Leveraging Data to Assess & Launch a Capital Campaign

Let's get started. Thank you so much for joining us today. We're gonna spend the next, you know, sixty minutes talking about leveraging data to assess and launch a capital campaign. I know it seems like every single nonprofit you talk to is, you know, somewhere in the throes of either, you know, planning for in the silent phase of or trying to wrap up a a campaign. So I think today's topic is gonna really resonate with folks. So let's get started. If you would take us to the next slide. So you know who you're talking to from the Windfall side today. My name is Marissa Mabie. I'm our director of nonprofit customer success at Windfall and have the fortune of getting to work with many of our nonprofit customers. And, Kyle, would you like to introduce yourself? I would. I'm Kyle Curry, the general manager of the nonprofit team here at Windfall. I've been consulting with nonprofits on their data and technology for about a decade and really love just talking about the different kinds of return on investment that organizations can can make. So happy to have that lens on some of our conversation today. Lovely. And in terms of, you know, where we're gonna go, we are gonna provide a brief windfall overview just because there are some folks, and I can see that are, you know, less familiar with windfall, so we wanna sort of set the scene. But then we're going to switch gears and really talk about how we can engage in data driven campaign execution. So no more campaigns by feel, you know, planning and, execution really driven by data. We're gonna talk about how we can also start to leverage predictive AI to help us during our campaign processes. And then we're gonna talk through some real world Windfall customer examples of how two very different, sized organizations have been able to leverage data to really set up a great foundation for current campaigns. We're gonna wrap things up with a Winfile application demo, and you can see we have time for q and a at the end. But if you have questions as we go, please utilize the, you know, q and a tray in the bottom of your Zoom, and we'll try to, you know, answer them if we can as we go. Otherwise, we'll review questions at the end. One of the questions we also usually get is, you know, are these slides is the recording gonna be available afterwards? And the answer to that is yes. Before we get things really kicked off, though, to get a good sense of, you know, what you all are facing and what's sort of keeping you up at night related to data, we'd love if folks would jump in and answer this first poll. What is the biggest challenge you face with your current wealth data? So we're gonna populate a couple different options here. And, again, you may face multiple of these, but just, you know, click on, you know, the biggest or sort of the gnarliest challenge that you're facing. We've got folks answering here. Probably do about ten more seconds. So lock in your, answers, and then we will share the results with everyone. Alright. Let's end the poll, and we can share the results. So, you know, we see here we've got folks in the audience facing a host of different challenges. There's, like, no one clear answer. So, inaccurate or fuzzy match data is the biggest issue for about forty percent of the folks on the phone. But, you know, following right behind that, we've got folks battling with data that is stale or just updated too infrequently. Right? Maybe missing out on signal, missing out on wealth creation, wealth destruction events. We will talk about that. And then other folks saying, you know, we have a difficult time integrating the data into our CRM. You know? That's that's fair. You know, some CRMs, make it, you know, quite challenging to get new data points in or get updates in. So, we hear you there as well. So let's go and, there we go, provide a brief Windfall overview that's really gonna set the foundation here for the rest of our discussion. Sarah, take us to the next slide. So, you know, our mission at Windfall is to change the way that organizations understand and engage donors. And you may have seen a couple slides ago, we got our start in twenty sixteen. And since that beginning, we have considered ourselves at our core a data company. So we really wanna enable our customers to understand and engage their donors by providing them with a accurate and very up to date dataset that reflects their constituents and allows them to take action on that data. You take us to the next slide. We currently work with more than fifteen hundred organizations. And what really sets us apart, again, at our core being a data company is that we own and continuously update our own proprietary dataset, and it tracks households within the US. And you can see here, we currently have over a hundred and ten million households that are part of this dataset, over a hundred trillion dollars in wealth tracked. And of those a hundred and ten million households, twenty four million of them currently qualify as affluent. That means that they have a household balance sheet, assets minus liabilities, liabilities like mortgage debt and things like that, of a million dollars or more. And so this data, as you can imagine, as you are all here, you know, today to talk about, can be very powerful as you start to plan for and execute, you know, not just general nonprofit fundraising, but specifically within the confines of a campaign. Right? Something that has, you know, a very definite time band, something that, you know, is a very big undertaking. You can see here some of the organizations that we work with in the nonprofit sphere. You know, many of them involved in, you know, campaigns throughout our time working together, and, many of them, you know, also a very differing size. So, you know, we understand even if you're, you know, maybe a smaller nonprofit, you're still engaging in campaigns that are still a stretch, that are still a reach for your team, and there's a fit for you, with Windfall's data and offerings that no matter your level of sophistication and no matter your size. So I mentioned we work with nonprofits, and we really want to empower them with accurate data. We got our start providing just one singular data point to our customers, and that was accurate net worth data down to the hundred thousand dollar figure for every household that matches from their dataset to our proprietary dataset. And that's a really powerful piece of information as