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Why Adobe Stock?Building value for your customers Interactive Sales Aid

Introducing Adobe StockWhat is Adobe Stock?Adobe Stock provides designers and businesses with access to millions of high-quality, royalty-free creative assets—built right into their favorite Creative Cloud apps.

Adobe Stock and Creative Cloud for teams: Best Value for Business

Combine Adobe Stock with a Creative Cloud for teams (CCT) plan to offer the best value for business. Customers can purchase a single Adobe Stock subscription plan for the entire team, and up to ten team members can use each licensed asset at no additional cost. Adding an Adobe Stock subscription to a Creative Cloud for teams plan also provides one single contract with integrated billing , the same anniversary date, and the same centralized Admin Console that ensures businesses maintain ownership and control over licenses.

Team subscription plans include any asset normally priced at US$9.99. This means that with an Adobe Stock subscription, you can access the millions of photos, vector graphics, and illustrations available on Adobe Stock. Templates and 3D assets in the US$9.99 price category are also included for no additional cost. For information on video content and other premium assets, refer to the Recommend a Solution page below.

Currently, Adobe Stock has:• Over 80 million assets hand-curated to meet Adobe quality standards• 50,000+ images added daily• 170,000+ contributors from diverse backgrounds and communities from all over the world• Offices in NYC, San Francisco, Seattle, Berlin, and more

Why Offer Adobe Stock?Work FasterAdobe Stock’s unique native integration with Creative Cloud allows customers to search, edit, license, and manage creative assets directly in their favorite Creative Cloud apps. Unlike our competitors, there are no plugins to install or manage, and Adobe Stock integration is available in more Creative Cloud applications versus competing stock services.

Adobe Stock lets users preview and edit watermarked images inside designs first. Then they can license images from within their project, and the edits are seamlessly re-applied to the non-watermarked, high-res version. Users can also easily share the images with other team members for no additional cost.

“Adobe Stock provides tight integration with Creative Cloud applications that resulted on average in 10x efficiency gains over working with common stock asset services.”

-Pfeiffer Consulting , after performing a benchmark analysis on Adobe Stock

Click here to read the full report.

Save MoreAdobe Stock offers competitive plans and pricing for Creative Cloud team members. Customers only need to add one Adobe Stock subscription to their Creative Cloud for teams plan and all team members automatically have access to the subscription licenses. Each licensed asset can be used by up to ten team members at no additional cost.

For customers with low or fluctuating usage rates, the 10-asset/month and 40-asset/month plans allow them to roll over licenses, as long as the subscriptions remain active. The 10-asset/month plan allows rollover for up to 120 subscription licenses. The 40-asset/month plan allows rollover for up to 480 subscription licenses. The 750-asset/month plan does not include rollover, but the low cost per asset provides great value for teams with high usage rates.

IT Needs How do you verify that you are software compliant?

Do you manage users over multiple consoles?

Do you want to ensure license compliance in your organization?

Do you want to manage login credentials to keep employee account information safe?

Do you want to have control over spending?

Does Your Customer Need Adobe Stock? When talking to potential customers, find out if they need Adobe Stock by asking these qualifying questions about their creative needs.

Creative Needs Do you or your creative teams use stock assets for projects?

Which type of stock assets do you use the most: photos, vector graphics, illustrations, or other?

How do you or your creative teams use stock assets (e.g., websites, marketing , brochures, TV)?

What image quality do you need?

What image size do you typically download?

Do you typically need more than 500,000 print runs or the ability to make items for resale (such as printed images on coffee mugs and t-shirts)?

Does Your Customer Need Adobe Stock?, cont.

Depending on their answers, you can determine if they are good candidates for Adobe Stock. Then, share the benefits compared to other stock services.

Payment How many stock assets do you typically use in a given month?

Do your needs change from month to month?

Which stock provider(s) do you currently use today (e.g., Fotolia, Shutterstock, Getty Images, iStock, other)?

Do you have monthly credits or subscriptions?

How much do you pay for all downloads and subscriptions?

Workflow Needs What is your current workflow when using stock images?

What creative apps do you or your teams currently use?

Do you find searching for stock content to be easy or difficult in your current workflow?

