The document discusses The Raiser's Edge (RE), a fundraising CRM solution. It provides an agenda for a presentation on RE's positioning and marketing. The presentation covers RE's core positioning as a one-stop fundraising solution for nonprofits. It describes RE's functionality, who it's good for, value propositions, and bundled services like hosting, payment processing, and training.

1. THE RAISER’S EDGE (i)
Dawn Hollowell
Sr. Product Marketing Manager
August 2012
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2. AGENDA
• Positioning
• REi overview
• Packaging
• Giving Score
• RE mobile app
• Key marketing collateral
• Referral partner program
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3. CORE POSITIONING
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4. CORE POSITIONING
For nonprofits who need a solution to support and direct their
constituent relationship management, fundraising and e-marketing
activities. The Raiser’s Edge(i) is a fundraising solution that saves time,
increases productivity, and helps you raise more money for your
mission. CRM, online fundraising and email marketing are coupled with
smart analytics, data enrichment tools and best practices—all in a single
solution. The Raiser’s Edge(i) is the only fundraising solution you’ll ever
need to buy.
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5. THE RAISER’S EDGE(i) – WHAT IS IT?
• A best of breed CRM solution to manage fundraising and supporter
management
• The Raiser’s Edge(i) allows our customers to…
- Target & identify their best prospects (sophisticated segmentation)
- Communicate their mission and inspire supporters (online and offline)
- Engage and cultivate their donors (manage varying types of support)
- Appreciate & retain support (obtain a 360 degree view of supporter record)
- Measure & manage impact on their mission (advanced reporting capability)
The Raiser’s Edge(i) at a Glance
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6. WHY WAS THE RAISER’S EDGE(i) CREATED?
To offer differentiated services and
functionality to our customers that no other
vendor can offer in one solution
To offer a competitively priced bundle,
dispelling “nickel and diming” perception and
offering more for less.
To improve the customer experience by
making REi easier to understand and buy
To expand Blackbaud’s market reach
beyond donor management by offering
vertical bundles for membership and alumni
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7. WHO IS A GOOD PROSPECT FOR RAISER’S EDGE?
• The nonprofit wants to:
- Track donors and gifts (online and offline)
• >2,000 contacts
• >$100,000 in annual contributions
- Manage events
• >2 events per year
- Manage major or planned giving program
- Use email marketing
• Store data in more than 3 sources
- Prompt for donors, prospects, volunteers, event attendees, foundation
contacts, media contacts, government officials, program participants, etc.
• Have a fundraising team of 5+ people
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8. VALUE PROPOSITION
Serving over 13,000 nonprofits worldwide, Raiser’s Edge has been the
most trusted supporter management solution for over 20 years
RE(i) helps customers save time, increase productivity
and raise more money for their missions
RE(i) is a smart solution. CRM, online fundraising and email
marketing are coupled with smart analytics, data enrichment services
and best practices—built right in
RE(i) is one solution with all the tools you need for cultivating
relationships with supporters and running your nonprofit business
RE(i) is the only fundraising solution you’ll ever need to
buy
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9. ADD 41% MORE TIME TO YOUR DAY
• Bi-directional native integration between online and offline giving
• Lessens the burden of importing, double entry and data clean up
• Easily identify your most lucrative supporters so you are putting
your effort where you’ll get the most benefit
Sample questions to ask prospects:
1. Do you use a multi-channel marketing strategy?
2. Are online and offline donations stored in a single
database?
3. How much time do you spend cleaning up your data?
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10. BE 46% MORE PRODUCTIVE
• Quickly know what to do next with built-in queries, reports,
dashboards and action tracks
• Feel confident in your mailings with included data enrichment
services like AddressFinder
• Easily build meaningful relationships with supporters because you
have constituent information at your fingertips
Sample questions to ask prospects:
1. Did they see a 7.5% growth in donations last year?
2. How many mailers are returned to you each year?
3. Would built-in queries, reports and dashboards make
your life easier?
