Today’s advancement teams are facing tremendous pressure to find more donors and larger gifts than ever. Find out how Westmont College increased overall fundraising totals 253% during the past 5 years, with no increase in staff or budget, using Salesforce as its central CRM solution.

1. @SFDCFoundation
/Salesforce.comFoundation
@SFDCFoundation
/Salesforce.comFoundation
Advancement Strategies for
the New Economy
September 26, 2013

2. 1%
Time • Equity •
Product
525,000
+Hours Service
19,500
Non-profit
organizations
$53 M+
Grants

3. Featured Presenter
Dr. Reed Sheard
Vice President for College Advancement and CIO
Westmont College

4. Advancement Strategies
for the New Economy
Innovation for Fundraising Success
Presented by Dr. Reed Sheard
September 26, 2013 n Santa Barbara, CA
Vice President for College Advancement and CIO
Westmont College, Santa Barbara CA

5. Westmont College 5
Westmont College
Technology
Awards
Recent
Academic
Rankings
§ Founded
in
1937
§ Located
in
Santa
Barbara,
CA
§ SAT
entering
score
20%
higher
than
na?onal
average
§ 82%
par?cipate
in
volunteer
service
§ 97%
Reten?on
§ Gradua?on
Rate
of
80.2%
(na?onal
average
of
56%)
§ 95%
of
Pre-­‐Med
get
into
first
choice
of
Medical
School
§ Over
70%
go
onto
grad
school
§ Loan
Default
rate
of
1.9%
vs.
na?onal
average
of
9.1%
Ins7tu7onal
Facts
•
Top
100
Liberal
Arts
College
–
US
News
&
World
Report
•
Ranked
top
300
na?onally
by
Forbes
•
Ranked
top
Chris?an
school
by
Princeton
Review

6. Westmont College 6
Issues Facing Advancement in
the New Economy
- See More People for fewed results
- Shrinking budgets and personnel resources
- Growth of “uber” successful advancement
teams with nearly unlimited resources and
strong brands
- Donors of all levels are requesting higher
levels of service
- The need for high performing fundraising
departments has never been more essential

7. Westmont College 7
Issues Facing Westmont
Legacy of Academic Excellence
§ And the subsequent prioritization of resource allocation
Legacy of Frustration with IT
Tea Fire
§ $30+m in damage, 1/3 of campus and 20 structures
Withdrawal of $75m pledge
Launch new campaign in 90 days
New VP, lacked experience and my awareness that
the I had plenty to prove to the college leadership

8. Westmont College 8
Theologian/Pastor"
Entrepreneur"
Father"
Technologist"
1989"
I
am
here
Administrator"
Fact: Each of us bring a unique gift set and background of
experiences."
"
Question: How do we use these to assist our organizations
to grow and change to meet new opportunities and
challenges?

9. Westmont College 9
Aristotle, Leadership and Innovation
Question 1 - What is the good life?
Question 2 - How do I know if I am pursuing the good
life?
Question 3 - What is a good person?
Question 4 - How do I know if I am becoming a good
person?
Question 5 - What is a good team, how do teams
become productive and make an enduring impact?

10. Westmont College 10
Problems
that
starve
innova?on…
Learning to Think Differently

11. Westmont College 11
Offense
defense
From:
To:
•
Careful
posture
•
Don’t
Upset
the
team
•
Gradual
Itera?on
•
Update
current
tools
•
Lower
expecta?ons
•
Early
stage
excitement
•
Acquire
donors
•
Revolu?onize
philanthropy
•
New
tools
•
Exceed
yearly
goals

12. Westmont College 12
Defense
offense
From:
BACK
To:
•
Reac?ve
posture
•
Wai?ng
for
requirements
•
Ideas
without
ac?on
•
Protect
team
structures
•
Maintain
current
processes
•
Proac?ve
posture
•
Leveraging
user
insights
•
Ac?on
with
deliberate
urgency
•
Test
varia?ons
•
Value
the
promoter
of
ideas

13. Westmont College 13
•
We
hold
speed
and
quality
above
all
other
values.
•
We're
tenacious
about
telling
a
story
that
others
will
want
to
retell.
•
We
give
a
reason
why
to
commit
to
a
future
state.
•
We
immerse
ourselves
in
the
problem
before
solving
it.
•
We
are
brutally
honest.
•
We
are
transparent
about
what
we
do
Tenant's of an Innovative Team

14. Westmont College 14
Super smart
Dedicated
Hardworking
Technical Skills trapped by 24x7 support of legacy
applications
Not able to keep up with basic support
expectations (wheels were not staying on the
wagon)
What was the IT’s ability to support
Advancement?

