Why You Should Be Using Salesforce’s Nonprofit Cloud (And How To Get Started for FREE)

Chances are that you have heard of Salesforce.com. Did you know that 501c(3) organizations and higher education institutions can receive 10 free licenses of the core application and deep nonprofit discounts for additional users and products?

Interested in learning more about how Salesforce can help manage donors, grants, and programs at your nonprofit?

Melissa Waters: Alright, good afternoon, everyone. My name is Melissa waters and I'm the manager of events and programs here at JMT consulting

And today I have Scott Hollrah from Venn technology presenting on how to get started with the world's leading cloud platform for free.

Before I turn it over to Scott, I want to go over a couple of things. And then we'll get started.

First, we are recording this so if for any reason you have to jump off early. We will send you a copy of the recording, along with the slides.

Also, if you have any questions at all during the presentation, please make sure to submit those in the Q AMP a box on your control panel and we will answer those at the end. And with that, I'm going to turn it over to Scott. Thank you.

Scott Hollrah: Thanks, Melissa, appreciate it.

Alright, so a couple of things we'll start off with just a quick overview of my firm Venn technology. And then from there we'll talk a little bit about Salesforce, the company.

Why you might want to choose them for for a product to manage your, your donors, we'll do a little bit of demo and close out with a Q AMP a

So real quick couple things. I'm Scott Hall room, the founder and managing partner than technology we're headquartered just outside of Dallas, Texas, and this year. Perfect timing.

opened an office in Washington, DC, just as the pandemic was getting started. So we're still going strong and keeping people busy up there, but we're we're

Multi location and we're working with people all over the US and then we have a brand promise.

And you see it there on the screen. We create systems that free people to focus on what they're best at.

And so often we come across the controller CFO somebody in the in the finance department that is just so burned out from having to export data from here and import data over here and hope that it all matches up

And our job. Our goal is to come in and help you make the systems work for you so that you can really be free to do the things that you were hired to do

And we're not going to play it, but we actually released a music video this week that we're actually really, really proud of.

So when you get a chance, after you get this presentation, click on this and the music video tells a bit of a story. And if you can relate to that story. We would love to come in and help you out.

And then we have to focus areas. So we're a little bit unique and to the best of my knowledge there's nobody out there that does quite what we do.

We are both a sage intact partner through their marketplace program as well as a Salesforce com partner and we'll drill into that a little bit more within the sage intact ecosystem.

We have a couple of listings out in their marketplace. We have a Salesforce nonprofit integration.

As well as a stripe integration that allows you to take credit card payments through stripe and have those pumps seamlessly into sage intact.

But moreover, we get calls every day from organizations that have all kinds of systems that that they need to make these things work much more effectively with with their accounting system and so

The logos that you see there on the screen or just a small sampling of the applications that we've worked with and you know if you've got a system that needs to be tied in. We would love to talk with you about that.

Alright so salesforce.com. One of the things that I'm incredibly proud of our team for is the certification that they have achieved so

Within the Salesforce ecosystem. There's, there's lots and lots of partners. There's lots and lots of consultants.

But one of the ways that people really set themselves apart is by going through a very rigorous certification process.

And as you can see here on the screen. We have many, many, many different certifications throughout our organization.

I personally hold. I think six certifications. We've got other people that hold even more than that.

But one that I'm actually especially proud of, we've kind of got a call out there on the lower right part of the screen.

About two years ago Salesforce came out with their nonprofit cloud consultant certification and one of the numbers on our team was actually one of the very first people in the world to to pass that certification. So we don't just know Salesforce. We know nonprofit.

A couple of other things about us and then we look at code as an absolute last resort and and that's one of the reasons that we love working with Salesforce com

There's so much in the system that you're able to configure as opposed to customize your code and we want to do that, we want to take that configuration as far as we possibly can to meet some of these needs rather than jumping straight into code.

We also look at the big picture. So when somebody comes to us with a problem and says, I'm trying to solve getting this from here to there.

We take a step back and we say, okay, well where does your process actually begin, you're saying that you need to solve for this gap here.