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11. RAISE 37% MORE MONEY FOR YOUR MISSION
• Segment data with smart fundraising functionality like The Giving Score
so you can focus your efforts where you’ll get the most benefit
• Understand your supporters with WealthPoint and target those with the
greatest capacity to give
• Offer your donors the convenience of monthly giving
• Make it easy for supporters to donate via your website
• Give volunteers a memorable and feel-good experience so they’ll
become donors
Sample questions to ask prospects:
1. Do you know how to increase the lifetime value of your donors?
2. Do you know which donors have the greatest capacity to give?
3. Do you have a plan to cultivate these VIPs once you identify them?
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12. IT’S IN THERE—A SINGLE SOLUTION
• All the functionality you need for CRM, online fundraising and email
marketing are included in The Raisers Edge(i)
• Add in the included smart analytics, data enrichment services and best
practices and you’ve got a total solution
• Hosting is included to keep your total cost of ownership low
Sample questions to ask prospects:
1. How many different solutions and vendors are you
using to run your fundraising business today?
2. Are you running on-demand or on-premise solutions
today?
3. Do you have the IT staff and infrastructure to support
an on-premise solution?
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13. O V E RV I E W
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14. CRM & ONLINE FUNDRAISING IN ONE SOLUTION
• The Raiser’s Edge(i) is a comprehensive solution:
- Includes The Raiser’s Edge for supporter management
- Includes NetCommunity Spark online fundraising and emarketing
Flexible and easy to use database to track all the details associated with
building donor relationships
+
Powerful online marketing tools including online donation and
registration, email communications and targeted fundraising
campaigns
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15. VERTICAL SPECIFIC PACKAGING
The Raiser’s Edge(i) for Fundraising Organizations
• Includes core CRM functionality, as well as…
- Prospect Management (for Major Giving and Prospecting)
- Recurring Giving
- Tribute Giving
- Planned Gift Tracking
• Also includes Spark for online fundraising and email marketing
The Raiser’s Edge(i) for Membership Organizations
• Includes everything in the core RE(i) package
• Also includes…
- Membership management in RE
- Online membership forms in Spark
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16. VERTICAL SPECIFIC PACKAGING
The Raiser’s Edge(i) for Alumni Organizations
• Includes everything in the core RE(i) package
• Also includes…
- Alumni tracking in RE
- Online directories in Spark
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17. BUILT IN ANALYTICS AND DATA ENRICHMENT
• The Giving Score Overview
• The Giving Score Ratings
• WealthPoint for The Raiser's Edge
• AddressFinder
These services provide customers with
clean and accurate data, allowing them to…
• Identify their best potential supporters
• Operate more efficiently, spending time on what matters most
• Build and maintain better relationships with their supporters
• Save time, money and staff time
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18. VALUE ADDED SERVICES BUNDLED IN
• Application Hosting for The Raiser’s Edge
- 24/7 remote access to the system
- Secure back up and protection of data
• Blackbaud Merchant Services (BBMS) for payment processing
- All inclusive, simplifies processing
- Features the Blackbaud OneRATE at 2.59%
• Start Learning for The Raiser’s Edge
- Free tutorials included in maintenance (self-paced recorded lessons)
- Ensures they have the fundamental tools to use the system
• Blackbaud Learn Subscription for NetCommunity Spark
- Includes self-paced AND instructor-led training
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19. PA C K A G I N G A N D P R I C I N G
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20. PACKAGING
https://www.blackbaud.com/re
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21. ADD-ON’S
RE(i ):EVENT™ 35%
attachment
RE(i): Volunteer™
rate
Enables our customers to: Enables our customers to:
Plan, organize, and implement all Gather online volunteer applications
aspects of their events
Complete volunteer record keeping
Send email invites including skills sets, experience, and
certifications.
Process online registrations and
transactions Coordinate and track hours
Track event participants, donations, Schedule assignments based on their
expenses and event revenue availability and interests
Manage renewal campaigns via the Track when a volunteer’s next service
web with seamless integration back to award is due.
the CRM database.
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22. COMMON CUSTOMER ADD-ON MODULES
• Event
• Volunteer
• Search (prospect)
• Tribute
• EFT (recurring giving)
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23. PRICING
• The Raiser’s Edge(i)
• Includes Spark (online donations and email marketing)
• Includes Hosting
• Includes Tribute, Search, EFT, Planned Giving modules
• Maintenance
• Learn
Pricing starts at $9,000 for a1-user system
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24. THE GIVING SCORE
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25. THE GIVING SCORE
• Giving Score is run for new customers at the time
of conversion
• Where does the data live?
