growing your nonprofit with salesforce.com: introduction to the non-profit edition

Global Tech & Resources (GTR)

www.gtr.net/nonprofits

Growing Your Nonprofit with Salesforce.com:

Intro to the Nonprofit Edition

http://www.gtr.net/nonprofits


Who is Charlie Havens?

Why does he like working with nonprofits?o I’m a serial entrepreneur– now someone else’s employee.o I want to make the world better for those I care about.o I wish to care more for those closet to me and relate to those far away.o I work to understand my place in the world.o My college major was social work and worked, as a social worker, before

going to chef school.o One of my last businesses, 501c3 Technologists, provided tech support to

small non-profits whose technology was cross-platform or Apple based.o I have three Salesforce.com certificationso I train people who wish to pass the Salesforce.com certification examo 34 year South Sider– Woodlawn, South Shore, South Chicago, and for

some years, Hyde Park. o I work for a small company with offices in Rolling Meadows, IL and

Chennai, India.o Most of the week, I work out home or client offices.




What does Global Tech & Resources do for nonprofits?o Help you understand your data and business processeso Build capacity for soliciting funding, communicating with donors, tracking

volunteers, managing memberships, manage registration, …o Grow and scale your business process automation using Salesforce.com.o Trains Salesforce.com System Administrators

A couple of our current projects with nonprofits:o 3 year research project with 40 mentors each contracted to work with a

CPS teacher– use SFDC for communicating w/mentors, managing contracts between mentors and CPS teachers, and to report on activities.

o Eco-science childrens camp– use SFDC to manage contracts and activities with multiple school districts and to manage fund raising.

o Program for assisting blind adults to obtain employment– use SFDC for the initial intake assessment.

o Nonprofit that raises funds for other nonprofits– automate donations/payments/allocations.



http://www.salesforce.com/


• begin with your vision

• define the problem or opportunity

• identify constraints: time, money, requirements

We need a roadmap.




VisionGoals

OpportunitiesConstraints

Requirments



• What brought you today?

• What is the opportunity you wish to create?

• Why did you imagine that Salesforce.com might help you create that opportunity?




Starting with the basics!




CRMs track and manage the many relationships with and between

people and organizations– automating some of the processes.


What are Constituent Relationship Management (CRM) systems?


Some common goals

for nonprofits’ using CRMs

Global Tech & Resources

▪ find, attract, and win new constituents

▪ nurture and retain current constituents

▪ entice former constituents back into the fold

▪ reduce costs of communications and service and/or in-

crease efficacy




Needs commonly addressed by CRMs

•Donation or grant pipeline is clogged.

•Data silos don’t talk to each.

•Tracking info too difficult. Reporting is impossible



• Track time

• Acknowledge volunteers and donors

• Share resources with Client

• Build community

• Coordinate Services


Opportunities found for solution via CRMs




Any number of technology tools might

accomplish the goals; right?

Why Salesforce? What is it? Why is it great?




What is Salesforce?

It isn't a single thing, but rather a cloud-based

platform allowing you various ways:

•to organize your data.

•view your data.

•automate your business processes.



Access your data from anywhere you choose, the library, the coffee shop, home, phone…

Access your data from anywhere– the library, the coffee shop, home, phone…




It is a platform.A platform allows other things to be built or happen upon it.

It doesn’t care so much what happens on top of it.

Think of an oil platform at sea, repurposed for oceanic research.

Think of a box of Legos©, used to create and play many things.



And, what are automated business processes:

They automatically doing things like:•Sending a response, when a donation is entered.

•Sending you a reminder of a grant proposal due date.

•Creating a next step task for another staff person to do.

•Creating a new donor lead in Salesforce from a web site form.




What is Salesforce?It isn't a single thing…

•A cloud-based Constituent Relationship Management tool.

•A database that can be viewed and edited from a browser.

•Like your “smart-phone”, its extended through adding apps.

•A business automation system used by over 20,000 nonprofits.



When customized, theSalesforce.com data model is used

for many purposes.


For-Profit Examples:• Japanese mail delivery system, each piece of mail a record.• Get-out-the vote activity. It ran the Obama campaign.• Coke maintains inventory at vending machines and stocks trucks accordingly.• Customer services requested and delivered by a television cable company.• Inventory product being sold from a web site.• Toyota car performance & maintenance needs reported to customer.• GE uses to monitor performance and maintenance needs of new jet engine.




But why Salesforce in particular?

•Access applications, data, reports… from anywhere you have internet.

•Platform independent– Windows, Macs, tablets, smart phones.

•Lower hardware demands– remote processing, no local server.

•Quickly Deployment.

•Need trained implementers, but generally, but less need for coders.

•Auto update every 4 months. You don't do it. Nor, do you pay for updates.



