Expanding Internationally Through Partnerships: Practical Lessons For 21st Century Nonprofits (at BoardSource October 2010

November 11, 2010 Expanding Internationally Through Partnerships: Practical Lessons For 21st Century Nonprofits Rebecca Masisak and Marnie Webb Co-CEOs, TechSoup Global BoardSource Leadership Forum

TechSoup Global, a nonprofit serving the nonprofit community, has a 23-year history building sector capacity through technology. We are working toward a time when every social benefit organization on the planet has the technology resources and knowledge they need to operate at their full potential. The TechSoup Global Mission: Programs of Focus Today:

Corporations gain an effective and efficient distribution channel for product philanthropy and CSR activities
Nonprofits obtain products, relevant content, and a community of support
The TechSoup Network is sustained by charging a low administrative fee
TechSoup Corporations Nonprofits An innovative triple-win business model

Essential technology from leading partners

IMPACT & REACH RESULTS Demonstrated and sustainable impact and reach
133,000 organizations have received product donations
More than $2B retail value of products distributed to NGOs
6.6 million technology products distributed
34 countries receive product donations
40+ corporate donor partners
350,000 unique monthly visitors
60,000 monthly online forum visitor sessions
155,000 documents downloaded
“ Partnering with TechSoup has enabled Cisco to distribute more products to nonprofits in one month than Cisco had expected to distribute in one year.” – Cisco Systems Foundation “ The technology we get from TechSoup is so purposeful; it has so much intent…We probably have tenfold more computers here that we did five years ago and that has enabled us to put computers into the hands of teachers, therapists, and aides in the classroom.” – Kurt Ohlfs, Executive Director, Pacific Autism Center for Education

In 2005, corporate donors having experienced Techsoup.org in the U.S. were interested in expanding the service internationally. TechSoup Global Network Partner Model
We recognized the need for partners:
Knowledge of NGO legal structures
Trusted brand for outreach
Language, time zone support
Localization of programming
Leverage assets
Control of process
Sustainable
Sensitive to local issues
Partner model requirements:

TSG added an indirect channel made up of third-party NGO’s, contracted to localize and manage the broad set of TechSoup offerings. = Size indicates impact potential.
Mostly direct to NPOs & Charities via web with aggregated resources
Community Forums
Articles
Consulting Resources
Mostly indirect to NGO’s through TechSoup Global Channel Partner Network – In partnership with TechSoup – products with aggregated resources and, in some cases, enhanced products/services Developing Channel: 5 partners under contract as of June 2006; 11 by FY07 Possible Future Channel Needs-Driven Channel Existing Channel Indirect partnership channels enhance value of “TechSoup Offering” Direct to NGO’s via web site in countries where indirect channel economics are poor
One Economy customizes for low-income housers
NPower NY customizes for its NPower Basic solution
North America EMEA, APAC, LATAM Direct Indirect Partner Model as Envisioned in 2006

The TechSoup solution packages expertise, process and technical infrastructure so that NGO Partners can relatively quickly and cost effectively deliver a product donation program The Unmet Need: Donated technology to support the missions of nonprofits, charities and NGO’s The Met Need: Donated technology delivered in a supportive environment to effectively impact the missions of nonprofits, charities and NGO’s The TechSoup Value Chain Setup & Train Partners – Enable Local Presence via Web for “TSS-like EMEA Solution” Manage Product Donation Partnerships with Corporate Partner(s) Package Product Offering(s) & Delivery Solution/ Platform Establish & Manage NGO Distribution Partnerships Go Live in Country/ Region and manage program inquiries, provide support and process requests Verify Eligibility of NGOs Using Delivery Solution/ Platform 1. 2. 3. 4. 5. 6. Post Fulfillment Support & Returns Processing Fulfill Orders Program Outreach Provide Value-Added Content & Services to Improve Program Impact Manage fulfillment through Corporate Partner 7. 8. 9. 10. 11.

