Making the Most of your Board, Session Three: Involving Your Board in Fundrai...
GuideStar Impact Call February 23rd, 2015
1. GuideStar Impact Call
Y e a r E n d R e s u l t s R e p o r t i n g
A look at 2014 and preview of 2015
Live Tweeting: #GSImpactCall
2. AGENDA
Theory of change
Programmatic results
Financial results
Lessons learned
2015 goals
Q&A
Jacob C. Harold
James Lum
#GSImpactCall
Mizmun Kusairi
3. Please suggest questions throughout the
conversation.
We’ll answer as many as we can.
Next Impact Call:
Monday, May 11, 2 pm ET
http://npo.gs/impactcall6
5. DATA
DISTRIBUTION
DATA
COLLECTION
DATA INNOVATION
GuideStar’s Theory of Change
Quantity
MORE GIVING
Quality
SMARTER GIVING
Efficiency
LESS WASTE
Effectiveness
HIGH
PERFORMANCE
IMPACT
Donors Nonprofits
Trust in
nonprofit
sector
Donor
decisions
influenced by
data
Supportive
policy
environment
Simplified
fundraising
systems
Greater
collaboration
Fast learning
among
nonprofits
Broad and deep
information on nonprofits
New mechanisms for
feedback and learning
Interconnected data
systems
1 2 3
13. 1. No longer including "in progress" forms in this measure.
HISTORIC HISTORIC CURRENT GROWTH GROWTH
Description Q4 2013A Q3 2014A Q4 2014A QoQ YoY
GuideStar Exchange
Participants1 36,110 39,771 41,053 3.2% 13.7%
Gold 2,047 4,403 5,122 16.3% 150.2%
Silver 22,319 22,287 22,103 -0.8% -1.0%
Bronze 11,744 13,081 13,828 5.7% 17.7%
1 Data Collection
14. 1. Unique Users – Total number of unique visitors to www.guidestar.org during the specified
quarter. This does not include Hosted Solutions traffic.
2. Data channels include customers of the following products: DonorEdge, Hosted Solution,
GPP, and API customers
HISTORIC HISTORIC CURRENT GROWTH GROWTH
Description Q4 2013A Q3 2014A Q4 2014A QoQ YoY
Unique Users 1 1,746,658 1,801,350 1,859,475 3.2% 6.0%
GuideStar Data
Channels2 NA 155 184 18.7% NA
2 Data Distribution
16. Disclaimers
• Numbers are preliminary and unaudited
• Safe Harbor disclosure:
Historical results are not necessarily indicative of future
results. All forward looking statements contain known
and unknown risks that may result in future results that
are materially different from historical results.
16#GSImpactCal
l
19. Weak Year End Balance Sheet
$1,410k
($1,048k)
$1,629k
($668k)
$2,476k
$258k
$1,585k
($309k)
($2,000k)
($1,000k)
