Streamline Your Processes with the Pipeline CRM App for Non-Profit Organizations

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all righty welcome to the webinar my name is jeff jacobs i'm the director of product marketing here at virtuous and joining me today is david kady he's going to be doing a demonstration of virtuous a little bit later on for our time today we're going to go over the state of fundraising we'll spend a few minutes on that followed by an overview of the virtuous platform followed by a q a time here at the end but i wanted to start our time with a little bit of a bold statement um and that is the fundraising is broken by and large the fundraising and cultivation tactics not all but many non-profits used today are built for a world that no longer exists why do i say this let's start by looking at some stats that nonprofits are facing today donor acquisition is often highly personal personal one-to-one and based on the donor's timing donors are invited to events by friends or maybe they get a direct mail piece and there's a story that resonates with them or maybe they're involved in a peer-to-peer campaign or if they have a personal connection to your cause but contrasting that to our retention and cultivation efforts these are largely impersonal most often one-to-many and disconnected from the donor's intent in relationship to your organization's causes as a result we're seeing 76 percent of donors that give you a gift will never give again and that's uh it's not just a problem with first-time donors nonprofits typically see a 50 turnover in donors year after year and in the last several years there's been a 25 drop in mid and low tier donors so why is this based on a study by adrian sargent one of the biggest reasons for these results is impersonal communication and gift asks so what happened how did we get here well we all know there's been a massive shift over the last decade plus from traditional one-to-many mass marketing tactics to building one-to-one personalized experiences i mean think about your amazon account or your netflix account it's a hundred percent about you and personalized to what you care about even to the point of anticipating uh what you want and need it's two-way communication and it's based on uh your behavior timing and preferences but because of this donors now expect a personalized connection to your mission because that's what they're getting in every other area and aspect of their life so that's why thriving nonprofits now are using uh this better approach called responsive fundraising and what is responsive fundraising well it's a it's a strategy that it's a donor-centric model uh for raising support for your cause it starts by listening to your donors why do they support you what motivates them what do they care about and then connecting them well in connecting with them in personalized ways how do they want to be communicated based on their timing and what they care about and then suggesting next steps for involvement whether that's giving learning more about your mission or just volunteering all based on their capacity and how they intend to support you and finally you test validate success and repeat the process and i just i love this quote that every system is perfectly designed to get the results it gets going but back to what i said at the beginning of the presentation about fundraising being broken i know the results that we're seeing and the pain that all of us are feeling isn't due to a lack of trying or desire or know-how but because outdated technology no longer serves our needs and keeps us handcuffed to ineffective fundraising strategies so traditional nonprofit technology kind of looks like this and i'm sure you've used technology like this you know databases that do nothing but store limited amounts of donor information it's often built for transactions only not relationships or not personalization it's static rigid and flexible forcing you to do workarounds to get your job done or software that's too difficult to use or inaccessible to everyone on your team or the partners that you work with your agency partners your direct mail vendor data that's disconnected or siloed from other mission critical platforms that manage your programs your finances your back office operations and your marketing and communication systems so that's what virtuos was built for virtus was built to solve these problems that non-profits are facing it's more than a crm it's the only responsive fundraising platform that there is and it includes things uh beyond crm like signals uh where you get data-driven donor insights to help you better respond to your donor's needs uh automation to help improve back office efficiencies but then also create connections with your donors at scale so you can do that personalization across your entire database marketing solutions everything from email built-in direct mail editors and letters on demand text messages but then also campaign tools and tracking so you know what's working and what's not and finally giving solutions that create frictionless donation experiences that really delight your donors and the results are in customers on virtuous are seeing a 10 increase in average gift a 12 increase in retention and a 20 decrease in staff time so with that uh i want to turn it over to david and he's going to show you um how virtuous can help solve some of these technology challenges uh we're all facing david thank you jeff and hello everybody excited to be here today happy thursday and happy 2021 excited to be here with everybody let me get my screen going here and we will dive in all right so everyone should be able to see my screen and you're taking a look at virtuous what i want to really talk about today is a couple different things one how does virtuous help you enable responsive fundraising uh responsive fundraising really focuses on kind of three big ideas we have to be able to listen to donors well understand who they are we need to be able to connect connect with them to build relationships build trust and do it at scale when we have thousands potentially tens of thousands