Amy Bills, Blackbaud: Advocacy Advantage Austin

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Influitive

Amy Bills, Director of Customer Marketing at Blackbaud

Marketing

3 @AmySilverBills | @Blackbaud | #bbchampions
2011
“Isn’t our Excel spreadsheet of references enough?”
2015
$525K in referred pipeline
25% growth in reference database
+2 staff and ever-wider scope
#advocacyadv

4 @AmySilverBills | @Blackbaud | #bbchampions #advocacyadv

5 @AmySilverBills | @Blackbaud | #bbchampions #advocacyadv

6 @AmySilverBills | @Blackbaud | #bbchampions
• Company ready for change
• Good foundation of engaged customers were ready for more
• Connected opportunity to our business
• The right resources
• The right partners
A PERFECT STORM.

7 @AmySilverBills | @Blackbaud | #bbchampions
Educate
Define Your Metrics
Cultivate Good Partners
and never forget…
KEEP FOCUS ON RELATIONSHIPS
#advocacyadv

8 @AmySilverBills | @Blackbaud | #bbchampions

9 @AmySilverBills | @Blackbaud | #bbchampions #advocacyadv

10 @AmySilverBills | @Blackbaud | #bbchampions
• Referred business
(pipeline goal)
• Overall Champions
growth
• Growth of engaged
Champions
• Closed business
influenced by
references

11 @AmySilverBills | @Blackbaud | #bbchampions
Technology
Leadership
Support
Ownership
Internal
Champions
#advocacyadv

12 @AmySilverBills | @Blackbaud | #bbchampions
ACCLIMATIZING OUR ADVOCATES.

13 @AmySilverBills | @Blackbaud | #bbchampions
Agenda or Section Slide
Subtitle if needed
AUTHENTICITY
BEGETS ADVOCACY:
A CASE STUDY
The 30-for-30 referral campaign
• We were transparent about our goal
• We humanized it
• We built extra incentives in the campaign
• We educated on how and what to refer
• We made it a team-effort
#advocacyadv

14 @AmySilverBills | @Blackbaud | #bbchampions
• Client Referral Pipeline > $750,000
• Revenue Influenced by References > 150 opportunities, $10m in pipeline
• New Customer Story generation > 100 stories, 25 per quarter (Ex: video & case
studies)
• Online Reviews > Piloting programs with Trust Radius and G2 Crowd
• New Advocates > 20% growth or 600 new advocates
WHERE WE ARE TODAY:
#advocacyadv

Advancing your Voice of Customer program may seem as daunting as putting a man on the moon, but making significant progress doesn’t have to be rocket science. Small steps in building program credibility, empowering employees, and engaging customers and can turn into giant leaps for increasing survey response rates, satisfying clients and driving insight-based action. Learn about the innovative yet simple ways ExactTarget’s award-winning Voice of Customer program has continued make strides. This presentation debuted at Clarabridge Customer Connections (C3) in April 2013.

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Vladimir Mulhem has over 20 years of experience in commercialising cutting edge creative technology across construction, marketing and retail. Previously the founder and Tech and Innovation Director of Creative Content Works working with the likes of Next, John Lewis and JD Sport, he now helps retailers, brands and agencies solve challenges of applying the emerging technologies 3D, AR, VR and Gen AI to real-world problems. In this webinar, Vladimir will be covering the following topics: Applications of 3D and AR in Digital Commerce, Benefits of 3D and AR, Tools to create, manage and publish 3D and AR in Digital Commerce.

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1. Amy Bills Director Of Customer Marketing, Blackbaud 1

2. 2 @AmySilverBills | @Blackbaud | #bbchampions Amy Bills Director of Customer Marketing, Blackbaud @AmySilverBills Michael Beahm, Senior Manager, Customer Advocate Marketing @mabeahm How Blackbaud Influenced $500K in Pipeline with Customer Advocate Marketing

3. 3 @AmySilverBills | @Blackbaud | #bbchampions 2011 “Isn’t our Excel spreadsheet of references enough?” 2015 $525K in referred pipeline 25% growth in reference database +2 staff and ever-wider scope #advocacyadv

4. 4 @AmySilverBills | @Blackbaud | #bbchampions #advocacyadv

5. 5 @AmySilverBills | @Blackbaud | #bbchampions #advocacyadv

6. 6 @AmySilverBills | @Blackbaud | #bbchampions • Company ready for change • Good foundation of engaged customers were ready for more • Connected opportunity to our business • The right resources • The right partners A PERFECT STORM.

7. 7 @AmySilverBills | @Blackbaud | #bbchampions Educate Define Your Metrics Cultivate Good Partners and never forget… KEEP FOCUS ON RELATIONSHIPS #advocacyadv

8. 8 @AmySilverBills | @Blackbaud | #bbchampions

9. 9 @AmySilverBills | @Blackbaud | #bbchampions #advocacyadv

10. 10 @AmySilverBills | @Blackbaud | #bbchampions • Referred business (pipeline goal) • Overall Champions growth • Growth of engaged Champions • Closed business influenced by references

11. 11 @AmySilverBills | @Blackbaud | #bbchampions Technology Leadership Support Ownership Internal Champions #advocacyadv

12. 12 @AmySilverBills | @Blackbaud | #bbchampions ACCLIMATIZING OUR ADVOCATES.

13. 13 @AmySilverBills | @Blackbaud | #bbchampions Agenda or Section Slide Subtitle if needed AUTHENTICITY BEGETS ADVOCACY: A CASE STUDY The 30-for-30 referral campaign • We were transparent about our goal • We humanized it • We built extra incentives in the campaign • We educated on how and what to refer • We made it a team-effort #advocacyadv

14. 14 @AmySilverBills | @Blackbaud | #bbchampions • Client Referral Pipeline > $750,000 • Revenue Influenced by References > 150 opportunities, $10m in pipeline • New Customer Story generation > 100 stories, 25 per quarter (Ex: video & case studies) • Online Reviews > Piloting programs with Trust Radius and G2 Crowd • New Advocates > 20% growth or 600 new advocates WHERE WE ARE TODAY: #advocacyadv

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