$k
$1,000k
$2,000k
$3,000k
Cash Unrestricted Net Assets
2011
2012
2013
2014
20. 2015 Financial Outlook
Revenue +20%
• Strong support in Transformational Capital campaign
• Q4 signs of growth in Product Sales
• Revamped Membership already attracting growth
Expenses +12.5%
• Run-rates leveling off
• FY Expenses ~$1.4M more than PY
Cash Flow and Operating Income
• ~$500k cash flow and operating income
• Strengthen balance sheet
• Reflects investment phase
24. 2015 Goals
Enhance quality of GuideStar products
Expand data collection
Deepen engagement with stakeholders
Secure financial strength to fuel
innovation and growth
Foster a data-driven learning culture
A N N U A L O R G A N I Z AT I O N A L O B J E C T I V E S
#GSImpactCall
29. GuideStar by the Numbers
2 0 1 4 D ATA , C A L C U L AT E D J A N U A R Y 2 0 1 5
2.5B PIECES OF DATA: Includes 8.2 million image files
2.4M ORGANIZATIONS: Includes 1.7 million 501 (c)(3)s
87,000+ SOCIAL MEDIA FOLLOWERS
~7.2M UNIQUE USERS: Use GuideStar data every year
6.6M+ UNIQUE USERS: To GuideStar.org every year
12M+ VISITS: On guidestar.org every year
115 FOUNDATIONS MEMBERS
73 STAFF: One of the most robust business development teams in the sector
37,500 CONVERSATIONS WITH NONPROFITS: Every year
30. GuideStar by the Numbers
2 0 1 4 D ATA , C A L C U L AT E D J A N U A R Y 2 0 1 5
~959,000 EMAIL LIST: May be strongest broadcast mechanism to the sector
160 ORGANIZATIONS: Who use GuideStar’s data on their own platforms
107,463 NONPROFITS: That have taken the time to directly give us additional data
26M API HITS
7,000 MEDIA PLACEMENTS: Earned every year, reaching more than 32 million people
213K NEW REGISTRANTS
544K ACTIVE REGISTERED USERS IN 2014
~1M ACTIVE REGISTERED USERS SINCE 2012
9,422 PRODUCT TRANSACTIONS IN 2014
99.94% OF USERS ACCESS GUIDESTAR’S DATA FOR FREE
33. For internal monitoring, learning, and decision-making.
Now an aligned excerpt of “top 10” annual OKR metrics to track
Organizational Dashboard
CURRENT
Q4 2013A Q3 2014A Q4 2014A Q4 2014E
Monthly
Trend Accountable Comments
ENHANCE quality of GuideStar products
New Registrants 46,223 56,940 56,820 50,000 (0.2%) 22.9% VP Products
Renewal Rate
Direct Sales (annual) 77.5% 86.4% 87.9% 72.0% 1.7% 13.4% VP Ops
E-Commerce (monthly) 67.2% 76.3% 74.2% 85% (2.8%) 10.4% VP Products
E-Commerce (annual) 75.4% 76.1% 74.6% 85% (2.0%) (1.1%) VP Products
Membership (annual) 87.1% 92.3% 92.0% 95% (0.3%) 5.6% CFO
GuideStar Exchange Participants 36,110 39,771 41,053 50,302 3.2% 13.7% VP Products We were unable to roll-out our new user interface designs
for GX as planned, and it will be a focus in Q1.
GuideStar Platform Partners NA 155 184 NA 18.7% NA VP Products
DEEPEN engagement with stakeholders
Community Platform Participants 1 NA NA NA NA VP Products New metric - % of registered Jive users actively participating
SECURE financial strength to fuel innovation and growth
Pipeline (next quarter)
Direct Sales NA $1,562k $1,464k $1,515k (6.3%) NA VP Ops Still working on a better way to manage transactional
opportunities and identify larger opportunities
Membership NA $276k $296k $216k 7.0% NA CFO
Unrestricted Grants 2
NA NA NA NA NA NA CFO To be discussed at the board meeting
Revenue
Direct Sales $1,234k $1,126k $1,328k $1,209k 18.0% 7.6% VP Ops
E-Commerce $656k $734k $726k $626k (1.1%) 10.6% VP Products
Membership $180k $182k $255k $300k 39.7% 41.4% CFO 10% increase in full-year revenue. Q4 variance due to
combination of both earlier payments and additional
renewals expected Q1 2015.
Unrestricted Grants $526k $0k $833k $1,200k NA 58.4% CFO Grants process longer than expected
Monthly Recurring Revenue 3
NA NA NA NA NA NA
VP Products New metric - Total revenue received from recurring
subscriptions
Months of Cash 2.6x 1.4x 1.4x 2.6x 0.0% (46.2%) CFO To be discussed at the board meeting
FOSTER a data-driven learning culture
Staff Satisfaction (eNPS) NA 0.0% 11.0% 40.0% NA NA VP Ops Morale fell 12% from 1st survey and overall participation
down 14% In 2015, we are experimenting with survey
design, timing and feedback to staff to increase both
participation and the eNPS.
Notes
1. The Jive community platform is slated to be launched in Q1/Q2. Only then will we be able to measure participation. Exceeding or within 5% of target
2. Unrestricted Grants pipeline will be added in Q1 when process is entered into CRM Between 5% and 10% of target
3. Monthly Recurring Revenue will be measured beginning in Q1 Greater than 10% off target
This was expected as we were focused on other activities.
We are focusing on this number in 2015.
HISTORIC TARGET Growth
vs. Last Qtr
(QoQ)
Growth
vs. Last
Year (YoY)
34. Impact Dashboard provides external stakeholder communication on
our progress on our defined theory of change
Coming soon - enhanced Impact Dashboard
• Represents our logic
model –GuideStar’s
activities and outcomes
• Proxy measures include:
• Widely available info:
# data partners, #
API hits
• Standardization: GX
and Simplify rate of
adoption
• Feedback loops:
Great Nonprofits-like,
Philanthropedia
• Also include external
sector measures from
$4G (% research comps),
Giving USA (annual
giving $)
Editor's Notes
Here are the things we want to cover today. Let’s dive in.
GS’ work:
GuideStar 2020
2014 operational results
GS’ finances:
2014 financial results
Here are the things we want to cover today. Let’s dive in.
GS’ work:
GuideStar 2020
2014 operational results
GS’ finances:
2014 financial results
We removed Profile Update Ratio as it was not a good indicator Exchange activity. This may be re-introduced at a later date as a refined calculation.
We launched the demographics (diversity data) page in October, and have had 800 participants since. Those could be previous participants of any level, or they could be new to the GX.
