GuideStar Impact Call (05/12/14)
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Transcript of GuideStar Impact Call (05/12/14)
Impact Call GuideStar First Quarter 2014 Results Reporting
Live Tweeting: #GSImpactCall
Our First Impact Call • More than 450
participants
• Feature article in The Washington Post: “Nonprofit hosts its first ‘earnings call’” http://npo.gs/WPGSIC
• Robust conversation on GuideStar Blog: http://npo.gs/icye2013
• GuideStar’s impact page: http://npo.gs/impactpage
Next Impact Call: Monday, August 11, 2 pm ET http://npo.gs/impactcall3
Submit feedback about today’s call here: http://npo.gs/ic1q2014
AGENDA
GuideStar’s work • GuideStar 2020 strategic plan • Review of quarterly programmatic
and operational results
Jacob Harold President & CEO
GuideStar’s finances • Review of quarterly financial results • Lessons learned
James Lum CFO
Question & answer session Audience questions
#GSImpactCall
Please suggest questions throughout the conversation We’ll answer as many as we can.
#GSImpactCall
#GSImpactCall
Q1 2014
Programmatic and operational results Financial results
#GSImpactCall
#GSImpactCall
“Nonprofits need to help their donors make the shift from focusing on a ratio to…assessment of [nonprofits’] goals, effectiveness and impact.”– “The Great Debate,” AFP “My call to action is for nonprofits to be systematic about including all different kinds of information when they tell their story.” – Jacob Harold in “The Great Debate,” AFP
1: Refresh ONE GuideStar - EXternal • Update GuideStar.org • Refresh GuideStar brand identity
2: Create 21st Century Business Model • Begin implementation of Infrastructure
Strategy Plan thereby creating an environment that improves critical systems
• Increase GX participation to field-wide standard • Conduct product portfolio strategic planning -
short-term and long-term • Extend SaaS products to more community
foundations and other communities of interest • Reach meaningful market penetration for
APIs
3: Enhance Data • Increase data quantity and type to increase
appeal of search products to target market segments
• Improve program data or tools to strengthen current and enable new products
• Improve data accessibility, usability, and quality to strengthen current product offerings and enable new products
• Reduction of Technical Debt through refactoring, process re-engineering, and procedural change
4: Improve Financial Sustainability • Rearticulate membership program • Raise sufficient philanthropic capital • Exceed the Direct Sales budget by 10% • Increase E-Commerce revenue - in
particular volume-based growth • Manage expenses (relative to revenues)
to maintain minimum cash level and cash flow
• Create financial culture for organization supported by appropriate policies, processes, and systems
5: Reinforce One GS .Org - INternal • Strengthen GS culture and values • Create clarity on roles, responsibilities,
and internal collaboration systems and processes
• Create systematic and data-driven decision-making processes
2014 Objectives
#GSImpactCall
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Organizational Dashboard evolution
#GSImpactCall
Responsible 2012 2013 Var 2012 2013 Var
%Change
Engagement
WebsiteVisits Christine 2,454,704 2,975,224 520,520 9,808,647 12,153,987 2,345,340 24%
WebservicesHits Christine 4,922,997 5,666,628 743,631 15,275,834 22,432,677 7,156,843 47%
GSEverywhereIndex Chuck 1.31 1.64 25%
UserCalls,Emails Melanie 1,086 958 (128) 4,758 4,004 (754) -16%
