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04/11/2023 Footer 1
DATA IN THE REAL WORLDMaking Sense of the Big Data Trend at Your Non-Profit
Prepared by Scott Gilman and Nancy Palo
http://www.slideshare.net/scottmgilman/afp-data
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04/11/2023 Blackbaud Confidential 2
ABOUT SCOTT
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04/11/2023 Blackbaud Confidential 3
ABOUT NANCY
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04/11/2023 Blackbaud Confidential 4
June: 6.4 poundsAugust: 6.1 pounds
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04/11/2023 Blackbaud Confidential 5
• How is Big Data being applied in the nonprofit space?
• What does segmenting really mean?
• How can use testing to improve our efforts
• How does data relate to your organization’s events
WHY WE’RE HERE
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04/11/2023 Blackbaud Confidential 6
Data has a bad reputation ‑ but it shouldn't
“Use of the word 'data' can be misleading. It makes people think it's all about statistics and spreadsheets and can be off-putting.
I prefer the term 'evidence', of which quantitative data is a part."
T HE W HAT AND W HY
Source: James Noble, professional social researcher at New Philanthropy Capital (NPC)
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04/11/2023 Blackbaud Confidential 7
Know what you’re using data for."I think people can get caught up in data or visualization for its own
sake.
You have to be clear about what question you're trying to answer before you set up your data collection and analysis activities.”
T HE W HAT AND W HY
Source: Mike Thompson, senior consultant at mySociety.
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04/11/2023 Blackbaud Confidential 8
Data is the future."For charities the possibilities are
huge, ranging from internal data analytics to measure efficiency, external data metrics to measure effectiveness and big data to look at opportunity and bench marking.”
T HE W HAT AND W HY
Source: Richard Craig, chief executive of the Charity Technology Trust.
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04/11/2023 Blackbaud Confidential 9
• Web TrafficMonthly visitors; unique visitors, pages per visitMonth Over Month Change; Year Over Year Change
• Conversion RateNew organic registrants, e-mail capture rateMonth Over Month Change; Year Over Year Change
• House-file HealthTotal file, Usable file, Percent Usable, Opt-outsMonth Over Month Change; Year Over Year Change
• Online File CompositionOnline donors, Percent of file who are donorsMonth Over Month Change; Year Over Year Change
• Fundraising / Online Revenue Overall total, Number of Gifts, Average Donation Amount, First Time Donors, Repeat Donors, Gifts over a certain amount Month Over Month Change; Year Over Year Change
M ONT HLY DAS HBOARD: W HAT TO T RACK
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04/11/2023 Blackbaud Confidential 10
• E-mail PerformanceOpen rates, click-through rates, response rates
• Monthly GivingNumber of monthly donors, Number of new monthly donors, amount given, average gift sizeMonth Over Month Change; Year Over Year Change
• AdvocacyTotal number of advocates, new advocates, donations by advocateMonth Over Month Change; Year Over Year Change
• Revenue Per E-mail AddressYear Over Year Change
M ONT HLY DAS HBOARD: W HAT TO T RACK
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04/11/2023 Blackbaud Confidential 11
NE W S L E T T E R CL ICK- T HROUGHS
Lead Story: X
Feature Story: Y
Article Referenced in Subject Line: Z
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04/11/2023 Blackbaud Confidential 12
MOTIVATION: PROFILE-DRIVEN COMMUNICATION
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04/11/2023 Blackbaud Confidential 13
EMAIL APPEAL TESTING: EMAIL
• Wolf-focused tone increased donation rates by 29% in one segment
Wolf copy focus: 0.17% donation rate Match copy focus: 0.13% donation rate
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04/11/2023 Blackbaud Confidential 14
RE CE NT M ONT HLY NE W S L E T T E ROpen Rate Click-through Rate Un-subscribes
Overall 60,270 21.43 2.65% .21%
Benefit Events 5,041 26.7% 4.19% 0.26%
Bicycling 284 35.56% 5.63% 0
Birding/Wildlife 272 38.97% 7.72% 0
Conservation 59,546 21.37% 2.65% 0.19%
Monthly Newsletter 9,792 27.39% 4.15% 0.27%
Cultural Activities 8,945 28.02% 4.21% 0.31%
Events and Cultural Activities
421 38.24% 7.36% 0
Free Events 9,056 28.05% 4.21% 0.33%
Kids & Family Activities 8,981 27.9% 4.3% 0.31%
Nature & Horticulture 9,269 28.41% 4.47% 0.3%
Pets 9,887 27.06% 3.99% 0.29%
Recreation & Sports 4,145 25.86% 3.91% 0.24%
Sports & Leisure 347 36.6% 6.92% 0
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04/11/2023 Blackbaud Confidential 15
DONAT ION P E RF ORM ANCE BY GROUPGroup 2011 2012
% Who Gave
Gifts Total Avg. % Who Gave
Gifts Total Avg.
