Salesforce is the world’s number one CRM for many reasons—its comprehensive features, cloud-based accessibility and data security, strong integration capabilities, continuous innovation, and robust community support. Thousands of organizations use Salesforce to store and analyze data, improve efficiency, and develop relationships with donors. On average, nonprofits who use Salesforce see a 130% increase in online giving.
Organizations new to Salesforce will need to undergo an implementation and data migration. While these activities can be complicated, understanding how Salesforce implementation for nonprofits works and working with an integration partner will pave the way for a smooth path forward.
Salesforce for Nonprofits FAQs
What is Salesforce for Nonprofits?
Salesforce for Nonprofits offers tools built on the Salesforce CRM that are designed to meet nonprofits’ needs. Two options fall under the Salesforce for Nonprofits umbrella:
- Nonprofit Success Pack (NPSP): NPSP is an open-source, managed package built on top of Salesforce. It functions as a collection of apps that help nonprofits configure the CRM to fit their specific needs, such as fundraising, program, and case management.
- Nonprofit Cloud: Nonprofit Cloud is an Industry Cloud that expands on the technology in NPSP, offering an expansive array of tools that nonprofits need to operate. This platform will receive regular investments and updates from Salesforce, work seamlessly with other industry clouds, and give nonprofits access to Industry-Common Components.
Because Nonprofit Cloud is a core product, it “borrows” features from other industries, like the Financial Services Cloud. For example, a nonprofit might use features from this cloud for group management purposes like tracking households, BODs, and other groups. These features were not necessarily intended for nonprofit use and require additional customization to align with nonprofits’ existing business practices. While this can involve more costs during implementation, the added capabilities included in Nonprofit Cloud are well worth the investment.
Regardless of your nonprofit’s choice, the overall implementation methodology will follow the same steps.
Is Salesforce for Nonprofits free?
Salesforce pricing varies widely based on factors like your organization’s needs, volume of data, and number of seats. Through its Power of Us Program, Salesforce offers discounts or free technology to qualifying organizations.
Does my nonprofit need a CRM?
Yes, your nonprofit should have a CRM to manage donor data.
The Salesforce CRM goes beyond simply tracking and organizing your supporter data. Some of the other reasons to invest in this system include:
- Centralizing data on one platform.
- Effectively tracking donors’ giving history, preferences, and engagement.
- Segmenting donors and personalizing fundraising strategies and communications.
- Measuring program outcomes, service delivery, and participant data.
- Creating personalized supporter experiences.
- Scaling the system alongside organizational growth by leveraging other tools in the Salesforce ecosystem.
Because Salesforce is such a comprehensive, flexible solution, it can be helpful to seek expert advice. As a Salesforce Consulting Partner, Fíonta can help you identify and implement the best solution for your organization. Additionally, our managed services offerings allow nonprofits to take full advantage of all of the features and benefits Salesforce provides without having to shift focus from their important work.
How to choose a Salesforce implementation partner
Salesforce partners are highly qualified technology consultants who typically focus on a specific service or area related to the platform. Implementation partners, also called consulting and integration partners, help organizations implement Salesforce and provide guidance on how to use the system effectively to address organizational needs and goals.
When choosing a partner, follow these steps:
- Check qualifications. Ask to view a portfolio of past clients to see the partner’s work and determine whether it aligns with your nonprofit’s field. Browse reviews on the Salesforce AppExchange and ask the firm about consultants’ experience levels and credentials.
- Select a long-term partner. Ideally, the partner should be able to offer nonprofits additional support post-implementation. Cultivating a long-term relationship is beneficial because the partner will already be familiar with your organization and you won’t need to repeat the process to find a new partner. Your partner should be open to collaboration and take an approach that aligns with your goals.
- Prioritize fit before cost. Think of a Salesforce partner as a long-term investment that will pay for itself through increased efficiency, more funding, and stronger supporter relationships. Spending more for a capable, experienced partner who is a perfect fit for your nonprofit can ultimately be more cost-effective than settling for a less qualified partner.
