1. Judy Nash Account Executive 8 Breakthrough Strategies for the Next Decade of Fund Raising: An Executive Briefing

2. Who is eTapestry?

Dedicated to serving nonprofits

A fast growing, successful NASDAQ firm

A company that thrives on innovation

A group that is passionate about service

People who love to have fun!

3. What is our history?

Founded by former execs of MSC

First Software as a Service solution for nonprofits in 1999

6,000 nonprofit clients around the world

Became part of Blackbaud-August 2007

4. Agenda

Pure Fund Raising Tools

• Matching Gifts

• Recurring Gifts

• Essentials for the Ask

• For Impact Report

• Segmentation

Relationship Building Tools

• CRM

• Email

5. Agenda (cont.)

Relationship Building Tools (cont)

• Web 2.0

• Moves Management

• eTap Mobile

Benchmark Reporting

Donor Loyalty

Community Building (Donor Login)

Web Site Optimization

Research/Analytics

API (Interface to the world outside)

6.

Today we have the chance to seize two hours which could have a major impact on monies raised for your mission! Jay Love CEO and Co-Founderof eTapestry

Photo credit:Sorin Brinzei 7. The Rules Still Apply (Its all about relationships not technology) 8.

Know the Difference

It is Now a New World 9.

Your database is like a septic tank. (Does that comparison bother you?) If it's working well, you barely give it much thought. But nobody likes getting into a septic tank. If your database is not well maintained, you're going to have a real mess on your hands. Keep it in working order.

Jerold Panas

1. Pure Fundraising Tools 10. 1. Pure Fundraising Tools: Matching Gifts

Quite Simply a Doubling of Donation Amounts!

Most Often Money that Falls Through the Cracks

Relationships, Relationships, Relationships

Again Leveraging Your Technology Investment

11. 1. Pure Fundraising Tools: Matching Gifts 12. 1. Pure Fundraising Tools: Matching Gifts 13. 1. Pure Fundraising Tools: Matching Gifts 14. 1. Pure Fundraising Tools: Matching Gifts 15. 1. Pure Fundraising Tools: Recurring Gifts

The Foundation of many Fundraising Programs

Key in ePhilanthropy Transactions

Constituents become Investors rather than Donors

Technology makes it Easy

16. 1. Pure Fundraising Tools: Recurring Gifts 17. 1. Pure Fundraising Tools: Recurring Gifts 18. 1. Pure Fundraising Tools: Recurring Gifts 19. 1. Pure Fundraising Tools: Essentials of the Ask

It Must be Easy or it will not be Used!

Home Page

Investors in Your Mission

Relationship + Knowledge + Proven Plan = SUCCESS

20. 1. Pure Fundraising Tools: Essentials of the Ask 21. 1. Pure Fundraising Tools: Essentials of the Ask 22. 1. Pure Fundraising Tools: Essentials of the Ask 23.

Based Upon Proven Results

So Simple Yet So Powerful

The Pareto Principle at its Best

A Report that Anyone and Everyone can use

1. Pure Fundraising Tools: For ImpactReport 24.

Capacity to Give Score

Relationship to Your Organization Score

Timing Score

Past Giving to Your Organization Score

Past Philanthropic Giving Score

1. Pure Fundraising Tools: For ImpactReport 25. 1. Pure Fundraising Tools: For ImpactReport 26. 1. Pure Fundraising Tools: For ImpactReport 27. 1. Pure Fundraising Tools: For ImpactReport 28.

Personalize Everything You Can

Let Technology do the Work for You

Queries can be Intuitive and Easy

Think with Building Blocks and Logic

1. Pure Fundraising Tools: Segmentation 29. 1. Pure Fundraising Tools: Segmentation 30. 1. Pure Fundraising Tools: Segmentation 31. 1. Pure Fundraising Tools: Segmentation 32.

