Note to Partner The purpose of this template is to help you prepare your sales teams (your internal team as well as members of the MSP’s sales team) to sell your app. This Sales Enablement presentation, once complete, can be used to quickly ready sellers to sell your solution. Include any content you think is relevant to help sellers engage customers quickly and efficiently. The topic areas in this deck represent the minimum content required for a sound sales enablement training.

Adobe Systems, Inc. Adobe Sign Adobe Sign is Microsoft’s preferred e-sign solution. Integrations into Microsoft Office 365, Microsoft Dynamics 365, and Microsoft SharePoint make it faster than ever to e-sign documents.

9/27/2019 9:52 PM What’s in it for me? Increase average deal size and close rate by adding Adobe Sign to Office 365 and Dynamics 365 Value-added services – Provide end to end managed e-signature services Partnership with a trusted leader that’s helping companies digitally transform their business Include customer quotes, testimonials, case studies that illustrate the impact this solution has on businesses/individuals similar to the target customers. © 2014 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

What are you selling? With Adobe Sign, Integrations into Microsoft Office 365, Microsoft Dynamics 365, and Microsoft SharePoint make it faster than ever to e-sign documents. With Adobe Sign, customers can: Speed business transactions across the enterprise with legal electronic and digital signatures Leverage deep integrations across Microsoft applications to deliver better experiences and maximize their investment Gain the flexibility of global scale with the most stringent security standards and the broadest range of industry compliance

Who is your target audience? Market Industry Typical Customer $100 million+ revenue opportunity New users for Office 365, Microsoft Dynamics 365, and SharePoint 350 million users of Office 365 80,000 Accounts using Microsoft Dynamics This solution can be useful in any industry looking to transition to digital workflows. Popular industries include: Commercial Government Healthcare Education IT and Operations Department managers in the following departments: Sales HR Marketing Legal Product Management Customer Service and Support Purchasing and Procurement

Why should you sell this solution? Customer Benefits More profit – Companies that embrace digital transformation are already 26% more profitable than their peers. Faster Approvals – automatically send documents that need approval or signature to a list of recipients. Trusted Security – Adobe Sign and Microsoft offer best-in-class enterprise security to protect your company's information. Easier Adoption – No need to learn a new solution because the customer is leveraging existing technology by working within the Microsoft solutions

9/27/2019 9:52 PM How do you identify an opportunity? Questions to ask to uncover opportunities in multiple customer departments or functions Departments Functions Where do you have manual or paper-based steps in your document workflows? Do you have documents you need to send for approval and/or signature? Are there multiple parties involved? Are they spread out in various locations? What are the consequences of contracts, quotes, proposals, or other documents containing errors or incorrect terms or information? What happens when approvers— internal or external—are out of the office and the contract needs to be signed? Do you ever work with documents that require a signature or approval? Are the documents you work with ever paper-based (i.e. faxed, mailed, hand delivered, etc.)? How many documents – in paper or digital format – do you handle with regularly? Do approvers sign manually or digitally? © 2014 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

How will the solution help? Customer Pains Solution Benefits Manual, paper-based processes are inefficient and time-consuming. Make your workers 30% more productive by automating signing and approvals. Our technologies don’t translate into improved business results. Using Adobe Sign with Microsoft positively impacts the user experience. Speed to signature/approval Decrease time to signature Cost savings Companies have saved $X Revenue and CRM Shorten sales cycle

How might customers respond? “We already use a competitive solution.” (Note: our biggest competitor is DocuSign) “We are evaluating DocuSign or another competitor.” “I’ve heard of DocuSign. What is the difference between DocuSign and Adobe Sign?” CUSTOMER OBJECTION Adobe Sign is now the preferred e-signature solution for Microsoft customers. DocuSign does not have a strategic partnership with Microsoft. Adobe Sign is a complete digital document solution that offers more turnkey integrations, better customization, and an easier, faster signing experience than DocuSign. Adobe is a profitable, stable company with demonstrated leadership, a robust R&D budget, and 1,000 patents in digital documents. ANSWER

