Presentation from Salesforce.org Higher Ed Summit 2017 by: Melissa Kwilsoz of ASU Enterprise Partners The modern economy requires education beyond high school. Today's K-12 system must ensure students can be successful in entering and persisting in higher ed -- and, in turn, the workforce. Everyone has a stake in this challenge -- from K-12 institutions to the programs supporting these students to the universities themselves. Come hear from a panel of education thought leaders discuss strategies and linkages that do (or should) exist, and how we can all work together to prepare students to succeed in college and career.

1. Can I Get a Button?
​Melissa Kwilosz – CIO, ASU Enterprise Partners
​Hart Larew – Associate Director of Solutions Development, ASU Enterprise Partners
​Jeff Shy – President, Affinaquest
Next Generation Prospect Management

2. Forward-Looking Statements
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3. Today’s Topics
​Our Challenge
• Our environment
• Selection of a development partner
​Our Solution
• Current state
• Future roadmap
​Our Implementation
• Resources
• Challenges
​Our Vendor’s Perspective
​ASU’s path to next-generation prospect management

4. Our Challenge

5. ​We needed to implement a solution that allows our front-
line fundraisers, researchers and direct support staff the
ability to manage their work differently.
That solution needed to:
• Layer on to our current system
• Guide fundraisers on how to focus their time and effort
• Facilitate collaboration and multi-tasking
• Work with current Salesforce environment and future roadmap
• Allow for work to be viewed and analyzed differently
Our Challenge
​The Wish List:
​Personalized
​Synergistic
​Integrated
​Dynamic
​Mobile
​Easy
​“It would be great if there was a button that…”

6. Our Environment

7. System of Record Users Other Tools
​400 users
​120 fundraisers,
researchers or direct
support staff
​Microsoft BI reporting
environment
​Hyperion data warehouse
​1.5 million records
​Nearly two-thirds are non-
alumni
​In place since 2008
Our Database
​Alumni and donor system of record

8. Salesforce Org Constituent Engagement Salesforce for Prospect
Management
​Online giving, events,
directory
​Marketing cloud (Exact
Target) for email marketing
​What do we do?​Advancement org
​Limited multi-org strategy
​MDM process
Our Salesforce Environment
​Engagement layer

9. Evaluation of the
options
Demos and more
demos
Conversations with
Salesforce
Ongoing
conversations
Available apps
and products
Custom solutions
Build or buy?
How to implement?
Stakeholders
Users
Partners
Current database
Other advancement
solutions

10. Our Partner

11. Choosing our Development Partner
​Years of industry experience
• Understands the needs of fundraisers, program managers and leadership
​Harnesses the best of Salesforce but is built for advancement
• Utilizes standard Salesforce functionality as much as possible
​Enthusiastic about innovation
• Partners with us to discover how the platform can help elevate our work
​Consideration of other apps and tools in the ecosystem
• Actively evaluates other advancement-friendly products for integration with Affinaquest
​Flexible implementation plan
• Our implementation is unique and we needed a partner that could guide and support us
​Why Affinaquest was the right solution for us…

12. Creating our Solution
​Our existing and future data
​Powered by the Salesforce
platform
​Made more relevant for our
business through Affinaquest
Current
and future
data

13. Our Solution

14. ​Lightning Experience
​Development App
​Assistant to highlight
activities
Development Officer View
​Focus on what matters

15. ​Wave-based dashboards to
manage portfolios
​Manager roles will include
roll ups for teams
Utilize existing functionality
and refining for our
business processes
Dashboards
​Drill for more detail

16. ​Metrics and action plans
Opportunity Management

17. ​Track opportunities in an
easy-to-view list
​Use action menu to multi-
task across accounts
Tracking Opportunities

18. ​Received input from
development officers
​Past activity will provide
history of engagement
​Ability to follow accounts
Account View
​Highlight the most relevant information

19. ​Functionality on the road
Mobile Views

20. Our User Feedback
What they’re most excited about…
​Mobile
​Email integration
​Single page application
​Voice input of call reports
Personalized dashboards
Collaboration with
researchers and teams