With a one-time investment, the existing technical infrastructure established to support the Donation Program in the U.S. and Canada can provide a scalable packaged solution CompuMentor/TechSoup EMEA – TSEMEA Partner NGO (PNGO) Donor
Deliver and support online donation delivery solution/platform
Extend organization registration, restrictions engine, product catalog, and ‘shopping cart’ functionality to deliver to PNGO’s a version of the TSEMEA web solution that is ready for their branding and localization and has the look and feel of the PNGO’s website
Platform would have ability to accept admin fees in local currency and to facilitate content management for localization purposes
Packaged solution/platform would also support other corporate donation programs administered by TS and would allow for local services to be offered by the PNGO independently
Provide and manage a partner portal that supports collaboration, communication and community between PNGO’s, TSEMEA and MS
Package products, online content on product
Create and maintain program online content
Manage product catalog and service pricing
Localize all program online content – language and other adjustments as required to fit local laws, practices and provide input for TSEMEA
Localize eligibility requirements in terms of content as well as website restrictions engine and provide input to TSEMEA
Provide regular input on solution/platform requirements through Advisory Council
Package Product Offering(s) & Delivery Solution/ Platform Key Benefits:
Quickest, lowest cost, sustainable way to scalable EMEA local donation program
Investment ensures majority of ongoing monies generated through program stay in-country
2.

The technology design allows for contribution from Partner NGOs in ways that will build sector capacity in-country that can be shared throughout the network to create value
Starting the pilots without having the platform completely ready and while still planning and designing, proved challenging
Can be challenging to find the right partners; may have to build
Partner NGOs have limited capacity; need for explicit requirements
Reducing implementation cost through systems and repeatable processes critical to managing program success
Developing marketing/outreach plans and sharing resources throughout the network important to success
Communications plans critical as early as possible due to the level of coordination required
Leveraging existing resources and ‘kitting’ materials on the program keys to reducing cycle time and improving quality of rollouts
The model works!
Learnings

The TechSoup Global Network is a sustainable, cross-border network of partner NGOs serving 33 countries. United Kingdom Russia Mexico

Donation Programs: Australia, Belgium, Botswana, Brazil, Bulgaria, Canada, Chile, Croatia, Czech Republic, Egypt, France, Germany, Hungary, India, Ireland, Italy, Japan, Kenya, Hong Kong, Luxembourg, Mexico, Netherlands, New Zealand, Poland, Romania, Russia, Slovakia, Slovenia, South Africa, Spain, Sweden, Taiwan, United Kingdom, United States.
Today, TechSoup Global’s international programs provide tools and resources to organizations across five continents.
Users in 190 countries visit TSG sites and participate in its online communities.
Monthly NetSquared events in 78+ cities in 25 countries worldwide.

Partner Profile: National Forum for Voluntary Social Work, TechSoup Sverige
Partner Profile:
Founded 1993
Annual budget of $1.5M
9 full-time employees, 5 part-time
Platform for the exchange of knowledge & volunteering
Focused on Sweden, but excellent network within the EU

End recipient: Remote Access Proves Critical to Cystic Fibrosis Association of New Zealand “ I’m working from home today because of the earthquake and that’s only possible because of Small Business Server 2003 and Office Professional Plus 2007 that we received from Microsoft and TechSoup. It’s a huge boon for our organization, allowing the CEO and fieldworkers access to our data when they’re away from the office.” Cystic Fibrosis is NZ's most common life-threatening inherited disease and the CF Association is the only national organization dedicated to all aspects of the condition.