of people that engage with us and then suggest how do we make sure that the ask is the right one it's the right one that fits aligns with their passions with their goals with their capacity and their desires and we're gonna just understand how does virtuous enable this from a software perspective so let's dive in i will encourage everybody while we're talking um please put questions in the chat there's also a q a box uh we'll save some time to get specific questions answered at the end but while we're going along here please don't worry about just putting those questions in the chat box okay so what we're looking at right now is our virtuous dashboard and this is where i as a user would come get my day started and the great part about the dashboard is this is really meant to give you that 30 000 foot view of all the big important metrics numbers activities and updates that i need as a user now based on things like security permissions preferences profile settings and a lot of different other things i can have a different view of my dashboard than other folks and so one example here is these widgets i can add and delete these on the fly so maybe i'm on the marketing side and i'm really curious about our different campaigns that we're running so i can drop this up here to see how maybe over the last 90 days some of our specific campaigns are running uh maybe i'm a major gift officer and so i just want a quick snapshot of all the recent gifts that are coming in that are in my portfolio maybe i want a quick update of my my pipeline and my gift ask my forecast all of this customizable so ultimately right we want you to have the data that matters to you that helps you get the job done and it's very flexible but ultimately right virtuous is created to help you build better donor relationships so let's take a look and dive into a donor record so we can understand well how does virtuous help you listen what do we do to provide things like signals and insights to give you a better understanding of donors so to get to a donor record i can do several things i can just click here on some of these hyperlinks you'll notice as i hover over any of these i'll get a quick snapshot of their name and info i can but let's type in up here and let's take a look at joshua and cheryl so this is a record in virtuous and the way the virtuous structure is we have joshua and cheryl right husband and wife uh a household right a family household made up of individuals the individual joshua here and cheryl all kind of underneath this household umbrella of joshua and cheryl bennett so i can look at folks household as individuals and the same would apply if this was an organization or a school i'd have that top level organization and then all the people that worked there but let's take a quick tour here because ultimately i want to spend a little bit of time here talking about how virtuous is different than just a crm a crm absolutely should do things like store your data make sure you have things like addresses and giving history store transactional information but what do we bring to bear that gives you more insights and so let's focus on this idea of listening how does virtus help you listen and understand so one area here is social insights and this is a really cool feature every single record in your database if you have an email address for them you can actually pull back and find social media information specifically for every single person that's going to do a few things for you one any pictures that we can find they'll automatically populate here on the record if that person has a twitter handle i'll see it right here and it will show up but now i can get an understanding of what is the social makeup of my entire donor universe and you're probably wondering well how is this helpful am i supposed to just kind of like know their facebook and see pictures of their kids well yeah of course i mean of course major gift officers and folks that are doing very intimate kind of relational uh interaction it's nice to know who they are but even from a bigger perspective now if i know social data about my whole database i could even do simple things like well let's take the next email that's going out and maybe we've got a a big virtual event coming up so instead of just inviting everyone to it and asking them to register what if i took everyone that had a twitter handle and instead of the invite button i replaced it with a share button and i just asked them hey would you please communicate this to your network at large well now i'm differentiating my ask and i'm increasing the impact because i'm tapping into their superpowers a bit more right cheryl might have big influence on twitter so instead of just having cheryl show up i might have cheryl plus 20 people that are involved in her network so using signals like this virtuous helps you get a bigger picture of who they are and ultimately that's that's our goal right we want you to know the whole person so let's take a look at some other ways so social data is really important we also provide you with location data where do they live in relation to other givers if we see a high concentration of people on the same block or in the same neighborhood that might affect how we ask maybe we're going to ask them to do maybe a local community gathering maybe we invite their neighbors for a wine and cheese event location data is just another signal that virtuous is providing you'll notice and you may have noticed up here at the top right we've got a couple scores and and some of these uh suggested asks coming through and what virtuous is doing is we're actually looking at a lot of different data points that you are storing so we look at things like social data location data financial data past giving history interaction on the web and different social media content and we provide a score to help you give an understanding of where is the capacity uh and what is their capacity for each of these records and really this is just using some data science to help give you an understanding of where are people more inclined to give is it a financial gift is it a