Using Windfall's Weekly Refresh Data in Real-Time Fundraising Decisions

let's go ahead and jump in. I know some people are still trickling in. My name is Court Captain. This is my real name. I say this all the time. So if I've had the chance to talk with you, you know it's true. I work on our nonprofit sales team here. And for essentially my whole professional career, I've been able to work with nonprofit organizations between any type of nonprofit organization to houses of worship, working in tech, software, and data. And so really excited to be here at WinFall and talk to you guys today. And I'm joined by my teammate, Marissa, and I'll let her introduce herself. Hi. My name is Marissa Mabie, and I am on the nonprofit customer solutions team at Windfall and have spent the entirety of my career working at and with nonprofits, helping them leverage data. So very excited to talk about how we can, do that in close to real time today. Awesome. Yeah. If if you're new to Windfall, we will, kinda begin here with, a little overview just to kinda set the stage and level set everyone. But, essentially, we're we're a data company, we're, our goal is to, just help nonprofits have the best possible day to help them, to prioritize their constituents, and overall, just, create more efficient fundraising, so that they can go out and do their missions more effectively. We got, just about 1,500 different customers today. And, yeah, like I said, we're excited to talk to you guys. We got a poll, just to start things off. Wanna kinda understand, yeah, what made you guys wanna join the webinar today. So go ahead, and, yeah, pick one. Give us about a minute here to look at that. Give about fifteen more seconds here. Just just about at 50% participation. It's really good feedback for us just as we're thinking about our content as well. So anything would be really helpful. Great. Perfect. Go ahead and share those results. Looks like the number one thing that came up is just knowing when a donor situation changes. Excited to talk about that today because it's one of the powers of Windfall. But then also just some interest in understanding how to segment and just generally learning about Windfall. So, yeah, let's, let's jump in. Cool. Just as far as an agenda today, we really wanna be talking to development professionals that are just thinking about wealth data, career intelligence data, thinking about, like, hey. How they can leverage data to just make our jobs just a little bit easier, a little bit quicker to find who we should talk to and how we can engage with folks on a, you know, month over month basis here. We're gonna talk about some different life events that we track as far as data goes just to be able to think about how we're engaging with folks in a timely fashion. We'll discuss some workflows for how Windfall specifically is helping our current customer base do this, discussing some some specific strategies on some of the data points that we're using effectively when it comes to refreshing data. And then we'll also get into an app demo here at the end just to understand, like, hey. Practically speaking, like, how could I visualize how this could apply to me on a day to day basis and what that could look like with Windfall. And what we're not gonna, you know, get a deep dive into is, like, how we've built up our datasets and thinking about how we're approaching net worth and wealth in general. We're not going to really talk about data science or modeling today. Although if you're interested in predictive modeling, which also we can refresh, please reach out to us. You can just go to our website, and we'll make sure someone can get in touch with you if you fill out a form there. We're not gonna really discuss, like, specifically data in regards to your, constituent base, and we're not gonna disc... Discuss pricing, but we're pretty forward about discussing pricing with anyone that we talk to. So just let us know. But, yeah, let's jump in. Let's keep going here. Oh, there we go. Alright. Poll number two here. Curious just to get feedback on the attendees today here if you've used WallScreen or Cure Intelligence before. If, you're a current customer on the call and you're only using well screening, but you're curious about our data, I'm excited to talk more about that today. But let us know if you're interested in following up afterwards as well. Got about 60% participation. Let's give it another ten more seconds for the poll. Alright. Roughly, the same amount of people are using it just for wealth screening as they are using both wealth and career. A couple folks who have previously used wealth data and... Or haven't just used it recently. So, yeah, excited to get that feedback. Just to give a quick overview on WinFly, I know this is probably gonna be stuff that you guys have... Some of you have heard before, but we just wanna share, again, just a level set. Really, here are vision here at Windfall is to honestly, like, really think about, hey. How can we use wealth data and just data in general, to think about, hey. Is there a way we can more efficiently understand our donors, more effectively engage with our, constituents in a way that maybe we just previously, like, hadn't really thought of before? Windfall, as I mentioned before, we're a data company. And since our founding, we've been just hyper focused on identifying affluent households, and we just would say an affluent household is anyone with a net worth greater than $1,000,000 assets, less debts and liabilities. We're actually netting out mortgage debt as a part of a net worth estimation, which is really cool. Today, our people graph is roughly about 110,000,000 households, in The United States, and so we've, built built up quite a dataset here. Wanted to talk a little bit more just about our different offerings. So I'm just gonna build this out, but, basically, three different things. We're mostly gonna be focused on kind of the first one here, which is in regards to wealth screening. We're able to be a CRM agnostic. Our goal is to integrate directly into the workflows that you're currently working with today. So whether that's an API integration or or just doing like a once once a month or once a quarter import in, day to day that the wall screening and crew data can live directly into your CRM. And then something that, is somewhat unique about Windfall is we don't charge based off of the number of records you wanna screen or how often you wanna screen. It's truly an unlimited sync across all of our products, and, that just allows us to kinda open up the doors for thinking about, hey, how we might wanna engage with our