Incentive design and metrics 03112014

© 2014 Adobe Systems Incorporated. All Rights Reserved.

Adobe Digital Media Inside SalesMichelle McGowan, Manager of Inside Sales for Americas Digital Media

March 11, 2014

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Agenda

Who we are

Digital Media Sales Organization

How we measure Inside Sales

How we compensate Inside Sales

Setting expectations

Challenges

Best practices

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Who we are

Adobe is the global leader in digital marketing and digital media solutions. Our tools and services allow our customers to create groundbreaking digital content, deploy it across media and devices, measure and optimize it over time, and achieve greater business success. We help our customers make, manage, measure, and monetize their content across every channel and screen.

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© 2014 Adobe Systems Incorporated. All Rights Reserved. 4

Digital Media Sale Organization


Monte Wilson – Americas Digital Media

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Monte WilsonVP

Americas Digital Media

Andrew TravisAVP

NA Commercial

Susan Powell

Brittany Raven BurnsCommercial WestSan Francisco, CA

Sara Clayton-KuehmeierCommercial Central

Dallas, TX

Stephan RiouxAVP

M&E / Retail / FSI

Greg HaunManager

M&E

Jennifer SmetanaTeam Lead

FSI

Neil DayRetail EastNew York

TBHRetail Central

Rachel WilsonRetail West

San Jose, CA

Marion HurnAVP

EchoSign

Anthony BenvenutoSMB

San Jose, CA

Steve GreenMid Market WestSan Francisco, CA

Ken WebsterMid Market West

San Jose, CA

TBH (5)Enterprise Field DM

Chris HesslerAVP

Americas DPS

Naomi StarrDPS / EDU / M&E

New York, NY

Jeffrey FrommerFSI & Retail East

Hoboken, NJ

Mark BassaniFSI, Retail West

San Jose, CA

Alessandro FonsecaDPS LATAM

Ron Di TorroAgency Partners

New York, NY

Jim HolscherVP

Americas Education

Mike GiordanoEducation Northeast

Orefield, PA

Jonathan HammondEducation Southeast

Raleigh, NC

Tim SchulenburgEducation Central

Austin, TX

Karen SteeleEducation WestRoseville, CA

Fernando AmayaEducation LATAMCoral Gables, FL

Marta ClarkVP

LATAM

Fabio SambugaroSOLABrazil

Mauricio GonzalezNOLA

Mexico


Steve AffleckDirector, Inside Sales

Michelle McGowanMgr, Inside Sales

Education

Kathy TraynorTeam lead

Jarod Pace

Michelle Pedersen

Jeff James

Commercial GEO

Suzie Adams

David Lee

Andrea Specht

Commercial Named

Paul Chambers

CommercialLTAM

Digital Media Inside Sales


Partner L200, Phase II

How they are measured


Metrics

Monthly Linearity, linearity, linearity

Pipeline, pipeline, pipeline

On time reporting

Quarterly Regional # attainment

Inside Sales # attainment

75 Focus Accounts

2 to 3 individual goals

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How they are compensated


Compensation

70/30 split but moving to a 60/40

TTC range is $80k to $105k, avg on team is $96k

Variable is split between commission and BDO – 50/50

50% M1 (able to accelerate) – team overlay

50% BDO (no acceleration)

25% BDO for Under Threshold opp (no acceleration)

15% BDO for ISS Driven/Influenced opps (no acceleration)

10% BDO for Call Blitz (no acceleration)

BDO paid out quarterly with no accelerators

BDO range from 2 to 4 per quarter

Merit increases 1st quarter year based on previous years performance

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Setting expectations

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Expectations

How we set them

Start of each new year Check-In and Expectations 1:1

Listen to what they need

Must be measurable

Align to both company and organization goals

Why it is important

Helps keep them focused and on track

Allows them to own their goals

No uncertainty of what is expected of them

Reviewed on a regular bases – min 1x per qrt

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ISS FY14 Expectations

Annual Quota

Regional quota – achieve 100% of your regional team’s assigned quota

Individual quota - achieve 100% of your assigned quota

EDU - 15% of regional #

Commercial - 10% of regional #

Manage 75 focus accounts

Close opps in 30% (25 accts) of your focus accounts

Deal Reg and Adobe Source attribute to the %

Opps tracked in SFDC with activity

2 to 3 individual goals

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ISS Daily Expectations

Be on time

Respect others

Work cohesively with your Manager, RSM, Field, Channel, Marketing and Sales Ops

Communicate with your Manager, ISR team and extended teams

Your Customers are your priority

Strive to have a high level of customer engagement which will ensure that you are growing your territory by building strong relationships and developing key strategic customer relationships.

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Challenges and Best Practices


Challenges

Inside Sales pay structure

Field is currently double of ISR

Competing companies salary – MS starts $120k base and TTC $204K

Working from Home

Water cooler talk

Clock watchers

Overtime

Travel budget - limited

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Best practices

SPIFFs!

Individual contest based on driving revenue for specific BU

Top Rep of Quarter

Call Blitz

Activity

Incentives

Work from Home

Long lunch

Early/Late start

Team Lead

Team assignment

Mentoring

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Incentive design and metrics 03112014

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