NPOCalls,Emails,Chat
Sessions
Melanie
7,103 10,087 2,984 30,949 34,287 3,338 11%
SocialMediaFollowers Lindsay 39,228 67,166 27,938 39,228 67,166 27,938 58%
UniqueCustomerCount
(annualonly)
Shannon
530 528 (2) 2,303 2,353 50 2%
Members Jessica 122 119 (3) 122 119 (3) -2%
MarketingEmailsSent Usma 9,006,127 8,526,944 (479,183) 32,791,409 31,600,932 (1,190,477) -4%
NonprofitReporting
#ExpertReviewers Jasmine 3335 3983 648 3335 3983 648 19%
#NPOsReviewed Jasmine 4692 5759 1,067 4692 5759 1,067 23%
#TopNPOs Jasmine 530 645 115 530 645 115 22%
#NPOBasicReports DonG
#NPOSealReports DonG
#BasicGXProfile Erinn 7271 7,271
#BronzeProfiles Erinn 11744 11,744
#SilverProfiles Erinn 22319 22,319
#GoldProfiles Erinn 2047 2,047
TotalSeal/Basic Erinn 50464 50,464
#DonorEdgeProfiles DonG 5309 6697 1388 5,309 6,697 1,388 26%
#NPOsaddedpertheir
request
Melanie
279 329 50 1346 1314 -32 -2%
EDURequests Melanie 60 41 -19 336 358 22 7%
EDUSeats Melanie 1001 1346 345 3218
NPOManagers
Approved
Melanie
5,185 16,900
CoreData
#OrgsinGSBMF Christine 2,279,044 4,789 2,279,044 4,789
#501c3sinGSBMF Christine 1,557,685 3,964 1,557,685 3,964
#non-c3sinGSBMF Christine 721,328 825 721,328 825#990swfindata
(>2009) Christine 535,925 71,250 294,465 535,925 258,449 88%#990-PFswfindata
(>2009) Christine 91,720 397 50,952 91,720 40,758 80%#990-EZswfindata
(>2009) Christine 1,312 - 1,201 1,312 111 9%
#990Images Christine 4,026,220 3,768,137 4,026,220 258,083 7%
#990-PFImages Christine 1,249,846 1,160,069 1,249,846 89,777 8%
#990-EZImages Christine 2,320,826 2,116,379 2,320,826 204,447 10%
HumanResources
Fulltimeemployees Judy 52 57 5 52 57 5
Part-timeemployees Judy 6 4 -2 6 4 -2
Interns Judy 2 2 0 2 2 0
Openpositions Judy 1 1 0 1 1 0
Finances
CashBalance James 1,630,000 2,478,000 848,000 52%
MonthsofCash James 1.7 2.6 0.9
CashFlow James 219,000 849,000
TotalNetRevenue James 10,845,000 11,035,000 190,000 2%
TotalOperating
Expenses
James
9,830,000 9,427,000 (403,000) -4%
GAAPOperatingIncome James
380,000 969,000 589,000 155%
Q4Summary AnnualSummary
YTD
YTD YTD YTD
1. Fewer metrics 2. Clearer targets 3. Better tool for management
Q1 Highlights
#GSImpactCall
HISTORIC HISTORIC CURRENT GROWTH GROWTH
Description Q1 2013A Q4 2013A Q1 2014A QoQ YoY Total NPO
participants 61,304 86,574 96,363 11.3% 57.2%
Gold 809 2,047 2,857 39.6% 253.2% Silver 5,119 22,319 22,959 2.9% 348.5%
Bronze 365 11,744 12,018 2.3% 3,192.6% In progress 55,011 50,464 58,529 16.0% 6.4%
Profile update ratio
19.8% 15.8% 17.1% 8.0% 8.0%
Select “Engagement” Metrics:
HISTORIC HISTORIC CURRENT GROWTH GROWTH Description Q1 2013A Q4 2013A Q1 2014A QoQ YoY
# New Registered Users 52,036 46,223 51,750 12.0% (0.5%)
Number of API Hits 4,807,359 5,428,506 7,582,408 39.7% 39.7%
Number of Customers NA 3,882 3,308 (14.8%) NA
Select “Products” Metrics:
Future iterations
#GSImpactCall
Organizational Dashboard – Version 2 Evaluation Dashboard
• 10 metrics, more predictive • Graphs and visual trends • Auto compilation
• GuideStar’s longer-term sector impact: • Influence • Reach • Engagement
• External stakeholders
Q1 2014
Programmatic and operational results Financial results
#GSImpactCall
Disclaimers
• Numbers are preliminary and unaudited
• Safe Harbor disclosure:
Historical results are not necessarily indicative of future
results. All forward looking statements contain known and unknown risks that may result in future results that are materially different from historical results.