Strong Relationships are from Knowing Important Details, Hopes and Dreams

Easily Supplement your Memory

Only Works if Used Daily by All

A Remarkable Secret Weapon for Fund Raising

2. Relationship Building: Constituent Relationship Management (CRM) 33.

If you want milk from a cow, you dont send it a letter.

Si Seymour

2. Relationship Building: Constituent Relationship Management (CRM) 34. 2. Relationship Building: Constituent Relationship Management (CRM) 35. 2. Relationship Building: Constituent Relationship Management (CRM) 36. 2. Relationship Building: Constituent Relationship Management (CRM) 37. 2. Relationship Building: Constituent Relationship Management (CRM) 38.

The Foundation of the Communications Revolution

Expected by EVERY Generation Now

Use Properly or the Results are Worse than not

A Fraction of the Cost of Other Forms of Communication

2. Relationship Building: eMail 39. 2. Relationship Building: eMail 40. 2. Relationship Building: eMail 41. 2. Relationship Building: eMail 42. 2. Relationship Building: eMail 43. 2. Relationship Building: eMail 44. 2. Relationship Building: eMail 45. Email Key Functions Tracking: bounces, opens, click-throughs Subscription management: automated unsubscribe or opting out link 2. Relationship Building: eMail 46. Key Functions: Deliverability: Fulltime staff 24/7 monitoring blacklists, spam filtering and ISP standards Horsepower: Up to 300,000 emails per hour via a scheduler Spam analysis tools WYSIWYG editor 2. Relationship Building: eMail 47.

You are NOW the Catalyst not the Originator

Where Thousands of New Relationships can Begin

Traffic you Always Dreamed of for your Web Site

Easier than you Think to Do

2. Relationship Building: Web 2.0 48. Web 1.0 vs. Web 2.0 Web 1.0 refers to first generation Web-based content that was typically one-way static communication. Web 2.0 refers to second generation Web-based services that emphasizes two-way online collaboration and sharing among users. 2. Relationship Building: Web 2.0 49. 2. Relationship Building: Web 2.0 50. Web 1.0 vs. Web 2.0

Web 1.0 was about reading, Web 2.0 is about writing

Web 1.0 was about organizations, Web 2.0 is about communities

Web 1.0 was about home pages, Web 2.0 is about blogs

Web 1.0 was about portals, Web 2.0 is about RSS

Web 1.0 was about owning, Web 2.0 is about sharing

Source: Joe Drumgoole, http://joedrumgoole.com/blog/2006/05/29/web-20-vs-web-10/

2. Relationship Building: Web 2.0 51. Source: The Wall St. Journal , 2006 2. Relationship Building: Web 2.0 Online Video Use 52. 2. Relationship Building: Web 2.0 Fun Video 53. 2. Relationship Building: Web 2.0 54. 2. Relationship Building: Web 2.0 Social Networking 55. 1,313 Friends 12,309 Friends 18,047 Friends 25,037 Friends 2. Relationship Building: Web 2.0 Social Networking 56. 2. Relationship Building: Web 2.0 - Widgets 57. 2. Relationship Building: Web 2.0 - RSS 58. 2. Relationship Building: Web 2.0 - RSS 59. 2. Relationship Building: Web 2.0 - RSS 60. 2. Relationship Building: Web 2.0 - RSS 61. 2. Relationship Building: Web 2.0 - Podcasts 62. 2. Relationship Building: Web 2.0 Message Boards 63. 2. Relationship Building: Web 2.0 - Wikipedia 64. Peer Fundraising Online 2. Relationship Building: Web 2.0 Personal Fundraising Pages 65. 2. Relationship Building: Web 2.0 Personal Event Fundraising 66.

Average volunteer sends over 30 emails

One in four emails sent by a volunteer results in a donation

Average online event gift is $59 which is a 50% increase over the average off-line gift

Many volunteers reach their stated FR Goal!