- For customers with RE:Search, data presents on Prospect
tab
- For customers without RE:Search, data presents on
Ratings tab
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26. WHAT IS IT?
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27. GIVING SCORE REPORT
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28. GIVING SCORE DASHBOARDS
1 2
3
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29. THE RAISER’S EDGE MOBILE APP
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30. MOBILE FUNCTIONALITY
Data Portability
- Optimized presentation of constituent
information for smartphone
- Up-to-date information for constituent
profiles—no more printing static copies
- Access recent gift data
- No more lugging around binders or laptops
- Add constituents as Favorites for offline
access
- Leverage native smartphone functions like
click-to-call, mapping, email, text
Ease of Update
- Meets users where they are used to
working
- Add/edit notes and call reports on the
road—right into the constituent record
- Complete your assigned actions and add
Targeted GA Release Date: September 2012
new actions
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31. CONSTITUENT RECORD
Constituent Record
- Easy to read contact information
- Email, call or text right from the constituent
record
- See Details, Giving, Notes, Actions,
Relationships
Prototype products you will be seeing are under development and are subject to
change prior to commercial release.
Targeted GA Release Date: September 2012
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32. CONSTITUENT RECORD DETAILS
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33. CONSTITUENT GIVING HISTORY
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34. DASHBOARDS
Dashboards for
quick access to
gifts and actions
Prototype products you will be seeing are under development and are subject to change prior to commercial release.
Targeted GA Release Date: September 2012
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35. MARKETING COLLATERAL
• The Raiser’s Edge brochure
• Event module datasheet
• Volunteer module datasheet
• The Raiser’s Edge mobile app datasheet
• The Giving Score Overview
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36. R E F E R R A L PA R T N E R P R O G R A M
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37. STEPS TO BLACKBAUD REFERRAL PARTNERSHIP
• Blackbaud is looking for collaborative Partners, to register:
 First, We begin the process by directing partners to the online referral agreement
 Second, We ask that the partner review and approve the agreement
 Third, The partner is now open to submit client requests by using this online form
• Once a lead is submitted:
 Blackbaud will assign the regionally appropriate sales executive to help evaluate
 The Blackbaud sales executive will work collaboratively
 In the manner requested by the referral partner
 Goal being to provide relevant informational and investment documentation
• The benefits of Referral Partnership:
 Upon sales completion and payment has been received in full
 Blackbaud will remit a check to the partner for 10% of the software value purchased
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38. ADDITIONAL VALUE FOR REFERRAL PARTNERS
• Added benefits for Blackbaud approved referral partners:
• Resources:
 Access to Sales Representatives
 Access to Training, Support, and Marketing Materials
 New to the program! Access to Sandbox accounts by request
 Discounted rates for BBCON and other Blackbaud events
• Selective Service Offerings:
 Blackbaud is open to working jointly with partners to deliver the best mix of services
 What is in the best interest of the customer?
 Services beyond what Blackbaud can offer
 Services preferred by the customer
 Examples: Project Management, Design, Data Services
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39. SALES EVALUATION QUESTIONS FOR THE RAISER’S EDGE
• To properly position an investment quote, your sales executive will need to know:
 What are the principal needs of the organization?
 Who is involved in the decision and what is the decision making process?
 What are the timelines and milestones? Ex: when live? when board meeting? budget?
 How many concurrent users are needed?
 Are they converting data from another system, if yes, which system?
 Do they need membership or alumni functionality?
 Do they need the event or volunteer module?
• Modular options will be sent in summary format for you to assist in evaluation.
• If additional information is needed, your sales executive can outline the gaps.
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40. CONTACTS FOR REFERRAL PARTNERSHIP AND SALES
• For questions on setting up partnership and program details:
Alex Espinoza: Partner Manager
Alex.Espinoza@blackbaud.com
858-795-8931
• For questions regarding your regional sales executive:
Craig White, Manager of Sales, Blackbaud Canada
Craig.White@blackbaud.com
800-443-9441 x3278
• For questions regarding product positioning and marketing for this product:
Dawn Hollowell, Sr. Product Marketing Manager for The Raiser’s Edge
dawn.hollowell@blackbaud.com
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