social ask and we bubble up these suggested gift asks using past giving patterns to help you get the best ask in front of them so again that is just a neat little signal that we provide to give you insights but there's more data that we can take a look at to ultimately know this whole person so as i scroll down here i can minimize some of these windows make this clean up clean up my view here again a lot of customization make sure it feels and fits best for who you are as a user as i scroll down you'll see things like this activity feed well this will show me kind of all that outward facing activity notes that are being added emails that are being opened gifts and pledges that are started volunteer activity so now i can keep a pulse on what matters how joshua and cheryl are interacting with us and just like my home page and other areas i can sort and filter some of this out so i just see what matters to me so maybe i'm not really curious about the last emails they opened i'm not really thinking about what websites they visited again i can make this my own all right let's keep going you'll see things like tags this is a great way kind of in the marketing segmentation world to build out different segments categorization characteristics for your records this was a really easy way to start applying segmentation this can be done i'll show you here in a bit automatically virtuous has our automation tool that allows you to do automatic segmentation and apply tags some really neat things there you'll notice wealth data we partner with donor search to pull in outside wealth information especially for major donors and gift asks this is incredibly valuable and we've got a really neat way that this can be automatically appended so for example i want to give one quick example around wealth data so i'm going to pull open another record we all probably know mark and tiffany cuban right fairly wealthy family but what if mark cuban came to your website tomorrow and decided to give a hundred dollar gift would you know that mark cuban showed up would you be able to call him that day and actually start a major donor cultivation plan or would mark just get an email a thank you and then that hundred dollar gift would kind of go in the low tier donor segment well what if virtuous could trigger an alert that says hey you know we saw that mark just gave a hundred dollar gift but we're automatically scraping his wealth data and we're gonna put a task on your major donor screen to say hey call mark now and make sure that he gets started on the major donor plan so again we look at the data but not only look at it we can trigger things like alerts and communications immediately and the wealth data can be appended and scraped immediately upon entry i'll show you how that happens with automation but it's a powerful powerful thing to think now people aren't just the their last gift right a hundred dollar gift a fifty dollar gift a ten thousand dollar gift there's so much more uh in so many capacities right they have social uh capacity they have um advocacy major gift capacity and our goal is we want you to know as much of that as possible so then we can start to engage them much more personally and meaningfully and ultimately as we kind of jeff alluded to this is what honors the donor making sure we honor their whole selves and and engage with them in ways that they want to be okay so we're gonna look at a couple other things but then we're gonna start to think about well how do we use this relationships are one really neat way to just be able to understand the interconnectedness of your donors with other records in the database so friends co-workers employers the relationships that they have with each other and you can start to kind of build and see the spider web of how they're related with each other okay across the top here a few extra things we'll see i wanted to show again similar to my dashboard i'm able to kind of pick and choose what sort of statistical information i want to see i can see a quick snapshot of their relationships here but maybe i i'm more curious i just want to see a quick understanding of maybe their peer-to-peer overview what sort of giving have they influenced through peer-to-peer campaigns maybe i want to understand just a quick snapshot of their recent gifts or volunteer data but we can also create custom widgets here as well and i can pick and choose the statistics that i want to see and so again everyone can see what matters and this is based on each user so now i'm going to be able to see this right here okay so i mentioned this idea that data is incredibly important and that is the first step in responsive fundraising is we need to listen and understand now virtuous provides features like virtuous signals is what i was showing you here with social insights and wealth data to give you insight into them as a as a person as a whole but now what do we do with that how do we take this information and really start to utilize it in a way to build relationships communicate and engage them in more personal ways so to take a look at that we are going to pop over to the market inside of virtuous now virtuous is a single unified system we are not bolted together with multiple acquisitions or different parts it is a single system i'm just organized in such a way that some of my marketing information is over here and so we're gonna dive immediately into this idea of automation and then we're going to take a step back too and start to look at some of these other features like email and giving forms but i want to really dive into automation so thinking about responsive fundraising the next tenant is connect how do we connect at scale and build relationships especially when we might have thousands tens of thousands hundreds of thousands of people who have engaged with us over time i only have so much personal capacity in the day and virtuous is a 100 percent advocate that human engagement is the number one thing you can do but how do we make sure that you make the right calls at the right time that the donors i can't reach with the call today still get personalized messaging