you can imagine When you're looking to really understand your full constituency base or understand your potential or set goals, right, you can find your highest value donors and prospects and really stack rank your database. Start to think about building campaign pyramids and prioritizing your overall workflow. Our customers also utilize this data, precise net worth, and our other dimensions of information to better understand existing donors and prospects. And one of the use cases here is helping to find and convert hidden gems. So we like to think about these as folks that are already in your CRM. So you're not trying to go find brand new donors. You already have them. You've captured their interest. You've secured their support, but they just may not be giving in tandem with their ability and their potential. Right? So what we're looking to do here is just change the conversation, maybe move them to different stewardship pathways or move them to more, you know, one on one, like, gift officer portfolio so we can have different conversations with folks based on, you know, not just their past giving, but their potential, right, what this data is telling us they may be capable of. The last area here is engagement. So, you know, we got our start providing back one field of information only. Fast forward to today, we provide back of, I think it's now, fifty five plus fields of information to our customers depending on which, windfall package they have. And these dimensions and information span everything from, you know, temporal time based triggers, like a recent move or a recent divorce that a household, you know, may have gone through, to, you know, interest information around other types of causes the household may support to, you know, really great, you know, major giving signs like trust affiliation or, you know, donor advised fund association. And all of these fields of information triggers we can put together to really create customized, you know, messaging and outreach that's gonna resonate with our constituents and also to really start to segment folks, right, to, you know, send them messaging that is going to peak their interest that is relevant and to send it at the right time. So a bit of a foundation on our platform and some of the pieces that we're gonna talk about here are, you know, everything starts with wealth screening. It's the foundation of any of the additional data work that we do with our customers. And we can do that either by screening CSV files, that customers submit to us into the Windfall application or by integrating with a a list. I believe it's eight, if not ten, CRMs, where, you know, we don't exchange CSV files. We're able to, you know, seamlessly, integrate and screen things in nearly real time. This wealth screening data is comprised of our wealth screening premier, package, which also includes additional triggers, not just around, wealth and interest, but around career intelligence. So really understanding firmographically who do you have in your constituent base, and can those folks open up any sort of, you know, company sponsorship, other levels of, you know, support and conversations for you. Built on top of this foundation of quality data, we also engage in AI driven propensity modeling. This leverages our existing data science infrastructure, data science team, and really helps our customers get precise understanding that, like, yes, you know, knowing who is affluent in the database is is one thing, but we know that not all of those people are likely to make a gift to us. Not all of them are philanthropic. So what this propensity modeling can do is really help us hone in on specific outcomes, specific types of, you know, donors or donations we wanna see, and help us score our existing database on this model and understand not just who's affluent, but who's actually likely to convert so we can then prioritize those folks with our limited resources. We also offer a data link solution, which helps those with multiple databases where, issues really create linkages across those databases, create a three hundred and sixty degree view of a constituent so you understand how someone is engaging with your organization regardless of data silos. No matter what you, engage with at Windfall, pricing is not based on the number of records that you screen, and that is really clutch as we start to think about preparing for, you know, campaign planning and executing on campaigns. Right? The traditional wealth screening model, you were usually limited by number of credits, number of records. You had to do some preselection on who you wanted to screen. So maybe it was just existing donors or maybe it was folks in specific ZIP codes or with a certain level of recency. But no matter what, if you're picking and choosing and not screening everyone, as you can see here, there's definitely going to be folks that you're gonna miss out on that could be great fits, right, to help you, you know, bolster your, you know, campaign or even, you know, make some of your sort of leadership or principal gifts. So we encourage our customers to screen everyone in the database. So don't pick and choose. We have an unlimited sort of all you can eat screening model. So, you know, screen screen everyone. You never know what you're going to find. And, also, continuously update and rescreen folks because wealth creation and destruction events happen very quickly, probably happen while I'm, you know, giving this webinar today. We actually update our underlying dataset and recalculate net worth for all of those households on a weekly basis. So, you know, this means that if you are screening your data with us on a weekly clip, you're able to pick up on all of those latest and greatest signals and developments and, you know, really develop workflows and plans to then act on them and, you know, be really sort of smart about how you're leveraging the data. So I mentioned our career and other sorts of triggers. So what we're seeing on this slide is our list of, wealth screening attributes. So I've mentioned, you know, temporal triggers, triggers like foundation association, nonprofit board member that may be specifically relevant to us as we're planning, you know, for our next campaign and looking to involve folks, you know, very early in the process potentially. And then we see our two newest triggers that are actually part of our Wall Screening Premier package here, donor advised fund and interest in crypto. So there's a lot