Unique Users – Total number of unique users on GuideStar’s site for the specified quarter. This does not include Hosted Solutions users.
Data channels include customers of the following products: DonorEdge, Hosted Solution, GPP, and API customers
Simplify Rate of Adoption is a new metric aimed to measure the overall adoption of the Simplify “standard”. We still have research to do to determine the potential market population. We expect to have this in time for the next Impact call.
Additional Metrics – Data Innovation
Feedback Loops – Working on a more robust strategy surrounding both peer and beneficiary feedback
Peer feedback – Looking at the Philanthropedia badge rate of adoption as a proxy feedback loop indicator – Look at feasibility of crawling organization sites to look for the widget to determine count. Also, annual survey to the NPOs.
Beneficiary feedback – Root cause, give back. Still need more work in this area. Evan had discussions with Fund for Shared Insight about how we can best support collecting beneficiary feedback about npos.
External Sector Metrics – Select metrics to be included from Money For Good and/or Giving USA – Total volume of charitable contributions from Giving USA.
Here are the things we want to cover today. Let’s dive in.
GS’ work:
GuideStar 2020
2014 operational results
GS’ finances:
2014 financial results
JAMES
JAMES
JAMES
JAMES
Here are the things we want to cover today. Let’s dive in.
GS’ work:
GuideStar 2020
2014 operational results
GS’ finances:
2014 financial results
Grant Anchors Transformational Capital Campaign to Fund Next-Generation Data Infrastructure for Nonprofit Sector
Here are the things we want to cover today. Let’s dive in.
GS’ work:
GuideStar 2020
2014 operational results
GS’ finances:
2014 financial results
Here are the things we want to cover today. Let’s dive in.
GS’ work:
GuideStar 2020
2014 operational results
GS’ finances:
2014 financial results
Closing thought
Here are the things we want to cover today. Let’s dive in.
GS’ work:
GuideStar 2020
2014 operational results
GS’ finances:
2014 financial results
2.5B (2.3B) PIECES OF DATA: Includes 8.2 (7.7) million image files
+200M pieces of data and +500,000 image files
2.4M (2.2M) ORGANIZATIONS: Includes 1.7 (1.5) million 501 (c)(3)s
+200,000 orgs and 200,000 501 (c)(3)s
87,000+ (71,000) SOCIAL MEDIA FOLLOWERS
+15,000 social media followers
~7.8M (~7.2M*) UNIQUE USERS: Use GuideStar data every year
(guidestar.org + DonorEdge + Hosted Solutions)
+600,000 unique users*
*= adjusted Yahoo figures
12M+ (11.4M*) VISITS: On guidestar.org every year
+600,000 visits*
*= adjusted Yahoo figures
115 (115) FOUNDATIONS MEMBERS
No change
73 (72) OUR STAFF: Includes one of the most robust business development teams in the sector (Staff includes FTEs, PTEs, fellows, and others)
1 additional staff member
37,500 (35,000) CONVERSATIONS WITH NONPROFITS: Every year
+2,500 additional conversations
~959,000 (~721,000) EMAIL LIST: Our combined email and e-newsletter list may be the strongest broadcast mechanism to the nonprofit sector
+238,000 emails
160 (110+) STRUCTURAL PARTNERS: Who use GuideStar’s Data on their own platforms
+50 new partners
2.5B (2.3B) PIECES OF DATA: Includes 8.2 (7.7) million image files
+200M pieces of data and +500,000 image files
2.4M (2.2M) ORGANIZATIONS: Includes 1.7 (1.5) million 501 (c)(3)s
+200,000 orgs and 200,000 501 (c)(3)s
87,000+ (71,000) SOCIAL MEDIA FOLLOWERS
+15,000 social media followers
~7.8M (~7.2M*) UNIQUE USERS: Use GuideStar data every year
(guidestar.org + DonorEdge + Hosted Solutions)
+600,000 unique users*
*= adjusted Yahoo figures
12M+ (11.4M*) VISITS: On guidestar.org every year
+600,000 visits*
*= adjusted Yahoo figures
115 (115) FOUNDATIONS MEMBERS
No change
73 (72) OUR STAFF: Includes one of the most robust business development teams in the sector (Staff includes FTEs, PTEs, fellows, and others)
1 additional staff member
37,500 (35,000) CONVERSATIONS WITH NONPROFITS: Every year
+2,500 additional conversations
~959,000 (~721,000) EMAIL LIST: Our combined email and e-newsletter list may be the strongest broadcast mechanism to the nonprofit sector
+238,000 emails
160 (110+) STRUCTURAL PARTNERS: Who use GuideStar’s Data on their own platforms
+50 new partners
Plans for Q1 - We will also explore using data visualization (Tableau) to aid in the understanding and interpretation of the metrics within the dashboard.