Email marketing session delivered in NYC in March, 2009 at a Blackbaud Delivers conference.

1. The Right Message, The Right People,
The Right Time –
Making the Most of E-mail Marketing
Allison Van Diest

2. Making the Most of Email Marketing
Brought To You By….
Allison Van Diest | Page #2 © 2008 Blackbaud

3. Making the Most of Email Marketing
Fundraising
Relationship Management
Website / Internet Solutions
Financial Management
Direct Marketing
Prospect Research / Analytics
Education Administration
Ticketing
Allison Van Diest | Page #3 © 2008 Blackbaud

4. Making the Most of Email Marketing
Agenda
The Right Time
• Why Email? Why Now?
• And the best time is…?
The Right People
• Know Your List – Grow Your List
• Segmentation
The Right Message
• SPAM
• Testing
• Evaluating Success
• Building Great Content
Allison Van Diest | Page #4 © 2008 Blackbaud

5. Making the Most of Email Marketing
Key Facts and Figures
15% to 20% of all corporate email is marked as spam
19% is the average open-rate for nonprofit emails
4% is the average conversion rate for nonprofit emails
40% of email clickthroughs are lost at the landing page
50% of people will open an email in the first 9 hours
75% of all email is spam
100% of you will get a copy of this presentation emailed to
you by the end of the week!
Sources: MarketingSherpa, Nonprofit Times, ClickZ, Wired, Blackbaud
Allison Van Diest | Page #5 © 2008 Blackbaud

6. Making the Most of Email Marketing
Why Email; Why Now? And If Now… Then When, Exactly?
THE RIGHT TIME
Allison Van Diest | Page #6 © 2008 Blackbaud

7. Making the Most of Email Marketing
Tough Times
“Charities Are Bracing for a Long,
Hard Winter”
“Economy's downturn prompts new challenges
for charities”
“Fundraising focus critical during slump”
Allison Van Diest | Page #7 © 2008 Blackbaud

8. Making the Most of Email Marketing
“Maximize all fundraising
tactics available…(including) online giving
options…”
“GET ONLINE NOW and
ask for lots of SMALL DONATIONS…”
Allison Van Diest | Page #8 © 2008 Blackbaud

9. The Right Time
Making the Most of Email Marketing
Millions of Messages
o 5000-7000 images per day
o 25,000 new product introductions
each year
o Average household gets 180
pieces of mail per month
o Average affluent household gets
300+ pieces per month
o Average household watches
7 hours of TV per day and
spends 3.5 hours online
Allison Van Diest | Page #9 © 2008 Blackbaud

10. Making the Most of Email Marketing The Right Time
What Makes Email So Effective?
Virtually real-time
Personal
Measurable
Its ability to level the playing field
Allison Van Diest | Page #10 © 2008 Blackbaud

11. Making the Most of Email Marketing The Right Time
When Email Can Work Better
Type Traditional Email
Medium
Acquisition Mailing a letter or Sending an e-
post card appeal invitation to attend an
event
Cultivation Mailing a printed Sending an
copy of your Annual eNewsletter
Report
Acknowledge- Mailing a receipt or Sending an email
ment acknowledgement receipt and thank you
letter
Allison Van Diest | Page #11 © 2008 Blackbaud

12. Making the Most of Email Marketing The Right Time
Is There A Right Time To Send Email?
There is no magic formula…so test,
test, and oh yes, TEST!
But…the most popular days are
Tuesday through Thursday
Saturday is the lowest volume email day
of the week
Source: MarketingSherpa
Allison Van Diest | Page #12 © 2008 Blackbaud

13. Making the Most of Email Marketing
Is There Anybody Out There? Just Nod If You Can Hear Me…
THE RIGHT PEOPLE
Allison Van Diest | Page #13 © 2008 Blackbaud

14. Making the Most of Email Marketing The Right People
Today’s Supporter
Reads email before snail mail
More comfortable online
Busy, satisfies interests on own schedule
Expects information to be personalized
Expects immediate feedback
Demands information on progress/
stewardship
Wants a way to share
experiences with others online
Allison Van Diest | Page #14 © 2008 Blackbaud

15. Making the Most of Email Marketing The Right People
As You Begin…
Think about your overall goals
Reflect on how email enhances your
multi-channel marketing strategy
Decide who to target and when
Get permission (or at least understand
what it means to have it)
Start small
Allison Van Diest | Page #15 © 2008 Blackbaud