But what happens before this. And then what happens after that we've got to really think about things, all the way through upstream and downstream and our team here at then we're trained and focused on looking at the entire chain of events.

All right. Alright, that's enough about us. We are going to talk a little bit about Salesforce.

If I could hear you. I'd love to hear you know how many of you might actually be using it already.

For now I'm just going to assume that nobody is already on Salesforce, little bit of history. The company was founded in the late 90s.

They were a company that made it very well out of the.com bust that followed the boom, they are one of, if not the largest cloud. Cloud applications in the world and
If you kind of look back at the history of the company and the history of what I'll call the cloud concept.

Salesforce, in my opinion, was really responsible for making cloud what it is today. They drove adoption. They got people over the fear of of not having their systems on premise in that server room. And really, really brought cloud into the mainstream

While Salesforce is a for profit company that is doing very, very well there. They were also started with a very philanthropic mission. And so, alongside the company.

Salesforce started a nonprofit and they also launched this thing they call the 111 program.

Where they give 1% of their product 1% of their people's time and 1% of their resources to all sorts of charities and over the years.

That's totaled over $1.3 billion and giving in the form of technology volunteer time and grants and and that technology piece is something we're going to drill into a little bit more


So the title of this presentation was how to get started with the world's leading cloud platform for free. And when we say for free you truly can get started with this for free.

So Salesforce through their nonprofit grant program will give any 501 C three or higher ed institution 10 free licenses of their enterprise CRM product.

And one of the questions that we almost always get asked is why I've got 12 or 15 or 20 people that would need to use the system.

What happens when we cross over that that 10 well it's really great as a for profit, my firm van technology we pay $150 per user per month for our licenses.

Nonprofits pay $36 per user per month for that same same core CRM user, the exact same functionality that I have. There's no difference.

So, so all that to say they provide very, very deep discounts on additional licenses and and there are many, many products within the Salesforce portfolio. They provide hefty discounts to nonprofits across, across their entire catalog.

The other really neat thing is that they offer something called the nonprofit success pack. That's no cost whatsoever.

The nonprofit success pack is a package that gets installed into your Salesforce environment that takes the powerful

Data Model and Salesforce platform and makes it work better in a nonprofit donor or grant funded context and we'll, we'll drill into some of those some examples of that here in just a bit.

So Scott. That's great. Free. That sounds great. But you know what, there are so many other fundraising platforms out there just because it's free to get started. Doesn't mean it's better

You know with all these different applications. Why should we go with Salesforce.

And one of the ways that I typically answer this question is with something that I call the smartphone analogy.

And it's a little bit outdated. But if this was three or four years ago, and you went into the Verizon or at ATT store and you were going to get a new cell phone.

And the sales rep came up to you and said, hey, we've got these great Windows phones. We've also got the iPhone and a plethora of Android devices.

I'm guessing that most people back then would have chosen the iPhone or the Android because with the Windows phone

Even though the phone itself was was pretty powerful pretty capable. They didn't have this robust ecosystem of third parties that were creating apps that extended the functionality of that core phone that core platform.

And Salesforce, I would say, is like the iPhone or like that Android device when compared to many other tools on the market.

Salesforce has had something called the App Exchange. This has been around for probably close to 15 years. Now, if not longer

And it is like the App Store or the Google Play Store, but for your CRM.

At last count, the last count, that I could find any way said that there were over 3400 apps out there on the App Exchange. And I'm confident that that number is way higher today.

But over 3400 apps that you can install are somehow connected to your Salesforce that extend the capabilities of that core platform.

Some examples. There are dozens and dozens of online giving tools that will allow you to seamlessly take that gift online have it flow directly into Salesforce look for an existing donor to match that gift to or create a new donor.

There are event registration tools obviously 2020 spent a little bit different than that we all expected it to be.

But back in the day when you know you might be putting on your five k or putting on your big gala

You might use some event registration tool like event bright and because of the power of this platform and what's available on the App Exchange.