Do you have to redo any of your edits after you license your stock imagery?

When talking to potential customers, find out if they need Adobe Stock by asking these qualifying questions about their workflow and payment needs.

Creative

With 50,000+ fresh images added daily from 170,000+ contributors around the world, Adobe Stock offers the most diverse collection of local imagery. In addition to images and graphics, you can also access unique asset types such as design templates and 3D assets from the same team subscription plan. In addition, Adobe Stock has deep, native integration with Creative Cloud applications with no need to install or manage plugins.

IT

Adobe Stock is the only stock content provider that allows you to consolidate stock and creative application purchases into the same admin console with co-termed billing. You can also attach an Adobe Stock subscription to Creative Cloud for teams memberships with no extra fees for multiple users. This keeps users from managing and sharing their own stock login credentials outside of IT’s control.

Procurement and Compliance

All users can access the shared subscription for no additional cost. Plus, up to ten team members can use each licensed asset, which means great value for your company and predictable spending. As a business customer, it’s important to know whether all of your stock content has been properly vetted for commercial use. Adobe ensures that all of the appropriate model releases are acquired by contributors, and you get legal indemnification with your subscription backed by the well-respected Adobe brand.

Adobe Stock Sales PitchesUse the following sales pitches to explain the benefits of Adobe Stock.

The stock content space is a relatively mature market with many customers already using one or more stock providers. Review these key points to position Adobe Stock against the competition.

Adobe Stock Comparison

Shutterstock®• While Shutterstock promotes a larger collection than Adobe Stock, emphasize quality and diversity over quantity.• For teams, Shutterstock charges more per month for shared accounts. A team of four users would pay almost three

times as much with Shutterstock for the same number of assets per month (when compared to the Adobe Stock 750-asset/month plan). Click here to view Shutterstock’s latest pricing.

• Shutterstock offers a plugin for Photoshop, but Adobe Stock is natively integrated into more Creative Cloud apps with more features, such as “Open In” and “New Document” integration. Click here to view Shutterstock’s plugin.

• Shutterstock also offers visual search on their site, but Adobe Stock lets you combine a visual search with keywords and other search filters to refine your results.

Fotolia by Adobe• Adobe Stock collection originally started from the Adobe acquisition of Fotolia. Customers using Fotolia will have similar

pricing to Adobe Stock subscriptions, but Adobe Stock continues to expand with new content types not offered on Fotolia, such as templates and 3D assets. Click here to view Fotolia’s latest pricing.

• Content uploaded through the Fotolia contributor program is available on Adobe Stock.• Customers using Fotolia do not benefit from the latest search improvements powered by Adobe Sensei.• Fotolia is not integrated with Creative Cloud.• Fotolia does not offer visual search.

Adobe Stock Comparison, cont.

iStock. by Getty Images™• Customers using iStock will have much more similar pricing to Adobe Stock subscriptions, but finding information for

team subscriptions is much more difficult on their site. Click here to view iStock’s latest pricing. • If your customer is currently using iStock, discuss their current pricing. They may be paying less than an Adobe Stock

subscription, but they may also be using a shared, single-user account instead of a business account.• iStock offers a plugin for Creative Cloud, but it only includes Photoshop, Illustrator, and InDesign. Adobe Stock is

natively integrated into more Creative Cloud apps and comes with more features, such as “Open In” and “New Document” integration. Click here to view iStock’s plugin.

• iStock does not currently offer visual search.

Getty Images™• Customers currently using Getty Images will likely be paying a high price per image compared to Adobe Stock

subscription plans, but finding information for team subscriptions is much more difficult on their site. Click here to view Getty Images’ pricing information.

• Getty Images customers may have kept renewing a legacy subscription, or they were sold on the brand’s perceived value.• Ask questions to find out if customers are truly getting value from their current plan. Encourage them to explore the Adobe

Stock collection and see the quality for themselves.• Getty Images offers a plugin for Creative Cloud, but it only includes Photoshop, Illustrator, and InDesign. Adobe Stock is

natively integrated into more Creative Cloud apps with more features, such as “Open In” and “New Document” integration. Click here to view Getty Images’ plugin.