constituent base. As I mentioned, we also build predictive AI models to not just understand who might have wealth or who might be a good fit, but who's actually likely to engage with us based off of your organization's specific goals. And then also for organizations that might have multiple different databases and there could be some confusion over duplication or not understanding if someone is coming in on one database, being able to understand that from our other database perspective, we can create a unified link there across both databases to help deep and have a clearer understanding into our constituents. One thing that's exciting is we can combine both wealth data and also career data. Across these two data sets, we can get a really well rounded, accurate picture of our constituent base to understand more about them. We'll actually get into some of the specific fields here, but this is just an example of a Jane Smith and getting some clear insights onto them. One of the ways that a lot of Well screening has been done traditionally is you're gonna select a subset of donors. You might wanna screen once a year. Sometimes it's less often than that. Sometimes it might be a little bit more often than that. Then these might be folks that you think just through however we might pick and choose that you might wanna learn more about, get some updated data on, and I think that's really powerful. But sometimes what happens is you might be missing out on folks that maybe they're... You know, they might be in a little bit of a blind spot for us right now because we would think maybe they wouldn't be a good fit because they've only given, you know, $10 or maybe they haven't given at all or for whatever reason. However, with leveraging Windfall's unlimited model here, we're we're, you know, again, we're we're not charging you based on records or number of syncs. We don't have to pick and choose. We would just say, hey. Let's just go ahead, screen everybody, be confident that we're not gonna have anyone fall through the cracks so we can make sure that we're able to find hidden gems that actually might be a tremendous fit that perhaps we wouldn't have gotten data on otherwise. Three different use cases here and especially just in regards to the topic, today of being able to refresh data. We wanna constantly be, having sure... You know, making sure that the the folks that we would wanna prioritize are coming to the top, making sure that we're able to identify those that could be based off of, hey, a recent liquidity event. Maybe they have high net worth. Maybe they're gonna be most likely to give based off of a recent predictive score. Another way of thinking about this, again, is what we just talked about is finding those hidden gems. So say, you know, you had someone who, you know, gave a $10 and maybe, get to $10 gift, and previously, maybe we wouldn't have screened them or prioritized them. But maybe we find out, hey, this person actually has really high net worth or they work in a c suite position or they have a high... They came back with a high major gift score on our predictive model. Well, now we know, hey, this is a hidden gem, so maybe we should, give them a call or at least learn more about them. And then also engagement, so on top of some other fields that we'll get into, so outside of just net worth and some of these high things, we can think about, hey, are there different ways we might be able to engage with someone on, for example, like thinking this person could come to an event or they give philanthropically or they had, like I mentioned, a liquidity event or they've recently changed jobs, that might change the way we might wanna, engage with them over the course of the the year as opposed to just having, data come in as a one time. So I know we briefly discussed our kinda different offerings here, but just specifically today, like I mentioned, we'll be focusing on wealth screening. And so the way we differentiate this is we have a, a 110,000,000 US household database here, which is specifically looking at net worth and the number of different other wealth events and triggers, which we'll get into here on this next slide. But then we also have a wealth screening premier package, which is a higher tier, and this includes career data as well as two new triggers that we'll talk about in a second. Well, keep in mind that the wealth screening data, we internally, on our end, we rebuild and refresh all of our wealth data on our household base every single week. So if you're wealth screening with windfall, that data is up to date as of this past weekend. And then our career intelligence data specifically is updated monthly, which we hope is still, pretty often to understand changes in folks', career events. Here are just some examples of some fields. We'll make sure, to send this recording out afterwards so you can take a look. Also happy to get connected with any of you. If this is new, we're happy to send you definitions of these also. But just to highlight some fields that we'll be talking about today, so things like, for example, a recent liquidity event will highlight if someone has had a major spend or gain over the past six months. Money in motion is how we think about, like, if I'm a VP at a publicly traded company and I engage wanting to purchase or liquidate stock, I actually have to fill out a form with the SEC, and we can track that again on a weekly cadence and understand where someone might be liquidating money or spending money at a high level. Some similar to that are recent mortgage events. But again, all of these fields are actually refreshed on a on a weekly cadence, and we can use that to think about how we might engage with someone in a unique way. And then thinking here about Core Data. So a lot of folks, as we said... In fact, the majority of the folks on this, webinar said that they weren't currently leveraging Core Data, so it's exciting to talk about this. Thinking about how we can build a more holistic view of our records. So sometimes what I know when I talk to a lot of organizations is they they have an aging donor base, and that's totally normal. But what we can do with Accrued Data is kinda understand folks that might not have a very high net worth, but they might be working in more high income related jobs. So maybe they're a VP or a partner or a c suite executive, and so they don't have necessarily high net worth today, but they might have high income. And these are folks that we definitely wanna have on our radar, and so it just provides more holistic view. But then also understanding influence as well. So much in the similar