Those event registrations could flow seamlessly into Salesforce or perhaps you're an organization that has lots and lots of volunteers and you need to sign people up for shifts and

Make sure that they've got a background check, and on and on and on. They're all kinds of tools available on the App Exchange that the other platforms. Just don't have. They just can't compete with

The other really neat thing about the App Exchange is that much like Salesforce com themselves. Many of the partners that have written these apps that extend the functionality.

Offer either free or deeply discounted access to their applications. So it Salesforce overall can be a very cost-effective way for your nonprofit to manage technology.

So we've got the ability for third parties for third-party tools to extend and enhance the capabilities. But there's a lot that we can do ourselves.

Excuse me. So in addition to the pre-built functionality that Salesforce offers in the core application.

There's this underlying platform that allows us to do all kinds of things. And earlier I talked about how

At then we focus on configuration as opposed to customization or writing custom code. Now there's definitely a time in a place where we have to get into that.

But Salesforce gives us the ability to come in and add custom fields build build tables automate processes through a very visual type

Tool and they've got great mobile capabilities, if we needed to extend our system out to people outside of the organization.

Maybe we don't want to give them access to everything we could leverage the Salesforce community to expose parts of our database to them and then powerful, powerful analytics that sit on top of that as well.

Up to this point we've we've spent our time kind of talking more about the the donor side of things, and in my estimation 80% or more of organizations that have signed up to use Salesforce are using it for a donor management use case.

But the great thing about Salesforce, is it can be used for so many more things that touched on volunteer management that's just one excuse me one example.

I want to talk about a couple of different clients that we've worked with that have actually taken that donor management use case and kind of toss it to the side and done a whole lot of other things with the platform.

So we've got a client that's a very large church here in the Dallas area that we've been working with for years.

And what's really interesting about them is they they do not use Salesforce to track money that is coming into the church they actually use Salesforce to track.

funding requests, where they're actually going to to send money outside of the church to help their partners, go go accomplish their mission and so

Users, the people that work within the church have the ability to submit this funding request. And they do that via Salesforce.

Once a quarter, they host a quarterly giving meeting in which everybody's able to come state their case. And, you know, try to get the committee to to approve.

That their funding request and they manage that meeting out of Salesforce and once somebody is approved there they're if they're going to give them a full or a partial

Gift. They then have a lot of documentation that they need to track. And so we built functionality in the Salesforce for them to store these documents as well as track.

The last time that they got that who are w nine and we've got reports that tell them. When it's time for them to go get an updated version.

And so not only does do we use Salesforce to track what they're giving but we use Salesforce to track all the interactions that we have with these partner organizations and it gives us that great 360 degree view of the relationship with with that partner.

Another organization that we work with.

This, this group actually does use Salesforce for donor management that's really where it started. But they had an operational challenge that they were trying to solve with spreadsheets and all kinds of other things. And it just wasn't working.

This organization puts on all kinds of educational classes all around the globe.

And they needed to be able to report back to their board. How many people have we touched in a given week where are we working with these people what languages, what content are we going through and so forth.

And so, leveraging the power of the Salesforce platform, we were able to build out a system that allowed them to track all of this.

And what was really cool was that we could actually tie the giving that was coming in for these various things to the results, the outcomes that that that funding was actually

Able to create and so it gave us the ability to tell a very powerful story to the board and two major donors.

Alright. So with that, we're going to get into a demo here.

And we're going to just touch on some some really high points Salesforce is so deep and wide, and it can be applied to so many different things that we can be here for days trying to go through, through through every part of the system.

So, With that, we'll start here, this is, this is the homepage. This is where you would start your day if you were using Salesforce.

This is what you would see when you first log into the system.

We have a tremendous amount of control and flexibility when it comes to how this and many other aspects of the system are configured to display things we can move these widgets all over the place. But for demo purposes.

This is a pretty comprehensive look. So up here at the top. We've got this message bar and we can come in and we can change out these messages.

Again if 2020 were different. We'd probably be holding galas. This time we're holding a virtual gala, and we put a message out there to ask our users to contact all of their major donors before the big bad

Down here we get into some really great analytics and with Salesforce, we've got these fantastic reports and dashboards.

