Adobe Creative Suite changed its business model to a subscription service (Adobe Creative Cloud) five years ago, and they were faced with a challenge: migrating a huge portion of their clients to the cloud. The main obstacles included: currency exchange, illegal copies of the software, and lack of awareness about the true value/support that the product’s new subscription model (Cloud) can offer.
With a special SKU promo price that included a 35% discount exclusively for clients with the Creative Suite installed, Adobe Corporate asked for 500K in revenue in a three-month period.
- Creative/Content: We developed a campaign in Spanish and Portuguese highlighting the product’s valuable advantages. The content was adapted to each Buyer Persona (IT, Finances, and Creatives).
- Account Discovery: The existing list was outdated by +45%. A new database was developed using LinkedIn Sales Navigator, Intent Data, and our Contact Center.
- Inbound Multi-Touch: Email and InMail marketing campaign (Social Selling) that redirected to a landing page with assets (White papers with benefits and the offer) that could be downloaded after filling out a form.
- Through our Contact Center: we followed up on all leads, and potential customers were then escalated to the sales staff.
Corporate decided to keep the sale running as well as the campaign during the second half of 2019.
The projected quota was exceeded by 21.2%, and there was a 56.4% increase in the additional pipeline.