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Optimize Relationships
CAP DB Final Report
Adam Bonville
2
Overview
• Objectives
• Results
• Research Analysis
• Conclusion
3
Objectives
Collect Data• Call/E-mail
maximum number of prospects
• Add new software-in-use accounts
• Update current accounts
Analyze Current AMS Market
• Understand prospect behavior
• Identify current trends in the industry
Provide Sales Team with Insights
• Provide current market landscape
• Updated grading scale for prospects
4
Survey Questions
1. 2. 3.
Vendor & Product? Last Year Upgraded?
• Business Intelligence?
• Meetings & Events?
• AMS?
• Fundraising?
• Mobile?
• PSN?
• Digital Content Delivery?
• Certifications?
• Abstracts?
5
Research ResultsCalls
- 2,760
calls made-
38% of
prospects contacted
E-mails-
7,198 e-
mails
sent
- 3 blasts to all prospects
- 100% of prospects contacted
- 329 accounts updated
- Added 679 new
software’s in use
6
Responses
Staff Size
• 10-75: 94• 75-150: 26• 150-250: 5• 250+: 23
Revenue
• 0-2.5: 50• 2.5-5: 24• 5-10: 35• 10-20: 23• 20+: 16
Grade
• A: 9• B: 54• C: 39• D: 33• N/A: 13
Type
• Prof. Society: 27• Trade Org: 23• Labor Union: 1• Fundraising Org:
10• Community Org:
3• N/A: 85
Classification
• 501(c)(3): 72• 501(c)(4): 2• 501(c)(5): 7• 501(c)(6): 51• 501(c)(7): 1• N/A: 15
*in millions
7
Modules
0%
10%
20%
30%
40%
50%
60%
70%
80%
90%
100%
131 82 68 60 53 58 47 34Given AMS, What Other Modules?
8
ModulesSystems Delivered Through AMS
131 8268 58 534734
Meetings & Events Certifications Fundraising Digital Content Delivery Abstracts Mobile Business Intelligence PSN0%
10%
20%
30%
40%
50%
60%
70%
80%
90%
100%
NoYes
60
9
AMS Market Share
N = 132
31% of our customers in this range
What it Means• Many players in the
small staff market (25)
*based off prospects only
Members Only Software, Inc.1%
Zoho1%
Aptean1%
Parent Square1%
Euclid Technology1%
PetPoint1%
Wild Apricot1%
Rapattoni1%
MemberClicks, Inc.1%
Salsa Labs1%
DonorPerfect1%
Shelter Buddy1%
NimbleUser2%
MemberSuite2%
Salesforce2%
YourMem-bership
3%
Weblink In-ternational,
Inc.4%
Fonteva4%
ProTech As-sociates, Inc.
5%
Blackbaud5%
Altai Systems, Inc.5%Microsoft
Corporation5%
ACGI Software7%
Aptify9%
Avectra, An Abila Company15%
Advanced Solutions Interna-tional23%
10-75 Staff
10
AMS Market Share
*based off prospects onlyN = 33
23% of our customers in this range
What it Means:• Less competition in the
large staff market (14)
200+ StaffThe Active Network, Inc.
3%
MemberClicks, Inc.3%
Centu-ryLink
Technology Solutions (Formerly
Named Savvis)
3%
Aptean3%
DAXKO3%
ACGI Software
6%
Advanced Solutions Interna-tional
6%
Salesforce6%
Applica-tions Re-
search6%
Altai Systems, Inc.9%
Microsoft Corporation9%
Blackbaud12%
Avectra, An Abila Company15%
Aptify15%
11
How Recently Were AMS’s Updated?
4%5%
12%
22%57%
*calculated based on prospects whose data was collected this Summer
25%
8%
18%
30%
20%4+ Years Ago
3 Years Ago
2 Years Ago
1 Year Ago
Year of
2014 Data: 2015 Data:
N = 102 N = 81
12
Updating the Grading Scale
How prospects are graded
•Revenue•Staff Size•AMS in use•Last Year Upgraded
Value Per Category
•0-100
Scale•A•B•C•D
13
Updated Grading ScaleA 1000
B 1000
C 1000
D 1000
A 1000
B 1000
C 1000
D 1000
2014: 2015:
N/AA 1N/AB 2N/AC 3N/AD 8
AB 9BC 31CD 14
Changes from last year:
What it means:• Added 14 new prospects
to radar
• Narrowed down number of A and B prospects
• Dropped rank of 54 prospects
14
Most Importantly!
Constant Updating
Continued Attention
15
Appendix
DAXKO4% Fonteva
4% ProTech As-sociates, Inc.
7%
Blackbaud7%
ACGI Software
11%
Altai Systems, Inc.11%
Advanced Solutions In-ternational
11%
Microsoft Corporation
11%
Avectra, An Abila Com-
pany18%
Aptify18%
$30mil+Association Voice
1%Members Only Software, Inc.
1%Salsa Labs
1%Oracle
1%MemberClicks, Inc.
2% NimbleUser2%
Weblink In-ternational,
Inc.2%
Applications Research
2%
MemberSuite2%
Altai Systems, Inc.4%
ProTech As-sociates, Inc.
4%
Salesforce4%
Fonteva5%
ACGI Software6%
Blackbaud7%Microsoft Corporation
7%
Aptify10%
Avectra, An Abila Company
14%
Advanced Solutions In-ternational
27%
$2.5 - 15mil
16
Appendix
