Expanding Internationally Through Partnerships: Practical Lessons For 21st Century Nonprofits (at...

Expanding Internationally Through Partnerships: Practical Lessons For 21st Century Nonprofits

Rebecca Masisak and Marnie WebbCo-CEOs, TechSoup Global

BoardSource Leadership Forum

November 11, 2010

TechSoup Global, a nonprofit serving the nonprofit community, has a 23-year history building sector capacity through technology.

We are working toward a time when every social benefit organization on the planet has the technology resources and knowledge they need to operate at their full potential.

The TechSoup Global Mission: Programs of Focus Today:

• Corporations gain an effective and efficient distribution channel for product philanthropy and CSR activities

• Nonprofits obtain products, relevant content, and a community of support

• The TechSoup Network is sustained by charging a low administrative fee

TechSoupTechSoup CorporationsCorporations

NonprofitsNonprofits

An innovative triple-win business model

Essential technology from leading partners

IMPACT & REACH RESULTS

Demonstrated and sustainable impact and reach

• 133,000 organizations have received product donations

• More than $2B retail value of products distributed to NGOs

• 6.6 million technology products distributed

• 34 countries receive product donations

• 40+ corporate donor partners• 350,000 unique monthly visitors• 60,000 monthly online forum visitor

sessions• 155,000 documents downloaded

“Partnering with TechSoup has enabled Cisco to distribute more products to nonprofits in one month than Cisco had expected to distribute in one year.”

– Cisco Systems Foundation

“The technology we get from TechSoup is so purposeful; it has so much intent…We probably have tenfold more computers here that we did five years ago and that has enabled us to put computers into the hands of teachers, therapists, and aides in the classroom.”

– Kurt Ohlfs, Executive Director, Pacific Autism Center for Education

In 2005, corporate donors having experienced Techsoup.org in the U.S. were interested in expanding the service internationally.

TechSoup Global Network Partner Model

We recognized the need for partners:• Knowledge of NGO legal structures• Trusted brand for outreach• Language, time zone support• Localization of programming

• Leverage assets• Control of process

• Sustainable• Sensitive to local issues

Partner model requirements:

= Size indicates impact potential.

TSG added an indirect channel made up of third-party NGO’s, contracted to localize and manage the broad set of TechSoup offerings.

Mostly direct to NPOs & Charities via web with aggregated resources

•Community Forums

•Articles

•Consulting Resources

Mostly indirect to NGO’s through TechSoup Global Channel Partner Network – In partnership with TechSoup – products with aggregated resources and, in some cases, enhanced products/services

Developing Channel:5 partners under contract as of June 2006; 11 by FY07

Possible Future Channel

Needs-Driven Channel

Existing Channel

Indirect partnership channels enhance value of “TechSoup Offering”

Direct to NGO’s via web site in countries where indirect channel economics are poor

•One Economy customizes for low-income housers

•NPower NY customizes for its NPower Basic solution

North America EMEA, APAC, LATAM

Dire

ctIn

dire

ct

Partner Model as Envisioned in 2006

The TechSoup solution packages expertise, process and technical infrastructure so that NGO Partners can relatively quickly and cost effectively deliver a product donation program

The Unmet Need:

Donated technology to support the missions of nonprofits, charities and NGO’s

The Met Need:

Donated technology delivered in a supportive environment to effectively impact the missions of nonprofits, charities and NGO’s

The TechSoup Value Chain

Manage Product Donation Partnerships with Corporate Partner(s)

Package Product Offering(s) & Delivery Solution/ Platform

Establish & Manage NGO Distribution Partnerships

Go Live in Country/ Region and manage program inquiries, provide support and process requests

Verify Eligibility of NGOs Using Delivery Solution/ Platform

1. 2. 3. 4. 5. 6.

Post Fulfillment Support & Returns Processing

Fulfill Orders

Program Outreach

Provide Value-Added Content & Services to Improve Program Impact

Manage fulfillment through Corporate Partner

7. 8. 9. 10. 11.