16. Making the Most of Email Marketing
KNOW YOUR LIST –
GROW YOUR LIST
Allison Van Diest | Page #16 © 2008 Blackbaud

17. The Right People
Making the Most of Email Marketing
No Email List? No Problem…
Whether you have some contacts or are starting from
scratch, anyone can grow a strong email list
The three most important factors in effective email list-
building are:
• Where and how you acquire the addresses
• How you welcome each new subscriber
• How you manage the relationship after the opt-in
Source: EmailLabs
Allison Van Diest | Page #17 © 2008 Blackbaud

18. Making the Most of Email Marketing The Right People
Grow Your List Online
Feature an email sign-up form
on each page of your site and
on all transactional emails
Encourage readers to pass
along your message to friends
Direct staff and other close
supporters (board, volunteers, etc.)
to include subscription links in email signatures
Use Search Engine Optimization/Marketing to increase web
traffic and, consequently, subscriptions
Investigate alliances or partnerships with similar or
complementary organizations to reach common supporters
Allison Van Diest | Page #18 © 2008 Blackbaud

19. Making the Most of Email Marketing
Allison Van Diest | Page #19 © 2008 Blackbaud

20. Making the Most of Email Marketing
Allison Van Diest | Page #20 © 2008 Blackbaud

21. Making the Most of Email Marketing
Allison Van Diest | Page #21 © 2008 Blackbaud

22. Making the Most of Email Marketing
Allison Van Diest | Page #22 © 2008 Blackbaud

23. Making the Most of Email Marketing The Right People
Grow Your List Offline
Offer an incentive to register like early
or exclusive information, special offers,
or reminders
Encourage subscription through
postcards, letters, and other
direct mail communication
(“Help us go Green! Help us save on postage!)
Promote your email/newsletter in articles, press releases,
publications, industry directories, etc.
Purchase an Email Append service
Allison Van Diest | Page #23 © 2008 Blackbaud

24. Making the Most of Email Marketing The Right People
Know Your List
Organize and track your email file
Keep your list clean
Let your supporters do the work
Get …and keep… permission
Allison Van Diest | Page #24 © 2008 Blackbaud

25. Making the Most of Email Marketing The Right People
Opt In vs. Opt Out
Find opt in screenshot
Don’t pre-check the box
Explain what they are subscribing to and link to your privacy
policy
Don’t ask for more information than you need (or will use)
Always provide confirmation of their subscription
You may email once without explicit permission to request it
Allison Van Diest | Page #25 © 2008 Blackbaud

26. The Right People
Making the Most of Email Marketing
Know the Difference
SPAM® – noun. A trademark of the
Hormel Foods Corporation used for a
canned meat product consisting
primarily of chopped pork pressed
into a loaf.
Spam – verb. To send unsolicited or
undesired bulk electronic mail
messages.
Allison Van Diest | Page #26 © 2008 Blackbaud

27. The Right People
Making the Most of Email Marketing
It’s the Law: CAN-SPAM 101
o CAN-SPAM permits e-mail marketers to send unsolicited
commercial e-mail as long as it contains all of these:
an opt-out mechanism;
a valid subject line and header (routing) information;
the legitimate physical address of the mailer; and
a label if the content is adult.
o CAN-SPAM requires the sender to stop spamming opt-outs
within 10 days
Allison Van Diest | Page #27 © 2008 Blackbaud

28. Making the Most of Email Marketing The Right People
Love Your List
Find image
Hook them early with an
optimized welcome message
Send follow up message within a
week (or less)
After a few months of active email, survey lists to see if you
are meeting expectations
As you learn more about your list members, segment them
and message accordingly
Allison Van Diest | Page #28 © 2008 Blackbaud

29. Making the Most of Email Marketing
Allison Van Diest | Page #29 © 2008 Blackbaud

30. Making the Most of Email Marketing
Allison Van Diest | Page #30 © 2008 Blackbaud

31. Making the Most of Email Marketing
Allison Van Diest | Page #31 © 2008 Blackbaud

32. Making the Most of Email Marketing The Right People
Why Segmentation is Important
Segmentation breaks your
audience into manageable parts
If the goal is building relationships,
it helps to know who you are talking to
Segmenting your list will lead to more targeted messages
If you don’t segment, you are treating every one of your
recipients like they are the exact same type of person
Allison Van Diest | Page #32 © 2008 Blackbaud

