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Business intelligence: donor management software changing the way nonprofits coordinate efforts.


You would think that if someone adopts a dog or cat at a shelter that the organization would immediately know if that person was also a donor. But that wasn't the case for an organization in the Midwest.

The organization changed its software and now coordinates information between departments. "For the first time they will know when a donor adopts a dog because their donors, adopters, volunteers, service providers and the people who drop off stray animals all reside in the same system," said Keith Heller, principal at Heller Consulting which is implementing Common Ground for the animal welfare organization. Heller has operations in Berkeley, Chicago and New York.

The systems used to be called donor management software. Now, it's a business intelligence solution. It sounds complicated, but it's really just the same software, with upgrades and new delivery methods.

"This echoes what's going on in the business world, with a movement from merely tracking data to an emphasis on using it strategically to make business decisions," said Lauta Quinn, executive director at technology nonprofit Idealware in Portland, Maine. "It's a useful mentality for organizations to have--to ensure that they're tracking and then actually using the data that will help them decide how to fundraise most effectively."

But, the phrasing can be misleading. "I don't know that the vendors who talk about 'business intelligence' actually provide a lot more features to help with this, though. Rather, they're trying to position donor management--correctly, I think--as a strategic tool, that organizations should invest in," she said.

Sharon Burns, chief information officer at the John D. and Catherine T. MacArthur Foundation in Chicago, spends her day making software talk interdepartmentally. She believes that successful technology initiatives solve business problems. The challenge is providing what everyone in an organization needs to know.

"It is difficult to implement good technology solutions without knowing the goals of the organization. Cost containment goals are fundamentally different from the desire to be perceived as the leader in a field. While both goals are not mutually exclusive, it is important for the technology group to know the organizational goals to design successful technology projects," said Burns.

"Because of its unique status as a private foundation, the MacArthur Foundation does not engage in fundraising. We do, however, use donor management software to track our outreach activities. Direct marketing has been using business intelligence software for years to track the success of various online market initiatives and to identify new segments for additional revenue generation," she said.

With adequate investment in people and software, nonprofits can learn from the success direct marketers have realized by implementing business intelligence software, said Burns. "Where traditional donor management software provides tracking for simple donations, pledges, memberships, memorial and annual donations; donor management software with business intelligence functionality can help identify new strategic opportunities for fundraising," she said.

Where traditional donor management systems provide for passive measurement of donations, donor management systems, with a business intelligence component, can provide tools for analysis of donations to identify segments of donors where donations might be falling or increasing, depending on the donation messages being delivered, Burns said.

This is going to take more than money. "The new business intelligence software tools for donor management require a new skill set and strategic focus by the group tasked using them to generate increased donations," she said.


Delivery and use of donor management systems is also dramatically changing with the advent of cloud computing, open-source software, and the software-as-a-service (SaaS) model where the software resides at the vendor.

According to Idealware's Quinn, "There certainly is a growing trend towards SaaS solutions. It's a low maintenance option that can work really well for nonprofits especially those without a big IT infrastructure. Bur there will always be organizations that prefer to have their system installed in-house--perhaps because they want to integrate it in complex ways with other systems, or they have special concerns around the privacy of data. And installed systems are often cheaper in the long run if you have the IT infrastructure to support it. Installed systems aren't going away anytime soon."

Burns said that the issue is not the cost of software but cost of system upgrades to handle new bells and whistles, as well as IT staff costs. "As I look at controlling costs and the size of the IT support staff, I have relied on cloud service providers to provide high-quality software to our staff, and control my software maintenance costs. In evaluating software products, application service providers (SaaS and cloud) is always our first choice because I'm able to provide the service and not add to my internal software support FTE cost," said Burns. "We choose off-the-shelf software second and only develop custom applications when our business needs dictate a custom solution."


Despite the fact that the software resides elsewhere and that vendors are updating the interfaces so that users find them easier, the software is not yet idiot-proof. "I don't think you'll ever be able to make a donor management system idiot-proof. Fundamentally, they can help you manage a fundraising process, but they can't replace the need to establish sensible procedures and then to actually follow them," said Quinn. "There will always be opportunities to enter terrible data, categorize data ineffectively, or run misleading reports."