of great use cases for those that I think Kyle's gonna touch on as we get further into the webinar here, especially around campaigns. And then I mentioned we also provide career intelligence status. This is the other half of the wealth screening premier package. So folks is exact LinkedIn URLs, information that can start us understand understanding who may work for a company that offers matching gifts, who may be someone that we want to engage maybe in a volunteer capacity based on, you know, their job function or sort of where they're working that can really help us out on that front. So it's a great complement to the wealth data and helps us really hone in on not just affluence, but also influence and sort of that network connectedness. So I am going to pass the mic to Kyle, and we are going to get into utilizing this data for campaign planning. Thank you, Marissa, for that, introduction. So what bring what wealth intelligence brings to the table? In the context of a capital campaign, wealth intelligence is really your primary tool for risk mitigation for that campaign. It allows us to move beyond just anecdotal evidence. It allows us to move beyond gut feelings, and especially important when we're setting a campaign goal. By by driving decision making with precise data, we can achieve efficient resource allocation, ensuring that our most experienced gift officers are assigned to the prospects with the highest transformational potential. So this precision is gonna allow frontline teams to time their solicitations perfectly, and that can help match a specific proposal to a donor's actual financial ability and their readiness to give without losing momentum. We're gonna dig in here further. So, the success of a capital campaign is oftentimes hinging on the top of the pyramid. Those are gonna be your key ultra high net worth individuals who provide the foundational gifts for your campaign. Continuous wealth intelligence enables identification of major donors who may be hidden in your database without a with the the those people without a prior giving history, so off of your radar. By personalizing outreach reach based on these real time insights, teams can have a more sophisticated one on one conversation that align our capital needs, with the donor specific philanthropic vision. Let's dig into some of these, benefits on a case by case basis. So number one, identification of major donors. Well screening helps nonprofits identify these individuals with the financial ability to make significant donations. This is gonna enable, teams to focus their efforts on cultivating relationships with these major donors rather than spreading resources thinly across a broad donor base. Number two, personalized outreach. By understanding a donor's wealth profile, and philanthropic interests, nonprofits can craft personalized messages and really unique person to person engagement strategies. This personalization is gonna increase the effectiveness of fundraising campaigns and and really foster deeper connections with donors. And with the the kind of acceleration of AI, it's what donors have come to expect and require as part of the fundraising motion. Number three, efficient resource allocation. While screening allows nonprofits to allocate resources more efficiently, Instead of investing time and money in those broad unfocused fundraising efforts, they can concentrate on donors who are most likely can to contribute the substantial amounts. Number four, strengthen donor and prospect relationships. Wealth screening really providing a lot of insights into donors' backgrounds, and that enables, organizations to build stronger, more meaningful relationships. This can lead to long term support, and it can lead to larger donations over time. And finally, five, enhancing fundraising success. Targeting, high wealth donors, who have that ability, to to, donate can lead to larger donations, which in turn boost overall fundraising success, obviously. This is gonna allow nonprofits to fund more projects and expand their impact, so a virtuous cycle here. Additionally, while we're on this, screen, I wanna, point out, it's important to think about your fundraising holistically and how wealth, screening benefits that. Oftentimes, capital campaign consultants, that you're likely working with for feasibility studies, for campaign execution, they bundle a wealth screening vendor with their services, and it's typically a part of those, feasibility services. This usually is taking the form of a onetime screening of some or all of the database. Organizations don't usually have, visibility into the accuracy of the data or the full scope of the results. It's used primarily to establish strategy for a campaign, but not necessarily incorporated into an organization's regular workflows. It's not broadly shared across different departments, and that's a problem. Because during a capital campaign, your day to day fundraising doesn't stop. You still need to bring in annual fund donors, run successful fundraising events, renew and upgrade your live bonds, segment your marketing and communications. And for that, you really need regular, fresh data that's not just helping at the very first stage of a campaign, but that's supporting your campaign throughout its whole cycle and all of your under other fundraising initiatives. So let's talk about using modern wealth triggers, which is a pretty new and important part of a capital campaign process. We have to view, first and foremost, DAF's donor advised funds as a cornerstone of modern capital campaigns. While IRS rules generally prohibit DAFs from fulfilling a legally binding personal pledge, we can navigate this by using letters of intent specifically for DAF donors. These LOIs allow the gift to count towards our capital campaign goals without creating IRS issues for the donor. DAF holders are prime targets during the quiet phase, of a campaign specifically because they have already committed those funds to philanthropy, and they're setting their in account off and the donors are often looking for high impact tangible projects, like those that capital campaigns provide to deploy the funds that they have already contributed. Cryptocurrency has also emerged as a really high efficiency vehicle for mega gifts. Donors can potentially give twenty to thirty percent more than they could, in cash by donating crypto directly and avoiding capital gains taxes. So for a capital project, this tax alpha can be the difference between