Recognizing sales excellence
Adobe customers around the world rely on resellers to provide them not only with products, but also with informed advice on features and benefits and their suitability to resolve business challenges. The Adobe Partner Connection (APC) Reseller Program is designed to recognize the expertise of its resellers, provide them with benefits and tools to help them become more proficient, and reward their commitment to proposing Adobe technologies and solutions to customers.
Adobe resellers achieving the highest levels of sales performance and customer penetration are granted Platinum Partner status, which provides them with a wide range of rewards and benefits, along with dedicated support from the APC team. Given their importance to Adobe’s commercial success, the company aims to create a positive, long-term relationship, beginning with a smooth contractual onboarding experience.
As Platinum Partners, resellers have a deeper level of engagement with Adobe, which is outlined in a detailed contract averaging 21 pages. In the past, completing these contracts was a lengthy, labor-intensive process that could take up to 20 days.
To create a Platinum Partner contract, an APC representative had to first raise a request within the Salesforce enterprise content management (ECM) system for Adobe’s legal department, which drafted and published the contract in the ECM. The APC team then sent a PDF of the contract to the partner for review and signing. Partners had to download, review, print, and sign the contract, and then scan and email it back to Adobe.
Completion of these contracts was often delayed because partner signees, who typically include company principals or sales personnel, were frequently on the road visiting customers. Once returned, signed contracts were submitted to Adobe’s Contract Coordination team—through another series of time-consuming, internal manual steps—for final review, approval, and processing in Salesforce.
“Completing Platinum Partner contracts was often a slow and lengthy process for us and our partners,” says Indu Jarial, Senior Manager, APAC Partner Strategy & Programs, APAC Consumer & Business at Adobe. “However, we knew that if we could digitalize the workflow, we could boost operational and cost efficiencies while improving the service experience for our partners.”