case, like if we can highlight someone who's a business owner, they might not have the largest net worth, but they probably have influence in their community. And this is cool because it doesn't just apply for some of the big metros. It also applies to small town America as well, which people are always asking me about. And so being able to understand folks who are leaders in their communities as well is a helpful tool. And then it just adds in some additional layers of being able to segment and prioritize folks and thinking about how we might message folks. It'll... It gives you more power to be creative with how we're engaging with our constituent base. So getting into some of those specific fields, a majority of this is related to folks' career. Right? So, we'll return back all of this on any matched individual in your database. So, information about what company they work at, some recent C life events. So, things like have they changed companies? Have they changed jobs? Have they recently retired or been recently promoted? Again, all of this is refreshed on a month to month basis, and we really do take a conservative approach here to ensure that we're returning back the most accurate information to make sure that you guys can have confidence in the way you can engage with folks. In the past year, we've added these two fields, as well. These are a little bit more related to wealth, but we include this in this higher tier, understanding if anyone is affiliated at a household level to a donor advised fund or if they've recently engaged in cryptocurrency transactions as well. And the cool thing is we can use all of this to segment either based on the Windfall application or into your own CRM where these fields can live, and so you can add in a field like a recently retired for a planned giving campaign or a recent promotion if we want to engage with someone who might have been promoted and could have more income, so we can engage with them in a new way, all integrated into our current workflows. Just some quick ideas of how we can leverage WinFall's ideas is we're not going to tell you, hey, here's exactly what you should do, but we're going to give you a lot of different ideas on ways that other organizations are leveraging this data. So it's not just singularly a major gift use case, which we know a lot of the times, while screening has been focused on just major gifts. But, again, if we can spread this out to multiple use cases because we're allowing you to screen your whole database, we can think about plan giving use cases, annual fund use cases, understanding who a LiveBund or a SiteBund is, looking at, hey. How can we leverage, you know, on and off while screening for events and and so on? Just any use case that you want, we can think about, hey. How can we make informed decisions with data, to understand who we should target, who we should get information on, and how we can think about these folks. Just getting in to some use cases here. I'm gonna hand it over, to Marissa. Alright. So let's actually... Before we talk through some of these use cases that, Court... For the triggers that Court just shared, launch our last poll. So let's get that pulled up here. And we are now going to pull into, hey. Most folks, you know, said that they are well screening in some way, shape, or form. So how frequently are you screening folks? Right? And this is really gonna start to play into when we talk about utilizing the data for time based sort of outreach, right, and, like, taking action, every week or when we see events and things change. So let's make sure that we can launch the poll. And do you see that it's launched scored, or are you able to jump in and launch it from your side? Let me let me try because I'm not seeing it. Yeah. Oh, I think I got it. Alright. Everyone, thank you for waiting in suspense to see what the, poll questions would be. So how frequently are you screening your data? Have a couple options here. If nothing fits exactly, just pick the one that's the sort of closest fit to what you're doing. We'll give folks a couple more seconds here since we burned a lot of time getting this set up, and I wanna keep us on track. So maybe about five more seconds, and we will end the poll, share the results. Alright. So we can see we have a sort of mixed mixed bag here for sure. So the largest segment, but not even the majority of folks says, hey. We screen a few times a year. We've also got folks on here who don't screen, screen once a year or even every two years. And then kind of the other end of the spectrum, we've got some folks that say, hey. We're screening weekly. We're screening very frequently. So this is gonna be great as we start to talk about how we can take action on some of these triggers and how if you are screening more frequently, you have the ability to start to really spot some of these wealth creation and wealth destruction or time bound triggers that we provide back and start to take action, you know, in near real time or create workflows that help you surface those changes and take action. So we're gonna start thinking about contextualizing net worth and thinking about liquidity events. And often, net worth is the first trigger that, you know, our customers will look at when they get their data back in the first place that they might go to really identify high capacity donors and, you know, prospects. Right? And it makes sense. It's where we start. It can inform personalized gift ask, solicitations, help us guide assignment, and help us sort of stack rank our database. But looking at other wealth data points can help us really contextualize net worth and help us start to even segment amongst folks that might have similar net worths. Right? Help us prioritize. So, you know, starting with net worth, then we wanna look at things like the liquidity trigger. So this is one of the triggers that was on the wealth screening slide. Court shared a couple slides ago, and this highlights if a household has had significant discretionary spend in the last ninety days. So spend across, you know, maybe making political donations, luxury purchases, seeing some of those SEC forums get filed. Right? It really lets us know that there's some level of liquidity in this household, and this can sometimes bump folks to the top of your priority list. Right? We know that right now, these donors seem to have cash on hand. So in terms of getting a gift ask in front of them or having a conversation, now could actually be a great time. And so these are some folks, you know, who may sort of be in the middle of our radar, may not be at the top based on net worth or other figures