Benefit Events 4.61 426 $72,955 $171.26 5.33 514 $93,196 $181.31
Bicycling 15.91 82 $13,405 $163.48 15.66 73 $16,895 $231.44
Birding/Wildlife 16.45 79 $12,271 $155.33 17.48 92 $17,991 $195.55
Conservation 2.97 5,221 $915,957 $175.44 3.23 5,690 $1,011,721 $177.81
Monthly Newsletter 5.49 925 $164,603 $177.95 5.86 1,022 $212,907 $208.32
Cultural Activities 5.48 847 $144,568 $170.68 5.94 941 $192,037 $204.08
Events and Cultural Activities 14.5 115 $14,856 $129.18 15.31 130 $21,350 $164.23
Free Events 5.36 851 $147,343 $173.14 5.82 954 $194,312 $203.68
Kids & Family Activities 5.62 863 $148,468 $172.04 5.94 948 $197,212 $208.03
Nature & Horticulture 5.94 933 $158,260 $169.62 6.25 1,001 $202,953 $202.75
Pets 4.82 865 $146,669 $169.56 5.3 975 $196,778 $201.82
Recreation & Sports 2 141 $22,085 $156.63 2.25 172 $27,586 $160.38
Sports & Leisure 16.53 98 $15,820 $161.43 13.47 85 $17,251 $202.95
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04/11/2023 Blackbaud Confidential 16
GROUP P E RF ORMANCE ( ONL INE ONLY )
Group (Group Size) 2011 2012
Gifts Amounts Avg. Gifts Amounts Avg.
Appended E-mails Fall 2009 705 $62,301 $88.37 668 $65,892 $98.64
Not Appended E-mails Fall 2009 13,446 $1,087,742 $80.90 10,906 $1,047,730 $96.07
All December Only Donors 2,185 $392,631 $179.69 2,311 $480,449 $207.90
December 2011 Donors OnlyGave in 2011, but only in December 1,701 $355,407 $208.94 956 $262,662 $274.75
December 2012 Donors OnlyGave in 2012, but only in December -- -- -- 1,720 $415,655 $235.10
Advocacy Participants 285 $35,880 $125.89 222 $31,037 $139.81
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04/11/2023 Blackbaud Confidential 17
OP T IMIZ ING T RAF F IC TO P OP UL AR PAGE S
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04/11/2023 Blackbaud Confidential 18
• Single page vs. Two page form
• Horizontal vs. Vertical ask string
• Location of trust logos
• Charity Navigator, BBB, VeriSign, etc…
• No extra navigation on the page
• Donate button size and color
• Intro text, imagery, etc…
DONAT ION F ORM T E S T ING IDE AS
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04/11/2023 Blackbaud Confidential 19
IN S UM MARY
Small changes to donation forms can have a big impact.
• Do you have a VeriSign logo?
• Are you asking for too much information?
• Do you have mission oriented copy included?
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04/11/2023 Blackbaud Confidential 20
T HE RE P ORT
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04/11/2023 Blackbaud Confidential 21
US ING DATA TO DE V E L OP F UNDRAIS ING E V E NT S T RAT E GIE S
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04/11/2023 Blackbaud Confidential 22
BENCHMARKS AND USER BEHAVIORS
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04/11/2023 Blackbaud Confidential 23
WHAT IS IN THE P2P BENCHMARK REPORT?
P2P Analysis Overview• 1,275 organizations & 28,000 events • Events from Jan 1, 2010 to Dec 31, 2011• TeamRaiser and FAF Platforms• Metrics listed in Median Values
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04/11/2023 Blackbaud Confidential 24
KEY FINDING:PARTICIPANTS ARE MULTI-CHANNEL COMMUNICATORS
While number of emails sent were down, online fundraising was up! Participants are using truly multi-channel fundraisers.
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04/11/2023 Blackbaud Confidential 25
Email Mail
Social Media Other
MULTI-CHANNEL COMMUNICATIONS STRATEGY
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04/11/2023 Blackbaud Confidential 26
KEY FINDING: AVERAGE GIFT AMOUNT
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04/11/2023 Blackbaud Confidential 27
DONATION FORM STRATEGY
MAKE YOUR DONOR EXPERIENCE EASY
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04/11/2023 Blackbaud Confidential 28
KEY FINDING: RETURNING VS. NEW PARTICIPANTS
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04/11/2023 Blackbaud Confidential 29
Retention
Event Day
Post Event
Year Round
Segmented
RETENTION STRATEGY
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04/11/2023 Blackbaud Confidential 30
KEY FINDING: TEAM CAPTAINS OUTPERFORM IN EVERY CATEGORY
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04/11/2023 Blackbaud Confidential 31
TEAM CAPTAIN FOCUSED STRATEGIES
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04/11/2023 Blackbaud Confidential 32
THREE ONLINE BEHAVIORS THAT DRIVE REVENUE
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04/11/2023 Blackbaud Confidential 33
SELF DONATION
Behavior Fundraising Average
Non-Self Donor $69
Self Donor $508
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04/11/2023 Blackbaud Confidential 34
UPDATE PERSONAL PAGE
Behavior Fundraising Average
Page Not Updated
$31
Page Updated $205
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04/11/2023 Blackbaud Confidential 35
SEND EMAIL
Behavior Fundraising Average
0 Emails Sent $52
1-9 Emails Sent $231
10+ Emails Sent $541
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04/11/2023 Blackbaud Confidential 36
When in doubt, ask yourself, how is what we’re tracking help us better understand how we’re doing?
Do we take what learn, and change or evolve our strategy because of it?
If not, think twice.
T IP S TO RE ME M BE R