2. Relationship Building: Web 2.0 Personal Event Fundraising Results: 67.

CRM Based Upon a PROVEN Roadmap

Status Reports to Die For

The Foundation of Many a Successful Campaign

A Plan which Stays even if Staff does not

2. Relationship Building: Moves Management 68. 2. Relationship Building: Moves Management 69. 2. Relationship Building: Moves Management 70. 2. Relationship Building: Moves Management 71.

All Excuses for NOT Using CRM are Gone

So Handy

The Ultimate Tool for in the Field

Marries Together Two Indispensible Communication Devices

2. Relationship Building: Moves Management 72.

Included with your eTapestry service

Specifically formatted for mobile use

Fast

Real time information no syncing or downloading

2. Relationship Building: eTap Mobile 73. Search for any account in yourdatabase 2. Relationship Building: eTap Mobile 74. Hotlinks allow you to easily phone, email, or even get a map 2. Relationship Building: eTap Mobile 75. giving you instant tools for your mobile travels 2. Relationship Building: eTap Mobile 76. Store and see pictures, or drill down into a giving summary 2. Relationship Building: eTap Mobile 77. detailing a donors financial support 2. Relationship Building: eTap Mobile 78. Add new contact information from your mobile device and have all the details 2. Relationship Building: eTap Mobile 79. You can even run queries with eTapestry Mobile 2. Relationship Building: eTap Mobile 80. Best of all. . . eTapestry Mobile isno charge with your eTapestry service! 2. Relationship Building: eTap Mobile 81. 3. Benchmark Reporting

How would you go about finding the number of lapsed donors and dollar amounts for them?

How do you compare your organization to others?

How do we measure success of our organization with similar groups?

82. 3. Benchmark Reporting

Direct Comparisons are Powerful

Accurate Data from Thousands of Non-Profits

Ability to Isolate Peer Groups

Focus Your Team on Areas with the Greatest Impact

83. 3. Benchmark Reporting 84. 3. Benchmark Reporting 85. 3. Benchmark Reporting Giving Dynamics Report 86. 3. Benchmark Reporting Benchmark Status Report 87. 3. Benchmark Reporting Benchmark Comparison Report 88. 4. Donor Loyalty Questions How doyouknow which donors are loyal? Which are accessible? Which feel trapped? Which are at risk? 89. 4. Donor Loyalty

Why Measure?

More NPs Equal More Competition

Appropriate Donor Strategy is Easier

Donors Expect More

Everyone Loves to Provide Their Opinion

90. 4. Donor Loyalty 91. 4. Donor Loyalty 92. 4. Donor LoyaltyA donors loyalty level is indicated on the search screen 93. 4. Donor Loyalty-Value/Strategic Fit+ -Loyalty+ Value Creators Grow Value Sustainers Harvest Value Detractors Replace Value Opportunities Convert 94. 4. Donor Loyalty8 donors are at risk Representing $.21 million 27 donors are secure Representing $.86 million 11 donors are trapped Representing $.21 million 16% 16% 0% 67% 57% 2% 17% 23% n = 1 n = 27 n = 11 n = 8 n =55 accounts 95. 4. Donor Loyalty

Retaining Current Donors is Job # 1

Knowing Where to Focus is Essential

Avoidance of Lapsed Donors is Huge

Keep your Friends Close

96. 5. Community BuildingDonor Login

Like it or Not You are Now Open 24/7

Community Involvement Creates Web Site Stickiness!

Your Mission Communication is Enhanced

Constituent Bonding is Stronger

97. 5. Community BuildingDonor Login 98. 5. Community BuildingDonor Login Keith Davis 99. 5. Community BuildingDonor Login 100. 5. Community BuildingDonor Login 101. 6. Web Site Optimization

If Relationships are Built on Communications . . .

Basic Parameters are Driven by Common Sense

A Few Key Changes can Make a Huge Difference

Leverage Partners who KNOW the Non Profit Sector

102.

Both are Masters of Multi-Channel Marketing!