And we're able to put some of those analytics right here on our homepage. I'm not going to go through all of these, but you know here we get a breakout of how much of our funding is coming from individuals versus

Versus companies. And here we're able to track you know what what campaigns are funding is coming through.

lots lots and lots of great great information.

Down here we've got these other widgets. We've got events and we've got tasks.

The events. These are going to be things that would appear on a calendar so

If you had coffee scheduled with somebody, you know, hey, we're gonna we're going to go meet to talk about this that would appear here. And before you ask, yes. This has the ability to sync with Outlook or Google Apps, if that's what you're using for your calendar.

Tasks. On the other hand, are going to be things that they may have a due date, but it's not, you know, I'm going to do this.

This thing from 11 to 12 today. It's more, you know, I need to follow up with this person about about some kind of topic. And so you've got this task list here.

And what's great about this task list is if you need to collaborate on things with other people in the organization, you have the ability to task them with certain things and also it gives everybody a view into who has accomplished what

It Salesforce also has a very robust approvals engine. And so if there were certain business processes where a person needed to evaluate something before moving ahead we can we can route requests through this really powerful approvals engine.

And then what we've got here on on the right that looks kind of like a Twitter feed, or a Facebook feed.

This is something called Salesforce Chatter, this is kind of a, an internal collaboration tool internal social network that is built right here into Salesforce and I'm going to touch on that a little bit further in just a minute.

So with that, let's take a look up here across the top. This is our navigation bar and these these tabs up here represent different functional areas within the system.

And so for example accounts. We're going to drill into an account here in a minute. We can click here and we can create these lists different ways to kind of view our accounts and take action on them. And the same thing would be true if we clicked into contacts or campaigns and so forth.

For now I'm going to hop over I went ahead and pulled up an account.

And this account represents the Spurrier household and when we come into the spare your household

When we come to this detail section. This is what we're going to find some information specific to the household. So we get contact information. Right now, we see that there's one member of the household that's in the system.

As we scroll down the page we get some really great insights into what our donation history has been with this particular household, so we can see when they first gave when they last gave the average gift.

Their largest and smallest and best total. So lots of really great information. And as you might expect, we absolutely have the ability to come in and add our own fields so that we can track those things that are important, important to your organization.

Next I'm going to click over here to this related tab Salesforce is a relational database. And by that I mean we have the ability to make certain records.

Relate to other records in the system. And so while we are on this. The Spurrier household account. There are things in the system that are related to that, that account record.

The first one I want to touch on is the contacts. So right now, there's only one contact here in this for your household. We've got said, but you know what I bumped into said the other day and he told me that he and his wife, Stacy want to get together.

To talk about

What else they might be able to do with the organization. And so we're going to record Stacey in the system.

And now if we were to come back into the spare your household, we would see both Sid and Stacy.

And if your organization might need to use Salesforce for a more operational context and maybe you need to track children, you could keep adding here till your heart's content. You can keep adding those contacts and joining them together under the household.

The next thing that I want to touch on is this opportunities section opportunities represent financial transactions be at a one time or a recurring gift or a grant. So we can see here on september 17th. The spurrier's gave $100. And if we were to come in and

pick the wrong one here. If we were to come in.

And put in a new gift.

For today.

So we've recorded a second gift. And we can see that it is tied back to that household said was, our primary donor.

And if we go back to the household. We talked earlier about that great donor intelligence that Salesforce gives us and so

Tonight there, there'd be a process that would run and it would update all this information and we would see, you know, a new largest gift and a new last gift and so forth.

And then we can also see when we added since wife it updated the number of household members to two. And so again, if we were to keep going down the line and adding children.

Or others, those, those counts would change, we can use that to drive reports or other workflows very, very powerful functionality.

Some other things that we have here in the system are the ability to track multiple addresses. And so the idea here is that if you've got

You know, maybe it's a one of your larger donors and maybe they've got multiple properties and they spend half their year

Where it's warm and half the year where it's cool. You could actually come in here and create multiple addresses for them.