still get engagement that matters and that's meaningful well a lot of that happens here with automation so think about automation it's a workflow builder and so i can tell virtuous to do a lot of different things based on whatever criteria i set up and i'm going to show kind of a couple really common examples and then we're going to look at just kind of think bigger about all the different ways that you can start to use automation so here is an example of an automation kind of the workflow builder inside virtuous and this workflow in particular is all about honoring and recognizing donors as they reach certain life-to-date giving milestones with us so you can define this this is purely just an example but we're saying at one thousand five thousand or ten thousand dollars in life-to-date giving we want these actions below here to just trigger automatically and so i build my workflow in virtuous i set up the actions i want to happen and then this just sits and waits and runs in the background so at any point in time that donor maybe gives their fourth gift and they reach that thousand dollar life to date threshold now these actions here virtuous is just going to trigger these automatically so maybe that means that donors reached a threshold where we want to make sure that they get added to a donor portfolio then immediately we want a task assigned to someone on the development team to call that person now and say thank you so now the system you can set up those milestones in the donor journey when you know i want to call them i want to write that handwritten note i want to take them out to lunch and the system can alert you to say hey now is the time to call here's what we need to say and it's in the moment it's relevant to what the donors experienced and you can see so on and so forth we keep going here virtuous is going to trigger things like an email to go out so we are a full marketing system and email marketing system inside virtuous so i can build and create email just like i can with tools like mailchimp or constant contact and design beautiful emails again that i can use in the moment that get triggered to be sent out so maybe i want to drag in a new image here maybe i'll pop in a new button i'll make it blue lots of flexibility into how you create this and design this but ultimately right this specific email this one is saying hey thanks so much you've just reached this big milestone and again triggered automatic unique in the moment to that donor this is gonna just happen you'll see several other things going on here and i want to pop open a couple extra neat things um virtuous from a marketing perspective in a fundraising perspective we truly believe in multi-channel communications meaning phone email direct mail text message everyone right likes to get these different touch points that are multi-channel why because one people are generally very distracted and busy and so we can reach them on different platforms the likelihood of that getting through and the message being heard is much higher and then we can start to test and experiment where do people react to more where do they respond to more but it's also really hard to have a strategic multi-channel follow-up strategy with all your donors because i don't have time to trigger that email and write that letter and send that text message and make that phone call well what if we could actually help with a lot of that you'll notice here we've got this email maybe we wait two days and then we see virtus is going to be sending a postcard so what's that all about now just like i can templatize my emails i can actually build and design direct mail pieces like letters or postcards just like this and the neat part is this doesn't actually just send it to my printer i don't have to like walk over and go mail it out virtuous what will happen is this will be generated posted printed and shipped automatically through services that virtuous utilizes so this postcard is going to show up at your donor's doorstep automatically i didn't have to print this i didn't have to like run a report that thank you postcard is just gonna be in their mailbox maybe you know two or three days after that gift this can happen across all different things so this is a thank you postcard what if what if though i wanted to send a thank you on their giving anniversary a year after their original gift maybe it's a good retention strategy or reactivation strategy if it's been a year maybe we're tracking things like their birthday and we want to ask for or just wish them happy birthday you can imagine right as as your donor database starts to grow and as your contacts start to grow doing this kind of individualized multi-channel approach gets almost overwhelming automation helps solve this and i love to say it's automation plus personal interaction we still want you to pick up the the the phone and make the phone call to thank them we still want you to invite them to lunch we still love those handwritten cards but now we can amplify that and give donors the experience they deserve by making sure they have a multi-channel unique experience all right let's show a couple different things one really neat thing here i mentioned wealth data being automatically scraped i can set up an automation to say hey you know what when this thing happens maybe it's every time a new gift comes in i just want to automatically scrape and append wealth data so now that mark cuban example that's how this would happen it could be hey maybe every time any gift over a hundred dollars comes in virtuous can you just go grab their wealth data automatically and append it and then oh by the way if the wealth data meets a certain criteria can you alert me so i know that right away this is game changing to be able to identify look at your donors scrape for information automatically alert you trigger donor journeys this will help you scale and reach donors like never before and also arm you as fundraisers to make the right calls the right moments with the right information to amplify the stuff that you love to do which is the human interaction virtuous is also we we just