alone. But if we do see the liquidity triggers start to flag true for them, we may wanna take action in the shorter term. Similarly, top political donor is indicative if a household has made a political donation of at least $10,000 in the past twelve months. And this is really helpful when we look at folks who are obviously giving large public donations to political campaigns and are more likely to be motivated by policy and impact. And it's another signal of, you know, households that have a significant amount of cash on hand that they're willing to put behind causes that they might care about. The last one here is money in motion. So this highlights if the household has recently transacted across SEC insider trading, moving at least 10 k, in the last twelve months. And, again, this can really inform some of our cultivation strategies beyond just net worth so we can start to think about discussing, you know, giving gifts of securities or more complex assets with some of these types of constituents. And, you know, also understand that some of them, if we dig a little bit deeper and start to look at, you know, where they might be working or, you know, the actual magnitude of some of these transactions, you know, folks may be looking for tax advantaged places to donate. And, you know, again, we have seen some sort of windfall event like a company exit or something like that. So we can start to put some of these singular trigger use cases into action and into creating customized outreach messaging that, you know, we may want to send sort of one on one to specific donors if we see some of these triggers flagged for them or that we may send to segments of donors, assuming we may have multiple folks that fall into some of these segments. So we can start to customize, you know, even in the first example here, some of our donor, you know, follow-up, you know, based on seeing that maybe they've had top political donor flag. Right? And we're talking about how they're able to help us, you know, really support our cause, right, understanding that they may be more drawn to, you know, causes and advocacy. We can also look at philanthropic cause connections, right, and start to, again, sort of weave that into the thank you or appeal that we're sending out. And we can also target event outreach. Right? We can target folks based in specific areas and, you know, tie interest with some of the specific aspects of our mission or specific upcoming events. Wanted to get a little bit deeper into utilizing that money in motion trigger, though, you know, just because it's a very powerful flag that we can start to see. And we currently have many customers that are utilizing this flag and find it valuable. So, you know, being able to bring the right information to one on one meetings or solicitations, really showing your donors that you need to know them. You've done, you know, research, not in a creepy way, but in an empowering way. It can also help you prepare targeted emails and ask to those who could donate potentially through stock or even crypto, and you could also include the more specific instructions around how to give that type of gift. And it can really also help you track your constituents in order to better understand their liquidity, spending habits, and sort of lay the groundwork for future major gift proposals. And this is something, like, yes, everyone thinks about, you know, you know, donation strategy and stock donations maybe as we get closer to the end of the year, but it's really something that you can communicate with your constituency base around, you know, throughout the entire year. Right? Because people may be, exercising these options and, you know, seeing gains and things like that all throughout the year. Also wanted to touch on the primary address incorrect trigger. So this is one that, was, again, part of our Wells screening package. And especially as we think about folks getting primed for end of year appeals, there's usually a direct mail component to a lot of those for a lot of organizations. And we also know that folks are dealing with tightening budgets, especially when it comes to how much we're gonna allocate to direct mail. And so Windfall's primary address and correct trigger can help ensure you that your mailings are going to the correct address. So it's going to flag if Windfall has a different address on sort of file for that household that is their primary address. So maybe you have a secondary address or maybe you have an old address. Right? It's not gonna provide you with the, you know, updated address, but it's just gonna say, hey. You may want to double click into this household before you put resources behind sending them a direct mail piece. Mention a couple of the scenarios here, and, obviously, this can lead to a reduction in return mail, and, you know, just making sure that you're being good stewards of the resources that you have. So now we're gonna think about career intelligence triggered use cases. And after we go through some of these singular triggers, we're gonna start talking about how we can put multiple triggers together, create segments. And then Cord is actually gonna demonstrate how we can start to create segments and workflows that help us capture some of these potentially ever changing or time based triggers that hopefully we'll be seeing changing for constituents as we screen on a, you know, ideally weekly, you know, or monthly or even, you know, biannual type of basis. So job and career data can really deepen your understanding of donors. Similar to wealth intelligence data attributes, there are, you know, many characteristics that can be really powerful when it comes to understanding someone's career. So one of the first ones that we provide back is LinkedIn URL. Right? This is the, hyperlink, literally, to double click into someone's LinkedIn profile and start to see even more information than we're providing back on them. Right? You... LinkedIn profile can give you a sense of someone's interest. It can give you a sense of who else they're connected with. You may find some network effects in there as well, and it can really help supplement your current prospect strategy and conduct additional research. We also provide back a trigger on job level. And so it's going to be the leveling out of someone's most recent job title. You're gonna see things like c suite, VP level, director level. This can really help you get more context on someone's job level and understand if they're a seasoned professional or someone who's later in a career and may have influence in addition to affluence. Obviously, understanding where someone