a mid level gift and a naming opportunity. Additionally, the rise of stablecoins like USDC has reduced the volatility risk for nonprofits, making it easier to lock in the value of a digital gift for construction or endowment needs. And finally, this also really helps identify younger donors who would be good candidates as your next generation of major donors or maybe their first major gift or capital gift that they've contributed. So really important to think about both DAF and crypto. And if you see both triggers, for an individual, that's a really strong signal of a high quality prospect for your campaign. When we assess our database for capital, campaign readiness, DAF affiliation and crypto interest are are no longer just these fringe data points or unavailable data points. They're some of the strongest signals of liquidity and philanthropic interest. And identifying these markers early in the planning phase allows us to build a more robust and realistic prospect pool, focusing our early solicitation efforts on those with these modern financial vehicles ready for deployment. So let's dive a little further into data driven campaign execution. Capital campaigns, I'm sure that a lot of you are experiencing this yourselves. They're no longer isolated events. They've become a constant in our fundraising landscape. Many organizations now move directly from one campaign into the next or even manage simultaneous initiatives. This constant cycle, gives our fundraising a necessary structure. It provides a specific goal, a set timeline, and that creates the urgency required to drive results from our board, our most significant donors. The graphic on the right breaks down a campaign into different stages, planning and preparation, the nucleus or quiet phase, the public phase, a quick call out to the campaign collusion, conclusion and celebration, and post campaign phase to assess the wins and misses and plan for what's next. Each of these phases plays a really important role in the success of the current and future initiatives. It's important to note that campaigns are intended to be cyclical as the graphic shows, and this is because each campaign grows your organization's annual fundraising baseline, how much you're raising year over year. The expansion we see during a campaign typically becomes the new baseline, meaning consistently higher stream of philanthropic dollars to help your programming and your leaders meet the demands of today's landscape. In every phase of a campaign, I'm just gonna build this slide out here. Every phase of a campaign for planning to the public phase serves a distinct strategic purpose. During the early stages, we are leveraging data to recruit board members and build pipeline through rigorous prospecting. And this data driven approach really ensures that as we move through each stage, our stewardship and outreach are always backed by an accurate understanding of who is in our pipeline and what they're capable of contributing. As with everything, data's key when it comes to campaigns. You, your team, your organization rely on the energy and excitement created through campaigns, but it's critical to ensure you're using time as wisely as possible across the entire organization. Prospect research, frontline fundraisers, leadership, you name it. High quality data helps maximize fundraising efforts across the board. So we've collected some examples here, on this slide of ways Windfall can be used when you're preparing for a campaign, building momentum, engaging your full community, celebrating success, and setting up the next campaign. And I'll quickly note that this is not an exhaustive list. We're constantly hearing from from our customers who are leveraging our data in new and creative ways to advance their fundraising during a campaign. So, let's start with planning and preparation phase, conducting a campaign feasibility study. How does your prospect pipeline look? How many constituents do you have who can make a five, six, or even seven figure gift? Who's in your database, that's given in recent years that has a network that indicates they can significantly increase their support? And that's what Windfall calls a hidden gem. There's so many ways that Windfall wealth data, career intelligence, propensity modeling can help with a feasibility study, which means your organization will set campaign goals based on the best data possible and available. This means your goal will be a stretch but attainable. So that sets your team up for a successful campaign, which is one of the most important parts of running a campaign. Let's move on to the quiet phase. In the quiet phase of the campaign, you're looking to engage champions who will give their time, talent, and treasure. While assessing your board members, consider any gaps in experience or influence on the board. Those gaps are opportunities to engage new consistent constituents to diversify perspectives, on the advisory committee. Tailoring ask amounts. This early stage of the campaign is about securing lead gifts. Windfall's wealth data can help you calibrate the ask amount to ensure you're not leaving money on the table. Increasing an ask amount, say, fifty thousand dollars to a hundred thousand dollars, could be a game changer as you build towards that halfway mark, in terms of dollars raised. The public phase, building the pipeline. Rescreen your full database. Active donors, nondonors, lapsed donors, prospective donors, you should be screening everyone. And do so throughout your full campaign to capture wealth creation and wealth destruction events, liquidity events among existing supporters and prospects. You'll also gain insight, into your new to file constituents, the people who, have entered the file since your last screening. And prioritize your nondonors maybe if, you've got, alumni or past, program participants or event attendees or volunteers. Prioritize them with things like philanthropic giver, philanthropic focus, and philanthropic cause triggers, an indication that they give to other nonprofits and the kinds of causes that are pulling at their philanthropic heartstrings. This is gonna bring new donors on file, expand your donor base today, and build an even stronger foundation for future campaigns. And similarly to the quiet phase, be sure to tailor your ask amounts here. And let's think about post campaign phase now. We all know, how vital stewardship is to the health of your pipeline. Retaining and renewing donors means