September 23, 2014
Historically, sales success was driven by a sales rep’s ability to manage the customer conversation from first engagement to final deal. That’s all changing. Now, through technology, customers are more in control. They have access to information about products, pricing options and the competitive landscape at their fingertips, long before they meet with a sales rep.
How can companies transform their sales enablement to take advantage of new opportunities? And where do they see the future of sales enablement leading? These questions—and more—are answered in a new study by Adobe released today—Closing the Deal: The State of Sales Enablement.
According to the new research, 89 percent of sales and marketing managers believe their company is on the right track with its sales enablement strategy, but believe a shift in approach is needed to stay successful. Driving this confidence is evidence of improved sales effectiveness and increased sales volume, however, in an increasingly mobile environment where pitches and deals are made and closed on the go, less than 30 percent of companies are actually implementing sales enablement solutions that allow teams to adapt to this technological evolution.
To solve sales enablement challenges, enterprise sales teams must embrace technology. According to the research, 86 percent of sales managers believe that digital tools will help improve job performance, with mobile sales enablement tools fundamentally changing the nature of enterprise sales (U.S.: 84%) and to shortening the sales cycle (U.S.: 84%).
Other key findings
- Training staff (U.S.: 27%), ensuring proper communication about products and services (U.S.: 29%) and measuring sales effectiveness (U.S.: 27%) are cited as top sales enablement challenges.
- Data and analytics (U.S.: 89%), app-based solutions (U.S.: 84%) and customer relationship management (U.S.: 86%) integration viewed as important for digital sales enablement solutions to effectively increase sales productivity.
- Investment in mobile sales enablement strategy is high across countries; apps recognized as top investment in the U.S. (82%), UK (84%) and Germany (74%); Web noted as priority in France (84%).
- Spending on sales enablement solutions is predicted to continue to increase over the next three years with France showing the most long-term potential (U.S.: 65%, U.K.: 56%, Ger: 71%, FR: 65%).
Today’s successful organizations are those that implement digital tools to help reps have more informative customer conversations about product and services that add value to the sales discussion. Because strong investment in digital/mobile sales tools will occur over the next three years, make sure your organization reinvents its strategy ahead of the competition.
Closing the Deal: The State of Sales Enablement was commissioned by Adobe and produced by Edelman Berland. The study surveyed more than 1,000 business-to-business sales and marketing executives in the U.S., U.K., Germany and France.
Check out the full results of the study here.
September 19, 2014
In this mobile era, the Adobe Digital Publishing Summit is a must attend event for senior marketers and mobile strategists, to learn more about refining the digital experience to define brands leveraging mobile technologies.
This annual event happening on 16 October in Singapore, and 21 October in Sydney, Australia will see thought leaders in mobile content share best practices, and solutions for delivering immersive and engaging mobile experiences that drive retention and build brands.
Join us and we will show you how you can transform your business with mobile. We hope to see you there.
To register for the Adobe Digital Publishing Summit 16 Oct in Singapore click here.
To register for the Adobe Digital Publishing Summit 21 Oct in Sydney click here.
September 5, 2014
Originally, Accenture Interactive was faced with the challenge of delivering internal thought leadership content to its own executives. Developing an iPad app with Adobe Digital Publishing Suite (DPS) allowed them to do that, and much more. Now the app is also used as a critical tool when Accenture sales teams are presenting to executives of large companies around the world.
“Our Accenture Interactive app is really emerging as a powerful tool for both clients seeking information and for our sales team, especially in face-to-face situations.” – Molly E. Spatara, Global Director of Digital Marketing, Accenture Interactive
Accenture Interactive helps clients deliver the right digital experience to the right people at the right time. The Accenture Interactive iPad App is immersive, easy to update, and search. Downloads are up every month. Clients, sales representatives, and executives love it — and so do we. This app serves as a powerful example of digital marketing done right.
Why We Love This App:
- Presents the case for digital marketing with immersive, engaging multimedia across devices, while enhancing Accenture Interactive’s reputation as a digital thought leader.
- Showcases Accenture’s digital marketing mix that includes press releases, microsites, infographics, and ads.
- Uses DPS analytics capabilities to optimize folios — by examining what people search, read, and interact with — and then Accenture uses that information to fine-tune its content.
See it for yourself! Download the app here.
Interested in Adobe DPS?
