Growing Your Nonprofit with Salesforce.com: Introduction to the Non-Profit Edition.

Global Tech & Resources (GTR)

Growing Your Nonprofit with Salesforce.
com:
Intro to the Nonprofit Edition

www.gtr.net/nonprofits


Who is Charlie Havens?
Why does he like working with nonprofits?
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I’m a serial entrepreneur– now someone else’s employee.
I want to make the world better for those I care about.
I wish to care more for those closet to me and relate to those far away.
I work to understand my place in the world.
My college major was social work and worked, as a social worker, before
going to chef school.
One of my last businesses, 501c3 Technologists, provided tech support to
small non-profits whose technology was cross-platform or Apple based.
I have three Salesforce.com certifications
I train people who wish to pass the Salesforce.com certification exam
34 year South Sider– Woodlawn, South Shore, South Chicago, and for
some years, Hyde Park.
I work for a small company with offices in Rolling Meadows, IL and
Chennai, India.
Most of the week, I work out home or client offices.


What does Global Tech & Resources do for nonprofits?
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Help you understand your data and business processes
Build capacity for soliciting funding, communicating with donors, tracking
volunteers, managing memberships, manage registration, …
Grow and scale your business process automation using Salesforce.com.
Trains Salesforce.com System Administrators

A couple of our current projects with nonprofits:
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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.
Eco-science childrens camp– use SFDC to manage contracts and activities
with multiple school districts and to manage fund raising.
Program for assisting blind adults to obtain employment– use SFDC for the
initial intake assessment.
Nonprofit that raises funds for other nonprofits– automate
donations/payments/allocations.


We need a
roadmap.
• begin with your vision
• define the problem or opportunity
• identify constraints: time, money, requirements


Vision
Goals
Opportunities
Constraints
Requirments


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What brought you today?

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What is the opportunity you
wish to create?

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



Starting with the basics!



What are Constituent Relationship Management (CRM) systems?

CRMs track and manage the many relationships with and between
people and organizations– automating some of the processes.



Some common goals
for nonprofits’ using CRMs
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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 increase 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



Opportunities found for solution via CRMs
• Track time
• Acknowledge volunteers and donors
• Share resources with Client
• Build community
• Coordinate Services



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, the
Salesforce.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



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

Disadvantages

It 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



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.
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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!!!
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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.



Six Apps comprise the
Nonprofit Starter Pack (NPSP):
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)



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Why wouldn't
you use the
Nonprofit
Starter Pack?

No on-demand support.

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No volunteer, service, or event management.

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End-user documentation is limited.

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Larger organizations with detailed

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tracking and complex reporting need to spend time
figuring out how best to use, or customize it.



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
Charlie.havens@gtr.net



References you may find useful:
Search Google for “The New World of Donor Management Apps for Nonprofits”, Heller Consulting, 2012.
Learning center
http://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/


Questions



What are your takeaways?



Charlie Havens
Trainer
Nonprofit Practice Consultant/Manager
Salesforce.com Certified Administrator
Salesforce.com Certified Advanced Administrator
Salesforce.com Certified Force.com Developer
Chavens@gtr.net | 773-848-0154

Global Tech & Resources
Creating Possibilities using Salesforce.com:

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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.

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Growing Your Nonprofit with Salesforce.com: Introduction to the Non-Profit Edition.