• Getty Images does not currently offer visual search.

Customer Journey

Use the Customer Journey to connect with customers and help them find the value in Adobe Stock.

ConnectFirst ImpressionsRemember, it only takes seven seconds to make a good first impression!

Before you call a customer, do your research. • Is this a current or past customer for Adobe Stock? • What other Adobe products are they currently using? • Do they currently use Fotolia? • Does their company website use a lot of stock imagery?• Do they have a strong social media presence that could indicate additional stock imagery needs?

Learn more about the customer before you make the call, and you can start to identify their needs beforehand.

Explore NeedsPinpoint Needs

To explore the customer’s needs further, consider asking:

What version of Creative Cloud are you currently using?

How many users do you manage?

As an admin, are you also a creative user?

Do you currently use Fotolia?

Do you currently use Creative Cloud for teams (CCT)?

Do you have a current subscription with another stock provider, and if so, when does it expire?

Workflow Needs What is your current workflow when using stock images?

What creative apps do you or your teams currently use?

Creative Needs Do you or your creative teams use stock assets for projects?

Which type of stock assets do you use the most: photos, vector graphics, illustrations, or other?

Payment How many stock assets do you typically use in a given month?

Which stock provider(s) do you currently use today (e.g., Fotolia, Shutterstock, Getty Images, iStock, other)?

Check for UnderstandingWhat key questions did they answer “yes” to at the beginning of the call?

Summarize and Qualify

Restate what you heard and share how the product meets their needs based on their response.

Click each benefit to learn more.How Adobe Stock Wins

WOW your customers!After you discover the customer’s needs, show the value of Adobe Stock to close the sale.

Sell the Value

Create an Experience

Recommend a Solution

Subscription Plans for Teams

Adobe Stock offers competitive pricing for creative teams. Customers need only one subscription for all team members, and everyone can access Adobe Stock under a shared subscription. Teams can even roll over unused licenses*, so they can relax knowing that their business will have licenses to use even as monthly usage fluctuates.

Remember, team subscription plans include any asset normally priced at US$9.99. This means that with an Adobe Stock subscription, customers can access the millions of photos, vector graphics, and illustrations available on Adobe Stock. Templates and 3D assets in the US$9.99 price category are also included for no additional cost.

Video Content and Other Premium Assets

Video footage and other premium assets, such as images from the Adobe Stock Premium collection, are available on stock.adobe.com. Videos and premium assets are not included in Adobe Stock subscription plans for teams, but credit packs for teams will be available soon.

10 assets/month per team 40 assets/month per team 750 assets/month per team

US$29.99/month Overage cost US$2.99/asset Rollover 120 max

US$79.99/month Overage cost US$1.99/asset Rollover 480 max

US$199.99/month Overage cost US$0.99/asset No rollover

*Rollover is available for the 10-asset/month plan (max 120 rollover) and the 40-asset/month plan (max 480 rollover).

Purchasing Options

Handling Objections Review these responses to common objections and the questions to ask to turn the conversation around.

If the customer says:

Click each question to view your response.

Close

Build Lasting RelationshipsOnboard the CustomerTo build a lasting relationship, remember to onboard the customer and show how easy it is to use Adobe Stock.

Once the customer receives the welcome email, help them sign in to Adobe Stock and walk them through setup.

1. Help the customer navigate to the Adobe Stock email invitation and accept the invite.2. Direct the customer to www.stock.adobe.com and help them change to team view to access their licenses. Most users will default to their personal view.3. Help the customer access the License History page from the user drop-down menu. 4. Explain how to add secondary admins from the Admin Console. Secondary admins can access Adobe Stock licenses without additional fees.5. Show the customer how to change the primary admin role to another admin if desired.

To share tutorials and demos with the customer, go to helpx.adobe.com/stock/tutorials.html. For additional help, direct the customer to helpx.adobe.com/stock.html.

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Adobe, the Adobe logo, Acrobat, Creative Cloud, Creative Suite, Fotolia, Illustrator, InDesign, Photoshop, and Stock are either registered trademarks or trademarks of Adobe Systems Incorporated in the United States and/or other countries.