August 25, 2014
Comscore just released its US Mobile App Report confirming that mobile apps now dominate content consumption: “Mobile has swiftly risen to become the leading digital platform, with total activity on smartphones and tablets accounting for an astounding 60 percent of digital media time spent in the U.S. The fuel driving mobile’s relentless growth is primarily app usage, which alone makes up a majority of total digital media engagement at 52 percent.” Check out the report here.
While mobile users obviously spend a lot of time in their social, radio and news apps, they are also spending time in a wide range of other apps that are important to them – whether at home, in the office, or in the class room. It has been great to watch app usage expand to include content such as the NFL Buffalo Bills app which is driving an entirely new fan experience both inside and outside the stadium. And a terrific app from Audi that is helping its dealers and customer stay ahead of the curve with an interactive product experience app.
Visit the DPS gallery on Behance to see more examples of mobile apps.
July 29, 2014
In June, Adobe released significant updates enhancing the DPS native Android and Windows viewers, streamlining the process for creating mobile apps for these platforms. Customers now have access to a robust set of interactive features–as well as article and viewer capabilities–that bring the same great reading experience audiences love on iOS to the Android and Windows platforms. Be sure to check out this comparison chart that illustrates how DPS features stack up across leading iOS and Android tablets and smartphones as well as Windows Mobile phones.
Adobe DPS Sr. Product Manager, Neil Enns, recently contributed this article to Talking New Media, providing a step-by-step overview of how to seamlessly develop an Android app with DPS. See first hand how you can create one piece of content—whether it’s an issue of a magazine, a sales enablement app, a game day app, or your company’s annual report– and deliver it to the Apple App Store, Google Play, Samsung Papergarden and Windows Store–without having to alter it or invest any additional production time. You’ll also learn how the same engaging, interactive experience will be maintained regardless of the device from which your audiences are accessing your content.
Now with DPS, delivering immersive, engaging content to the wide world of Android and Windows device users is faster, easier and more cost-effective than ever before.
To learn more, visit one of our resources:
July 24, 2014
The real estate world is constantly evolving, and the Sotheby’s International Realty brand needed a sales solution that could keep pace. Using Adobe Digital Publishing Suite (DPS), the company created the Anthology app. The app lets both sales associates and customers interact with the brand. Now, over 15,000 Sotheby’s International Realty associates have every marketing tool they need to present, sell, and win listings. And customers all over the world can browse listings and immerse themselves in the luxury that Sotheby’s International Realty is known for.
Why We Love This App:
- The app can be updated quickly. Content can be published and distributed around the world in real time, saving time and money over reprinting materials.
- The rich, beautiful imagery within the app showcases the luxury of Sotheby’s International Realty.
- This app serves two unique audiences. The internal version offers materials to help associates enable sales, and the public version delivers an engaging customer experience.
- Users enjoy a globally consistent client experience, regardless of location.
“Our sales associates want tools that are accessible, relevant, and timely. By using the Anthology iPad app created with Adobe Digital Publishing Suite, they can clearly and consistently articulate to their clients the latest benefits of listing properties with our global network.” – Wendy Purvey, CMO of Sotheby’s International Realty Affiliates LLC.
Interested in Adobe DPS?
July 17, 2014
The Audi library app transforms the traditional vehicle showroom into an immersive digital world. Created with Adobe Digital Publishing Suite (DPS) and optimized for tablet, the app lets audiences browse and interact with their dream vehicles in ways only mobile can offer.
Fold down the seats in a tap, uncover an interior with a swipe. It’s like getting behind the wheel — right from a tablet. Beyond the showroom, customers can further explore the brand, gain access to Audi innovations, and view editions of the Audi magazine.
Why We Love This App:
- High-res vehicle imagery and a tactile interface creates the stunning experience customers expect from Audi.
- Content is available offline, allowing customers to interact with their dream car whenever, wherever.
- Audi can re-purpose existing content and make quick updates, saving money and effort.
See it for yourself! Download the app here:
Interested in Adobe DPS?
July 11, 2014
There’s nothing football fans love more than the excitement of game day. To make it even better, the creative team at Buffalo Bills built an app called Buffalo Bills Touch that brings all of the enthusiasm from the stands to the fans at home, as well as enhancing the in-stadium fan experience! Developed in-house using Adobe Digital Publishing Suite (DPS), the app features behind-the-scenes player videos, up-to-the-minute stats, live game-day streaming, and immersive multimedia experiences as exhilarating as what’s happening on the field.
“We went digital because we want our fans to have the opportunity to always have their finger on the pulse of the Buffalo Bills,” said Bryan Matthews, Creative Director of the Buffalo Bills.