33. Making the Most of Email Marketing The Right People
Segmentation Basics
• Demographics and Lifestyle
• Preference and Opinion
• Behavior
Allison Van Diest | Page #33 © 2008 Blackbaud

34. Making the Most of Email Marketing The Right People
Common Email Segments
New
• introduce yourself, engage with prospective supporters
Best
• need to be thanked, kept happy
Middle
• how can you motivate them to do more?
Lapsed
• need to reengage or drop
Allison Van Diest | Page #34 © 2008 Blackbaud

35. Making the Most of Email Marketing The Right People
Key Segmentation Tips
When in doubt, segment
your email list like you
would for direct mail
Never segment further
than you have plans (or ability) to act!
Allison Van Diest | Page #35 © 2008 Blackbaud

36. Making the Most of Email Marketing The Right People
Avoid Sticky Situations
Don’t get caught in honey pots,
spam traps, or tar pits
Remove invalid email addresses
as quickly as you can
Don’t email to unresponsive
accounts
BEWARE THE BLACKLIST!
Allison Van Diest | Page #36 © 2008 Blackbaud

37. Making the Most of Email Marketing The Right People
How to be a Good Sender
In your messages, always include:
• A clear way to unsubscribe
• Link to your homepage
• Privacy policy
• Physical/street address of your organization
• The purpose; why you are sending it to the reader
Consider offering alternative ways to receive
emails, such as:
• Receiving newsletters monthly vs. weekly
• Change of address (home vs. business email)
• Really Simple Syndication (RSS)
Allison Van Diest | Page #37 © 2008 Blackbaud

38. Making the Most of Email Marketing
Really Simple Syndication (or Streaming) – RSS
Popular way to publish frequently
updated content such as blog entries,
news headlines, and podcasts
Contains either a summary of content
from an associated web site or the
full text
Makes it possible for people to keep
up with web sites in an automated
manner that can be piped into special
programs or filtered displays Source: Wikipedia
Allison Van Diest | Page #38 © 2008 Blackbaud

39. Making the Most of Email Marketing
Should we be taking notes? Is this stuff going to be on the test?
THE RIGHT MESSAGE
Allison Van Diest | Page #39 © 2008 Blackbaud

40. The Right Message
Making the Most of Email Marketing
It’s All Been Done Before
New and improved…
Limited time offer…
Buy now and you also get…
Your help is urgently needed… ?
Allison Van Diest | Page #40 © 2008 Blackbaud

41. Making the Most of Email Marketing The Right Message
Marketing 101
Product Place
Promotion Price
Allison Van Diest | Page #41 © 2008 Blackbaud

42. Making the Most of Email Marketing The Right Message
• What is • Where/how
given in do we let
exchange people
for participate?
support?
Product Place
Promotion Price
• How do we •What do we
reach out want from
to people? people?
Allison Van Diest | Page #42 © 2008 Blackbaud

43. Making the Most of Email Marketing The Right Message
Positioning Exercise
What do your supporters get back when they
support you?
What is at stake – for the supporter, not just the
organization – if they do not support you?
How does supporting your organization differ from
supporting another cause? Or from spending
money or time another way?
Allison Van Diest | Page #43 © 2008 Blackbaud

44. Making the Most of Email Marketing
STARTING ON THE RIGHT
FOOT
Allison Van Diest | Page #44 © 2008 Blackbaud

45. Making the Most of Email Marketing The Right Message
Tips for Your “From” Address Lines
The "From" line should reflect an identifiable organizational
figure – or best of all, your organization
Avoid numbers or symbols in the “From” line — they may
trigger spam filters
Use consistent “From” name and “Reply-To” addresses to
build your sender reputation
Allison Van Diest | Page #45 © 2008 Blackbaud

46. Making the Most of Email Marketing
Allison Van Diest | Page #46 © 2008 Blackbaud

47. The Right Message
Making the Most of Email Marketing
How Important is that Header?
80% of respondents decide whether
to click on the "Report Spam" or
"Junk" button without opening the
actual message
73% based that decision on the "From" name
69% percent based the decision on the subject line
Source: 2007 Email Sender and Provider Coalition (ESPC) study
Allison Van Diest | Page #47 © 2008 Blackbaud

