@SFDCFoundation

/Salesforce.comFoundation

@SFDCFoundation

/Salesforce.comFoundation

Advancement Strategies for the New Economy

September 26, 2013

1% Time • Equity •

Product

525,000+

Hours Service

19,500 Non-profit

organizations

$53 M+ Grants

Featured Presenter

Dr. Reed Sheard Vice President for College Advancement and CIO

Westmont College

Advancement Strategies for the New Economy

Innovation for Fundraising Success

Presented by Dr. Reed Sheard

September 26, 2013 n Santa Barbara, CA

Vice President for College Advancement and CIO Westmont College, Santa Barbara CA

Westmont College 5

Westmont College Technology  Awards  

Recent  Academic  Rankings  

§  Founded  in  1937  §  Located  in  Santa  Barbara,  CA  

§  SAT  entering  score  20%  higher  than  na?onal  average  

§  82%  par?cipate  in  volunteer  service  §  97%  Reten?on  

§  Gradua?on  Rate  of  80.2%  (na?onal  average  of  56%)  

§  95%  of  Pre-­‐Med  get  into  first  choice  of  Medical  School  

§  Over  70%  go  onto  grad  school  

§  Loan  Default  rate  of  1.9%  vs.  na?onal  average  of  9.1%  

Ins7tu7onal  Facts  

•  Top  100  Liberal  Arts  College  –  US  News  &  World  Report  •  Ranked  top  300  na?onally  by  Forbes    

•  Ranked  top  Chris?an  school  by  Princeton  Review    

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Issues Facing Advancement in the New Economy - See More People for fewed results

- Shrinking budgets and personnel resources

- Growth of “uber” successful advancement teams with nearly unlimited resources and strong brands

- Donors of all levels are requesting higher levels of service

- The need for high performing fundraising departments has never been more essential

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Issues Facing Westmont

Legacy of Academic Excellence §  And the subsequent prioritization of resource allocation

Legacy of Frustration with IT

Tea Fire §  $30+m in damage, 1/3 of campus and 20 structures

Withdrawal of $75m pledge

Launch new campaign in 90 days

New VP, lacked experience and my awareness that the I had plenty to prove to the college leadership

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Theologian/Pastor"

Entrepreneur"Father"

Technologist"

1989"

I  am  here  

Administrator"

Fact: Each of us bring a unique gift set and background of experiences.""Question: How do we use these to assist our organizations to grow and change to meet new opportunities and challenges?  

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Aristotle, Leadership and Innovation

Question 1 - What is the good life?

Question 2 - How do I know if I am pursuing the good life?

Question 3 - What is a good person?

Question 4 - How do I know if I am becoming a good person?

Question 5 - What is a good team, how do teams become productive and make an enduring impact?

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                               Problems  that  starve  innova?on…  

Learning to Think Differently

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Offense  defense  From:   To:  

•   Careful  posture  •   Don’t  Upset  the  team  

•   Gradual  Itera?on  •   Update  current  tools  •   Lower  expecta?ons  

•   Early  stage  excitement  •   Acquire  donors  •   Revolu?onize  philanthropy  •   New  tools  •   Exceed  yearly  goals  

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Defense  offense  From:   BACK  To:  

•   Reac?ve  posture  •   Wai?ng    for  requirements  •   Ideas  without  ac?on  •   Protect  team  structures  •   Maintain  current  processes  

•   Proac?ve  posture  •   Leveraging  user  insights  •   Ac?on  with  deliberate  urgency  •   Test  varia?ons  •   Value  the  promoter  of  ideas  

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•   We  hold  speed  and  quality  above  all  other  values.    •   We're  tenacious  about  telling  a  story  that  others          will  want  to  retell.  •   We  give  a  reason  why  to  commit  to  a  future  state.  •   We  immerse  ourselves  in  the  problem  before  solving  it.  •   We  are  brutally  honest.  •   We  are  transparent  about  what  we  do  

Tenant's of an Innovative Team

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Super smart

Dedicated

Hardworking

Technical Skills trapped by 24x7 support of legacy applications

Not able to keep up with basic support expectations (wheels were not staying on the wagon)

What was the IT’s ability to support Advancement?

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Innovation Targets

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What The Innovative Targets Were Telling Westmont

Time

Tools

Speed to Deployment

Ability to Iterate

Intuitive Software Interfaces

Device Friendly (originally Mac but now Smartphone and Tablet)

Affordable

We  needed:  

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Cloud Computing: What Is It? Cloud Computing, Cloud Services and Cloud Storage are accessible from anywhere in the world over an Internet connection

Source: S.Ganesh ( www.sganesh.co.nr)

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Show Me The Money!

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Why Did Westmont go for Cloud Computing ?