your school can grow, or your organization can grow, or your hospital system, development department can grow its fundraising base instead of starting over each year. Of course, stewardship is something to think about at every stage of the campaign, but it's particularly important when a campaign has ended. There's so much to be proud of, and each donor plays a role in a campaign success. The end of a campaign is a great time to ensure they feel included and to continue to deepen that relationship with them. And you can conduct analysis on the campaign's performance. Campaigns are often conducted back to back to back, meaning concluding a campaign blends right into planning for the next one. You can utilize windfall data to take stock of how the campaign went. How does your campaign pyramid look? Show the return on investment of the campaign and make a case to your administration to maintain or grow your core fundraising budget even though the campaign pushes ended. And plan for the next campaign. Kick off a fresh feasibility study, taking into account all that you've learned. A combination of your organization's giving history and wealth screening is the core of a feasibility study. And with Windfall's weekly updates to net worth and wealth triggers, you have all you need to prepare for a campaign. Having a solid understanding of your strengths and any gaps in your fundraising efforts paves the way to a successful campaign. And here are four key pieces of a feasibility study and how can Vulcan support each part. So fundraising pipeline assess assessment. Comparing giving history against wealth to determine donors giving at a capacity versus those that have the ability to increase their giving into leadership, major, or even principal giving levels. Here in organization, we'll screen all constituents with windfall. Those are the donors and the prospects to find those hidden gems we are talking about. Those that have that are already generous, that have the capacity for more, and those who have not yet made their first gift but should be cultivated. You must understand your pipeline, and the stages of each prospect before you determine your public facing goal. Develop a, campaign pyramid. Your campaign pyramid's really critical to your team's proper structure and successes. Using windfall data, you can determine what your lead gifts are, how many donors and prospects you needed each category to safely reach your campaign goal, And remembering that for each category, you will need to solicit more prospects than convert at any given level. Windfall can help you grow your prospect pool and find lookalike donors through Windfall Wealth, increased training, as well as the propensity to give modeling. Once you have the pyramid settled, you'll focus in on key in interviews or conversations to have with donors at the lead level. In those conversations, you'll discuss the overarching goals of the campaign, the desired impact of the donations, and start to learn more about where they see themselves within the pyramid. When you understand where top prospects and donors see themselves as well as hear directly which initiatives within the campaign excite the most, you can make determinations on where to focus your efforts and start preparing proposals. From these conversations, you will also learn if and how you need to make revisions to your case for support based on repetitive feedback. Fundraising infrastructure inventory. Taking an inventory of your infrastructure and asking the right questions will enable you to be successful. The key question is, does your organization have what it needs to reach the campaign objectives? If not, what charges are, changes are necessary? Take an honest inventory of all of your resources, including staff headcount, staff skills and expertise, tools, and technology, budget, buying from all stakeholders. Windfall's data on the sheer number of prospects you have at each level will be critical to determining headcount and which teams need to grow. Remember, the campaigns are built out of many donors and many sizes of gifts. Don't hyperfocus on transformational giving because you need to obtain the lower level of gifts and grow the relationships with those donors for the future. Last but, certainly not least, committing to success. With all of the information you've gathered, the donors and prospects you have unearthed, and pipeline you're ready to tackle, now you need to focus on the alignment of key stakeholders. This means not only internal staff to your department, but key leadership team members, board members, and key donors. Sharing the confidence you have in your goals and how you see success being achieved is really paramount. With Windfall's data as your backup, you know where you have strengths, where you have gaps, and where growth opportunities lie. Campaign failure, well, phrase we hate to say, but we need to think about, often stems from predictable blind spots. Incomplete, data, specifically capacity data, or siloed systems can leave high net, worth, high wealth prospects, like major ticket buyers or alumni, completely unidentified. Furthermore, an overreliance on past giving history can lead to systemic under asking as it reflects past behavior rather than future potent potential. If our data if your if your data is stale or only refreshed once a year, you're building a a campaign on a foundation that is already shifted. Before we launch, you you should, really think about, replacing intuition with data. Your database must answer three questions. What, can our base realistically give? Where is the hidden wealth? And is our gift per pyramid actually achievable? By using accurate net worth rather than broad ranges, you can pressure test your pyramid before committing to a public goal, ensuring your ambition is supported by a solid base of data foundation. When we set an ambitious goal, for example, a hundred and twenty five million, we we really need to make sure that we're building a pipeline that's statistically aligned with that target. This might means exactly, identifying exactly how many prospects you need in each giving range from the ten million plus lead gifts down to the twenty five thousand, level. And this mapping gives your team a clear road map of how many targets you need to engage to reach your target, your total raised goal. And and when Vault can help in determining who are the best prospects to consider in each of those giving ranges in that pipeline. So we've