Adobe Sales Conference (ILT)
Adobe Sales Conference (ILT)
Driving Sales Success: Transforming Adobe’s Sales Team for the Subscription Era
Client
Adobe, Inc.
Year
2014
Category
Instructor Led Training (ILT)
Overview
Overview
I developed an Instructor-Led Training (ILT) course for Adobe’s 2014 World Wide Sales Conference to support their shift from perpetual software licenses to a subscription model with Creative Cloud. The course, "Selling in a Transformative Time," trained Channel Account Managers (CAMs) to effectively communicate the benefits of subscription services, handle objections, and drive seat expansion.
Key features included:
Interactive role-playing and team exercises to practice sales strategies.
Multimedia content like video case studies to highlight real-world success stories.
Focus on practical skills for managing renewals and expanding customer relationships.
This engaging, high-impact training prepared Adobe’s sales teams to navigate the transition, resulting in increased adoption of the subscription model and positive participant feedback.
I developed an Instructor-Led Training (ILT) course for Adobe’s 2014 World Wide Sales Conference to support their shift from perpetual software licenses to a subscription model with Creative Cloud. The course, "Selling in a Transformative Time," trained Channel Account Managers (CAMs) to effectively communicate the benefits of subscription services, handle objections, and drive seat expansion.
Key features included:
Interactive role-playing and team exercises to practice sales strategies.
Multimedia content like video case studies to highlight real-world success stories.
Focus on practical skills for managing renewals and expanding customer relationships.
This engaging, high-impact training prepared Adobe’s sales teams to navigate the transition, resulting in increased adoption of the subscription model and positive participant feedback.
Overview
I developed an Instructor-Led Training (ILT) course for Adobe’s 2014 World Wide Sales Conference to support their shift from perpetual software licenses to a subscription model with Creative Cloud. The course, "Selling in a Transformative Time," trained Channel Account Managers (CAMs) to effectively communicate the benefits of subscription services, handle objections, and drive seat expansion.
Key features included:
Interactive role-playing and team exercises to practice sales strategies.
Multimedia content like video case studies to highlight real-world success stories.
Focus on practical skills for managing renewals and expanding customer relationships.
This engaging, high-impact training prepared Adobe’s sales teams to navigate the transition, resulting in increased adoption of the subscription model and positive participant feedback.
Instructional Design & Learning Objectives
Instructional Design & Learning Objectives
In this course, I focused on addressing the pivotal change Adobe was undergoing—from a one-time purchase software model to a subscription-based service. The course was designed to help Adobe Channel Account Managers (CAMs) communicate the benefits of this transition to their partners. I ensured that learning objectives were clear: salespeople would leave the training with actionable strategies to convey the advantages of Creative Cloud subscriptions, including its value for long-term recurring revenue. I crafted problem-solving scenarios and role-playing exercises to emphasize key learning points, aligning them with Adobe's business objectives and sales goals.
In this course, I focused on addressing the pivotal change Adobe was undergoing—from a one-time purchase software model to a subscription-based service. The course was designed to help Adobe Channel Account Managers (CAMs) communicate the benefits of this transition to their partners. I ensured that learning objectives were clear: salespeople would leave the training with actionable strategies to convey the advantages of Creative Cloud subscriptions, including its value for long-term recurring revenue. I crafted problem-solving scenarios and role-playing exercises to emphasize key learning points, aligning them with Adobe's business objectives and sales goals.
Instructional Design & Learning Objectives
In this course, I focused on addressing the pivotal change Adobe was undergoing—from a one-time purchase software model to a subscription-based service. The course was designed to help Adobe Channel Account Managers (CAMs) communicate the benefits of this transition to their partners. I ensured that learning objectives were clear: salespeople would leave the training with actionable strategies to convey the advantages of Creative Cloud subscriptions, including its value for long-term recurring revenue. I crafted problem-solving scenarios and role-playing exercises to emphasize key learning points, aligning them with Adobe's business objectives and sales goals.
Technology Integration & Tools
Technology Integration & Tools
I integrated Adobe Creative Cloud tools, PowerPoint presentations, and video case studies (customer success stories) embedded in the course to provide real-world examples. The workshop also utilized digital countdown clocks and real-time polling to keep learners engaged and maintain the pace of the session. Participants were encouraged to use tablets and laptops to access materials and engage with the exercises, demonstrating how technology can seamlessly integrate into a traditional ILT environment.
