Optimize Relationships

CAP DB Final Report

Adam Bonville

2

Overview

• Objectives

• Results

• Research Analysis

• Conclusion

3

Objectives

Collect Data• Call/E-mail

maximum number of prospects

• Add new software-in-use accounts

• Update current accounts

Analyze Current AMS Market

• Understand prospect behavior

• Identify current trends in the industry

Provide Sales Team with Insights

• Provide current market landscape

• Updated grading scale for prospects

4

Survey Questions

1. 2. 3.

Vendor & Product? Last Year Upgraded?

• Business Intelligence?

• Meetings & Events?

• AMS?

• Fundraising?

• Mobile?

• PSN?

• Digital Content Delivery?

• Certifications?

• Abstracts?

5

Research ResultsCalls

- 2,760

calls made-

38% of

prospects contacted

E-mails-

7,198 e-

mails

sent

- 3 blasts to all prospects

- 100% of prospects contacted

- 329 accounts updated

- Added 679 new

software’s in use

6

Responses

Staff Size

• 10-75: 94• 75-150: 26• 150-250: 5• 250+: 23

Revenue

• 0-2.5: 50• 2.5-5: 24• 5-10: 35• 10-20: 23• 20+: 16

Grade

• A: 9• B: 54• C: 39• D: 33• N/A: 13

Type

• Prof. Society: 27• Trade Org: 23• Labor Union: 1• Fundraising Org:

10• Community Org:

3• N/A: 85

Classification

• 501(c)(3): 72• 501(c)(4): 2• 501(c)(5): 7• 501(c)(6): 51• 501(c)(7): 1• N/A: 15

*in millions

7

Modules

0%

10%

20%

30%

40%

50%

60%

70%

80%

90%

100%

131 82 68 60 53 58 47 34Given AMS, What Other Modules?

8

ModulesSystems Delivered Through AMS

131 8268 58 534734

Meetings & Events Certifications Fundraising Digital Content Delivery Abstracts Mobile Business Intelligence PSN0%

10%

20%

30%

40%

50%

60%

70%

80%

90%

100%

NoYes

60

9

AMS Market Share

N = 132

31% of our customers in this range

What it Means• Many players in the

small staff market (25)

*based off prospects only

Members Only Software, Inc.1%

Zoho1%

Aptean1%

Parent Square1%

Euclid Technology1%

PetPoint1%

Wild Apricot1%

Rapattoni1%

MemberClicks, Inc.1%

Salsa Labs1%

DonorPerfect1%

Shelter Buddy1%

NimbleUser2%

MemberSuite2%

Salesforce2%

YourMem-bership

3%

Weblink In-ternational,

Inc.4%

Fonteva4%

ProTech As-sociates, Inc.

5%

Blackbaud5%

Altai Systems, Inc.5%Microsoft

Corporation5%

ACGI Software7%

Aptify9%

Avectra, An Abila Company15%

Advanced Solutions Interna-tional23%

10-75 Staff

10

AMS Market Share

*based off prospects onlyN = 33

23% of our customers in this range

What it Means:• Less competition in the

large staff market (14)

200+ StaffThe Active Network, Inc.

3%

MemberClicks, Inc.3%

Centu-ryLink

Technology Solutions (Formerly

Named Savvis)

3%

Aptean3%

DAXKO3%

ACGI Software

6%

Advanced Solutions Interna-tional

6%

Salesforce6%

Applica-tions Re-

search6%

Altai Systems, Inc.9%

Microsoft Corporation9%

Blackbaud12%

Avectra, An Abila Company15%

Aptify15%

11

How Recently Were AMS’s Updated?

4%5%

12%

22%57%

*calculated based on prospects whose data was collected this Summer

25%

8%

18%

30%

20%4+ Years Ago

3 Years Ago

2 Years Ago

1 Year Ago

Year of

2014 Data: 2015 Data:

N = 102 N = 81

12

Updating the Grading Scale

How prospects are graded

•Revenue•Staff Size•AMS in use•Last Year Upgraded

Value Per Category

•0-100

Scale•A•B•C•D

13

Updated Grading ScaleA 1000

B 1000

C 1000

D 1000

A 1000

B 1000

C 1000

D 1000

2014: 2015:

N/AA 1N/AB 2N/AC 3N/AD 8

AB 9BC 31CD 14

Changes from last year:

What it means:• Added 14 new prospects

to radar

• Narrowed down number of A and B prospects

• Dropped rank of 54 prospects

14

Most Importantly!

Constant Updating

Continued Attention

15

Appendix

DAXKO4% Fonteva

4% ProTech As-sociates, Inc.

7%

Blackbaud7%

ACGI Software

11%

Altai Systems, Inc.11%

Advanced Solutions In-ternational

11%

Microsoft Corporation

11%

Avectra, An Abila Com-

pany18%

Aptify18%

$30mil+Association Voice

1%Members Only Software, Inc.

1%Salsa Labs

1%Oracle

1%MemberClicks, Inc.

2% NimbleUser2%

Weblink In-ternational,

Inc.2%

Applications Research

2%

MemberSuite2%

Altai Systems, Inc.4%

ProTech As-sociates, Inc.

4%

Salesforce4%

Fonteva5%

ACGI Software6%

Blackbaud7%Microsoft Corporation

7%

Aptify10%

Avectra, An Abila Company

14%

Advanced Solutions In-ternational

27%

$2.5 - 15mil

16

Appendix