And you can actually put start and end date. So if you know they kind of work like clockwork. You can put these start and end dates in and the system will actually auto adjust their current address based on the dates that you give it

Something else that will see throughout the system is this notes and attachments. So we have the ability, if we

You know, maybe, maybe we ran into the spurrier's at at our five k and we took some pictures and we wanted to make sure that everybody could see them.

When they when they view this for your household account. We can easily come into Salesforce and just drag and drop a file, and now it's it's a part of their record.

So up to this point we've spent our time really kind of talking more about the individual donor side of things.

But for some of the organizations that are on the call. You may be funded by organizations or or foundations and Salesforce can absolutely work in that context as well.

And so I've come over here to to a new tab and we see that we've actually got an account for the Bill and Melinda Gates Foundation.

I'm going to hop back and forth here for just a second.

One of the things that we did when we spent them when we set up the spare your household. And one of the things that we did when we set up the Bill and Melinda Gates Foundation.

As we told Salesforce. What kind of account. This was so for example the Spurrier record is a household record, whereas the Bill and Melinda Gates Foundation is an organization.

And when we tell Salesforce, what type of record, we're dealing with it gives us the ability to track different things. So notice here on this Details tab. The, the fields that we have. And for example, we have a website.

Conversely, when we go to the Spurrier household, this looks a little bit different.

The spurrier's like most people don't don't have their own website so there's no need to put that website field on the page layout and clutter it up.

So Salesforce gives us great segmentation and in doing so, it also gives us the ability to create a better user experience that's more tailored to the context that we're working in

So being that we are working in an account and

A foundation, where we are pursuing grants. Let's come in and take a look at a grant so we're still using that same opportunity object.

And we still have the ability to do all kinds of financial coating around this, but with with a grant

We're going to treat things a little bit different. Again, we still have our, our financial coding here in this GA you allocation.

But with a grant, there's, there's a payment schedule, right, if this was a million dollar grant, they're probably not going to write us the full million dollar check up front.

We're going to get payments over time and Salesforce allows us to set up an anticipated schedule so that we can kind of track. When do we expect to have money coming in for this grant

Um, something else that that's a little bit different about a grant versus a donation is that when we get a donation the donors typically aren't coming to us once a quarter or every few weeks, saying, hey,

I need to know what you're doing with the money, but with a large foundation with a large grant, you've got all kinds of reporting that you need to do. And so here

We've got the ability to track the deliverables that we owe back to the to the organization for this specific grant. And so as you can see

Here's the Q1 report that is an interim report and it's due on April 15 of 2021 and once we have taken care of. What we need to do once we put that

Put that report, together we can come back here, we can attach that report, and now it's a permanent part of this record that we can come back and anybody can reference

As needed. We talked earlier about that tasking functionality and the, the ability to create tasks and assign them out to other people.

If there can be a lot of effort that goes into putting out one of these, one of these reports and so you can leverage that task functionality to

To all collectively contribute to the creation of that report, as opposed to putting it on one person's shoulders. So again, very, very powerful. Lots and lots that we can do here.

The final thing that I want to show

Is the analytic side of

The system is going to come with lots and lots of pre built reports. And if we were to install the nonprofit success. Pack it would install a number of nonprofits specific reports as well.

But building reports in in Salesforce.

Is pretty easy. Once you've got a feel for where the data lives. What objects in the system that the data lives on that report writer itself is pretty straightforward. So we're going to come in and and since we're dealing with them other data.

We're going to take off our date filter.

And we want to know.

How much of the

The, the gifts that we have brought into the organization is from from households versus organizations. And so we're going to come in and we're going to take a look at our opportunities that are closed one

We want to group it

By that record type that tells us where the gifting came from. So as you can see the system has already done a lot of the work for us and we get a long, long list of all the individual gifts, but you know what, we don't really need to see that. So let's come back in. Let's edit this. And let's just turn off those rows so that all we get our the summary level information.

And let's throw in a nice little donut chart.

And we'd have the ability to come in and handle things by account or if we have this arranged a little bit different. We could do it by the by the dollar volume.