15. Westmont College 15
Innovation Targets

16. Westmont College 16
What The Innovative Targets
Were Telling Westmont
Time
Tools
Speed to Deployment
Ability to Iterate
Intuitive Software Interfaces
Device Friendly (originally Mac but now
Smartphone and Tablet)
Affordable
We
needed:

17. Westmont College 17
Cloud Computing: What Is It?
Cloud Computing, Cloud Services and Cloud
Storage are accessible from anywhere in the
world over an Internet connection
Source: S.Ganesh ( www.sganesh.co.nr)

18. Westmont College 18
Show Me The Money!

19. Westmont College 19
Why Did Westmont go for
Cloud Computing ?
Several Reasons:
Cloud Computing enables a User-Centric focus
Cloud Computing is laser focused on specific tasks or
work
Cloud Computing can be deployed in a fraction of the
time of traditional on-site solutions
Cloud Computing held potential to free up IT staff time
Cloud Computing is programmable and less expensive
Cloud Computing got Westmont on the right train

20. Westmont College 20
The Role of Innovation in
Fundraising at Westmont
Problem
§ How to launch a “data driven” capital
campaign in the midst of the biggest
economic downturn in our lifetime
Solution
§ Deploy CRM in 90 days but connect
it to a “closed” ERP system
Summary of Lessons Learned
(both what and why)
Q&A

21. Westmont College 21
Capital Campaign At
Westmont
Receiving approval to build took 7 years and 1
day after getting our building permit the fire
occurred
Downturn in the economy but needed $102
Million
§ Math: We need to work with more people in order to achieve the
same result
§ Relationships
§ Information about donor prospects had to be readily available
No CRM (Constituent Relation Management) tool
§ Donor relationship information managed informally
§ Lead to ineffective activity and missed opportunities

22. Westmont College 22
• Multiple manual business processes
• Info printed out, then exchanged via email, spreadsheets, MS Access,
etc.
• Different Fundraising Officers had different processes; didn’t scale
• Drastic cultural shift at campus from duct taping
something together to leveraging a licensed and
supported product
• Needed to integrate donor campaign info with
prospects to track success
• Microsoft Dynamics CRM
§ Staff at capacity and new to CRM space didn’t appeal to team
• Salesforce.com chosen as CRM because of category leadership but
needed to tightly integrate with ERP to not weaken overall college data
CRM at Westmont

23. Westmont College 23
Spaghetti or Innovative Design?
ERP
College
Data
Home-­‐grown
Applica?ons
Purchased
Apps
College
Data
Preferred
Prac?ces
Time
Honored
History
How
It
Really
Works

24. Westmont College 24
Manage/Extend
Unlocking Data In Order to
Leverage Salesforce
Configure Connection
What
How
Built Interface
Ellucian
ERP

25. Westmont College 25
How Are We Doing?

26. Westmont College 26
Westmont CRM

27. Westmont College 27
Westmont CRM

28. Westmont College 28
Westmont CRM

29. Westmont College 29
Westmont CRM

30. Westmont College 30
Using The Cloud to Solve Real
Challenges
Cloud App Internal App Project Duration
Meraki Aruba Appliance and SW
Move to 802.11n, minimize complexity of
managing enterprise wireless LAN
75 days
Google Mail,
Calendar, Address
Book
Post Fix, Oracle Calendar,
Address Book
Improve availability and performance of
email, address aging calendar and
enable college supported directory
30 Days
Google Sync Various Physical Syncing Apps
Minimize Help Desk support of syncing
PDA to email, calendar and contacts
3 Days
Postini
Barracuda Appliances
and SW
Improve SPAM filter accuracy and
lower support time by IT staff
5 Days
Salesforce.com
MS Access, MS Excel, Grey
Matter
Deploy enterprise Quality ERP for all
Fundraising Officers
95 Days
Cast Iron Custom Coded Bridges/Batch
Uploads or No Service
Building bi-directional data flow between
ERP and CRM to improve overall
quality/accuracy of ERP data
70 Days

31. Westmont College 31
The Westmont Results
Launched Campaign in 94 days
Raised $83M for BHFT Campaign &
$54M in Campaign for Westmont
Deployed several new systems to
support work
No additional budget
Launched $75m campaign which is
currently at 55% of goal
Kept my job :-)

32. Westmont College 32
Summary: Strategic Value of Cloud
Computing For Advancement
Quicker
and
Less
Expensive
to
Deploy
&
Support
Ability
to
support
Advancement
Best
Prac7ces
No
installa?on,
up?me
support
and
applica?on
upgrades,
no
power
requirements
&
no
servers
Advancement
Professionals
can
determine
useful
features
that
maier
for
fundraising
Users
Prefer
Intui7ve
Web
Applica7ons
Web
and
mobile
app
interfaces
are
preferred
and
used
over
tradi?on
applica?on
experiences
Problem:
Informa7on
can
quickly
become
unavailable
Keep
in
mind
that
one
size
doesn’t
fit
all
but
without
an
architecture
chaos
will
ensue

33. Westmont College 33
Questions…

34. Westmont College 34
Thank You

35. @
www.salesforce.com
www.castiron.com/ibm
www.meraki.com
www.docs.google.com
www.google.com/postini
www.amazon.com/ec2
www.egnyte.com
http://www.educause.edu/EDUCAUSE
+Quarterly/EDUCAUSEQuarterlyMagazineVolum/
InnovatingintheCloudExploringC/206530
Resources
Cloud
Compu?ng
in
Educa?on
A
Prac''oner’s
View
hip://campustechnology.com/ar?cles/2010/09/22/
cloud-­‐compu?ng-­‐in-­‐educa?on-­‐a-­‐prac??oners-­‐view.aspx
Innova?ng
in
the
Cloud
Exploring
Cloud
Compu'ng
to
Solve
IT
Challenges