The leading software providers have spent millions of dollars on product upgrades. Here are some of the highlights:

Access International within the past few weeks has released version 7.6 of its Enterprise product. Ir also rolled out two new modules, DonorLink and WebServices.

DonorLink allows donors to view their account, gift and payout information online. Users can send emails to donors, including acknowledgements. WebServices allows sites to integrate third-party or in-house applications with Enterprise. Users can query, updata and delete Enterprise data through the system.

There have also been updates to the Enterprise CRM module, which unites the features and functionality of two applications, Enterprise and Microsoft Dynamics CRM. Users can now update in real time the Enterprise application running in conjunction on the backend.

Advanced Solutions International (ASI) unveiled a toolkit for its iMIS 15.1 product. Calied iCreate, it's a suite of tools for tailoring and extending iMIS without affecting the product upgrade path. The toolkit allows iMIS users to fix and match the functionality of iMIS and blend it with custom html or external Web applications, such as RSS feeds, blogs, and widgets, to create a unique Web experience for donors, staff, and other users.

"The cool thing about iCreate is that it uses the same functionality as our Web Content Management system which means you can create custom iMIS screens that are Web pages just like you would create a custom Web page using a typical CMS," said Edward Wendling, director of marketing at ASI.

"The pages can be donor/customer or staff facing. So you can really take iMIS functionality and mix it in with Web content display it for different audiences," he said.

Amergent has added several bells and whistles to its newest version of Portfolio. Portfolio V5 is a complete re-write of the software "from the foundation up," said Mark Connors, vice president at Amergent.

Portfolio is offered as both a Web-based SaaS product or as an in-house installation. It has a new user-friendly interface and a multi-level, role-based security system. User dashboards summarize data and the campaign management tools support multi-channel efforts (mail, email, phone and Web).

Among Portfolio's contact management functions are calendaring, tickler file and pre-defined cultivation tracks. There is also document and file attachment at multiple levels of the donor record.


The program has an automated caging import function to support data import from remittance processing equipment and/or third-party caging companies. There is also fulfillment functionality for premium fulfillment.

Blackbaud during the past few mouths has announced several updates to its numerous product offerings. Blackbaud and PayPal launched BlackbaudNow, a point-and-click Web site builder with secure donation processing and the ability to send emails and record donors' giving histories.

"More than 100,000 nonprofits already use PayPal for payment processing," said Glenn Lim, general manager of alliances and non-retail payments for PayPal.

This past June, Blackbaud unveiled ResearchPoint by Target Analytics, which is designed to help identify, target, and cultivate potential major and planned giving donors. Delivered through a SaaS model, ResearchPoint combines public data with constituent information from a nonprofit's database, building a complete view of prospects. Target Analytics is a division of Blackbaud based in Massachusetts.

Blackbaud NetCommunity Grow is a new quick-deploy SaaS offering that includes nonprofit Internet strategy planning services and ongoing support. It is targeted at nonprofits that are ready to use richer online marketing and communications, but may not have the resources or expertise in place to make such a Web site come to life.

The company also made upgrades to the Sphere program it acquired when it bought its online competitor Kintera. The solution now provides national nonprofits the flexibility to mirror their operations, whether centralized or decentralized, in a way that supports business operations, said Rich LaBarbera, senior vice president of Blackbaud Internet Solutions.

According to LaBarbera, the enhanced multi-chapter management structure enables all local account configurations to be administered from a single national login, helps to better manage the creation and control of duplicate records created from online forms and programs, utilizes a single account to optimize organization-wide reporting, including financial reports and fund allocation across entities, and leverages a single account to promote more efficient national e-marketing campaigns.

Click & Pledge's Trio program now includes three modular online fundraising applications: a payment system, a choice of donor management systems, and a Web site/social networking component. An open application programming interface (API) allows for integration of the three modules and the ability to integrate it with other programs.

The payment system is the core of the program. It accepts major credit cards and can hold unlimited custom payment pages, an online store, membership registrations, IRS receipts, create tickets/name badges, direct deposits, database/reporting, foreign currencies and multiple languages.