Why we love this app:
- Extends the game-day experience and engages the fan community all over the world
- Promotes a dialog between fans and the team via integration with Twitter and Instagram.
- Alerts fans mid-week to get them excited about upcoming games using in-app push notifications.
- Delivers a new way to engage with the franchise, creating a more robust brand experience.
- Connects in-seat, at-home and online experiences.
See it for yourself! Download the app here:
June 16, 2014
In today’s competitive business environment, giving your sales teams the tools they need to excel is critical, and equipping team members with mobile sales tools is more important than ever. To meet this growing demand, Adobe created its own, internally distributed Readiness Toolkit app to enable our sales force to communicate effectively with customers.
“We built the Adobe Readiness Toolkit app because we wanted to accelerate our own sales cycle and drive impact through interactive, measurable apps,” says David Schmidt, senior product marketing manager at Adobe. “In addition to supporting our own sales enablement needs, the Adobe Readiness Toolkit app also effectively showcases the sales enablement capabilities of Adobe Digital Publishing Suite and Adobe Experience Manager.”
Using the Adobe Readiness Toolkit, account managers can deliver customized client presentations using only their iPads. Additionally, they can conduct high-impact product demonstrations, access digital sales collateral from the company portal, and access local offline storage for collateral such as PDFs, presentations, and multimedia. Marketing team members can add dynamic content, such as charts or logos, with just a few clicks.
Because the Readiness Toolkit is authored using the DPS + Adobe Experience Manager integration, it provides a streamlined way for marketing managers to author content for the app. Using content templates, marketing managers can “drag and drop” content into the app, without the assistance of a developer or designer.
The Readiness Toolkit also includes Customer Relationship Management (CRM) integration, recently launched with v31 of DPS. Team members can record data about articles shown from the app during a sales visit – including content viewed, interactivity used and other analytics information – and upload that data, along with custom notes about a sales prospect, directly to a sales opportunity record. Marketing and sales managers can then correlate content consumption with revenue impact. Marketers can then retool and refine content for maximum performance, while sales management can identify top performers and drive selling best practices across their organization.
In all, the Adobe Readiness Toolkit is already making a huge impact. According to Adobe Analytics, account managers using the Adobe Readiness Toolkit app have launched the app more than 5,000 times and have spent more than 15,000 minutes using the app in its first two months. As new features and functions develop, we plan to continue adding to and enhancing the Readiness Toolkit app. We are also looking to expand use beyond direct Adobe sales in the future.
To learn more, watch our video or read our success story.
June 11, 2014
We live in a digital world. Consumers today expect more from companies than ever before, and having a comprehensive mobile strategy is essential. So where do you begin? With your apps. Working alongside Forbes, we’ve created a four-part Forbes Insights white paper to guide you through all of the necessary steps in creating a strong app strategy. In the research, Forbes surveyed 300+ marketing and digital executives – backed by in-depth interviews – to measure recent trends in app development, deployment, and app usage in the purchasing lifecycle. See how other companies have overcome difficulties in designing and developing their own apps – both external and internal-facing apps. Identify your strategy’s strengths and learn a few tricks-of-the-trade on the way. And take your mobile presence to the next level.
Read the Forbes Insights four-part series here:
April 17, 2014
At this year’s conference, you won’t want to miss Jeff Litvack, Chief Digital Officer of American Lawyer Media (ALM), unveil their new DPS app and share how ALM is using it to capture valuable leads, increase digital circulation, drive more advertising revenue and deliver on their multi-channel app distribution strategy.
Register now: ABM Annual Conference
Friday, May 4-7 in Phoenix, Arizona
April 16, 2014
Get ready to dive into Digital Publishing Suite and empower your team to create amazing digital experiences. The DPS team will be hosting four webinars on a variety of topics designed to maximize the impact of your digital publications.
Four Ways to Add Animation to Adobe DPS Apps
Join us to learn more about the four ways to add animated elements to your DPS apps. You’ll learn when to use each method, how to optimize animation performance and see real-world examples of each method in use.
Register: Four Ways to Add Animation to Adobe DPS Apps
Tuesday, April 22 at 10:00 am PT/1:00 pm ET
Digital Publishing Suite for Financial Services and Insurance
Deliver next generation investor relations content to all mobile devices. We’ll show you how to use a template-based workflow to get mobile content to apps using Adobe DPS and Experience Manager. Brief case studies will illustrate how leading brands are engaging consumers and stakeholders on tablet devices. Plus, we’ll demonstrate how to use analytics to create the content people connect with most.