48. Making the Most of Email Marketing The Right Message
Subject Line “Do’s”
Limit the subject line to as few characters as possible
Avoid using "$", "!" and ALL CAPS in the
subject line
Personalize whenever possible
Make it clear what is being delivered
Colon Power: Use it to place the most important key word
first
Remember, “the best subject lines tell what is inside; the
worst subject lines sell what is inside.”
Allison Van Diest | Page #48 © 2008 Blackbaud

49. Making the Most of Email Marketing
Fix These Subject Lines
ACT NOW TO TAKE PART IN OUR FREE
COMMUNITY EVENT!!!
No caps
No “free”
No exclamation points
Too generic
• What is the event? Lead with something more specific.
• Why should I act now? Give me a deadline if appropriate.
All Parish Picnic this weekend: Enjoy spring
weather and make new friends
Allison Van Diest | Page #49 © 2008 Blackbaud

50. Making the Most of Email Marketing
Ask our Expert how you can become more
healthy today
Who is the expert?
Healthy in what way?
Is there a deadline for the event?
Heart Health: Doctor Bob answers our
questions at 6pm Wednesday
Allison Van Diest | Page #50 © 2008 Blackbaud

51. Making the Most of Email Marketing
Welcome New Friend of ABC University!
Thank you for joining our mailing list!
No exclamation points
Extremely impersonal
• New Friend is worse than no label
• Mailing list sounds unfriendly and commercial
Welcome, Allison, to the ABC University
Alumni News Community
Allison Van Diest | Page #51 © 2008 Blackbaud

52. Making the Most of Email Marketing
CALL-TO-ACTION
Allison Van Diest | Page #52 © 2008 Blackbaud

53. The Right Message
Making the Most of Email Marketing
Creating a Compelling Call-to-Action
In most cases, the whole point of
sending an email is to inspire
action
Your call-to-action should compel
your readers to do something
Give readers a sense of excitement and urgency
Use specific, action-oriented language
Say it early and repeat often
Allison Van Diest | Page #53 © 2008 Blackbaud

54. Making the Most of Email Marketing
Allison Van Diest | Page #54 © 2008 Blackbaud

55. The Right Message
Making the Most of Email Marketing
Allison Van Diest | Page #55 © 2008 Blackbaud

56. Making the Most of Email Marketing The Right Message
Use Landing Pages to Boost Response
Keeps email content more concise and interesting
Lets recipients learn more before they must decide to take
action
Easier to track interest (and lack of interest) of recipients
Helps create a consistent message across all marketing
vehicles
Improves search engine optimization
Allison Van Diest | Page #56 © 2008 Blackbaud

57. The Right Message
Making the Most of Email Marketing
Allison Van Diest | Page #57 © 2008 Blackbaud

58. Making the Most of Email Marketing
Allison Van Diest | Page #58 © 2008 Blackbaud

59. Making the Most of Email Marketing
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60. Making the Most of Email Marketing
Allison Van Diest | Page #60 © 2008 Blackbaud

61. Making the Most of Email Marketing
CONTENT AND DESIGN
Allison Van Diest | Page #61 © 2008 Blackbaud

62. The Right Message
Making the Most of Email Marketing
Email Content Basics
Think about your audience
Keep content short and to the point
Use bulleted lists for improved scan-ability
Use stories to engage readers
Demonstrate a clear purpose and a clear call to
action
Use statistics, testimonials, case studies, and expert
opinions to support your point
Allison Van Diest | Page #62 © 2008 Blackbaud

63. The Right Message
Making the Most of Email Marketing
Proven Email Copywriting Ideas
The Top 10 list
Research or analysis
News and current events
The success story
The interview
The quiz
The personal message
Some examples excerpted from the article, “Ten E-mail Starters to Break Writer's Block”, 2007
Allison Van Diest | Page #63 © 2008 Blackbaud

64. Making the Most of Email Marketing The Right Message
Publish research or analyze others’
Allison Van Diest | Page #64 © 2008 Blackbaud

65. Making the Most of Email Marketing The Right Message
Share News
Allison Van Diest | Page #65 © 2008 Blackbaud

66. Making the Most of Email Marketing The Right Message
Current Events
Allison Van Diest | Page #66 © 2008 Blackbaud

67. Making the Most of Email Marketing The Right Message
Share Your Success
Allison Van Diest | Page #67 © 2008 Blackbaud

