH

Mar

ketin

g As

sets

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

Acro

bat P

rom

oAs

sets

(NA

Onl

y) 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


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 Online Certification

Acrobat XI online training course to enable you for the launch of Acrobat XI!

Level 1 Level 2TITLE 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 HandleAssociated Objections Yes 10 Government No 10

Identifying the right licensing opportunity

for AXIYes 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 COSTSDo 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 SECURITYHow 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 ORGANIZATIONHow 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

http://www.adobe.com/aboutadobe/volumelicensing/


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 SAVINGSDid 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 SAVINGSDid you know that bybuying Acrobat X today viaCLP you can upgrade toAcrobat XI for no additionalcost 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 CLPlicensing, you could save as much as 14% on average based on the estimated street price.

UPGRADE ELIGIBILITYDid you know that Acrobat7 and Acrobat 8 customers will soon have to pay fullprice 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

http://www.adobe.com/go/pa


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


Customer challenges 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 INTEGRATIONHow 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 TOOLSDo 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 SAVEHow 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



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

http://www.adobe.com/aboutadobe/volumelicensing


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


Customer challenges 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 logicand payment options to web forms

Sales Play

28


Sales Play


FORMS DATA COLLECTIONWhich 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 MINUTESAre 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 WEBDo 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


Customer challenges 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 FASTERIs 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 EFFICIENCIESAre 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 APPROVALSWould 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

PROCUREMENT

33



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 MicrosoftOffice 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 academicachievements 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 | DateAdobe 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 Teampaid 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. 2012United StatesCanada

AXI Launch

Pre-AXI launch

Where is FormsCentral sold in the Channel?

Oct 1, 2012United Kingdom

Nov 7, 2012FranceGermany

2H’2013Coming 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 [email protected].

49


Presenter Name | DateAdobe 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 Enterprisepaid 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

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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

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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

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Q2’2012United States

AXI Launch

Pre-AXI launch

Where is EchoSign sold in the Channel?

Oct 1, 2012United Kingdom

2H’2013Coming to other Geos

Jul 2012Canada

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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

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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).

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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.)

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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 [email protected].

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

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Technology

Adobe Acrobat XI Overview