gotten to the second, poll here in our presentation. I'm gonna go ahead and launch that now. What phase of a campaign are you in today? Thank you everyone for participating. We're gonna give a a few moments more. We almost have a hundred percent participation, so thank you everyone for jumping in and contributing. Alright. I'm gonna end that poll and share the results. And, very interestingly, no one is in the post campaign cleanup, in regroup. So, the majority of people are in planning and preparation. A few people, in the, quiet phase or the public phase, and then plenty of people not currently in a campaign. Well, thank you all for joining us, and, hopefully, you're all getting some unique insights when thinking about leveraging data regardless of the stage that you're in. And speaking of data and leveraging data, no presentation these days is complete without, discussing AI. And there are several different types of AI to discuss. But today, I wanna talk a little bit about Windfall's propensity to give models, which is our predictive AI solution. So so to support these high level campaign strategies, Windfall scores your entire constituent base using a customized propensity to give model. We select a specific gift threshold or campaign objective, and the model produces scores from zero to ninety nine based on likelihood to contribute. So really moving, from just does someone have the wealth, the ability to give to is someone likely to give at this amount at this time. Because wealth is dynamic, these scores are updated on a regular cadence, right along with your wealth screening cadence, ensuring that, your priority list stays current throughout the multiyear life cycle of a capital campaign. It's really critical to treat the campaign pyramid as a living hypothesis. You must update it in real time, and as gifts close. If the actual gifts don't match your projections, it's the pyramid that needs to change, not necessarily the strategy. By keeping the pyramid dynamic, you can adjust your outreach and stay on track even as the campaign's reality evolves. And here's some, other key questions to consider as you're addressing prospecting your database. And remember, you're doing this simultaneously with your other fundraising goals, like annual fund and event fundraising. How many prospects can your team handle right now? How many can they handle in a year? How are you, thinking about prospects in terms of these different initiatives? Are you gonna be taking apart past portfolios, or remaking them? And what rules can you put in place for top prospects? Whatever you decide, that top prospect cutoff will be, when they're not assigned. Can that group be put in a holding portfolio to be monitored by the team for future assignment, or campaign engagement? Can that group get even more event invitations or special emails that look more personalized but aren't time intensive to kind of test the waters of interest for a campaign? And with that said, leaving on that strategic advice, I'm gonna hand it over to Marissa to discuss some real world customer examples. Awesome. So we're gonna talk about the University of Michigan. Some of you may have, heard of Go Blue. So they are actually in the midst of the public phase of a seven billion dollar look to Michigan campaign. And they've been partnered with Windfall since they were in the, you know, campaign planning phase, really looking to identify and cultivate high potential major and principal gift donors from within and, like, this is very true. One of the largest active alumni networks in the world. So we're talking about a lot of data here, a lot of potential, but also, hey, a lot of data. And, you know, they had used some other types of, you know, scoring and legacy vendors in the past and, you know, felt like it didn't really hit the mark. Right? I wasn't helping them service enough new people to, you know, really build out the pyramid and start to, you know, put everything into place to support a campaign of this size. So we started working with them to really establish a sound wealth and career data foundation for the campaign. So there's a lot more detail coming out in a case study from our our team shortly. But in, you know, CliffsNotes here, they were able to expand their prospect pool. So by leveraging unlimited screening model, they were able to screen all constituencies. Right? So not just, you know, folks that are already donors or that they already know our affluent. Right? They screened everyone and actually then, you know, rescreened again to make sure the data was up to date, capturing wealth creation, wealth destruction events, and making sure that, you know, everyone who was utilizing and tapping into this data had, you know, the best updated data in front of them as they were making these strategic plans and decisions and then even rolling into execution mode. Beyond, net worth, if you wanna go back to the other point there, Kyle, beyond net worth, they also were able to utilize some of the windfall triggers around interest, around types of causes that households had supported and really map some sophisticated interests into their CRM. So then easily, in the future, when they were creating segmentation or messaging that fell around one of the specific campaign's pillars, they, you know, knew who to tap into, who knew who their sustainability messaging was likely going to resonate with and, you know, were able to, track and segment people in ways that made sense with the campaign's goals and sort of overall messaging. In terms of results, obviously, this is still happening. But, you know, to date, they've been able to set up a solid bedrock of accurate and timely data to support the campaign execution, like, across this very large and dynamic institution. So by utilizing Windfall's data, they were able to identify an additional seventy six hundred ultra high net worth prospects in their database. And not just identify, identify and actually hand qualify. So folks who were not on their radar, you know, prior to this campaign planning getting started, who, you know, they realized, hey. Like, we're sitting on a lot of great gems here who we've never, you know, talked to at this level or, you know, never known that they could potentially be, you know, one of the, like, nucleus members for our campaign. Outside of high net worth identification, they were also able to achieve a ten x increase in prospect rating coverage across their entire constituency base. So, again, leveraging