Setup & Train Partners – Enable Local Presence via Web for “TSS-like EMEA Solution”

With a one-time investment, the existing technical infrastructure established to support the Donation Program in the U.S. and Canada can provide a scalable packaged solution

CompuMentor/TechSoup EMEA – TSEMEA

Partner NGO (PNGO)

Donor

• Deliver and support online donation delivery solution/platform• Extend organization registration, restrictions engine, product catalog, and ‘shopping

cart’ functionality to deliver to PNGO’s a version of the TSEMEA web solution that is ready for their branding and localization and has the look and feel of the PNGO’s website

• Platform would have ability to accept admin fees in local currency and to facilitate content management for localization purposes

• Packaged solution/platform would also support other corporate donation programs administered by TS and would allow for local services to be offered by the PNGO independently

• Provide and manage a partner portal that supports collaboration, communication and community between PNGO’s, TSEMEA and MS

• Package products, online content on product• Create and maintain program online content• Manage product catalog and service pricing

• Localize all program online content – language and other adjustments as required to fit local laws, practices and provide input for TSEMEA

• Localize eligibility requirements in terms of content as well as website restrictions engine and provide input to TSEMEA

• Provide regular input on solution/platform requirements through Advisory Council

Package Product Offering(s) & Delivery Solution/ Platform

Key Benefits:• Quickest, lowest cost,

sustainable way to scalable EMEA local donation program

• Investment ensures majority of ongoing monies generated through program stay in-country

2.

The technology design allows for contribution from Partner NGOs in ways that will build sector capacity in-country that can be shared throughout the network to create value

PARTNERLOGIN

BATCHMODEL

REALTIMESERVICES

PRODUCT&

CONTENT

PARTNERSTOREFRONT

LOCALIZEDBRANDING &OFFERINGS

ACCESSIBILITYOPTIONS

MIX & MATCHSERVICES

CONTRIBUTETO PROGRAM

PARTNERLOGIN

BATCHMODEL

REALTIMESERVICES

PRODUCT&

CONTENT

PARTNERSTOREFRONT

LOCALIZEDBRANDING &OFFERINGS

ACCESSIBILITYOPTIONS

MIX & MATCHSERVICES

CONTRIBUTETO PROGRAM

EMEA PILOT

WW DESIGN

TECHSOUP

PNGO • Starting the pilots without having the platform completely ready and while still planning and designing, proved challenging

• Can be challenging to find the right partners; may have to build

• Partner NGOs have limited capacity; need for explicit requirements

• Reducing implementation cost through systems and repeatable processes critical to managing program success

• Developing marketing/outreach plans and sharing resources throughout the network important to success

• Communications plans critical as early as possible due to the level of coordination required

• Leveraging existing resources and ‘kitting’ materials on the program keys to reducing cycle time and improving quality of rollouts

• The model works!

Learnings

The TechSoup Global Network is a sustainable, cross-border network of partner NGOs serving 33 countries.

United Kingdom

Russia

Mexico

Donation Programs: Australia, Belgium, Botswana, Brazil, Bulgaria, Canada, Chile, Croatia, Czech Republic, Egypt, France, Germany, Hungary, India, Ireland, Italy, Japan, Kenya, Hong Kong, Luxembourg, Mexico, Netherlands, New Zealand, Poland, Romania, Russia, Slovakia, Slovenia, South Africa, Spain, Sweden, Taiwan, United Kingdom, United States.

Today, TechSoup Global’s international programs provide tools and resources to organizations across five continents.

• Users in 190 countries visit TSG sites and participate in its online communities.

• Monthly NetSquared events in 78+ cities in 25 countries worldwide.

Partner Profile: National Forum for Voluntary Social Work, TechSoup Sverige

Partner Profile:• Founded 1993• Annual budget of

$1.5M• 9 full-time employees,

5 part-time• Platform for the

exchange of knowledge & volunteering

• Focused on Sweden, but excellent network within the EU

End recipient: Remote Access Proves Critical to Cystic Fibrosis Association of New Zealand

“I’m working from home today because of the earthquake and that’s only possible because of Small Business Server 2003 and Office Professional Plus 2007 that we received from Microsoft and TechSoup. It’s a huge boon for our organization, allowing the CEO and fieldworkers access to our data when they’re away from the office.”