17 #GSImpactCall
Top-Line Performance Recap
$10,327k
$11,308k $11,261k
$11,877k
$11,189k
$10,808k
$11,158k
$10,232k
$9,250k
$9,500k
$9,750k
$10,000k
$10,250k
$10,500k
$10,750k
$11,000k
$11,250k
$11,500k
$11,750k
$12,000k
$12,250k
Revenue Expenses
2010
2011
2012
2013
total unrestricted revenue and total expenses #GSImpactCall
Bottom-Line Performance Recap
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($1,280k)
($982k)
($760k) ($615k)
$219k
$380k
$849k $926k
($1,500k)
($1,250k)
($1,000k)
($750k)
($500k)
($250k)
$0k
$250k
$500k
$750k
$1,000k
$1,250k
Cash Flow GAAP Oper Income
2010
2011
2012
2013
Q1 2014 Top-Line Performance
20
$3,273k
$2,418k $2,422k
$2,737k
$0k
$500k
$1,000k
$1,500k
$2,000k
$2,500k
$3,000k
$3,500k
Revenue Expenses
2013
2014
total unrestricted revenue and total expenses
Q1 Bottom-Line Performance
$493k
$855k
($692k)
($315k)
($800k)
($600k)
($400k)
($200k)
$0k
$200k
$400k
$600k
$800k
$1,000k
Cash Flow GAAP Oper Income
2013
2014
Timing is Everything
#GSImpactCall
$k
$500k
$1,000k
$1,500k
$2,000k
$2,500k
$3,000k
$3,500k
Prior Yr YTD
Grants
Other
Membership
Products
Revenue Up Nearly $100k, Excluding Timing of Grants
23
$3,273k Total
Grants Comparison 2013: $1M ($600k Hewlett, $285k Omidyar, $85k Charina)
2014: $47k total (Moore)
$2,422k Total
$2,277k excl.
grants
$2,366k excl.
grants
$k
$500k
$1,000k
$1,500k
$2,000k
$2,500k
$3,000k
YTD PY YTD 2014
Personnel
Consulting
Travel
Rent, Office, Misc.
Adv & Marketing
Technology
90% of OPEX Increases from Year-Long Investment in Skills
24
$793k before Staff/Consulting
$2,627k Total
$829k before Staff/Consulting
$2,258k Total
Key Investments Sr Dir, Products Sr Dir, Strategy Development Dir 2 Bus. Intelligence 2 Sales & Support 2 Software engineers $1465k
Staff/ Consulting
$1800k Staff/
Consulting
Operating expenses before depreciation, interest, and special projects
Q2 Outlook
Revenue • Product sales stronger in Q2 seasonally
• Grants of $285k expected Q2 vs. none last year through August
Expenses • Run-rates will plateau
• Year-over-year comparisons will narrow when we compare on like basis, accounting for staff investments
Timing is Everything
#GSImpactCall
Discussion #GSImpactCall
Additional Information Next Impact Call:
August 11, 2 pm ET: http://npo.gs/impactcall3
Our impact:
• GuideStar’s impact page: http://npo.gs/impactpage
• GuideStar APIs: http://npo.gs/6apis
• BoardSource: https://www.boardsource.org/eweb/
• Full Washington Post Impact Call article, “Nonprofit hosts its first ‘earnings call’”: http://npo.gs/WPGSIC
February 24 Impact Call:
Q&A and archive: http://npo.gs/icye2013qa
Give us your feedback:
GuideStar Blog: http://npo.gs/ic1q2014