68. Making the Most of Email Marketing The Right Message
Feature an Interview
Allison Van Diest | Page #68 © 2008 Blackbaud

69. Making the Most of Email Marketing The Right Message
The Personal Message
Allison Van Diest | Page #69 © 2008 Blackbaud

70. Making the Most of Email Marketing The Right Message
Email Copy: Worth the Investment
Still having trouble writing effective
email content?
Reuse and recycle
Use 3rd party content
Hire a professional email copywriter
#1 Rule - Don’t skimp on email copy
Allison Van Diest | Page #70 © 2008 Blackbaud

71. Making the Most of Email Marketing The Right Message
Time to Design? Things to Keep in Mind…
Design for the preview pane of
email applications
Never put important information
(or the call to action) in an image
Avoid large blocks of text —
use headlines for increased “scan-ability”
Link to a web-based version of your email at the top
Align content to the left to accommodate narrow preview
panes
Test your HTML emails in multiple browsers before sending
Allison Van Diest | Page #71 © 2008 Blackbaud

72. The Right Message
Making the Most of Email Marketing
Think About the Preview Pane
65% of users utilize a preview pane
84% of 18 -34 year olds
68% of 36 -54 year olds
58% of 55 and older
Allison Van Diest | Page #72 © 2008 Blackbaud
Source: Spectrobrain

73. Making the Most of Email Marketing The Right Message
Designing the email (html)
Designing for Mobile Devices
Mobile readers are more likely to scan
your email rather than reading
Include compelling call to action in the first
15-25 characters of your subject line
Avoid “top heavy” images in the design
Use “alt-tags” on images
In addition to testing email browsers, test
messages in handheld devices
Allison Van Diest | Page #73 © 2008 Blackbaud

74. Making the Most of Email Marketing
TEST, TEST AND OH YES,
TEST!
Allison Van Diest | Page #74 © 2008 Blackbaud

75. Making the Most of Email Marketing The Right Message
Email Testing
Testing makes you smarter over time
Testing can help keep you out of
spam filters
Testing ensures you get the most “bang for your buck”
(or at least the most predictable response)
Testing allows you to develop a “proven package” online
before spending $$ offline
Allison Van Diest | Page #75 © 2008 Blackbaud

76. Making the Most of Email Marketing The Right Message
Methods of Testing: A/B vs. Multivariate
A/B = Testing one variable at a time
against a control
Multivariate = Testing multiple variables
within multiple versions
Multivariate usually best for starting out;
as you find a winning control piece,
refine with A/B testing
Allison Van Diest | Page #76 © 2008 Blackbaud

77. Making the Most of Email Marketing The Right Message
What to Test
Metrics
• Open rates
• Clickthroughs
• Conversion
Elements
• Header
• Message
• Timing
Source: Email Marketing by the NUM8ERS
Allison Van Diest | Page #77 © 2008 Blackbaud

78. Making the Most of Email Marketing The Right Message
Email Metrics
Deliverability
Open Rate
Clickthrough Rate
Unsubscribe Rate
Conversion Rate
Source: ReturnPath
Allison Van Diest | Page #78 © 2008 Blackbaud

79. Making the Most of Email Marketing The Right Message
Email Metrics – Deliverability
Deliverability measures
the % emails successfully
delivered or not
This is an inexact number
as not all ISPs report
delivered email
Source: ReturnPath
Allison Van Diest | Page #79 © 2008 Blackbaud

80. Making the Most of Email Marketing The Right Message
Email Metrics – Open Rate
Open Rate measures the % of
opened emails that were delivered
Open Rate can only be tracked on
HTML-based emails
Preview Panes can provide
false-positive open rates
Roughly 50% of all email recipients
can’t properly handle tracking images
The average open rate for known recipients is 19%.
Source: ReturnPath
Allison Van Diest | Page #80 © 2008 Blackbaud

81. Making the Most of Email Marketing The Right Message
Email Metrics – Clickthroughs
CTR measures the % of links
clicked by unique individuals
in an email
Be sure to look at both unique
and per-individual CTRs in
your metrics
CTRs are highly dependent on
the quality of the email segmentation, content, and
design
Allison Van Diest | Page #81 © 2008 Blackbaud