recently released the ability to do text messaging as well so i can add a text message to this and have a full stream of communication that's going out i'm going to show a couple different examples just to kind of get an idea of like well what else is possible is it just is it just like you know thanking them with life to date milestones well one neat thing that virtuous provides out of the box is these best practice templates and so we actually have automations that are pre-built you just need to go in and actually just update the copy on things like letters and emails and texts but we will actually do things to say okay maybe i want a new donor welcome series this is going to happen anytime a new donor comes in and we just want to thank them over and over again as soon as a new gift comes in so i can just click you know let's use this best practice one i want to create a just workflow i don't want to think about it too much i want virtuous to do the hard work for me and now i have my workflow built all we want to do now is just come in here and update the copy of these letters and emails to make sure it fits our our messaging but you'll see that virtuous is going to start doing some of these right here i can do things like oh great we can have the a tag automatically applied if you remember back to the donor record i talked about tags as a way to kind of add segmentation um well this is how it can be done automatically so if you wanted to know all your first-time donors i don't have to run a query pull the report look at the list i can just quickly look at everyone that has this tag and i know for sure that up until the minute this has been done because virtuous is doing it for me but in this case right my new donor welcome series maybe it's just a series of thank yous and welcomes and onboarding stories that we're telling all with the whole goal of great we want to we want to take that first time gift and we want to thank them like crazy here but wouldn't it be great if we could actually get a recurring gift and so we can even build these to say you know what maybe these third fourth and fifth emails start to ask for a recurring gift and now once they give that gift we can start to send additional emails and thank yous okay so best practice templates make it easy to get started but now again the way that automation works is you can build it using any data point that we're tracking in virtuous so if you wanted to target people that lived in arizona that have given three gifts that have a social score greater than 80 and a wealth rating of xyz and we also want to make sure that they visited this portion of the website and they opened our last email that's criteria that i could use to build automations now that's a might seem a little overwhelming but the goal is we like you to start small start with those things that you're already doing today i'm already trying to thank donors when they when they give a first-time gift i'm already trying to thank donors when they reach those milestones let's automate some of that and now we can start to get more granular more unique more personalized as we go forward okay well i love automation it's a huge differentiator for virtuous but specifically we talked about things like email and letters and texts we can also just do that from a bulk send so if i just wanted to target a specific group and i wanted to come into virtuous and say you know what it's it's january i want to kind of give our whole donor base an update i can just come in here and say you know what let's just send out a january update email this is going to go out to our general communication list i will say thanks for a great 2020 and i can do things like a b split test this same email so if i want to do two versions and really decide which one is performing best and send the version that's doing the best i can do that again great builder but what i also wanted to show the nice part about having my email integrated into virtuous is i can easily target and get really specific so maybe i'll say you know what yep this is going to go to our general list we've got a couple thousand people here but i really want to make sure that we exclude all of our our major donors from 2020 because i'm going to send them something very specific and so i can easily include exclude build custom lists in virtuous my email targeting is super efficient and the other nice part too is when i'm actually building my emails i'm going to have things like merge fields that i just don't have with tools like mailchimp or constant contact i can say hey thanks for your last gift of and then i can merge in their their last gift their date any custom field right and i have custom fields and virtuous you can extend it very easily but i'll just say hey thanks for your last gift and and that will show up in their email okay so we've talked about this idea of responsive first starting with listening we need to know and understand our donors uh first the more we know them the better we can then engage then once again when we know them now we can connect second tenant of responsive we can connect at scale using automation personalize multi-channel across many different mediums as well as amplifying your voice as a fundraiser giving you better information better calls to action so your calls and your interaction is informed relevant and in the moment but then how do we start to make sure that we can the third tenant suggests the right ask the data the insights we've built trust we've kind of built relationship but now we need to we need to make that ask well there's a few different things that virtuous does here i want to show you one from kind of this internal idea as well as looking at how we help from an online perspective but you remember back when we looked at the donor record virtuous uses some predictive analytics here to actually give you insights into what is the best ask is it a financial ask is it a social ask and so each record has this on here and we even have customers that will use this specifically in their direct mail appeals or in their email appeals they'll merge in that suggested ask