works is important, so we're providing back, you know, company name as well. This can be utilized to do things like find constituents that work at companies that you know offer matching gift programs. Right? We can then reach out either after we've seen someone who works at one of these companies make a gift and remind them that the matching gifts exist, or we could even use it as an actual sort of campaign or marketing talking point as we're reaching out to folks who work at this company and telling them, hey. If you, you know, donate to us, your impact may be doubled. A lot of ways we can use company name. Then there's also company NAICS code that we provide back, and that's really understanding the industry that someone works in. So as you're heading into a conversation, you can, you know, really start to tailor, you know, some of the aspects of your mission or your programs that you're gonna highlight around where we know, you know, someone works. Obviously, they spend a lot of time working in that industry or that sector. So it may go to say, like, they may be more aligned with aspects of your cause. It also may overlay or connect with that. So we can start to put all of these pieces together if we think about how we may want to qualify, disqualify, or even route new leads or new potential donors and prospects that sort of come into our orbit. So one of the first use cases, as we talked about it, is just really being able to understand someone more holistically. So if we take a look at net worth in this first constituent here, we can see that they're, hey, ultra high net worth. We can also see that they're the CMO at an organization. So, you know, they may be able to open some corporate doors to us, right, if we're interested in developing sort of a partnership or anything with the organization they work at as well. And, you know, just looking at their net worth and level here, we definitely already understand that they're probably gonna be qualified to be a major donor prospect. There could be other constituents, though, that don't have wealth intelligence. Right? So maybe, you know, we were not able to provide a confident match back to their wealth profile, but we're still able to provide back this career match because, again, it's two different datasets, and there's the ability that we may match to people on the career front even if we don't match on the wealth front. We still could see a lot of great signal on the career side that tells us, hey. We want to further research this person, or we may want to still put them in a major gift portfolio. Right? We see that they're in the c suite, at a specific company. It may be a company that, you know, employs, you know, thousands of people. We may start to infer influence and affluence again from what we see here on the career side. And then, you know, we could also see, for example, someone we don't match to on the career front, who we see career data... We don't match to on the wealth front, who we see career data for, who we say, this actually now goes from being, you know, someone we're not sure about across the board to someone we actually wanna disqualify. Right? They're only at the intern level at the very beginning of their career. They're not likely to have enough net worth to make transformational gifts to our organization. You know, we, you know, don't wanna route them into a portfolio. We don't wanna airmark them for major gifts or more research, which is fine. Right? And then the last area here is it's really empowering to understand, and it can be really great insight if we understand when someone has retired or is recently retired. Right? We start to then think about generational transfers of wealth. Right? We can usually start to make some assumptions about someone's age, and we can start to understand maybe, you know, based on the net worth here. We wanna be having a major giving conversation with this constituent, but potentially also plan giving. Right? They may be thinking about how they're going to allocate their assets and, what things are gonna look like. And so we can start to pick up on these life events, like recently being retired, and have those conversations or at least offer up additional resources to constituents that have these triggers. Right? Like, have... Did you know, you know, these are all the different ways you can make a plan gift to our organization. Here's some more informational material that you may want to take advantage of. So we can start to, again, customize our outreach messaging based on what we've seen. So, you know, based on knowing someone works at an organization that offers matching gifts. Maybe we've seen matching gifts come other... Come in from other forks from that organization, or maybe we've just googled the name of the organization and, you know, realize they have a program. We can start to sort of match this communications with that and remind folks to take advantage of the matching gift to double their impact. We could also see that someone's, you know, company went public recently, and we can actually reach out to congratulate them on that. Right? And then also let them know, hey. We accept, you know, gifts in stock as well. You know, here's more information or some education for you. There's also the ability to start to connect your donors and prospects with, you know, volunteer positions or with other ways that they can help your organization. So this is one where we've matched someone's job, someone who works, you know, in a finance function with the fact that we may need volunteers to help us with our, you know, bookkeeping or help teach folks financial literacy. So, again, using that data in a sort of non, gift ask way, but in a way that still really will help enrich our organization. So I also wanted to make sure we talked about these key job change flags that we have. So these help us dial into three sort of more distinct or detailed life and career events that we can start to take action on. So this is always looking back in only the past, ninety days and flagging true for folks, if they've experienced one of these, you know, pretty somewhat common career events. Right? So people retiring, that's obviously going to be really important, like we said, for, you know, planned giving, for talking potentially about, you know, folks who may wanna give through a death or who may wanna even have more time and actually volunteer with you. There's also recently promoted. So this looks for individuals who have received a promotion at their company or another. Right? We've seen their job levels sort of increase in seniority. And that's a great indicator