Users of the donor management system can choose, SugarCRM or CMCRM to manage donor information/contributions, target prospects, share information and create reports. Third-party integration includes, Twitter, Constant Contact, Mail Chimps, widgets, forms, tickets, receipts, name badges, currencies, languages, tax deductable calculation, database/reporting, discounting and creation of viable applications.

Convio's online marketing suite now has "multicenter" which allows multi-affiliate organizations to manage relationships and communications at the local, regional and national level so supporters don't get inundated because the multiple chapters or affiliates aren't sharing data.

Participant center is also improved, allowing the donor/fundraiser to more easily manage the relationship with the organization, empowering them to update information so that the organization does not have the administrative burden. Convio's online marketing suite is integrated with Common Ground CRM to manage all relationships.

"Our focus has been to work with nonprofits to build a system that allows them to develop meaningful relationships with all types of constituents, not just donors," said Tom Krackeler, vice president, Common Ground. The product allows users to access, share and derive value from their constituent information, regardless of how each constituent chooses to show their support. "Fully integrated volunteer management capability is a key ingredient for a comprehensive nonprofit database," he said.

Built and delivered natively on's platform, it leverages cloud computing to deliver a SaaS product that easily integrates with other open systems, including Convio's fundraising applications. has updated two of its nonprofit software offerings. The first is a partial rewrite of ebasePro 2.20, to be used with current versions of FileMaker Pro.

ebasePro is built on FileMakerPro. It can cross-platform into a mixed environment (Macs or PCs). It can be used as a standalone database or in a server-client environment with multiple users. Versions of ebasePro 2.80 are expected to be available as a free download.

ebaseClassic 1.03 is being updated to run in currently available versions of FileMakerPro. A refresh of Classic's appearance has been implemented to make it more contemporary.

eTapestry, a division of Blackbaud Inc., launched two new fundraising modules, eTapestry Cart for online retail and eTapestry Personal Fundraising, a viral tool empowering constituents to raise funds on a nonprofit's behalf. Both tools are part of the eTapestry on-demand fundraising program.

"Our Personal Fundraising and Cart modules bring the sophisticated Internet fundraising tools larger organizations have found success with, to nonprofit organizations of all sizes in a simple to set up, simple to use format," said Jay Love, eTapestry's chief executive officer.

eTapestry Cart allows organizations to sell products with shopping cart functionality, separating donations from purchases. eTapestry Personal Fundraising is a viral fundraising module that uses the Internet and email to encourage constituents to raise funds for a nonprofit organization, leveraging their networks of contacts with personal fundraising Web pages.

Both modules tie directly into the existing eTapestry database so all the transactions are secure and recorded on the constituent record within a nonprofit's database. The process can help organizations continue to grow their fundraising revenue while recording accurate and real-time data on each donor they have, said Love.

The modules are added to eTapestry's BlackbaudNow product that allows groups to publish their own Web site and accept donations and is tied in to online processing provider PayPal.

Fund E-Z has launched a donor management program that sits on top of its popular fund accounting program. Groups can track individuals and organizations, households and their members and employer/employee relationships by entering unlimited addresses, telephone numbers, and emails for each donor, with user-defined mailing defaults.

Demographics such as gender, marital status, birth date, anniversary date, number of children, household role, solicitor, attributes can be tracked. It's fully integrated with real-time updating to FUND E-Z accounting without any extra steps.

Heritage Designs has joined the online battle with release of its third product "MatchMaker FundRaising Software Online, which is accessed through the Internet without the expense of extra hardware. It is added to Heritage's PC-based products" MatchMaker FundRaising Software Standard and MatchMaker FundRaising Software Enterprise.

MatchMaker FundRaising Software Online can be accessed from anywhere, has unlimited access and storage of data at a fixed monthly price, and includes campaign, special event and volunteer management at no additional cost. All upgrades, maintenance, backups and data security are managed and monitored as part of the monthly fee, according to Diana Hoyt, president of Heritage Designs.

Orange Leap, formerly MPower, provides the base software for free and helps charities customize it. According to Randy McCabe, president at Orange Leap, it can be customized "in plain English."