How might customers respond? “The status quo is fine.” “Our current process provides us with everything we need.” “We don’t have a huge need for this type of solution.” “We are not looking to go digital / We don’t have a digital transformation initiative.” CUSTOMER OBJECTION If you’re not taking advantage of digital workflows and electronic signatures, your competitors are. Leading companies are already using e-signatures to win 17% more deals, cut sales cycle time from weeks to hours, and improve customer retention by 6%. Companies that embrace digital transformation are already 26% more profitable than their peers. ANSWER

How might customers respond? CUSTOMER OBJECTION “Are e-signatures legal?” “I’m not sure if electronic signatures are legal in our industry or department.” “Will my legal or compliance team have an issue with this?” E-signatures are legally valid and enforceable in nearly every industrialized country around the world. For more information on country-specific e-signature laws, refer to the Global Guide to eSignature Law handbook. Adobe meets rigorous world-class security and compliance standards and stores all customer data in geographically dispersed data centers with state-of-the-art access controls. And all data and documents are encrypted both in motion and at rest. Learn more at the Adobe Trust Center. ANSWER

Who have we helped? Microsoft SharePoint + Adobe Sign customer story 9/27/2019 9:52 PM Who have we helped? Microsoft SharePoint + Adobe Sign customer story AusNet Services CHALLENGE: Deliver energy to millions of Australians by streamlining operations. SOLUTION: Adobe Sign and Microsoft SharePoint provided speed, efficiency and auditability. RESULTS: Reduced contract signing time to 2 days Collected 150 signatures at once with little effort Stay compliant with audit trails A widget streamlines onboarding of new suppliers with SharePoint Include customer quotes, testimonials, case studies that illustrate the impact this solution has on businesses/individuals similar to the target customers. © 2014 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

Who have we helped? Microsoft SharePoint + Adobe Sign customer story 9/27/2019 9:52 PM Who have we helped? Microsoft SharePoint + Adobe Sign customer story State of Hawaii CHALLENGE: They wanted to enhance citizen services through paperless initiatives. SOLUTION: Adobe Sign and SharePoint improved the productivity of government employees, provide citizens with faster services and reach a geographically disperse population. RESULTS: 80% less time to process new hires Signed approvals returned in hours, not weeks 64,000+ e-Signature transactions the 1st year Simplify complex workflows with SharePoint integration Include customer quotes, testimonials, case studies that illustrate the impact this solution has on businesses/individuals similar to the target customers. © 2014 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

Who have we helped? Adobe Sign only customer story Jaguar Land Rover 9/27/2019 9:52 PM Who have we helped? Adobe Sign only customer story Jaguar Land Rover CHALLENGE: Address efficiency issues and implement digital workflows in multiple departments. SOLUTION: Adobe Sign helped shape a strategic vision for increased efficiency, global expansion, and faster time to market. RESULTS: Reduced signoff on a major engineering documents from a few weeks to just a few days Automation of over 80 paper-based processes Enabled traveling executives to sign on the go using mobile devices Include customer quotes, testimonials, case studies that illustrate the impact this solution has on businesses/individuals similar to the target customers. © 2014 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

Resources Marketing Program Support AdobeSign_CSP@adobe.com 9/27/2019 9:52 PM Resources Marketing Program Support AdobeSign_CSP@adobe.com Pre-sales Support Engage after you have qualified the opportunity, given a click through demo of the product Can answer technical questions or go demo the solution if the customer needs more AdobeSign_CSPpre-sales@adobe.com Onboarding Support Customer who is not able to get their account set up with the self serve email content Post-sales Support If you have a customer who needs technical post sales support AdobeSign_CSPsupport@adobe.com Customer Facing Literature Additional sales materials for technical and security specifications stored in Microsoft CSP Internal Literature Additional literature and information can be found in the FAQ section of Microsoft CSP Include customer quotes, testimonials, case studies that illustrate the impact this solution has on businesses/individuals similar to the target customers. © 2014 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.