- Meet with top candidates. Narrow down your list of potential partners and reach out to them. During these conversations, ask the partner if they can carry out your nonprofit’s project, whether they have examples of similar projects from other clients, and what approach they might take.
- Send a request for information (RFI). An RFI outlines your project’s specific parameters and allows partners to respond with a concrete plan for the implementation process. Sending an RFI will also help you gauge the partner’s company culture, professionalism, and responsiveness.
Implementing your Salesforce CRM can be a complicated, sensitive process that deserves the attention and care an expert can provide. Selecting the right partner will set your organization up for success and help secure long-term support for your technological needs.
Look for a partner that offers other digital services that further enhance your Salesforce system. User experience (UX) design, which involves designing technology that is easy and intuitive for people to use, contributes to better overall design and logical system architecture. In the case of Salesforce, our talented UX team is integral to lowering barriers to entry, improving adoption, ensuring the system delivers the qualities end users are looking for, and much more.
Steps in the Salesforce implementation process for nonprofits
Fíonta exclusively serves mission-driven organizations, including nonprofits, foundations, and associations. Our team is staffed with experts in Salesforce, digital services including UX and web and portal development, and managed services.
With over 20 years of experience, we’ve perfected the Salesforce implementation process to give each client a smooth transition. Our methodology includes the following steps.
1. Alignment and expectation-setting
This stage occurs when your nonprofit meets with implementation partner candidates to determine which firm will be the best fit. In addition to discussing credentials and past client work, the partner will work with your organization to:
- Ensure stakeholders approve of and understand the purpose of implementing your Salesforce CRM.
- Establish clear, realistic goals and expectations for your implementation project.
- Align your nonprofit’s expectations, including a project timeline, deliverables, and each party’s responsibilities.
This step is foundational to a successful partner-client relationship. It determines whether the firm is a good fit for your nonprofit and establishes a shared vision for the project. This will minimize misunderstandings and risks later on.
2. Qualification and scoping
Once your nonprofit chooses a partner, the consultant will dig deeper into the specific details of your project. This involves:
- Qualification: The partner needs to learn more about the project than the more generic issues discussed during the previous stage. This may involve defining the organization’s goals and priorities, the CRM’s intended functionality, data migration needs, integrations, customizations, and more.
- Scoping: After the partner gathers more specific information about the project, they can propose an approach to the project. This will include elements like the specific steps the partner will take to complete implementation, the project timeline, and resource allocation.
Ask questions about the partner’s approach, clarify objectives, and ensure the proposed solution will address your unique needs.
3. Delivery
Discovery
Your Salesforce partner will work closely with your nonprofit to understand how your current technology is working, what you want to achieve with the Salesforce CRM, and what you need to get there. Using this information, your partner will put together workflows for the first phase of implementation and evaluate current processes and opportunities for improvement
Design and rebaseline
Next, the implementation partner will take the business requirements gathered and documented s in the discovery phase and begin designing a series of solution recommendations that will meet your nonprofit’s needs.
During this step, your partner will:
- Create a data migration map.
- Develop a solution presentation to ensure alignment on project deliverables.
- Set specific deadlines for each milestone in the project.
- Plan a human-centered user experience design.
- Compare the design against the initial goals (e.g. Will the design accomplish your nonprofit’s objectives and overcome pain points?).
Your nonprofit will provide feedback based on whether the design meets your expectations for the project. Then, the partner will refine the design and get approval before building the solution.
Build
Now the implementation team will start configuring your Salesforce CRM in a testing environment according to the agreed-upon design. This will involve steps like developing and refining the user interface to make it accessible and creating custom objects, fields, and automation. Your partner will also set up any third-party application integrations to extend your use of Salesforce beyond core CRM technology and migrate existing data into the new system.