Register: Digital Publishing Suite for Financial Services and Insurance
Wednesday, April 23 at 10:00 am PT/1:00 pm ET
Behind-The-Scenes with Adobe Inspire Magazine & Adobe Digital Publishing Suite
Join Bob Donlon, SVP & General Manager of Wrecking Ball Media Group, for a look at how his team uses the full potential of DPS interactivity to produce one of the top 10 digital publications on the iTunes Store each month: Adobe Inspire Magazine.
Register: Behind-The-Scenes with Adobe Inspire Magazine & Adobe Digital Publishing Suite
Tuesday, May 6 at 10:00 am PT/1:00 pm ET
Working with Video Content in DPS Apps
One of the best ways to engage readers in apps is with video content. In this webinar, we’ll share our favorite tips and techniques for working with videos in Adobe DPS. You’ll learn best practices for preparing videos for use in DPS, which scenarios call for video streaming vs. embedding from a website, how to use video to engage readers in introduction screens and more.
Register: Working with Video Content in Adobe DPS Apps
Tuesday, May 20 at 10:00 am PT/1:00 pm ET
April 7, 2014
Accenture Interactive, a specialty group within international consulting company Accenture, helps some of the world’s leading brands drive multichannel marketing performance. One of the latest sales enablement and communications tools that Accenture Interactive has added to its mix is a digital app built using Adobe Digital Publishing Suite, Enterprise Edition. The app, Accenture Interactive, is a custom-branded showcase of the company’s latest research, reports, and insights for customers and prospects.
“Although this started as sales enablement, it grew from there,” says Molly E. Spatara, global director of digital marketing at Accenture Interactive. “Once we saw what we could do with Adobe Digital Publishing Suite, we realized there was tremendous potential to go beyond sales enablement to more deeply engage people with the Accenture brand.”
The app is the latest technology the firm uses to communicate with its customers and prospects. Since launching the iPad app in January 2013, Accenture Interactive has built more than 100 folios that address topics including marketing strategy and operations, analytics, media optimization, experience management, and social media.
The Accenture Interactive app has been well received and many executives embrace it as a key component of the integrated digital campaigns that support the launch of new research. Older content is replaced as new research becomes available, keeping the app fresh and relevant. Using the Custom Store capability of DPS, Accenture presents its folios in a rich, branded experience and organizes information into categories that support intuitive browsing.
Analytics in Digital Publishing Suite let the firm gauge the popularity of its more than 100 folios and refine the app experience. In addition to looking at what content is downloaded from other channels, Accenture is examining folio usage, interactivity, and how related content is accessed in the app to create the best possible experience for its audiences.
Accenture Interactive reports that it is seeing a steady rate of app downloads per month, with increases tied to paid search and paid social efforts. Accenture plans to continue investing in the app and growing its content library. The firm is also looking into opportunities to use of Digital Publishing Suite to create an app for its analytics content.
March 19, 2014
The DPS team recently presented to two publishing associations. If you weren’t able to attend the webinars, be sure to catch the recordings.
An introduction to DPS for Associations
Adobe’s Bridget Roman, Sr. Product Marketing Manager and Colin Fleming, Digital Publishing Evangelist, will guide you through what it takes to seamlessly transition from a PDF version of your magazine to a highly interactive reading experience with Adobe Digital Publishing Suite.
Watch the recording or get more information on the webinar.
More than just magazines. The many uses of DPS for B2B publishers
This one-hour webinar hosted by Adobe’s Bridget Roman, Sr. Product Marketing Manager, and James Lockman, Principal Solution Consultant, in partnership with the ABM, introduces B2B publishers to the wide variety of apps that can be created using Adobe DPS.
March 14, 2014
If you’re a B2B publisher interested in learning more about the latest advancements in content marketing, don’t miss this seminar hosted by the ABM and sponsored by Adobe where the topic “Understanding Content Marketing and Making Money from It” will be explored. Speakers will delve into why this is such a hot topic, share statistics on their content marketing spends and reveal strategies that are delivering results. One highlight of the day will be a mini case study that Sharon Wright, VP of Digital Operations from Cygnus Media, will share about their app strategy and how they are turning their digital magazines into a highly relevant medium that delivers revenue, engagement and leads.
Register now: Understanding Content Marketing and Making Money from It
Thursday, March 27 at 8:30 am EDT in New York, New York.