I integrated Adobe Creative Cloud tools, PowerPoint presentations, and video case studies (customer success stories) embedded in the course to provide real-world examples. The workshop also utilized digital countdown clocks and real-time polling to keep learners engaged and maintain the pace of the session. Participants were encouraged to use tablets and laptops to access materials and engage with the exercises, demonstrating how technology can seamlessly integrate into a traditional ILT environment.
Technology Integration & Tools
I integrated Adobe Creative Cloud tools, PowerPoint presentations, and video case studies (customer success stories) embedded in the course to provide real-world examples. The workshop also utilized digital countdown clocks and real-time polling to keep learners engaged and maintain the pace of the session. Participants were encouraged to use tablets and laptops to access materials and engage with the exercises, demonstrating how technology can seamlessly integrate into a traditional ILT environment.
Results & Impact
Results & Impact
The success of the workshop was measured through immediate participant feedback and post-workshop surveys. Adobe saw a marked improvement in the sales team’s ability to articulate the benefits of subscription based models, helping to drive the transition to Creative Cloud. Over 90% of participants reported feeling better equipped to handle objections and sell the value of recurring revenue to their clients. The course contributed to higher sales targets and supported Adobe’s overall strategy to convert its customer base to Creative Cloud subscriptions, with an increased renewal rate and seat expansion efforts.
The success of the workshop was measured through immediate participant feedback and post-workshop surveys. Adobe saw a marked improvement in the sales team’s ability to articulate the benefits of subscription based models, helping to drive the transition to Creative Cloud. Over 90% of participants reported feeling better equipped to handle objections and sell the value of recurring revenue to their clients. The course contributed to higher sales targets and supported Adobe’s overall strategy to convert its customer base to Creative Cloud subscriptions, with an increased renewal rate and seat expansion efforts.
Results & Impact
The success of the workshop was measured through immediate participant feedback and post-workshop surveys. Adobe saw a marked improvement in the sales team’s ability to articulate the benefits of subscription based models, helping to drive the transition to Creative Cloud. Over 90% of participants reported feeling better equipped to handle objections and sell the value of recurring revenue to their clients. The course contributed to higher sales targets and supported Adobe’s overall strategy to convert its customer base to Creative Cloud subscriptions, with an increased renewal rate and seat expansion efforts.
Training Toolkit & Resources
Training Toolkit & Resources
The course included the following components to ensure that the training was supported and easily accessible for both facilitators and learners:
Facilitator Guide: Detailed instructions for delivering the workshop, including timing, key points, and activities.
PowerPoint Slides: Presentation materials with embedded videos, case studies, and sales strategies.
Worksheets: Interactive worksheets used during team exercises and role-playing activities.
Activity Handouts: Materials for exercises such as “Beginner’s Luck” and sales expansion scenarios.
Creative Cash & Rewards: Gamification elements like "Creative Cash" to incentivize participation and engagement during the training.
The course included the following components to ensure that the training was supported and easily accessible for both facilitators and learners:
Facilitator Guide: Detailed instructions for delivering the workshop, including timing, key points, and activities.
PowerPoint Slides: Presentation materials with embedded videos, case studies, and sales strategies.
Worksheets: Interactive worksheets used during team exercises and role-playing activities.
Activity Handouts: Materials for exercises such as “Beginner’s Luck” and sales expansion scenarios.
Creative Cash & Rewards: Gamification elements like "Creative Cash" to incentivize participation and engagement during the training.
Training Toolkit & Resources
The course included the following components to ensure that the training was supported and easily accessible for both facilitators and learners:
Facilitator Guide: Detailed instructions for delivering the workshop, including timing, key points, and activities.
PowerPoint Slides: Presentation materials with embedded videos, case studies, and sales strategies.
Worksheets: Interactive worksheets used during team exercises and role-playing activities.
Activity Handouts: Materials for exercises such as “Beginner’s Luck” and sales expansion scenarios.
Creative Cash & Rewards: Gamification elements like "Creative Cash" to incentivize participation and engagement during the training.
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