Validation, training, and documentation
This phase ensures that the solution works as planned and that your staff can use it effectively. The three main steps include:
- Data validation: Your partner will check the structure and accuracy of your data. While cleaning the data should occur before it is migrated, this step can flag any issues with its integrity to ensure analytics generated using system data are accurate and meaningful.
- Training: Proper training is crucial to technology adoption. Ideally, your partner should assess your training needs, develop a plan, deliver training to relevant staff members, and address feedback.
- Documentation: Your partner will note system configurations, instructions for using the CRM, processes, and workflows supported by Salesforce, and more. This documentation will be compiled into user guides for staff to access.
Proper training and documentation promote a smooth transition for staff members who are not directly involved with the implementation process. Additionally, they provide your nonprofit with the knowledge and skills needed to navigate the CRM independently.
Launch and post-launch support
Finally, your Salesforce solution is ready to launch in a production environment. During this initial rollout, the partner will monitor the system’s performance and address any issues.
Other user inquiries or bugs may arise after the launch. Your partner should provide continued support and maintenance as needed in the post-launch phase. For example, they may offer training refreshers or system enhancements to optimize the CRM’s effectiveness.
4. Accent Managed Services
After equipping an expertly configured Salesforce CRM, your nonprofit will likely grow its fundraising revenue, supporter base, and more. Work with our team of Salesforce Solutions Success Managers to continue maximizing your investment in Salesforce and ensure the solution grows with your nonprofit.
This skilled team works to deliver managed services that continuously enhance your system to align with changing needs, help you prepare for upcoming campaigns or membership renewal periods, provide maintenance, and much more.
Our Solutions Success Managers are experts in the Salesforce Clouds and modules that nonprofits rely on to manage their operations and further their mission. Our team includes developers, Marketing Cloud Account Engagement (formerly Pardot) and Marketing Cloud specialists, and Analytics consultants to handle various complex projects.
To learn more about Accent Managed Services and access long-term technology support for your nonprofit, reach out to our team today.
Key Salesforce implementation considerations to keep in mind
As you research implementation partners, note a few key considerations. To prepare for the process, keep these items in mind:
- System landscape, entity relationship and data flow diagrams: These diagrams visually represent the way the system interacts with other areas of your technology stack, how the Salesforce object model is structured and how data flows through a system. Your team will need to understand and engage with these diagrams to see the flow of information and identify potential bottlenecks early in the implementation process.
- Data quality: Evaluate your data quality before the migration. Your partner can assist with cleaning the data to remove errors, duplicate data, and outdated information.
- Gaps and pain points: Pinpoint areas where processes are broken, lacking, or defined by existing technology.
- Resource allocation and planning: Remember that the cost of implementing your Salesforce system is not limited to the cost of the technology and consulting services. You’ll also need to plan and allocate staff time, particularly for staff members who will work closely with the implementation team to align on goals, review designs, and test the solution.
- Minimum viable product (MVP): An MVP has enough features to be valuable and usable to your team but may not be perfect yet. Aiming for an MVP rather than a perfect final product will allow your team to use the solution and then iterate on it to arrive at a solution tailored to your needs.
Your implementation partner will guide you through each of these items to ensure a smooth implementation. However, familiarizing yourself with these concepts and preparing your team can help speed up the process.
Wrapping up
Implementing your nonprofit’s Salesforce instance will require time and expert help. However, this investment is well worth the resources and will pay dividends over time.
At Fíonta, our team of experts is ready to help your nonprofit develop and implement a solution that supports your needs. Contact us today!
Explore these additional resources to learn more about Salesforce for Nonprofits:
- Nonprofit Cloud | Fíonta. Dig deeper into how nonprofits can use Nonprofit Cloud to streamline operations, grow, and measure impact.
- Nonprofits & associations need Salesforce managed services. See how choosing Fíonta as your managed services partner can help you use Salesforce to its full advantage.
- Salesforce website integration: An essentials guide. Learn how and why to integrate your website with Salesforce.