Free Trial– Salesforce.com Enterprise Edition


http://www.salesforcefoundation.org/tryitnow



But why Salesforce for Non Profits?Discounted Licenses

and

The Nonprofit Starter Pack

We will come back to these two, later;

First, how does the Salesforce data model fit in the nonprofit world.



Without customization, the

default Salesforce.com CRM

model doesn’t work well in

managing relationships with and

between individuals. Let's look at

options for how we do that.




By default, Salesforce.com is about selling.

•business to business

•not business to consumer

What is a nonprofit to do with that???



B2B


Campaign –> Leads –> Contacts at Accounts –> representing Opportunities –> ... which we sell…or we don’t …




NP O2O


•Track your organization’s grant proposals and receipts from/to other organizations.•Track coalition/partnership building campaigns between organizations.•Manage member organizations in an association of organizations.

If all relationships are between organizations via contacts at each, then Salesforce base data model is great starting point.




Build-Your-Own (BYO)

Advantages DisadvantagesIt works the way you designed it. It works the way you designed it.

It works as well as you tested it. It works as well as you tested it.

You can involve your entire organization. You can involve your entire organization.

It is focused on your processes. It costs money to become so focused.

Someone in your organization understands it. Tough customization when they leave.

It may fit better. It takes longer to plan and deploy

It may include specific niche functionality. It will cost more.



Salesforce.com Foundation


http://www.salesforcefoundation.org/nonprofit

http://www.salesforcefoundation.org/nonprofit


Nonprofit Starter Pack = no cost to use•You pay staff or consultant to configure, document, and train.

•Other packages involve an on-going financial transaction.




No strings attached.

• Nonprofits, schools or religious organizations are eligible

• 10 free enterprise edition licenses

• Discounts on additional licenses, training and AppExchange

• $15,000 value each year

• Active nonprofit community




Under one umbrella with NPSP!!!

▪ 1st Ten licenses discounted 100%. Next ones 80%.

▪ Continual testing and validating.

▪ 20,000+ organizations using it.

▪ Improvements based on user feedback.

▪ Active user community.

▪ Twice a year Salesforce.com developers sprints

▪ Two data models from which to choose.

▪ Six Apps comprise this package. Some may be used without using others.

▪ Many third-party apps have been built to be compatible with this package.

▪ Large base of consultants and third-party apps committed to this product.




Contacts and Organizations (customization to allow Contacts to be primary, rather

than requiring that every Contact be associated with a company Account)

Households (Allows tracking of information and communication by household)

Recurring Donations (Tracking of recurring pledged donations)

Relationships (Allows creation of relationship between non-household Contacts)

Affiliations (Allows Contacts to be affiliated with an organization besides employer)

Batch Data Entry (Batch entry of data into this package’s apps)

Six Apps comprise the Nonprofit Starter Pack (NPSP):



http://www.salesforcefoundation.org/nonprofitstarterpack

http://www.salesforcefoundation.org/nonprofitstarterpack



• No on-demand support.

• No volunteer, service, or event management.

• End-user documentation is limited.

• Larger organizations with detailed

• tracking and complex reporting need to spend time

figuring out how best to use, or customize it.

Why wouldn't you use the Nonprofit Starter Pack?


And the Winner is…

Nonprofit Starter Pack!

Most often, it will fit the bill.





Side trip:

•Let's look around the a Salesforce instance with NPSP installed:

http://login.salesforce.com

[email protected]





References you may find useful:

Search Google for “The New World of Donor Management Apps for Nonprofits”, Heller Consulting, 2012.

Learning centerhttp://www.salesforce.com/customer-resources/learning-center/#before-you-start

Salesforce webinars

http://www.salesforce.com/events/online/webinars-sales.jsp

Nonprofit eligibility

http://foundation.force.com/products_donation_eligibility

Calendar of Salesforce live webinars

http://salesforcefoundation.org/products/community/events#Weekly

Salesforce training sessions (discounts for nonprofits)

http://salesforcefoundation.org/products/community/resources

Nonprofit Starter Pack

http://www.nonprofitstarterpack.org/



http://www.salesforce.com/customer-resources/learning-center/









http://salesforcefoundation.org/products/community/events










Questions




What are your take-

aways?




Charlie HavensTrainer

Nonprofit Practice Consultant/Manager

Salesforce.com Certified AdministratorSalesforce.com Certified Advanced Administrator Salesforce.com Certified Force.com [email protected] | 773-848-0154

Global Tech & ResourcesCreating Possibilities using Salesforce.com:

• Developing High Performance Salesforce.com People:

• Training for Salesforce certifications and management

• Salesforce staffing and Out-tasking Services

• Consulting on Salesforce.com Best Practices and Implementations.



growing your nonprofit with salesforce.com: introduction to the non-profit edition

Technology