"Systems should actively recognize and classify constituents using the same language and rules as your organization," he said. For example, if you consider a major donor someone who gives $5,000 in a calendar year and group the person as part of the "Founders Club," you should not have to run queries, hack custom fields and create complex codes to translate that into your software.

"The software should automatically recognize them as such the moment they give that third gift that puts them over $5,000 for the calendar year. And the systems should share information in real-time," he said.

Orange Leap is fully adaptable. Any organization can choose the name of every field and define every relationship between those fields, even how the data is displayed. Users can do it at no additional cost with Orange Leap's service consultants, known as "adaptors."

Orange Leap allows users to modify the appearance of end users' screens and manage the data fields that the nonprofit needs or doesn't need. The control resides with the clients' administrators, not with the host. Orange Leap maintains all customizations and modifications through all upgrades.

Sage Software has numerous updates to its Millennium and strategies fundraising technology platform. Releasing later this year, Millennium v7.8 has a new user-interface and usability enhancements. New functionality includes two-way Outlook integration including contacts, circles (one-to-many relationships), and audit trails. Compliance and user-requested enhancements included this time are in the areas of prospect management, HIPPA, and data imports from third-party providers. Additionally, Millennium v7.8 integrates with Prospect Link from Wealth Engine, according to Heather Burton, senior product marketing manager, nonprofit solutions, at Sage Business Solutions.

"We are seeing more adoption of our business intelligence module, Visual Analyzer. As nonprofits' budgets tighten, they are looking for ways to identify new opportunities and increase campaign returns," said Burton.

For Sage Fundraising 50, remote access continues to be a hot topic. The software is used as if it was installed on your local machine--no changes in functionality or features between the applications.

Sage also launched fully managed hosting services for its Sage Fundraising 50. With no need to deploy or maintain a server, hosted Sage Fundraising 50 is intended to minimize an organization's information technology (IT) costs and resources. Sage Fundraising 50 will continue to be available as a licensed software product, but users will now have more choice about how they deploy their fundraising system. released its Nonprofit Starter Pack. Nonprofits can receive up to 10 free licenses and an 80 percent discount on additional licenses. A flexible business application platform, the Nonprofit Starter Pack's customization tends to make it work for medium-sized nonprofits, said Steven Anderson, solutions architect at

SofterWare, developer of DonorPerfect fundraising software, released SmartActions automated business rules as part of its Web-based DonorPerfect Online constituent relationship management (CRM) product. SmartActions allows users to set up workflow procedures that their DonorPerfect Online system will carry out automatically when certain predefined conditions are met.

Utilizing a step-by-step wizard setup, nonprofits can create pop-up alerts and reminders, send emails, enter data into fields, and launch Web sites without programming. All is done automatically, according to Jon Biedermann, vice president of SofterWare. "There is no longer a need for nonprofits to spend thousands of dollars configuring and customizing a fundraising system. With SmartActions, they'll save time by automating fundraising tasks based on their exact specifications. For example, if a gift of $500 or more is entered into DonorPerfect, an email notification can be sent automatically to the development director, and a follow-up call can be set up in the DonorPerfect Online Contact Manager," he said. SmartActions is free to users of the DonorPerfect Online system.

Softrek has redesigned the user interface of its popular PledgeMaker program, which it is now calling ClearView for PledgeMaker. The ClearView technology allows users to personalize desktop dashboards so that each user can customize the program to what they use most. It's a new Web technology that allows users to access donor information in PledgeMaker in an easier and more familiar way.

ClearView Technology features include calendar views with actions and reminders, the ability to export lists into Microsoft Excel and an intuitive user interface users can organize using drag and drop capabilities. One helpful feature is the single-field search that helps to locate donor records despite limited information.

ClearView is fully integrated with PledgeMaker and a variety of programs including calendars, Microsoft Office, Google Maps, PG Calc WealthEngine and Business Objects.

There is a robust library of information panels for inclusion in the workspace and overview page that allows users to select the information and display it in the way users want to see it.

The program includes wizards that walk the user through the process of merging or deleting prospect and donor records. Users can stay on top of the world around them via and RSS Reader panel that brings in news that's important to the user.

