The document discusses strategies for nonprofit fundraising in an increasingly digital landscape. It notes traditional marketing methods are becoming less effective and organizations are losing more donors than gaining. The key to success is implementing integrated multi-channel marketing campaigns that: 1) Create personalized experiences across multiple channels to generate leads; 2) Nurture and cultivate relationships with leads over time; 3) Score leads to identify the most engaged prospects ready for fundraising. Implementing these strategies through technology platforms can provide donor-ready leads, improve results, and increase visibility into future revenue.

1. NONPROFIT VERTICAL

2. Today’s Objectives:
a.
D3, Inc. Introduction
b.
eSynergy Suite Technology Platform Overview
c.
Demo of eSynergy
d.
Q & A Wrap-up
e.
Next Steps

3. About D3
D3 has been empowering businesses with automated, technologydriven, direct communication solutions since 1994. As a premier
provider of statement processing presort mail solutions, fulfillment
services, integrated marketing, and personalized printing, D3's
reputation for excellence is rooted in our ability to deliver
measurable results that positively impact our clients' profitability.
Our mission is to be a world-class business process management
organization that deploys innovative customized technology
platforms and service solutions for our customers.
Our methodologies and operating principles utilize people, process
and technology to define, design and deliver solutions and
exceptional results.

4. D3 Today
Our organization
Within our organization there are several different facilities focusing on total business
communication services, each focused on specific areas of expertise. But while we may have
different facilities, we live by one driving principle—to help people and companies improve
business communications and profitability.
D3- East Providence
What it provides: East Providence is a complete print, mail and technology facility that provides
front and back end solutions to a variety of business sectors supplying digital and mail solutions
to organizations throughout the United States and Internationally.
D3- Marlboro, MA
What it provides: Marlboro is our print division focusing on digital and offset solutions with full
bindery, finishing and promotional product services to organizations throughout the United States
and Internationally.
D3- East Providence, RI - Annex
What it provides: A fully automated and functional fulfillment operations center with processing
and warehousing capabilities for case stock, literature, and product fulfillment including the
financial, healthcare, insurance, retail and dry good food markets.

5. History - Timeline
Company is
established
as a mail
house,
specializing
in presort,
direct mail
and
production
services.
1994
2000
Company is
Re-Branded as
D3Logic, Inc and
begins to expand
Supply Chain,
Fulfillment,
Internet Web and
Digital Capabilities
Company
changes
ownership –
Ralph
DelMonico
becomes the
President/CEO.
New fulfillment
capabilities are
implemented
2002
2004
D3Logic
Expands its
State-of-the-Art
fulfillment
facility and
implements
Lean Six Sigma
(DMAIC)
processes
D3Logic
Purchases
Document
Technologies
2007
2009
D3Logic
continues to
make significant
investments in
technology and
infrastructure.
Fiscal year 2010
Cap-Ex exceeds
+$2Million
D3Logic, Inc.
acquires
Synergy
Graphics, and
further extends
their presence
within the direct
marketing
solutions arena
2010
2011
D3 constantly
evaluates and
reinvests in its
technology and
infrastructure to
ensure our
services always
meet the client’s
evolving
needs.

6. D3 Services

7. Fundraisers are looking for help
Traditional Marketing isn’t producing the results it once did.
The Fundraising Effectiveness Project reports for 2011 that
organizations lost 107 donors for every 100
gained.
53% of all Fundraisers report the same or decrease over the
prior year in charitable giving
Source: AFP Nonprofit Fundraising Survey

8. Donor Methods Being Used
90%
80%
70%
60%
50%
40%
30%
20%
10%
0%
*Source AFP Nonprofit Fundraising Study - Percentage of responding organizations that use selected fundraising methods

9. Integrated Multi-Channel Marketing

10. What’s the solution?
It’s important to understand that
“Multi-Channel Marketing” is not magic.
1.
2.
Database
–
–
–
Adding a PURL, or QR code to a direct mail
piece will not guarantee improved results.
Campaign Strategy
3.
Offer
–
–
–
For Campaign Success you must have these
basic fundamentals covered first:
4.
Are we reaching the target audience?
Are the names in the database the ideal contacts?
Is the list up to date?
Is the offer compelling?
Is the offer fitting for the entire audience?
Is it timely?
Creative / Call to Action
–
–
–
–
–
Does the imagery and text compliment the message
without distracting from it?
Is the message clearly understood?
Does it speak to their needs?
Is the piece persuasive?
What is the call to action?
(e.g. “visit your personalized URL”

