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Paperless Solutions Drives New Channel for Adobe
Overview
Adobe Systems Inc. is one of the world’s
largest software companies with more than
3700 employees worldwide. In 2002 one of
Adobe’s strategic initiatives was the
purchase of Accelio Software, the makers of
JetForms document management solutions.
The acquisition was positioned to fuel Adobe’
s entry into the enterprise software market
and was recognized as Adobe’s answer to
the many paperless government mandates
and initiatives.
Adobe Systems Inc. is one of the world’s
largest software companies with more than
3700 employees worldwide. In 2002 one of
Adobe’s strategic initiatives was the
purchase of Accelio Software, the makers of
JetForms document management solutions.
The acquisition was positioned to fuel Adobe’
s entry into the enterprise software market
and was recognized as Adobe’s answer to
the many paperless government mandates
and initiatives.
The Business Imperative
In order to integrate JetForms product line
into Adobe’s portfolio of software products,
the company needed a new marketing and
sales strategy to support enterprise
business and government sales channels.
In addition, Adobe needed a new set of
channel partners that could sell complex
enterprise paperless and work-flow
solutions, as their current resellers were
mainly consumer oriented retailers.
In order to integrate JetForms product line
into Adobe’s portfolio of software products,
the company needed a new marketing and
sales strategy to support enterprise
business and government sales channels.
In addition, Adobe needed a new set of
channel partners that could sell complex
enterprise paperless and work-flow
solutions, as their current resellers were
mainly consumer oriented retailers.
Bottom Line Results
Over a nine month engagement, I
provided the management team with
ongoing sales and marketing
recommendations, to drive the formation
and launch of Adobe’s government
channel program, now a part of Adobe’s
Enterprise Solution Partner Program.
This involved researching pricing of
competitive government software
licensing contracts and related channel
sales programs, and presenting
recommendations and possible
scenarios to Adobe management.
Adobe realized $10M upside in the first
year of the program.
Over a nine month engagement, I
provided the management team with
ongoing sales and marketing
recommendations, to drive the formation
and launch of Adobe’s government
channel program, now a part of Adobe’s
Enterprise Solution Partner Program.
This involved researching pricing of
competitive government software
licensing contracts and related channel
sales programs, and presenting
recommendations and possible
scenarios to Adobe management.
Adobe realized $10M upside in the first
year of the program.
| “Her recommendations brought increased value, opportunity and profitability to our government programs.” Penny Byron, Sr. Government Marketing Manager, Adobe Systems, Inc. |
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