rather than just kind of you know come in uh coming up with one out of the blue they'll use some of this data here another really neat thing that i love and this is what our fundraisers donor development folks and gift officers love is this report down here our relationship building recommendations we actually bubble up things to say hey you know what we actually think that krishna here is lapsed and we think it's time for a call you know what when we give them a call let's ask for a 120 single gift we can even look at things like pre-lapse we're going to look for patterns in giving and say hey by the way looks like jonathan and helen here are about to lapse not quite yet but we can catch them and actually make this call and ask for a 350 dollar gift we had an amazing story uh customers using this record or excuse me using this report um customer had a really audacious goal to to hit in a certain month of giving they were ten thousand dollars short it was a last day so they came into this report and the development director looked for the financial calls made the first two calls on this list that virtuous recommended and made up that ten thousand dollars in two calls now here's what i love about that story that is data that is technology and that is human effort working in conjunction because virtuous didn't make that call we didn't make the pitch or build a relationship that was a human being doing what they do best what virtuous is able to do though is we want to help you put your best foot forward and we want to make sure that when you make the call it's going to be the best use of your time and you're a little bit closer to success and with that together that is where the power and fundraising comes is using data using science using this with the wonderful art and relationship building that human fundraising brings together so what another great way to give suggestions that help you get to that fundraising goal okay well let's uh let's pivot here a minute and still under this idea of suggest but i also want to start talking about online giving so i'm going to pull up uh pull open a couple examples because virtuous does provide a beautiful online giving experience that is yes you guessed it responsive and focuses of focuses on all the tenants of responsive fundraising just from like a pure look and feel perspective i wanted to show a great customer example this is a beautiful embedded form on their website with virtuous you're able to do credit card ach and again just a beautiful seamless one-click experience in addition to just giving forms virtuous also has the ability to do any type of lead capture or info capture so maybe it's your email sign up maybe it's a volunteer sign up maybe you've got in this case right you've got a pdf on uh how to help um how donors can help and you're putting it in front of a gated piece of content all of this is coming from virtuous so not only do we have a great online experience but we have the ability to use again the data to help make it more personalized so uh we're going to take a look at one example here and i want to show you something really neat so in virtuous i'm able to customize my forms and i want to show you a couple quick settings here i'm going to get the stage set so before we take a look back at that form online um you can create multiple forms unlimited amounts so you can have them for different fundraising purposes maybe you have a general form maybe you have one for a special fundraiser but really easy to build uh create drag and drop uh you can set up some defaults with some of these forms we also allow you to do international payments so folks can give in any currency in any country with our forms um right here this is going to show me kind of my my form i can preview what this is looking like while i'm building it here but maybe just for fun you know i want to ask for uh you know t-shirt size as part of our form so i can you know i can drag in that here and so we'll we'll ask for their t-shirt size and again any custom questions any custom fields any unique data you want maybe it's hey send us a note uh whatever it might be i can ask that here in my forms but one thing i wanted to show that is very unique is this ability around the gift array so actually let me refresh this so most folks if you're looking at your donation form you probably have a gift array looks something like this you have an amount it's generally pretty fixed but what if everyone who shows up to your forms and your giving pages gets a gift array that's custom and unique to them well it's a really great feature with virtuous i can elect to say you know what let's take that standard gift array that we built and i want to check this box here to say when we know who the donor is i want to show them a custom gift array that's actually built on their average gift or maybe their virtuous suggested again using that data science average gift amount and i want to apply this different factor here so when someone shows up we're going to take their average gift and we're going to multiply it by these factors here and now i'm going to save this i'm going to go back to my page i'm going to refresh it and now you'll notice that virtuous just automatically changed this gift array to be more in line with that person's capacity and again in this case it knows it's david uh here at this forum it knows it's me and my average gift is about 500 so now my gift array is custom to my capacity and the one really neat statistic with this we customers of virtuous who use the dynamic gift array they see on average a 49 increase in the size of their online giving so i want everyone to do this go back look at your online average gift size and add 49 what would that mean to you and you saw how easy that was to do and this is the power of using data again to personalize make the experience more relevant to donors not only do donors feel valued but now you're getting results that matter and are meaningful from a fundraising perspective for your organization okay well you're probably asking well how does that happen neat little thing it's a tracking pixel that goes