Several Reasons:

Cloud Computing enables a User-Centric focus

Cloud Computing is laser focused on specific tasks or work

Cloud Computing can be deployed in a fraction of the time of traditional on-site solutions

Cloud Computing held potential to free up IT staff time

Cloud Computing is programmable and less expensive

Cloud Computing got Westmont on the right train

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The Role of Innovation in Fundraising at Westmont

Problem §  How to launch a “data driven” capital

campaign in the midst of the biggest economic downturn in our lifetime

Solution §  Deploy CRM in 90 days but connect

it to a “closed” ERP system

Summary of Lessons Learned (both what and why)

Q&A

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Capital Campaign At Westmont

Receiving approval to build took 7 years and 1 day after getting our building permit the fire occurred

Downturn in the economy but needed $102 Million §  Math: We need to work with more people in order to achieve the

same result §  Relationships

§  Information about donor prospects had to be readily available

No CRM (Constituent Relation Management) tool § Donor relationship information managed informally

§  Lead to ineffective activity and missed opportunities

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•  Multiple manual business processes •  Info printed out, then exchanged via email, spreadsheets, MS Access,

etc. •  Different Fundraising Officers had different processes; didn’t scale

•  Drastic cultural shift at campus from duct taping something together to leveraging a licensed and supported product

•  Needed to integrate donor campaign info with prospects to track success

•  Microsoft Dynamics CRM §  Staff at capacity and new to CRM space didn’t appeal to team

•  Salesforce.com chosen as CRM because of category leadership but needed to tightly integrate with ERP to not weaken overall college data

CRM at Westmont

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Spaghetti or Innovative Design?

ERP  

College  Data  

Home-­‐grown  Applica?ons  

Purchased  Apps  

College  Data  

Preferred  Prac?ces  Time  Honored  History  

 

How  It  Really  Works  

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Manage/Extend

Unlocking Data In Order to Leverage Salesforce

Configure Connection

What

How

Built Interface

Ellucian ERP

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How Are We Doing?

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Westmont CRM

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Westmont CRM

Westmont College 28

Westmont CRM

Westmont College 29

Westmont CRM

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Using The Cloud to Solve Real Challenges

Cloud App Internal App Project Duration

Meraki Aruba Appliance and SW Move to 802.11n, minimize complexity of managing enterprise wireless LAN 75 days

Google Mail, Calendar, Address

Book

Post Fix, Oracle Calendar, Address Book

Improve availability and performance of email, address aging calendar and enable college supported directory

30 Days

Google Sync Various Physical Syncing Apps Minimize Help Desk support of syncing PDA to email, calendar and contacts 3 Days

Postini

Barracuda Appliances and SW

Improve SPAM filter accuracy and lower support time by IT staff 5 Days

Salesforce.com

MS Access, MS Excel, Grey Matter

Deploy enterprise Quality ERP for all Fundraising Officers

95 Days

Cast Iron

Custom Coded Bridges/Batch

Uploads or No Service

Building bi-directional data flow between ERP and CRM to improve overall

quality/accuracy of ERP data 70 Days

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The Westmont Results

Launched Campaign in 94 days Raised $83M for BHFT Campaign &

$54M in Campaign for Westmont

Deployed several new systems to support work

No additional budget

Launched $75m campaign which is currently at 55% of goal

Kept my job :-)

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Summary: Strategic Value of Cloud Computing For Advancement

Quicker  and  Less  Expensive  to  Deploy  &  Support  

Ability  to  support  Advancement  Best  Prac7ces  

No  installa?on,  up?me  support  and  applica?on  upgrades,  no  power  requirements  &  no  servers  

Advancement  Professionals  can  determine  useful  features  that  maier  for  fundraising  

Users  Prefer  Intui7ve  Web  Applica7ons  Web  and  mobile  app  interfaces  are  preferred  and  used  over  tradi?on  applica?on  experiences  

Problem:  Informa7on  can  quickly  become  unavailable  Keep  in  mind  that  one  size  doesn’t  fit  all  but  without  an  architecture  chaos  will  ensue  

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Questions…

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Thank You

@ www.salesforce.com www.castiron.com/ibm www.meraki.com www.docs.google.com www.google.com/postini www.amazon.com/ec2 www.egnyte.com

http://www.educause.edu/EDUCAUSE+Quarterly/EDUCAUSEQuarterlyMagazineVolum/InnovatingintheCloudExploringC/206530

Resources  

Cloud  Compu?ng  in  Educa?on  A  Prac''oner’s  View  

hip://campustechnology.com/ar?cles/2010/09/22/cloud-­‐compu?ng-­‐in-­‐educa?on-­‐a-­‐prac??oners-­‐view.aspx  

Innova?ng  in  the  Cloud  Exploring  Cloud  Compu'ng  to  Solve  IT  Challenges