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Best Practices for Constituent Management

2. Safe Harbor Statement. Safe harbor" statement under the Private Securities Litigation Reform Act of 1995: This presentation may contain forward-looking statements the achievement of which involves risks, uncertainties and assumptions. If any such risks or uncertainties materialize or if any of t

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Best Practices for Constituent Management

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    1. Best Practices for Constituent Management Natasha Deganello Giraudie, Papilia Cheryl Gipson, Network for Good/Groundspring Chris Pokrana, Points of Light Foundation

    2. 2 Safe Harbor Statement “Safe harbor” statement under the Private Securities Litigation Reform Act of 1995: This presentation may contain forward-looking statements the achievement of which involves risks, uncertainties and assumptions. If any such risks or uncertainties materialize or if any of the assumptions proves incorrect, our results could differ materially from the results expressed or implied by the forward-looking statements we make.  All statements other than statements of historical fact could be deemed forward-looking, including any projections of subscriber growth, earnings, revenues, or other financial items and any statements regarding strategies or plans of management for future operations, statements of belief, any statements concerning new, planned, or upgraded services or technology developments and customer contracts or use of our services. The risks and uncertainties referred to above include - but are not limited to - risks associated with the integration of Sendia Corporation’s technology, operations, infrastructure and personnel with ours; unexpected costs or delays incurred in integrating Sendia with salesforce.com, which could adversely affect our operating results and rate of growth; any unknown errors or limitations in the Sendia technology; any third party intellectual property claims arising from the Sendia technology; customer and partner acceptance and deployment of the AppExchange and AppExchange Mobile platforms; interruptions or delays in our service or our Web hosting; our new business model; breach of our security measures; possible fluctuations in our operating results and rate of growth; the emerging market in which we operate; our relatively limited operating history; our ability to hire, retain and motivate our employees and manage our growth; competition; our ability to continue to release and gain customer acceptance of new and improved versions of our CRM service; unanticipated changes in our effective tax rate; fluctuations in the number of shares outstanding; the price of such shares; foreign currency exchange rates and interest rates. Further information on these and other factors that could affect our financial results is included in the reports on Forms 10-K, 10-Q and 8-K and in other filings we make with the Securities and Exchange Commission from time to time, including our Form 10-K for the fiscal year ended January 31, 2006. These documents are available on the SEC Filings section of the Investor Information section of our website at www.salesforce.com/investor. Any unreleased services or features referenced in this or other press releases or public statements are not currently available and may not be delivered on time or at all.  Customers who purchase our services should make purchase decisions based upon features that are currently available.  Salesforce.com, inc. assumes no obligation and does not intend to update these forward-looking statements, except as required by law.

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    4. 4 Papilia – Treat Every Donor Like a Major Donor SM

    5. 5 Papilia - Partial Customer List

    6. 6 The Challenges

    7. 7 The Challenges

    8. 8 The Challenges

    9. 9 The Challenges

    10. 10 The Challenges

    11. 11 The Challenges

    12. 12 The Challenges

    13. 13 The Challenges

    14. 14 Best Practices for Constituent Management How can You Treat Every Donor Like a Major Donor? ? Listen to what they care about. ? Make their experience convenient. ? Inspire their championship.

    15. 15 Treating Every Donor Like a Major Donor

    16. 16 Treating Every Donor Like a Major Donor

    17. 17 Treating Every Donor Like a Major Donor

    18. 18 Treating Every Donor Like a Major Donor

    19. 19 Treating Every Donor Like a Major Donor

    20. 20 Treating Every Donor Like a Major Donor

    21. 21 Treating Every Donor Like a Major Donor

    22. 22 Treating Every Donor Like a Major Donor

    23. 23 Papilia for Salesforce: On-demand Data Synch

    24. 24 Key Features 2-way Data Exchange Single Click Synchronization - All, Contact, Donations, Results Key Benefits On-demand, Streamlined No IT services required No manual data entry Papilia for Salesforce: On-demand Data Synch

    25. 25 Send the following text message to 41-411: Papilia How can I see a Papilia Demo?

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    27. 27 Network for Good powered by Groundspring Leading Nonprofit Technology Service Provider for online donations 12,000 NPOs raise $42 million in 2005 We help nonprofits become successful online with tools and internet strategy training

    28. 28 Paws 4 the Cause Story—Converting to Salesforce Budget: $750,000 Mission: Animal Assisted Therapy Fundraising strategies Annual Gala Direct mail Membership program Fees for service (program fees) Corporate sponsors Communication strategies Quarterly eNewsletter Biannual print newsletter Programmatic updates sent by email Database: Converting to salesforce.com Email Messaging Vendor: Vertical Response Online Donations: Groundspring – DonateNow

    29. 29 Paws 4 the Cause The “I want” list from the Development Director I’d to target all our monthly eNews subscribers who are office admin volunteers who gave $50 or more last year in our direct mail campaign to buy $100 tickets for our annual gala. I want to send them a special “forward to a friend email” ..

    30. 30 Key Challenges to Successful Constituent Management Technology Challenge Integration between website, online donation tool, email messaging tool and database difficult to achieve Supporter demographic info and gifts not coded systematically Supporter communication not linked to donor behavior, demographic profile, or email response behavior

    31. 31 The Solution How do we address the challenges? Build your database codes with fundraising methods in mind Plan to build supporter relationships over time Create supporter coding systems for supporter profile and gifts Use Salesforce and AppExchange tools to integrate Website information Online donations Email messaging data Offline fundraising dollars

    32. 32 The Solution Coding Structures to Review Demographic Data Develop a set of donor profile (constituent codes) Gather data online for personalization Use date stamp for email signup to calculate when to send the “ask” Gift Codes Fundraising Method Specific Campaign (sometimes called appeal or approach) Program Designation Fund Code (General Ledger) Email Open and Click-Through Behavior

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    38. 38 Paws 4 the Cause The “I want” list from the Development Director I’d to target all our monthly eNews subscribers who are office admin volunteers who gave $50 or more last year in our direct mail campaign to buy $100 tickets for our annual gala. I want to send them a special “forward to a friend email” ..

    39. 39 Constituent Management Codes Demographic Data Gift Codes Email Open and Click-Through Behavior ..

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    41. 41 About the Points of Light Foundation Our mission: “to engage more people and resources more effectively in volunteer service to help solve serious social problems.” Our strategy: provide local delivery systems build skills, knowledge and programs raise public awareness

    42. 42 The Challenge Business Challenge Organization culture Data ownership / accountability CRM strategy buy-in / understanding Technology Challenge Outdated legacy system (IMIS) Multiple redundant databases Four instances of SFDC Integration between systems Dirty data Staff frustration Inefficiency Poor business intelligence

    43. 43 The Solution Business Solution Executive buy-in Staff engagement Communication & education Technology Solution Initial data clean-up & ongoing management System migration / integration AppExchange products Workflow & validation Purchased Apps ActivePrime Scribe Software Donated Apps DreamTeam DemandTools Crystal Reports* ONE/Northwest Apps Rapid Lead Converter Functional Documentation * Donation status not confirmed

    44. 44 Demo: Maintaining Quality Data Scenario: Leads generated via web form Key Requirements Data validation Prevent duplicate data Automated notification Easy conversion process Key Benefits Timely follow-up Better data / information Increased user adoption

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    46. 46 Session Feedback Let us know how we’re doing! Please score the session from 5 to 1 (5=excellent,1=needs improvement) on the following categories: Overall rating of the session Quality of content Strength of presentation delivery Relevance of the session to your organization

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