NetSquared originated in 2005 to address the opportunities of Web 2.0 for nonprofits and by 2006 its NetTuesday meet-ups were expanding to other cities NetTuesday Organizer Network NetTuesdays: A model to enable local groups to meet, share, collaborate, and create social change
Volunteer, Activist Led
Freedom to develop organically and discover results
Hyper-local; face-to-face
Sustainable
Partner model requirements:

Today, NetSquared Locals are held in 78 cities in 25 countries connected to an active online community of 27,300 members

Founding President and CEO of i-Vission International; an International NGO with headquarters in Douala Cameroon. The mission of the organisation is to empower computer literacy and break the digital divide between the North and the South. Graduate, holder of a Certificate on Conflict Analysis from the United States Institute of Peace (USIP) and Information System Engineer by profession. Excel is convinced that we are in the information age, and whosoever is not informed is deformed. He is motivated and dedicated in empowering people with the ICT. His top priority for 2009/2010 is to setup a network in Cameroon, to combat cyber crimes. In a nut shell, Excel will like to meet new people and organisations who have the ambition to live in a more secure and just world, and possess the required passion to make it happen. Douala, Cameroon Asama Abel Excel Chicago, IL, USA Justin Massa Justin's time is split between NetSquared.org (where he is the Program and Technical Coordinator) and MoveSmart.org (where he is the executive director)). MoveSmart.org, which he co-founded, is a start-up organization dedicated to fostering vibrant and diverse neighborhoods by empowering housing seekers through technology to move to opportunity. Justin is a member of the National Advisory Board of NeighborScapes, the Reader's Bureau of the Chicago Reporter , and the Program Committee of the Community Media Workshop. He is also a co-convener of Chicago Net Tuesdays and helps organize Illinois Data Exchange Affiliates. Organizer Profiles

We learned from the successes of NetSquared.
What we did well:
Allowed organizers to be stars
Hands off approach to sponsorships allowed local connections to be built
Let organizers control the agenda, allowed local relevance (Cameroon vs D.C.)
Didn’t expect to last forever, location has to own it
Recognized stars from NetSquared challenges and sparked NetSquared Local

We learned from the challenges of NetSquared.
We could have provided more tools to the organizers so that we could better measure impact.
We could have better used our organizational outreach and relationships to help bring visibility to NetSquared.
We could have created a maturity model for partnerships.

In the article “Scaling Social Impact”, Dees describes three mechanisms for scaling impact.
Dissemination
Actively provides information, sometimes technical assistance to others looking to bring an innovation to their community
Affiliation
Formal relationship defined by an ongoing agreement to be a part of an identified network.
Branching
Creation of local sites through one large organization.
Source: Scaling Social Impact Dees, Battle Anderson and Wie-skillern Stanford Social Innovation Review, Spring 2004

Mechanisms for scaling impact Dissemination Affiliation Branching Source: Dees, Battle Anderson and Wie-skillern , 2004 Resources Degree of Central Coordination

TSG began by scaling its impact through two mechanisms TechSoup Global Network NetTuesday Organizers Resources Degree of Central Coordination Dissemination Affiliation Branching

And TSG continues to scale and evolve its model Fundacja TechSoup GuideStar International Resources Degree of Central Coordination Dissemination Affiliation Branching TechSoup Global Network NetTuesday Organizers GuideStar International Partners

Contribution Economy: Spotlight on Romania
Collaboration with Cisco Networking Academy for IT Mentor Program throughout Romania
Donations program
Computer Refurbishing Program
NetSquared Locals and social media trainings
Indigenous volunteering and philanthropy programs
Exploring mobile phone donation platform

Current challenges and opportunities
Providing support/Managing expectations
“ Marrying”/Rationalizing both programs
Branding

Implications for Board roles
Promote experimentation
Focus on requirements for choosing the right model
Help think about sustainability options
Earned income models
Funding
Low investment
Tolerate failure as an opportunity to learn
Encourage open discussion and honest assessment

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Expanding Internationally Through Partnerships: Practical Lessons For 21st Century Nonprofits (at BoardSource October 2010

by TechSoup Global on Nov 11, 2010

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Expanding Internationally Through Partnerships: Practical Lessons For 21st Century Nonprofits (at BoardSource October 2010 — Presentation Transcript