of a, you know, soft touch you can reach out to. You can congratulate them, say that, hey. We, you know, we we noticed this. And it can also start a conversation where you can then potentially make an ask as well. And then understanding if... Or constituents have recently changed. Companies can help us start to dial into, well, maybe now they work somewhere that does match gifts. Right? Or maybe we just need to update our, data on them because we still have them tied to their old company, and that is no longer the case. So starting to think about how we can actually act on some of these career change triggers. We have some examples here about how these flags can help enable personalization. So I'm gonna build this whole slide out, but you can see we've got some different, you know, sample cases. Right? So we may have a constituent who hasn't given in quite a while, but we see that they are flagging true for recently got promoted. Right? And they are now a VP. So we could use this as a way to start to reach out and, you know, again, softly congratulate them and, you know, maybe pick the conversation back up. A constituent has recently retired, again, this is something where we can ask them to become more involved with our organization, with our mission. Join a committee. Join a board. Volunteer. You know? And we could also, again, reach out and congratulate a high value donor who now has moved to the c suite of a company. Right? And we can understand that there may be now a way to grow the relationship here that goes beyond just, you know, making an individual ask of this constituent. So most nonprofits also are leveraging, you know, in person events as a piece of their sort of fundraising, stewardship, and mission driven strategy. And you can also use these career attributes to segment some invitations that you may have going out. So, you know, this is where we start to think about, you know, matching folks up with specific events based on, you know, where they work. Maybe we have a specific event that's, you know, really dedicated to the finance community in a specific city. Right? We can start to dial in and say, well, who... Do we know who likely, you know, works adjacent to or in that industry and happens to live in that city? Boom. We can, you know, send them an invite to this. This can help us improve our response rate and participation too because we're being more targeted when we send this stuff out versus trying to send it to our whole database, even lots of folks who the event or, like, the topic may not be germane to. And then also talked about matching constituents to volunteer opportunities. Don't need to belabor, this, but there's actually a lot of really interesting connections you'll probably be able to make if you look at, you know, where your organization may need help or assistance and, you know, the folks that you have in your database who are already giving to you, who already bought into the mission, who may be able to sort of help you with some of this in kind of volunteer assistance as well. Gonna talk about a couple ways we can start to layer some of these triggers together to really start to hone in on segmentation, and then that's where Quartz gonna pick up, and we're gonna show you how you can do this live in the Windfall application. So it goes without saying that, you know, all of this data can really inform segmented messaging strategy. Right? And it should. We've got very, very powerful pieces of data at our fingertips, not only from the windfall side of the house, but from your first party database as well. Right? We understand who's lapsed, you know, who's maybe inattended an event recently, you know, whose decrease they're giving from last year. You've got all of this great first party data that we can start to layer into. So one thing as we start to think about different ways of segmenting and better understanding your CRM is even looking at how your CRM might break down by job level. Right? This is where we can start to understand who we've got in the CRM and, you know, based on job levels, based on folks that may be business owners or in the c suite, who we really wanna start routing based on, you know, their highest capacity or highest abilities to start to make transformational, you know, gifts or, you know, open doors and have sort of a network effect for us. So we can start to think about folks in terms of personas. Right? Sort of where they work, job titles, job levels, how engaged they are with our organization, and that can really help us expand a list of ideal candidates, find hidden gems, and, you know, really mine our existing database today. So we can also start to think about cohort analysis, and that's gonna help us inform our outreach strategy and create repeatable workflows. So this is just an example here. We can start, you know, with our full database, and then we say, okay. Can we put folks into some specific lanes? Right? So maybe we have a cohort of hidden gems that are ultra high net worth folks in the database, but they are not assigned to a major gift officer. Right? Maybe they've only made a small gift. Maybe it's been a long time since they've donated. They're just not in a portfolio. We can start to develop strategies that'll help us reach out and potentially reactivate some of those folks. We could also think about affluent labs donors. Right? Folks that, you know, have donated maybe in the more recent future but have deviated from their pathways maybe in this past year. And we can start to think about, okay. How do we want to group these folks together, and how are we gonna reach out to them? How are we gonna try to reactivate them as we get to the end of this calendar year? Can also start to think about segmentations that's maybe based on geography. Right? So maybe this aligns with where we have a major gift officer, you know, covering or visiting or maybe we're having an event because, you know, a member of our board is having an event at their home in Florida, and we really want to take a precise geographic level and target folks that, you know, are in that area and also may, you know, be senior in their career, may also be affluent. Right? So pairing some of these together, we can start to create a shortlist for fundraising event or the call list and then kind of move from there. Have a last cohort here based on, you know, promotion, retirement, and liquidity that we talked about a couple slides ago as we thought about the career triggers and how we can leverage those. But the point is we can start to create different cohorts that we wanna take action on. Starting to think about some of these