11. 3 Key Success Factors
in Integrated Marketing

12. Build workflow based on outcomes
•
Identify key decision points
for the buyer
•
Understand the buying cycle
•
Get into the clients head
•
Build a workflow that
provides value through
education or offers

13. Available on more channels
•
Your contacts are available on an average
of 7 channels, including:
– Landline phone
– Mobile phone (two if counting voice
and text!)
– Skype
– Facebook
– Twitter
– Personal & business e-mail
– Membership in online forums
– Business address for direct mail
– A home address for traditional mail
– LinkedIn

14. People are busier than ever:
Media consumption habits have changed
Attention span is less than 9 seconds.

15. We must create a personalized experience
across multiple channels
• Successful marketing campaigns utilize multiple channels to reach their
target audience
• No single medium is strong enough to cut through the clutter.

16. Four key steps of
an effective marketing campaign:
1.
Create a personalized experience across multiple channels
(Lead Generation)
2.
Build and cultivate a relationship (Lead Nurturing)
3.
Find those who are most interested (Lead Scoring)
4.
Send (only) “donor-ready” leads to the sales team –
immediately

17. • Step 1 – Lead Generation
Create a personalized experience across multiple channels

18. Email

19. Text message

20. Direct Mail

21. Voice message
This is a sample message from eSynergy for
John Sample. We look forward to meeting
with you in Italy. You'll find our group wearing
blue shirts. See you soon!

22. Tweet

23. • Step 2 – Lead Nurturing
• You’ve got their attention,
now what?
• You need to build, maintain
and cultivate a relationship
by “keeping in touch…”
• Guide the prospects in the
funnel by sending helpful,
relevant information
New lead
Engaged
Customer

24. • STEP 3 - Lead Scoring
• Find those who are
most interested and
engaged

25. New lead: a name
(Subscribed to your newsletter)
Score = 0
+7 days
Responded to your
direct mail
+10
Visited your microsite
(submitted a page +10)
+5
Clicked your email
(downloaded an eBook)
+7
Attended your
Webinar/demo
Score = 10
+15
+3 days
Score = 15
Donor check-in call
+10 days
Score = 22
+5 days
Score = 37
Automated notification
to acquisition team
…

26. More Interests = More Decisions
Responses to Nurturing Program and MA Triggered Responses
Yes,
I’ll be there!
Maybe,
but I’d like to
talk now.
Immediate
Phone Call
Auto Email
Confirmation
Maybe,
please send me
more info.
Can’t make it…
but I’m
interested in
your programs.
Immediate Follow-up Package
w/ Program-Specific Information
Reminder SMS
Text in 2 Weeks
Invite to next Info Session
I’m not
answering but
I’m checking
you out.
General
Promotion
1 Month

27. Optimize your touches
• Leverage the best practices
explained today
• Start an ongoing, nurturing
dialogue with prospects =
Donor Ready Leads!
• Build continuous improvement
into your program

28. THE POWER OF DONOR READY
LEADS
IMPROVED RESULTS ACROSS ALL CHANNELS AND
VISIBILITY INTO FUTURE REVENUE

29. Donor ready leads
Donor Ready Leads
• Donor ready leads deliver
key results:
–
–
–
–
More revenue per rep
Reduced DTS
Greater return on ROMI
Sales and marketing velocity
Marketing
teams view of
Donor Ready
Leads
Teams view of
Donor Ready
Leads

30. Visibility into future revenue
When you build your
Donor Ready Lead Process
you enjoy benefits that go
beyond just new revenue
results!
Top of Funnel Lead Opportunities
White Papers
Newsletter Sign Ups
Mid-Tiered Lead Opportunities
z
Published or Sponsored Research
More Donor-Ready Lead
Opportunities
Webinar Registrations
Demo & Evaluation Requests

31. Everything in CRM
• In any automation system a
data warehouse is essential
• This impacts multiple stake
holders
–
–
–
–
Donors
Marketing
IT
DB Manager

32. Track INDIVIDUAL Activity
DATABASE

33. Closing thoughts…
•
The world is changing and your
marketing programs must as well
•
Lead nurturing and scoring prospects
transforms your results
•
Donor Ready Leads is a “game changer”
•
Marketing has grown beyond one and
done programs
•
Track and measure everything!