the unlimited wealth screening, the, you know, screen everyone philosophy, they were able to fill in a lot of gaps and really give everyone, whether they're talking, you know, annual fund or sort of support level giving, or, you know, folks at the very top of the pyramid, a lot more to work with by filling in these data gaps. They also imported over five hundred thousand interest data points into the CRM, again, to fuel some of that more sophisticated campaign messaging and segmentation to really meet folks where they're at and send them messaging that's gonna resonate. And we can see a quote here from one of our stakeholders on that team just saying, like, having this data has really helped change the game, change their operations. So really excited to, you know, see this, you know, now that I was out in the public phase and continue to come to conclusion. But wanted to switch gears and talk through another real world example here, Salisbury School. So they spoke on a recent windfall customer webinar dedicated to, campaigns, if you can believe it. And they are an all boys private boarding school located in Northwest Connecticut, and they are currently in the silent phase. I guess not so silent if they're talking about it on webinars and whatnot, but of a, campaign here as well. And they are looking and have already set up prior to, you know, getting ready for the campaign, a regular screening cadence with Windfall. So understanding the need to screen their full database again and to continue to screen folks as needs arise. Right? So whether it's specific lists for ad hoc events or other types of outreach they're doing, you know, really understanding that everything starts with having great data. They've also been able to establish data driven processes to target major gift prospects, build a base for alumni, and parent giving and other organization other areas across the organization. So, you know, prior to working with Windfall, they actually only, you know, screened folks that were existing donors. Right? So we're definitely, you know, missing out on that full picture of their constituency base and sort of what they needed to very strategically create their campaign pyramid and, you know, lead themselves to success. You can go through the next couple slides here real quick, Kyle. This is just an example of an actual, you know, comprehensive campaign pyramid that they were able to build utilizing the net worth data provided by Winfile as well as their own very precise capacity ranges and targets for this campaign. And things are ahead of schedule and, you know, moving quickly, so they're very excited to continue moving on and continuing to leverage the data. So last poll for everyone here. Which of these data points would most improve your ability to prioritize your campaign planning or execution today? And I promise there are no wrong answers. You know, just let us know what you think could be, you know, game changing based on where you're at. Alright. Fabulous. So we've got, again, another mix here. We see precise net worth data, grabbing the highest share of votes, but, you know, again, basically, votes for all of these aspects. So, you know, some folks saying, hey. If we had that donor advised fund status, it could really change things for us, understanding those precise propensity to give scores and really going beyond just affluence, and also folks eager to tap into life event and career data. So, I think the, you know, common thread here is, hey. You know, more more data definitely can, help us hit our goals. And now Kyle is going to talk about just that. Fantastic. And you should be seeing the application, demo on the screen. Can you confirm that, Marissa? Yep. Fantastic. So Windfall rolled out, an application, early last year. We've been talking a lot about the active enriching your data, returning back these valuable data points, and the strategies for using them in your capital campaign feasibility planning and execution. But how do you take action on that data? How do you best use it and leverage it? And one of I'll I'll I'll point back to an early poll poll result. A lot of people said that one of the biggest issues with third party data is integrating it with their CRM in in terms of getting it in the workflows and and really using it strategically. So Windfall is CRM agnostic. You will, return back the enriched data. You can import it into custom fields in your database. But as Marissa mentioned, different databases make it easier or harder to do that. So I always love to to show people and share some of the benefits of the Windfall application, which is a part of all of our subscriptions here. Because as soon as you send us your file for screening, that will also activate the data here in the application for your use. And it is really valuable from everything from your day to day fundraising to your campaign fundraising. First and foremost, we've got our home screen, which is immediately after we log in, just reminding of us of the wealth opportunity within our database. So you can see up at the top your overall match rate to windfall, the affluent match rate, and the number of, affluent matches in the system. In this case, this organization has about ninety thousand affluent matches. They're in a really good spot in terms of the amount of opportunity that they have to work with. And you can also see a quick snapshot of things. Some of my favorite here are the the trigger analysis of the organization. For example, with this organization, almost ninety percent of their high net worth individuals are giving to other organizations just theirs. These are really philanthropic minded people, really good candidates. About a quarter of their affluent individuals, are, have a trust set up, some type of trust, really indicating some some pretty sophisticated, folks financially and philanthropically. And you can see that breakdown of net worth, what buckets people, exist in. So you can start thinking about this in terms of, hey. We've got a lot of areas of opportunity that can plug into some of those, those campaign pyramid, stages. The real power of the application, starts here on the discovery phase, which is where you can build your own segments, and, start incorporating them into the work that you're doing. And so, again, not not all organizations are going to be able to quickly and easily put, all or even some of Windfall's data into their CRM. You've got challenging import process. You've