82. Making the Most of Email Marketing The Right Message
Email Metrics – Unsubscribes
Unsubscribe Rate measures %
of opt-outs from the email
Remember…to be CAN-SPAM
compliant you must allow for
opt-outs
Allow people to remove themselves
from certain email lists as well as all
communication
Allison Van Diest | Page #82 © 2008 Blackbaud

83. Making the Most of Email Marketing The Right Message
Email Metrics – Conversion Rate
Conversion Rate measures %
of clickthroughs that resulted
in an action
Actions could be making a
donation, registering for an
event, taking a survey,
renewing a membership, or
some other trackable action
Conversion Rate is the ultimate measure of the
success of an email campaign
Allison Van Diest | Page #83 © 2008 Blackbaud

84. Making the Most of Email Marketing The Right Message
Email Metrics – Focus on Conversion Rate
Deliverability
Rate
Open Rate
Clickthrough
Rate Conversion
Rate Unsubscribes
Allison Van Diest | Page #84 © 2008 Blackbaud

85. Making the Most of Email Marketing The Right Message
The Metrics that Matter
(# Sent – Bounced)
Deliverability = # Sent
# Unique Opens
Open Rate = (Sent – Bounced)
# Unique Clicks
Clickthrough Rate = (Sent – Bounced)
# Unsubscribes
Unsubscribe Rate =
(Sent – Bounced)
# Actions Completed # Actions Completed
Conversion Rate = or
(Sent – Bounced) Unique Responders (Clicks)
Source: Email Marketing by the NUM8ERS
Allison Van Diest | Page #85 © 2008 Blackbaud

86. Making the Most of Email Marketing The Right Message
How Long Does it Take to Measure Results?
50% of people will open an email in
the first 9 hours
75% of people will open an email in
the first 28 hours
The remaining 25% may take several days
The average email campaign has its peak open rate in
14 days
Source: MarketingSherpa
Allison Van Diest | Page #86 © 2008 Blackbaud

87. Making the Most of Email Marketing The Right Message
We Have A Winner!
Be sure to send all email at the
same time
Make clear notes about what you're
testing and which group is getting
the “control" version
Wait at least 48 hours before declaring a winner
Make sure test groups are of significant quantity
The more you test, the more you'll learn – be sure
to use what you learn!
Allison Van Diest | Page #87 © 2008 Blackbaud

88. Making the Most of Email Marketing
WHERE DO WE GO FROM
HERE?
Allison Van Diest | Page #88 © 2008 Blackbaud

89. Making the Most of Email Marketing
Five Things
You Can Do
Tomorrow
Allison Van Diest | Page #89 © 2008 Blackbaud

90. Making the Most of Email Marketing Right Now
Five Things You Can Do Tomorrow
Audit one of your emails for the four Ps.
• Is your value proposition clear?
• How about Place and Price? (If you
want someone to do something, you
need these!)
Allison Van Diest | Page #90 © 2008 Blackbaud

91. Making the Most of Email Marketing Right Now
Five Things You Can Do Tomorrow
Plan a single item to test in your
next email.
• (Hint: The subject line is easy and
sometimes has dramatic results!)
Allison Van Diest | Page #91 © 2008 Blackbaud

92. Making the Most of Email Marketing Right Now
Five Things You Can Do Tomorrow
Run your next (or last) email through a
free spam audit like
spamcheck.sitesell.com
(bonus: Check your next (or last) email in a
different browser…or on a mobile!)
Allison Van Diest | Page #92 © 2008 Blackbaud

93. Making the Most of Email Marketing Right Now
Five Things You Can Do Tomorrow
Write (or rewrite) your welcome email.
• Does it offer something or motivate
a next action?
Allison Van Diest | Page #93 © 2008 Blackbaud

94. Making the Most of Email Marketing Right Now
Five Things You Can Do Tomorrow
Create a new segment to test in your
next campaign.
• Try a completely unique message to
people who have given their email
address but never taken action.
Allison Van Diest | Page #94 © 2008 Blackbaud

95. Making the Most of Email Marketing
Questions?
Allison Van Diest | Page #95 © 2008 Blackbaud

96. Making the Most of Email Marketing
Thank you!
If you have questions or comments later, please let me know!
Phone: 843-654-3262
Email: allison.vandiest@blackbaud.com
Allison Van Diest | Page #96 © 2008 Blackbaud