"We've seen great improvements in communication with our contacts and accounts. We’ve visibly seen opportunities rise as a result of those communications."


— Schwab Charitable

Schwab Charitable™ improves donor outreach with the Sales Cloud

Challenge

  • Leader in strategic philanthropy wanted to better manage prospective donors and their investment advisors
  • Needed a CRM system to retain historical information and make it easier to generate reports
  • Wanted a cost-effective solution that could be accessed from anywhere

 

Solution

  • Chose the Sales Cloud for its customizability, nonprofit licensing structure, and cloud-computing delivery
  • Deployed Enterprise Edition to 20 employees to manage leads, opportunities, accounts, and contacts, and track sales processes and marketing campaigns
  • Lead kit automation quickly generates custom cover letters and includes relationship manager signatures
  • Workflows assign Web leads to donor relations specialists and remind record owners of follow up tasks
  • Campaigns tab shows measurements for event, direct mail, and Webcast campaigns
  • Manages mass email campaigns and follow up emails to event or training attendees; results are automatically measured
  • Custom “media contacts” tab tracks relationships with writers and reporters and includes information on outreach, number of placements, and article content
  • Reports tab gives fast access to real time metrics and makes it easy to compare current data with prior years
  • Dashboards and forecasts object track closed/win opportunities and fiscal year targets
  • Integration with Schwab Advisory Services reporting system uploads advisor reports on a quarterly basis
  • Salesforce.com Education & Training programs help administrators and users get more out of the system

 

Results

  • Greater data integrity supports business planning and oversight
  • Fast access to reports helps optimize marketing and business development efforts
  • Improved communication with contacts and accounts increases philanthropic activities
  • Reduction in manual data entry and greater automation drives greater efficiencies
  • Improved follow up with event and training attendees increased the number of opportunities

 

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