And let's just say we want to show the percentages in our segments here.

So we click Run and there we go we built that report, and probably less than 60 seconds. Really, really straightforward.

So again, tremendous power tremendous extensive ability through third party applications on the App Exchange.

And you do get to get started with a system.

For free with those first 10 users.

So that wraps up the demo portion, if this is something that was exciting. And it's something that you might want to pursue further, you can go out to salesforce.org slash get

Dash started and there'll be a signup form and they'll take you through the process.

It's pretty painless.

Which is a huge relief when dealing with large organizations, it's pretty painless to actually get up and get started with that that that 10 user product grant

So with that, let's open the floor to questions.

Melissa Waters: All right, god, thank you. I think he might have stated this. But if you could repeat it after the first 10 licenses. How much do additional license licenses.

Scott Hollrah: That is a great question. So after the first 10 licenses that the first 10 are free. After that, for the the CRM license that would allow you to do all the things that we showed in the demo.

That licenses is normally $150 per person per month, the nonprofit price for that is $36 per user per month.

And then if you wanted to get into some other products like their communities or marketing automation, they're going to offer you really steep discounts on those additional products that you have on

Good question.

Melissa Waters: Okay. And next we have lots of data and Razor's Edge. Can you help us move it to Salesforce.

Scott Hollrah: So it's interesting, we, we see a lot of people that have been on razor's edge for a long time.

That want to get into something a little more modern something a little more flexible something a little more extensible. And so

We do a lot of a lot of projects where we move people off of Razor's Edge and on to Salesforce. And the answer is yes, absolutely. It wouldn't do any good to go set up this great donor management system and not have all of that legacy data in in it.

For you to use. So yes, we can absolutely help you make that transition of data from your old system into Salesforce.

Melissa Waters: Great, thank you. Those are the questions that we have. So we will be sharing Scott's contact information again a copy of the recording and slides as well. And our follow up emails. So if you have additional questions that you can reach out to Scott for

The team over here at JM T consulting, actually, they just got a question. So when I read that off to you, Scott. Before we wrap it up.

And somebody says, I already have a corporate underwriting team and Salesforce, but now a foundation team is interested

Don't see the rest of the question now.

Scott Hollrah: So we'll see if see if they add to the question.

when when when somebody kind of present this idea of, hey we've got multiple groups within an organization that need to use Salesforce.

One of the questions that we usually get asked is around security. So I don't want this group over here to see what this group is doing and vice versa. And within Salesforce, we have very granular security that we can apply. And now we can get it down all the way. If we had to

We can tweak the security to the point that you know we can make it so that an individual user can't do this, but can do that. So setting up security across groups. Not a problem.

Melissa Waters: So he finished up the question. He said, can I have more than one configuration setup.

Scott Hollrah: So, the short answer is yes. The longer answer would be, you know, hey, does it make sense based on our use cases to actually set up a separate Salesforce environment.

Or do we want to do this all in the same Salesforce environment. And, you know, much like that example we showed a minute ago where

The household account looked very different from the organizational account, we could we could build out pages that are completely different configurations for Group A versus B or perhaps we've got

We want to kick off an email when this one thing happens in the system, but we only want it to apply to this group or that group.

As long as we can define the logic that would make that happen. We could certainly we could certainly build Salesforce in a way to support both groups in the same environment.

Melissa Waters: But he also says if the underwriting is not using nonprofit success pack and the foundation team, you said

Scott Hollrah: Yes, absolutely. It gets a little bit more in depth conversation, but the answer is we can make it so that the existing team doesn't even know that it's in there, it would be completely hidden from them.

Right and I'd love to talk with you more offline reach out my info is up there. Would love to love to help kind of talk you through what that could look like.

Melissa Waters: I can also connect you Scott, I can share. So, all right. Well, then, I want to thank everyone for their time Scott thank you as well for your time and for joining us today.

And for more webinars like this, you can go to JMT consulting com and visitor Events tab, and I hope that everyone has a good rest of their day. Thank you.

Scott Hollrah: Thanks, Melissa.


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