StraightForward Software's LifeLine 8 added more features and reports. New fields were added to the constituent record. For example, during the entry of a new individual constituent record, Label Line 1 and 2 are automatically filled in with the name of Person 1 as Label Line 1 and the name of Person 2 (if entered) as Label Line 2. During the entry of a new organization constituent record, Label Line 1 is filled in with the contact name and Label Line 2 is filled in with the organization name. If either of the Label Line fields is filled in, the content of each will be used to form the first two lines of the mailing labels.

Tackle Marketing Group updated its TMG Profile software. The upgrades allow development staff responsible for creating promotions, i.e., direct mail, emarketing, and Web, to use a new Promotion Export module, which provides users with a wider set of values for query and selection. Also, segments can be defined once and are reusable if desired. Prior promotional appeals can be an include/exclude with multiple filters.

TMG Profile's ask amount functionality has been enhanced to assign multiple strings within segments. The regency, frequency and amount historical and current giving pattern by segment provides additional performance data for future pulls.


The updates also include auto populating city, stats and ZIP codes. The firm is also testing new pledge, inventory and membership functions.

Telosa Software has a new campaign module for its Exceed! Premier 7.0 program. "Every nonprofit, regardless of size, does some sort of campaign (annual, endowment, capital). This module will be packaged with Premier which means there will be no additional charge for current clients or any new nonprofit purchasing Premier," Ann E. Troussieux, vice president of national sales for Telosa Software.

Telosa also created an interface with Vertical Response, an email marketing and direct response tool. "We felt they had better customer service and more templates for nonprofits. They also have more comprehensive processes for helping your mailing avoid being labeled as spam. They will offer a nonprofit up to 10,000 emails a month free which seems to really hit home with most folks," said Troussieux.

TheDataBank has made some changes to its Fundraising Module during the past year. A new pledge search feature allows users to select doors based on their pledges. It's on the search menu.

The software's download tool has been expanded to include pledges and relationships as linked tables to allow exporting pledge data for reminder letters or creating custom reports.

The updates also include donor recognition reporting, pledge cash flow projection reporting and a new pledge editing form. The form gives users the option of auto-renewing pledges for a year at a time by setting a renewal date and checking a box "auto-renew." There is also a check box for "auto-pay."

TS Marketing this past June released updates to its DonorExpress Enterprise 5.5 version. Its main menu now is able to show the organization name for groups that are running more than one database in the software.

For those who need color differentiation, the delete button has been renamed Delete Donor and is now in red. The automatic Internal Revenue Service statement has been removed from the bottom of statements but can be manually added.

If a donor has an active pledge, the Donation for Pledge label will be displayed. The updates include numerous reports and links to donor recognition actions. The software also has a standard version and a hospice version.



Enterprise Fundraising and CRM System

Single user, starting at $5,000

Multi user, starting at $6,500

(617) 494-0066



Single user, starting at $3,000

Multi user, starting at $5,000

Additional modules vary

(800) 727-8682



Multi user, starting at $15,000 (5 users)

(800) 480-9015



Multi user, starting at $2,000/month

(800) 370-7500


FastFund Raising Standard

Single user, starting at $299

Multi user, starting at $794

FastFund Raising Premium

Single user, starting at $595

Multi user, starting at $1,090

(800) 746-4037


Blackbaud Net Community

Software license only, starting at


Blackbaud Net Community Grow

Starting at $18,000/year

Blackbaud Sphere eMarketing

Subscription, starting at $2,240/year

Blackbaud Sphere Events

Transaction-based pricing, no software fee

The Raiser's Edge

Software license, starting at $7,000


Single user, starting at $5,500/year

Multi user, starting at $8,000/year

Blackbaud Fundware

Modules starting at $1,295


For up to two users, starting

at $995/year

(800) 443-9411



Starts at $150 per component for set up. There is a fee for payment processing transactions of 4.5% plus 35 cents per transaction.