got internal, you know, challenges in terms of IT capacity. And and so you can come right here to this discovery page and start building segments relevant to the work that you're doing. You can come in and add attributes. And when we're thinking about what's relevant to a capital campaign, you know, I think that hidden gem report is a one of the the areas of lowest hanging fruit, one of the reports that people start with early on. So in this case, let's say we're looking for people with a net worth that's greater than or equal to, let's say, five million. Major gifts really start kicking off when people have a net worth of five million or more, research shows. And then you can, utilize, your own organizational data for more inputs to narrow this segment further. So in this case, we're looking for people who are high net worth and have given, but have given a lower amount, so less than or equal to five hundred dollars. So these are true hidden gems, high net worth people who have given at a low amount. Now you can even, start segmenting this further. One example you might want to add in here are people who have, donated who have also donated recently. So not only are they high net worth, not only have they given less than they could, but they've engaged with you recently. So I'm not gonna save this segment, but I'm gonna show you the results of other segments and that we that have already been built. So here's a hidden similar type of hidden gem report, and we can click and view the insights to this. Once you've built a segment, you can come in and see that segment size. You can see the total wealth of the segment. You can see where those people are laid out on this county based map. You can see that the average and median net worth of this segment. And just like from the home page, you can see some top triggers of this group. But, of course, isn't isn't looking at your full dataset anymore. It's looking at this much more refined segment. This may give you some inspiration to continue refining your segment as well. And for capital campaigns, a really great use case, especially when you're here thinking about this heat map, is local interest and events specific to capital campaign kickoff. So really kind of honing down to the people in the area of some of the events that you're throwing or even helping you understand where to host, campaign kickoff events based on the density of your high net worth donors in those areas. Once you've built a report, you can export that data to, see who those folks are, but you can also set a recurring schedule. In this case, maybe during the course of a campaign, you want to revisit the segment insights monthly. You wanna see what changes or additions, have occurred. You want to see who's, new for portfolio inclusion or who should be moved out of a portfolio. So you can set a recurring schedule to rescreen, to generate these results, and deliver them on a regular basis. So this data isn't just something that, is relevant during a feasibility study. It's not just looked at once and done. It becomes part of your regular assessment and your regular process throughout the course of your capital campaign. And, again, I can't emphasize enough how important it is to think about, this data in terms of not just your capital campaign activities, but all of those ongoing fundraising activities, that are taking place, day to day. And finally, one of the features here is a profile lookup. You can do that either as an individual, or you can do you can create a list. Maybe you wanna look at people with a certain net worth range who have given a certain number of donations to you in a certain area. You can do that. In this case, let's look up an individual. I'm gonna look up my, good friend, Liz Whitaker. We can see, here, Liz has, a high net worth, has donated a bit, but probably not as much as she could. Windfall has wealth and career data available on Liz. And if we click in and see the profile, it's a really nice, clean profile. Again, for those of you who are having a hard time with your CRM integration, this is a great place for your fundraisers to go to get a quick snapshot of personal data and donation history. That's information from your dataset and Windfall's, data assessment and career intelligence information. And you can also generate AI dossiers, which can be really useful for, portfolio management, for reducing some of that manual tedious work, that your prospect research team, is doing so you can, have them focus on, kind of deeper, personalized, granular research. In this case, we see Liz's information. We can see the results of that AI predictive model score here. So we know that Liz is in the top thirty percent of constituents in terms of likelihood to give that major gift at the level that we've designated. We can see a quick summary of, Liz, and her profile, as well as recommendations for what the next outreach steps should be. Not each person is should get the exact same kind of outreach. So this is really useful in terms of assessment of the best next step to engaging Liz for your campaign and those donation metrics and and career and wealth and philanthropic signals. With this profile, you can copy the URL and send it to the relevant fundraiser. You can print this out, maybe put it in a folder at a board meeting, or a committee meeting, a campaign committee meeting, or you can save it as a PDF, save that into a file section of your CRM, or forwarded that along to the relevant contacts at your organization, and you can see how nice and PDF and printer friendly those dossiers look. Alright. Let's, talk about key takeaways here, because we're at the end of our session. And if anyone has any questions, now is the time to get them in. We've got a few minutes left. So ambition needs a data foundation. Assess true readiness using accurate net worth, not just a gut feeling. Your next major gift is already in your database. Screen everyone, not just donors with giving history, not just people who gave to the last campaign. Make sure to keep that pipeline fresh. Wealth moves, so should your data. Regular refreshes and real time triggers turn a static list into a living pipeline. Your pyramid is a hypothesis. Build it with a real prospect data and update it as gifts close. If it doesn't match reality, the pyramid is wrong, so reenvision it. And finally, leverage predictive AI. Understand, engage with your donors in the most impactful way at the right time with the right ask amount.