other cohorts in the guise of some of the, you know, major giving sort of arms that a lot of organizations have or the major giving pillars, we can start to look at, well, who may be looked good... Look good to put in an annual giving segment or cohort. Right? So maybe we want folks that have given under $1,000 in their history with us. We wanna know that they're philanthropic, though. You know, maybe we want them to have networks that are, you know, below a million, so not necessarily affluent. And we want them to be folks that aren't in a portfolio. Right? So from our kind of first party data, we wanna weed out folks that may be assigned for some reason. That can give us a really strong annual giving cohort. We can start to do the same thing if we think through the lens of major gifts or we think through the lens of plan giving. Right? So plan giving, we may want folks that have made many gifts to our organization over time, who aren't already, you know, confirmed that they'd make a plan gift to us. And maybe if we wanna see that they've, you know, volunteered with us or that their household is associated with a trust, right, that they're a little more sophisticated in how they're organizing their assets. So we can also... Instead of kind of starting through some of these lenses, we can let our data speak to us, and we can start to create profiles of our current donors, right, to say, well, who looks like our current donor? So how you can do this is you can start to, through whatever lens you want, determine your top 250 donors. Maybe these are all major donors. Maybe these are just your most loyal donors, your most engaged, what have you. You can do that in an Excel or in your CRM, and then you can start to look at what triggers from the windfall side these donors have in common. So are almost all of them associated with a trust? Do they all have a foundation association? Right? Maybe you see that they're all, you know, VP or above on the career side, whatever you see, that can start to inform how we wanna go mine our own database and find more folks outside of this top two fifty, but who share a lot of those same characteristics. Right? That can help us, really, again, find more hidden gems and focus in on this lookalike group to try to, again, get these folks activated and, you know, making major gifts or kind of doing whatever our target behavior was. So I am going to pass it over to Court, and we're gonna take this from two d to three d, and he's gonna share how you can make some of these segments right in the Windfall application. Awesome. Guys, like I mentioned before, we love the application. We launched this about two years ago. But as I'm walking through this, we wanna remind everyone just to be thinking this as, a supplement to what we can already do in our CRM. However, we know that not all donor databases are created equally. And so there's some really, cool things that we can do here in the Windfall application that perhaps, may not be super accessible in your database, but, this can be a helpful visualization tool too, again, thinking about, hey. Are we able to identify and prioritize the folks that we want? So this is the main page and tab that we'll be looking at today, so the discovery tab. Right at the top here, we'll just leverage some recommended segments just using AI to say, hey. Right off the bat, we can automate, some essentially, like, lists or segments as we call them based off of what your... You know, what is currently be there being synced to Windfall or being uploaded via CSV. So for example, like, hey, who is a high net worth donor that's also recently changed companies or recently been promoted or recently retired. This will, of course, apply based off of, you know, what actual dataset you're getting from Windfall. But we can, build whatever set of segments that we want. And these all... We can always refresh these here at the top, and it's really easy to just automatically build these. But just some, examples of some ones we have in my demo environment that really apply, to what we talked about is let's actually click into this high net worth donors who recently changed companies. So I know Marissa kinda even shared just some examples of ways we can leverage some of these recency events to think about engagement and how we might, you know, mix up some messaging here. But right away, you can build this and we'll tell you, hey, here's how many different constituents are even in this segment, the total wealth. And then we'll even get this really cool heat map and this is based off of county. So we can even look here. So I think, what was it, Maricopa County. There's nine folks in this category that are in that county, we can look at this across the whole United States. Obviously, depending on, you know, the actual organizations on this webinar, it might be a lot more centralized. But either way, we can highlight this. We'll look at the density of net worth, the average and median net worth, and then roughly the number of folks that are meeting some of these, you know, wealth triggers in this cohort. I can actually come in here as well and see a list of folks based off of, just who the individuals are in this category, which is some really basic information about them. So, you know, their their name, their contact info, their net worth, their total donations that are being sent specifically to your organization based, again, what we're seeing in the CRM, that... Or that... What is being uploaded. We'll highlight based off of as well, like, are we matching with them? So in this case, this person got matched on the wealth side but didn't get matched on the career data. This person got matched with both the wealth and the career data. And then we can even further segment this list down based off of of some different criteria, like what state they're in, what ZIP code, what if we want to look at specifically higher net worth folks versus more median or low level net worth, sort by people who have given a certain amount and so on. But let's go back here to the Discovery page. And now let me talk about ways that we can actually just come in and double segment. It's super easy. Sometimes we show people this and they're like, wow. That that's all there is to it. So what is unique perhaps is that since we're screening your database in full, we can actually run different lists and filter in two types of data. So data type number one is the windfall specific data. So this is our third party dataset that, you know, on the wealth side is getting refreshed weekly, and on the career intelligence side is getting refreshed monthly. And there's even