Post on 05-Dec-2014
description
@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
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Westmont CRM
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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