21. Our Path

22. Know where you’re going, even if the path to
get there isn’t perfectly clear.
Our Philosophy
​Be flexible
​Be creative
​Be focused

23. Our Path
Challenges
• Internal
• External
Outcomes
Future roadmap
​Initial concepts through onboarding
Objectives
Implementation
• Design process
• Change management
Resources
• Implementation team
• Learning materials

24. ​Considerations:
​Available skill sets
​Security
​Integration with other systems
​Building trust with team, stakeholders and users
​Transferring enthusiasm
​Elevating data and information into knowledge and
wisdom
​Functional redundancy
Objectives
Success Is:
​A next-generation prospect
management platform that is
extendable, integrated,
mobile, and action-
oriented…allowing our
fundraisers to be proactive,
collaborative and more
productive.
Passionate users with a high
level of adoption.
​What does success look like?

25. Discovery and Design Development and Testing Deployment and Support
​Software development
lifecycle
​Data integration
​Profiling data flows
​Computational
comparison
​User acceptance testing
​Communication
​Training
​Change management
​Pain points with current
system
​Use cases
​Iterative development of
prototypes
Implementation Process

26. Change Management
​Helping others navigate the path forward
Establishing expectations
Communication plans
Documentation
​Training
Support
Confidence
We’re here to help…
This way to better management of
your portfolio.

27. Core Team Specialists Implementation
Consultants
​DBAs
​Reporting SME
​Research and prospect
management SME
​Development SME
​Trainers
​Testers
​Product-specific
implementation services
​Project lead
​Integration developers (3)
​Salesforce admin (1)
Implementation Resources

28. Challenges
​External challenges
• Custom functionality
• Lightning Experience readiness
• Platform power
• Data loading
Internal Challenges
• Staff training
• Balancing implementation with other
projects and ongoing support
• System resource constraints
• Job scheduling
• Data governance

29. Expected Outcomes
​Next-generation prospect management platform
• Capable of facilitating robust fundraising operation engaged in public campaign
​Passionate users
• Providing feedback and ideas about how to enhance the system and their work
​True 360° view of our constituents
• Integrated data across Salesforce orgs in a powerful visual format
​Ultimately, increase resource-raising to support a world-class research university engaged in
knowledge advancement and solutions development

30. Our Roadmap
Tools of the trade
• Mapping tools
• DocuSign
Call Center
AI - Einstein
Data integrations and visualization
• Internal data
• Wealth and networking data
• Social and consumer data
• More use of Wave
Enhanced collaboration
• Chatter
• Ideas

31. A Vendor’s
Perspective

32. A Vendor’s Perspective
​Middle of Campaign
​Incremental Implementation
​Innovation
​Self Conversion
​Large Scale
1.5 Million Contacts
4+ Million Gifts
120 Major Gift Officers
​A Unique Implementation

33. Design Considerations
​Opportunity object well suited for prospect tracking
​Opportunities not used for gifts
​Automation around stages – Sales Path
​Lightning has been a challenge – acceptable in Spring ‘17
​Maximize the good, minimize the bad
​Innovate/Iterate
​Maximize the Opportunities

34. ​Reduce scrolling
​Increase related list
display from four columns
Fix Lightning Display Problems
​Too Much of a Good Thing

35. ​Already good
• Universal data access
• Mapping prospects
• Trip planning
• Call reports
• Capture data changes for
later verification
​Make it great
• Leverage flows and process
builder
• Notification and
communication
• Client feedback
More Mobilization
​Focus on Operational Efficiencies

36. Real Time Data
​Data Everywhere
​Matching Gift Data
​Wealth Screening Data
​Live Updates

37. ​Pricing becoming practical
​Excellent analytic tool
​Can be used for report
writing
​Build Campaign Members
Wave
​A New Form of Data Consumption

38. ​Currently focused on Leads
​Winter ’18 available for
packaging
​Watson?
Einstein
​Artificial Intelligence Becoming a Reality

39. Questions?

40. Thank You