(866) 999-2542


Common Ground

Single/Multi user, starting at $100/month/user (for the first 10 users)

Convio Online Marketing and Fundraising

Single/Multi user, staring at

$500/month per site

(888) 528-9501



Single user, starting at $8,000

Multi user, starting at $10,000

Donor2 SaaS

Single user, starting at $150/month

Multi user, staring at $250/month

(800) 548-6708



Single user, starting at $150

Additional user, starting at $150

Standard and Hospice

Single user, starting at $650

Additional user, starting at $245

Unlimited site license, starting at $1,800


Single user, starting at $950

Additional user, starting at $350

Unlimited site license, starting at $2,700

(828) 264-2577



Single user, starting at $1,495

Mutti user, starting at $2,495

(888) 722-2033


Fundraiser 360

Single user, starting at $3,500

Multi user, starting at $4,250

(800) 890-3962


Total Info

Single user, starting at $795

Multi user, starting at $1,595

(866) 379-5813



Single user, open source ("runtime"

version of Filemaker necessary)

Multi user, open source (requires Filemaker server and client licenses)



Single user, starting at $0-$236/month, depending on record size

Multi user, starting at $24-$286/month, depending on record size, per additional user

(888) 739-3827


Donor Records

Single user, starting at $1,500

Multi user, starting at $2,300

Donor Records/Nonprofit Starter Kit

Single user, starting at $500

Multi user, starting at $800

(800) 272-3374


Fund E-Z Fund Raising

Single user, starting at $995

Multi user, starting at $1,490

(914) 696-0900



Single user, starting at $149


Single user, starting at $1,200

Multi user, starting at $1,700


Single user, starting at $3,500

Multi user, starting at $4,500

(800) 880-3454


MatchMaker Online

Starting at $250/month

MatchMaker Standard

Single user, starting at $1,990

Multi user starting at $4,245


Single user, starting at $2,790

Multi user, starting at $5,495

(800) 752-3100


Results plus!

Single user, starting at $1,000

Multi user, starting at $4,000

(800) 638-2445


Gift Works Standard

Single/Multi user, starting at $399

Gift Works Premium

Single/Multi user, starting at $699

(888) 323-8766


Orange Leap On Demand

No license fees, support starts at $99 per user per month with price breaks over 20 users.


No license fees, support starts at $99 per user per month with price breaks over 20 users.

The Guru

No license fees, support starts at $750 per data source per year.

(800) 562-5150



Single user, up to 5,000 records, $100/per month

Multi user, 10 users, 100,000 records, $1,000/month

(866) 9-DONOR1


Sage Fundraising 50

Single user, starting at $3,400

Multi user, starting at $4,650 (based on the number of users)

Sage Fundraising 100

Single user, starting at $9,000 (first 4 users)

Multi user, starting at $9,000 ($1,500 for each additional license)

Sage Fundraising 100-Rainbow Edition

Single user, starting at $9,000 (first 4 users)

Multi user, starting at $9,000 ($1,500 for each additional license)


Single user, starting at $38,500 (10 users)

Multi user, starting at $38,500 (based on number of users)

(800) 811-0961


Salesforce Nonprofit Edition

Eligible nonprofits receive 10 donated licenses and 80 percent discount on additional licenses and services


(800) 667-6389


Serenic DonorVision

Single user, starting at $8,000

Multi user, starting at $10,000

(877) 737-3642


DonorPerfect Fundraising Software

Single user, starting at $3,070

Multi user, starting at $4,995

DonorPerfect Online

Single user, starting at $31/month

Multi user, starting at $81/month

(800) 220-8111


PledgeMaker Online

Single user, starting at $350/month

Multi user, starting at $300/month; plus $50/user/month


Multi user, starting at $8,225

(800) 442-9211


Lifeline Nonprofit Management System

Single user, starting at $595

Multi user, starting at $845

(802) 865-0480


TMG Profile

Single/Multi user, starting at $500/per month

Number of users unlimited

(877) 249-1977


Exceed! Basic

Single user, starting at $499

Multi user, call for quote

Exceed! Premier

Single user, starting at $3,095

Multi user, call for a quote

(800) 676-5831


The DataBank

Single/Multi user, starting at $199/month (unlimited users)

(877) 603-0296


Donor Pro

Single/Multi user, starting at $1,500 (unlimited users)

(866) 935-8281

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Title Annotation:SPECIAL REPORT
Author:Clolery, Paul
Publication:The Non-profit Times
Article Type:Company overview
Date:Sep 1, 2009
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