on your website when you do that you're able to do things like custom gift arrays and i can also do things like even track when and where and how people are moving about our website so this is another great way when we kind of talk about this idea of suggest think about your website you probably have things like you know different uh cause area pages stories project updates so what if right i'm sitting here at your website just reading about all the work that you're doing to help clean up monument valley utah and that's where i spend most of my time well what if right because virtuous can track when and where i'm going around how i'm interacting with your website and they know oh david just spent some time taking a look at that page on your website and it was just on our giving form well what if right the next email i got from your organization didn't just kind of talk generically about what we were doing but it said hey david here's what we're doing in monument valley utah here's ways that you can support this effort specifically but what an amazing way that virtue can help you suggest the right ask by using again data that we've listened to we've built a relationship and now the suggestion can be more in line with who and how we think uh you what we what you care about so again another great way to suggest and because again it's data that virtuous is tracking it's something we can build in automation to be able to really create an experience that's more in line with that donor okay i want to just kind of finish off our time today talking about a couple different things that are important one virtuous is more than a crm i hope you've seen it today it's platform really to build relationships at scale it's so much more than just storing data in addition to not only the software being so much more than storing data virtuous is truly a partner for your organization and so i want to just point out a couple different things what that means so you'll notice up here this little area virtuous is constantly updating based on where we're at in the year to give you ideas around hey it's year end we just finished up year in talking about appeal right and talking about why multi-channel so we're giving you insights and ideas and content to really even improve your fundraising we've got a great support section in virtuous here where i can just start conversations write with our team get support on what i'm looking at within virtuous but then ultimately two things like release notes and training all provided within virtuous and then ultimately right virtuous we think about responsive fundraising all the time and so we're providing resources around not only just how to use virtuous but but more importantly how to think about responsive fundraising the book response to fundraising is available on amazon has nothing to do with virtuous has everything to do with how we think about donor-centric responsive fundraising in today's world of fundraising the responsive weekly a great community focused weekly session where it's all about learning sharing ideas getting together and talking about the latest and greatest and responsive we're not going to talk about virtuous we're going to talk about you we're going to talk about fundraising we truly want to be your partner so i'd encourage you again right now throw in questions in the chat if you have any we're here to answer them immediately but come over to virtuous.org i'd encourage you to sign up for the responsive weekly i'd encourage you to get a copy of responsive fundraising and you know what if you reach out to us we'll get you one for free but come on over sign up we'd love to be here to support you on this journey and ultimately just make you the best responsive fundraiser we can so thanks so much jeff i will turn it back to you and make sure we get any q a or chat answered yeah thanks david i mean the first question that we have here uh is around receding so i'm hoping maybe you can touch on how virtuos handles receding and even the the multi-channel aspects that are available in virtuous yeah so that is a great question and so what i think about the world word receding um i kind of want to split it up into two schools of thought one there's the legal receipt that we need to do as part of the irs and the law um thinking kind of like literal statements literal end of the year statements receding that's much more transactional focus to say hey we got your gift this is how much it was this is the tax deductibility so 100 percent we can build receipts that are paper based or email based that kind of fit that mold of the transactional approval yes we have a receipt and we're going to send it to you but i also want to kind of talk about what's more probably the donor-centric idea is acknowledging thanking communicating the thanks for that gift but it's much more about the storytelling aspect the thanking aspect the bringing them into the fold yes that might start at when someone gives a gift but it's a little bit different so receding 100 done in virtuous it's a great really sophisticated receding tool to be able to create multiple different segments multiple different groups to automate that creation upon gift entry and here at the giving screen of josh and cheryl i can see their gifts i can see when it's receded and i can even see right if we've generated paper copies here i can see all of that lots of visibility so from a legal perspective from an accountability perspective like you are covered when the donor calls in i'm gonna see their receipt i'm gonna see all that information but i also really love to think about automation this is what the donor's gonna care about um a lot of times you know i'll get my statements and i keep them on the desk for tax time but that's not what i'm excited to get what i'm really excited to get is the communication the stories the updates the impact and so much of that is really helpful to use automation specifically things like a new donor welcome series so yes my gift is acknowledged but then i get the email with the impact story then a week later i get the text message that tells me the similar