Deliver Results

Sandra Burns

Leadership Principle Worksheet 

This worksheet was designed to share how I align my experience with Amazon’s Leadership Principles. I’ve written down a couple of detailed examples from my experience that relate to each of Amazon’s Leadership Principles. Enjoy! Sandra Burns

Deliver Results: Leaders focus on the key inputs for their business and deliver them with the right quality and in a timely fashion. Despite setbacks, they rise to the occasion and never settle.

Example 1: 

Situation: APS PVNG (Palo Verde Nuclear Generating) was not buying enough or what would be considered for a company of their size of Acrobat (the full version not the free reader) from Adobe. Many users or companies confuse Reader with the Pro or full version, one of the many things I did as an Application Engineer at Adobe was to explain the differences to our enterprise customers and at trade shows, lunch and learns and seminars.

Task: Make sure APS PVNG knows the advantages of Acrobat the full version.

Action: I did a demo at APS, 3 sets of 100 employees on the differences of Adobe Reader and Adobe Acrobat. Outlining you can create a PDF, edit a PDF, Annotate a PDF, build forms onto the PDF., sign a PDF, secure a PDF.

Result: I brought awareness of Adobe Acrobat Full version to APS that increased orders of Acrobat.

Example 2:

Situation: APS PVNG still didn’t seem like they were making as many orders they should be making as I just demonstrated to 300 people the differences between Acrobat Reader and the full version.

Task: Find out why they are not ordering more Acrobat full versions.

Action: Set a meeting to go talk to my inside person who I setup the demo’s with and whom I have order through my account manager. I wanted to find out if there was any issue in using the capabilities of the full version of Adobe Acrobat. He shares with me that he can download somewhere on the Adobe website a PDF Maker executable. I was like what? Where?

Result: I went to my boss the regional director of the southwest and shared how having a free PDF Maker on the Adobe website, inhibits us selling a very important component of creating PDF’s. She talked to the powers at be high up at Adobe and that was soon removed. Sorry for the little guy but this was a major company with hundreds of users using something free that our company spent much time and money developing and marketing, not to mention my compensation was based on a quota of x number of companies in my territory.

(This next part could also apply to the Learn and be curious portion). Adobe founders, whom I met, invented Postscript in 1982 so we could print graphics on printers. Then Acrobat was created to view the Postcript as we now call PDF documents, then they invented Illustrator to edit the postscript. So it’s only right they earn what they developed dating back to 1982 and is widely used today. When I learned that, I poked around in PDF with security on just to be sure it can’t be edited. The developing engineers assured me at the time it was RC4 method of encryption which was good info to know and share to my highly secure customers, like Los Alamos, which later was enhanced for them, another story.