DX Overview
Fill in the blank: Adobe's mission is changing the world through ___ ___
What is Digital experiences
This product has the highest penetration across our customer base and is often the starting point for integrating other solutions
What is Adobe Analytics
Pipeline is considered 'early' until what stage in the deal cycle
What is SS3+
This term is used to describe the loss of a customer or ASV$ value
What is Attrition
This Adobe product is the #1 business file format
What is PDF (over 250 billion PDFs opened in Adobe products alone last year)
The name of Adobe's proprietary AI/ML that is integrated into many of our products
What is Adobe Sensei
This product is where Adobe has recently invested in most heavily and will power future innovation of intelligent services and applications
What is Adobe Experience Platform (AEP)
This pipeline creator focuses on outbound prospecting and must handoff the qualified opportunity to an AE to progress
What is a Business Development Rep (BDR)
This sales motion occurs when the value of the renewal expands beyond original contract
What is Upsell
My LinkedIn might say Director GTM Strategy at Adobe, but my full-time passion is wine.
Who is Cari Vecchia
Adobe's largest acquisition to-date
What is Marketo ($4.75B in 2018)
Sitecore is an Adobe competitor in what product category
Adobe Experience Manager / AEM / Content / Assets
I am the Customer Journey artifact that should be leveraged if risk has been identified and needs to be addressed within the Business Issue Success Pillar
What is the iPOV
This is an important KPI when measuring projected revenue growth. Some people call me BOB
What is ARR
The year Adobe was founded
When is 1982? (We are celebrating 40 years this year!)
This term refers to the new DX and Adobe strategy to unify creative production, marketing workflow, and asset management
What is content supply chain
Sales play involving multiple solutions targeting mature Industry Led customers
What is Personalization at Scale
Within the 3-part Deal Progression Cadence (DRF), this type of call uses a nomination process and leverages a set script to ensure the call goes beyond just a 'deal update'
What is the Deal Ideation Review Call
___ is when a customer moves from one product to another within the same solution
This Adobe value emphasizes our belief that people are our greatest asset. We are inclusive, open, and actively engaged with our customers, partners, employees and the communities we serve
What is Involved
Before there was the Adobe Experience Cloud it was called Adobe Marketing Cloud which began with the acquisition of what marketing and web analytics company?
What is Omniture? Acquired in 2009 for $1.8B, based in Utah, which is why so many DX teams at the Lehi office
The deprecation of this digital marketing tech used for tracking is a tailwind driving interest in our Real Time Customer Data Platform or RT-CDP
What is Third-party cookies
The Risk Checklist Dimensions of 'Adobe Champion,' 'Political,' 'Partner,' and 'Economic Buyer' are related to which Success Pillar?
What is Authority
We track this metric of customer health to determine how the customer utilizes their current entitlements
What is Adoption Score
The origin story behind our company's name
Adobe comes from Adobe Creek in Los Altos, CA (near HQ) which ran behind founder John Warnock's house. The creek is named for a type of clay found there and alludes to the creative nature of our software