idea then i get the phone call then i get the the postcard with the picture right from the school that's being built and so this is really where the impactful donor retention communication can happen is with automation so hopefully that helps answer that question and i really kind of think about it almost two-fold when i hear the proceeding yeah thank you uh the next question here is uh about development reps um and it says that uh they do a lot of cross-functional work and um sometimes even have multiple uh development reps working with a with an individual donor so their question is um how do uh how does virtuous uh track all of that information in the uh the different conversations that people are having on the donor record yeah great question so um one thing i'll i'll mention we talked earlier as i mentioned right everyone can kind of custom design the look feel of virtuous to fit your role so when i log in right if i'm a gift officer i'm going to see the data that matters to me so ultimately a lot of it starts there i did want to also show two that you can assign and kind of create assignments for donor records so if i wanted you know if i'm susan and i log into virtuous maybe all i want to see is any donor that's in my portfolio so you can create assignments in virtuous to even limit what you see and this is especially helpful for gift officers and anyone who's doing just a lot of relationship building sometimes we just want to limit the data that we see to what matters to me my portfolio my tasks anything that matters and so a lot of kind of that day-to-day management i'll see all the activity stream here notes and all the communication that's happening but one really helpful area especially with just like keeping up to date with my relationships and my to-do's is the task management section of virtuous and not only this provided just a great view of my tasks but we also have this task board and if you've ever used tools like trello or asana you'll kind of look and see this is similar where i can create my tasks in this board view and kind of move them across into different stages of um where they're at so maybe i've got right i'm in marketing so i need to approve uh copy for a specific email and i know i've got to make this call here and i actually just completed that today so i'm going to move this over and this is a really great way to do it in a very visual way to kind of see it all together this and tasks could be related to all kinds of things calls to do's but then we also have this gift ask pipeline and this is especially helpful for major gift asks large sponsorships that we might be seeking i can actually kind of build out a pipeline of major gift asks or really you know any gift ask and create pipelines that um and stages of where they're at in the process and if i click here i'll even be able to see a little bit more about this record who we're talking to and any tasks that i have associated so this is a little bit more focused view around my day-to-day and my large gift tasks and tasks associated there to really be able to see you know just a great view of my my to-do's around what i have for from a gift desk pipeline so we want to make it again easy to see gift ass tasks and i'll also say virtuous has a full mobile app and a lot of times fundraisers you're on the go and so so much of what you see in virtuous from my tasks and my notes and my donor updates i can just see and do that on the fly when i'm in my car visiting folks and i can see it all in my app all right good question yeah and there's a looks like a follow-up question to some of the major donor and development demonstration you just did but it centers around email and sending out emails to donor and it can virtuous do that directly from virtuous great question yeah so we showed earlier kind of the marketing emails think about that like my institutional communication or an automation like it's individualized kind of prompted off of an automation but if i just want to like you know send a personal thank you here to josh and cheryl just from like my my own uh email like my gmail or my outlook or whatever i use you can actually build and create personalized email templates in virtuous so especially for things like welcome emails hey it's been a while since we've talked hey some other things i could actually create email templates and maybe i want to send one here to josh and then i'll just click compose email and what that does here i'm going to reshare a different screen is it actually opens up my personal inbox it merges in things like joshua and my template that i've created now i've got this ready to go so when i click send and i actually send this email off it's going to log the contents of that entire email automatically back here inside virtuous so if i just filter out by notes and i want to say hey can i just see all of my all of my emails that i've sent i've got this history right here so i'll be able to see subject sender body and all of that email the other neat part too is if you're even if you're not in virtuous let's just say you're in the car and you're sending a quick note on your mobile phone to to josh you can actually on the bcc line of that email if you just put email sync at virtuous.org that will log the the email back here even if it doesn't actually start out at virtuous you can still log your personal emails from your inbox from your phone or wherever you're sending emails from excellent thank you so much and it looks like that wraps up the questions for today um in as a reminder we're going to be doing this uh webinar as a series so each thursday we'll be doing a different uh demonstration and a different topic around some of the challenges that nonprofits are facing so um you you'll receive an email update about next week's webinar and we'd encourage you to join that one as well if you have any other questions or you'd like to get a personalized demo of virtuous we encourage you to go to virtuous.org and click on the schedule a demo button one of our sales representatives will reach out to you and do a customized donation specific for your organization