Cystic Fibrosis is NZ's most common life-threatening inherited disease and the CF Association is the only national organization dedicated to all aspects of the condition.

NetSquared originated in 2005 to address the opportunities of Web 2.0 for nonprofits and by 2006 its NetTuesday meet-ups were expanding to other cities

NetTuesday Organizer Network

NetTuesdays: A model to enable local groups to meet, share, collaborate, and create social change

• Volunteer, Activist Led• Freedom to develop organically

and discover results

• Hyper-local; face-to-face• Sustainable

Partner model requirements:

Today, NetSquared Locals are held in 78 cities in 25 countries connected to an active online community of 27,300 members

Founding President and CEO of i-Vission International; an International NGO with headquarters in Douala Cameroon.

The mission of the organisation is to empower computer literacy and break the digital divide between the North and

the South.Graduate, holder of a Certificate on Conflict Analysis from

the United States Institute of Peace (USIP) and Information System Engineer by profession.

Excel is convinced that we are in the information age, and whosoever is not informed is deformed. He is motivated

and dedicated in empowering people with the ICT. His top priority for 2009/2010 is to setup a network in Cameroon,

to combat cyber crimes.

In a nut shell, Excel will like to meet new people and organisations who have the ambition to live in a more

secure and just world, and possess the required passion to make it happen.

Douala, CameroonAsama Abel Excel

Chicago, IL, USAJustin Massa

Justin's time is split between NetSquared.org (where he is the

Program and Technical Coordinator) and MoveSmart.org (where he is the executive director)). MoveSmart.org,

which he co-founded, is a start-up organization dedicated to fostering

vibrant and diverse neighborhoods by empowering housing seekers through technology to move to opportunity. Justin is a member of the National

Advisory Board of NeighborScapes, the Reader's Bureau of the Chicago

Reporter, and the Program Committee of the Community Media Workshop.

He is also a co-convener of Chicago Net Tuesdays and helps organize Illinois

Data Exchange Affiliates.

Organizer Profiles

We learned from the successes of NetSquared.

What we did well:– Allowed organizers to be stars– Hands off approach to sponsorships allowed local connections to

be built– Let organizers control the agenda, allowed local relevance

(Cameroon vs D.C.)– Didn’t expect to last forever, location has to own it– Recognized stars from NetSquared challenges and sparked

NetSquared Local

We learned from the challenges of NetSquared.

• We could have provided more tools to the organizers so that we could better measure impact.

• We could have better used our organizational outreach and relationships to help bring visibility to NetSquared.

• We could have created a maturity model for partnerships.

In the article “Scaling Social Impact”, Dees describes three mechanisms for scaling impact.

• Dissemination– Actively provides information, sometimes technical assistance to

others looking to bring an innovation to their community• Affiliation

– Formal relationship defined by an ongoing agreement to be a part of an identified network.

• Branching– Creation of local sites through one large organization.

Source:

Scaling Social Impact

Dees, Battle Anderson and Wie-skillern

Stanford Social Innovation Review, Spring 2004

Mechanisms for scaling impact

Dissemination

Affiliation

Branching

Source: Dees, Battle Anderson and Wie-skillern, 2004

Resources

Degree of Central Coordination

TSG began by scaling its impact through two mechanisms

TechSoup Global Network

NetTuesday Organizers

Resources


Dissemination

Affiliation

Branching

And TSG continues to scale and evolve its model

Fundacja TechSoup

GuideStar InternationalResources


Dissemination

Affiliation

BranchingTechSoup Global Network

NetTuesday Organizers

GuideStar International Partners

Contribution Economy: Spotlight on Romania

• Collaboration with Cisco Networking Academy for IT Mentor Program throughout Romania

• Donations program

• Computer Refurbishing Program

• NetSquared Locals and social media trainings

• Indigenous volunteering and philanthropy programs

• Exploring mobile phone donation platform

Current challenges and opportunities

• Providing support/Managing expectations• “Marrying”/Rationalizing both programs• Branding

Implications for Board roles

• Promote experimentation• Focus on requirements for choosing the right model• Help think about sustainability options

– Earned income models– Funding– Low investment

• Tolerate failure as an opportunity to learn• Encourage open discussion and honest assessment

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