some fields here that we're not even returning back to you, but based off of our dataset being built. So things like even metro area, we can, factor in here as a specific segmentation. So we can look at and sort by metro area or state or ZIP code even though that's not a specific trigger that we're returning back to. But one thing to start off is like, hey, we can add in net worth. That's gonna be a a really basic one. So I sometimes like to start off with, you know, who has at least 2.5 roughly million dollars here in net worth. I might have typed that in wrong. But then thinking about the topic of today, let's just basically... Let's see. Hey. Who has recently had liquidity events? And then we could even say who based off of our second set that we can build this off of is data that you guys are sending to us or that we're seeing in the CRM. So we can actually just say, hey, are they an active donor or not? Or we could delete that one and say, hey, what's... What... How much have they given? Like, someone who's given at least a certain dollar amount. And then we can essentially run a list of people and this is just a couple more clicks. I'm not gonna actually build out a segment in this group here, but we can see, like, how this is really easy to be able to combine multiple source of data to make sure we're always on, you know, being able to, like I said, float the folks that we wanna prioritize at the top. One thing I forgot to highlight here is we can then... Against knowing that there's no extra charge for getting refreshed data, like, say, we we had a segment, and in this case, you know, you know, looking at the recently changed companies, We wanted to make sure that we're getting this data on a frequent basis so that we're never missing out on folks that might appear. We can actually set this up to get exported out, get sent to the database, get sent to an SFTP landing page on perhaps, like, a weekly or a monthly or or whatever sort of cadence that we want, and we can get really specific on when we would want to receive this data on... Based off of day of the week or the time, and then we can actually just have this refresh and get sent to us on a recurring schedule here. So not gonna actually set this up here, so we're gonna delete that out of it. Let's look at one other example though of a segment that we could build. So let's again look at folks that have a certain net worth here. So, you know, we'll we'll just keep it relatable. Just go anyone who's got a net worth equal to or greater than or equal to $5,000,000. And then let's look at another recency trigger. So let's look at anyone who's been, promoted. Maybe we wanna reach out, and then maybe this is... We're gonna look specifically for people who, are major donors. So I'll just say amount is greater than two. I'll just arbitrarily say, $10,000, and who has been recently promoted. And and maybe we could... And you can customize this however you want. This is just an example, but we could, you know, set up a segment here to recur... Us run on a recurring basis here to make sure we can always see these folks because maybe that's a part of the way that we want to engage with folks. The same thing could again apply to any of the other fields that Marissa talked about. Last thing I'll end on here, it's it's it's a little bit, like, less particular to what we talked about today. But on top of being able to look at some different, folks who actually meet this criteria in one of these particular segments, we can also get some more... A little bit in-depth information on a one off basis for, anyone in our database. So let's just pull up and the way I typed in this person's name, David *******. He's a famous ESPN person, but this is... That's why I like this person's name, but this is a different David *******. We can get a combination of, your organization's, first party data here on the left in this profile. So, you know, the contact information that... That's being sent to Windfall, some historical donor data based off of their donations. And then here on the right hand side, we have the Windfall wealth data, so their net worth, some of the wealth triggers, the philanthropic signals, and then if we're matching on additionally the career intelligence side, some of the career data. But then what I specifically wanna show is we can, provide you with a certain number of AI generated dossiers a year. There's... Is... We also have a spec... Specific package for this as well. So there's folks that are you who are on this call who don't have this, but you're interested in just, like, learning a little bit more or getting some quotes, happy to talk to you about this. But we know that sometimes when, you know, a a gift officer or anyone on the philanthropy team is going to have, you know, a lunch meeting or wants to get, like, a profile or a report or a dossier on the donor, we know that a lot of time gets into creating those. And if we don't have a tool to do that, yeah, it can take some time out of our week. But with Windfall, we can essentially generate these these, just with a click of a button like I just did. This one's premade, but it takes about twenty, thirty seconds tops to create. I kid you not. Sometimes it takes less than ten seconds to create. And what we'll get is a little bit of a summary of what we're seeing about them both from a windfall's perspective, what we know about them from our internal database, but then also what, your organization has sent us as well. So we're combining all of this so it's not just, one-sided here. The AI score would be if we're, also using the windfalls propensity to give, scoring models. If you don't have that as part of your feature, this this section would just be blank. But then what I really like is it's not just a summary. It's not just a report. We're actually gonna make some recommendations of given the information that Windfall and your organization has on them, what are some next steps that we could even take with this constituent? And so I'm not gonna read this off, but this would be included in every single dossier and then just some quick summary info here. Now, what is cool is we can certainly copy this link and distribute it internally to our team. But also, sometimes what I think is easier is... And I'm not sure if this will pop up, but you can just come and print, the print button and download this as a PDF and and share this internally to whoever might want to, take a look. So, really hoping that this is a huge, time saving tool, but also just a simplification tool to get, some nice, qualitative data on any of constituents that we wanna create a dossier on.