Who are you? Defining your value proposition as an Adobe partner

You’re competing against many other partners to get the job done. If a customer asks you why they should choose you as their partner, what would you say? What makes your company special?

Don’t just think about it in terms of solutions and services. Define your specific knowledge, experiences, and even philosophy to stand out and let customers know if you are a good fit for their needs. What is your approach to customer engagements?

One way to determine who you are as a partner: look at your previous customer success and identify what drove your achievement. Maybe it was a customer that wanted you to challenge them, question them, and push them towards greatness. Or maybe you’re the best in the business at listening to customers and finding ways to bring their great ideas to life.

Bring all of these factors together and create a profile that gives people a sense of your company and how you would help the customer achieve their goals.

Who is your ideal customer?

Customers will need vastly different things from their partners depending on their industry. Define the ideal customer by looking at past customer engagements and identifying the knowledge, skills, and services that made some customers a great fit.

For example, maybe you’ve had a big impact on customers in regulated industries such as healthcare and financial services because you have a deep understanding of specific security measures. Or maybe your creative, flexible teams helped media or retail customers work fast and think outside of the box.

Highlight some of the work you’ve done for current or past customers and promote your skills to pique the interest of customers in similar industries. Show how your experience has given you a deeper understanding of the challenges—and opportunities—in the industry and how you can bring more value to customers.

View Adobe industry messaging

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What Adobe skills set you apart?

Sure, you’re a great partner, but customers want to know what makes you a great Adobe partner. What Adobe products do you have experience with? How well do you know those products and how they fit together with other Adobe or third-party solutions in a customer’s ecosystem?

Aim for specializations that showcase your skills in specific Adobe products. Encourage employees to earn certifications and complete successful implementations to let customers know that you’re not just familiar with a product, but an expert in it.

Customers wanting support on a specific product typically look for companies with Adobe product specializations to bring more value to their business.

Explore Adobe Certification program

Learn about product specialization

Customers often want more from their Adobe products and are looking for partners who will give their implementation a little something extra—custom features, tested solutions, extra support.

Are you great at piecing together effective integrations? Do you have a set of configurations and best practices that you think gives your implementations an extra edge? Maybe you’re so experienced that you work faster than anyone else, or perhaps you’re known for supplying your customers with dedicated experts.

Submitting your service offerings or technical integrations for solution validation can earn Adobe’s stamp of approval and increase your credibility in the eyes of prospective customers.

Whatever brings added value, make sure that customers know they can expect something special when they work with you.

Explore all partner offerings

Adobe sellers want a slightly different type of value from partners. A great partner is someone who not only fits well with the customer, but provides a competitive advantage to sellers before, during, and after engagement.

They want partners who offer competitive pricing and excellent customer service. Sellers also might be looking for additional support, such as a partner who is experienced at delivering demos or pulling together an RFP in a regulated industry.

If you can make yourself attractive to both Adobe sellers and customers, you’re much more likely to find good fits for your skills.

Think about everything we’ve discussed: your organization’s strengths, skills, and specialties. Boil it all down to just a couple of sentences that describe the value your organization brings—be as specific as possible and avoid too much industry jargon. Your elevator pitch should uniquely describe your organization and no other partner.

Your journey as an Adobe partner will continue to evolve over the years. We encourage you to expand your specialties, build new skills, and explore new industries. But don’t forget to nurture your unique value proposition. That’s how you’ll separate your company from the competition and connect with customers and Adobe sellers who truly appreciate you as a partner.

And once you’ve locked in your story, make sure your value statements are reflected in your Partner Directory listing.

View your directory listing