Transformation Delivers 5000% Return

The Challenge: Increase competitive position, customer satisfaction and market valuation through sustainably predictable revenue stream through shift from software vendor to leading provider of digital creativity.

The Result: As global leader in digital experience and creative solutions used by 90% of F100 companies, Adobe stock has risen by 5000% within one decade.

After 20+ years predictable growth in 2007, Adobe’s executive team recognized market, consumer, competitive shifts that would require new approaches. After successfully piloting a ‘creativity as a service’ model in selected markets and integrating agile methodology into development processes, they were prepared to shift from being a software vendor to a digital experience service provider.

Knowing this would require a complete change in business model, Go-To-Market (sales) approach and operations processes, they needed external expertise to lead the transformation. After extensive search, Next Step was selected based on the firm’s holistic approach to change, deep commercialization expertise and methodology proven to deliver real results on time and budget.

Business Transformation Process:

The process used by Next Step can provide a blueprint for companies as they transform and digitalize. It includes:

  1. Deep market understanding and preparation
  2. Customer journey mapping, tracking and measurement process
  3. Value network partner/ stakeholder engagement
  4. Go to market (marketing/sales / partner) process development
  5. Organizational and partner enablement
  6. Services development and implementation
  7. Integrated communications with all stakeholders
  8. Success measurement

Over the two year transformation period, Next Step’s team (in collaboration with Adobe) delivered:

  • Future Ready Assessment
  • Market Opportunity Analysis
  • Business Case and Financial Modeling of Transformation
  • Go to Market Process Map
  • Customer and Stakeholder Engagement
  • Organizational Readiness, Competency and Team Development
  • Global Sales and Partner Enablement
  • Success Measurement and Tracking Program

Adobe Challenges

  • Create a more predictable revenue stream
  • Meet customer needs for dynamic, leading-edge, multi-device functionality
  • Migrate customers and channel partners to new model
  • Maximize sales productivity and recurring revenue