What are reps doing to maintain decent lead gen and pipeline at Adobe? How much of that is on the rep vs marketing/bdrs?

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Accepted Answer

So Adobe is such a complex company that it is hard to answer unless you ask some questions to get further clarification. What I mean by that is... What product are you looking to sell? What vertical are you going to support? etc.

Without knowing that info I can give my experience. I was a BDR for a DX product in our healthcare vertical. I am now renewal sales rep in the same product/space. Pretty much all of our pipeline is built by AE relationships with clients. Some lead generation and marketing techniques bring pipeline, like Adobe Summit, etc. And if you have a good BDR they will bring some pipeline as well. In my vertical, I was able to perform and bring at least 4 opps a month, but I was considered an overachiever.

Sorry if this info was not the best, but I can only help with what I have experienced.

Answer

Lots of different teams.  It goes in cycles.  I've mostly been on the new logo team at Adobe and sometimes I have quite a few leads, but other times I have hardly any.  We definitely have the name recognition, but cold calling as never been a great part of my business since I've been at Adobe since our products are enterprise and complex.  We are not a turnkey solution so doing cold calling is kind of a waste of time from what I've seen.  Our products take a long time to implement and change plans so if a company doesn't have any plan on changing their website, then cold calling them just isn't worth the time and effort.  The best way to cold call is through our marketing events to meet people face to face and plan way in the future.  Problem is, you are really doing another AEs dirty work as we switch territories and accounts every 12 months.  Been here 5 years and never have kept the same territory.  But it goes hand in hand as I get some good accounts and opportunities with the new fiscal year and I give up some good ones as well.

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Anonymous Q&A

What are reps doing to maintain decent lead gen and pipeline at Adobe? How much of that is on the rep vs marketing/bdrs?