6. Web Site Optimization Be Like Martha or Oprah 103. 104. 105. An Integrated Strategy In Person Meetings Phone Events Blogs Text Messaging Social Networking Sites Your Web Site 6. Web Site Optimization E-Mail Print Other Tools 106.

What are the goals?

How will we measure success?

What are the specific tactics?

Do we need any new tools or assistance?

Who is responsible for what?

Is everyone on the same page?

6. Web Site Optimization: Start with a Plan 107.

Theres no better, faster, easier and cheaper place to gather folks of like minds than a Web site.

Carrie Johnson, Senior AnalystForrester Internet Research 6. Web Site Optimization 108. 6. Web Site Optimization: Before and After 109.

DMA Privacy Policy Generator: Answer 16 Questions and a Privacy Policy will be generated for your website

http://www.the-dma.org/privacy/creating.shtml 6. Web Site Optimization: Privacy 110. 6. Web Site Optimization: Needle in a Needle Stack 111. 6. Web Site Optimization: Breakthrough the Clutter 112. 6. Web Site Optimization: Keeping it Simple Advanced Email Database Ecommerce Website 113. INTEGRATION is the KEY! 6. Web Site Optimization: Next Steps 114. 6. Web Site Optimization: Example Plan Sept Oct Nov.Dec E-Newsletter 9/15 10/15 11/15 12/15 Pre Telemarketinge-mail 9/20 TM campaign starts 10/1 Year end direct mail11/20 Year End E-Mail hits 1 and 2 12/20 / 12/28 115.

Does it accept donations by credit card?94%

Does it have a blog?53%

If you have a blog, can readers comment on it?54%

If you have a blog, does it have links to other blogs52%

Do you post any videos on your website?75%

Do you have podcasts on your website?32%

Do you host message boards?22%

Do you provide an RSS feed to your website?29%

• Overbrook Foundation Survey of Human Rights NPOs in 2007

6. Web Site Optimization: Web Site Integration 116.

Mention Benefits & Ease Of Online Contributions

6. Web Site Optimization: Integrate on and off line appeals 117. 6. Web Site Optimization: Use eMail & direct mail together 118. 6. Web Site Optimization: Coordinate web & phone appeals 119.

Plan

Take an Integrated Approach

Timely & Focused - Act Quickly When Needed

Test Something New All The Time

SHOP Others

Think Targeted One-To-One Marketing

People Give to People

Have Fun!!!!

6. Web Site Optimization: Keys to Success 120. "Do one thing every day that scares you." Eleanor Roosevelt "We have a strategic plan.It's called doing things." Herb Kelleher 6. Web Site Optimization 121. 6. Web Site Optimization: Oprah & Martha would be proud 122. 6. Web Site Optimization: Oprah & Martha would be proud 123. 7. Research/Analytics

Knowledge is Key to Success

Data MUST be Accurate to be Useful

Saving Time Allows the Data to be Used!

Database Integration and Updating Makes the Process much Easier

124. 125. 126. 127. 128. 129. Subscriber Services 130. 131. 132. 133. 134. 8. API (Interface to the World)

Imagine a Phone without any Outside Connections

Allows Integration to the Fullest

Reduces or Eliminates Errors in Data Handling

Your Technology ROI Increases Dramatically!

135. 8. Application Program Interface (API): Connect to the World 136. Epilogue

10 Technology Resolutions for 2008

Sarah Robbins

Director of Emerging Technologies

Mediasauce

137. 1. Set up a Gmail Account 138. 2. Post Pics to Flickr 139. 3. Try a Microblog 140. 4. Create a Google Alert 141. 5. Set Up an RSS 142. 6. Share a YouTube Video 143. 7. Really Use Your Cell Phone (Send a text or a video) 144. 8.Join a Social Network 145. 9. Share PowerPoint Slides (Save a tree or two!) 146. 10. Play a Video Game 147. Thank you! Judy Nash Account Executive [email_address]