AUTHORIZED BLACKBAUD SOLUTION PROVIDER Guide

AUTHORIZED BLACKBAUD SOLUTION PROVIDER Guide Get the information, training and support you need to expand your business around Blackbaud products We at Event 360 stay well-versed in delivering deployment and related services to Blackbaud s growing client base Our partnership helps us grow and gives our clients the help they are seeking, while allowing Blackbaud to serve clients faster and with consistent quality It is truly a win-win situation for everyone Jeff Shuck, President, Event 360 Published: November 2014 2014 Blackbaud, Inc This document represents terms and conditions of the BSP program as of 5/8/2014 Terms and conditions are subject to change per the BSP agreement

TABLE OF CONTENTS Overview: Blackbaud Solution Provider Program 3 Benefits: What s in It for You 4 Benefits at a Glance 4 Benefits Detail 5 Requirements: What You Need to Do 7 Authorization Training 10 Training and Program Fees 11 Process: How to Become a Blackbaud Solution Provider 13 2

OVERVIEW: BLACKBAUD SOLUTION PROVIDER PROGRAM Blackbaud is the leading provider of nonprofit software and services To help ensure that our clients get consistent, quality service around their Blackbaud products, we ve created the Blackbaud Solution Provider (BSP) program The goals of the BSP program are simple: Deliver our online marketing and CRM products to more nonprofit organizations Help those organizations be more successful using our products As a company serving the nonprofit sector, your expertise combined with Blackbaud software solutions can help you bring a complete solution to the market As a BSP, you ll give a growing base of Blackbaud clients the help they need to reach their goals and make the most of their investment in Blackbaud products We ll give you the information and knowledge you need to offer superior consulting and implementation experience as well as demand generation support to create new opportunities To ensure you get the most from your BSP partnership with Blackbaud, we ll provide you with ongoing support, exclusive educational resources, marketing/co-marketing opportunities, and a seal of approval that you can display on printed and web-based materials as long as you maintain your BSP authorization The BSP program really means something to our clients, to you, and to us In order to maintain the integrity of the program we require you to sign the BSP agreement with annual renewal To ensure a consistent level of quality service for our clients, we also require you to have authorized individuals on staff for each product under your BSP agreement with Blackbaud This guide gives you more detail about benefits and requirements of the BSP program 3

BENEFITS: WHAT S IN IT FOR YOU The Blackbaud Solution Provider program is designed to give you the tools you need to expand your business by helping to service a large and growing base of Blackbaud clients The BSP program offers benefits and resources that help you optimize the program for your business while helping to ensure client success These benefits and resources will help you to uncover new business opportunities and strengthen your brand in the nonprofit sector The following chart summarizes the benefits available to BSPs Benefits at a Glance BSP Benefit Training Lead referral reward Use of Authorized Solution Provider seal Software access Product sandbox Technical Support Implementation methodology, best practices, and Blackbaud products Access to Blackbaud Solution Provider Reward(s) for products outside your service area Provided for use on website, social media and in print Administrative access to client instances for active projects Sandbox for authorized products to be used for learning, demonstrations, and testing solutions for clients Access to support for authorized individuals Partner Account Manager Partner Portal Blackbaud Community Partner directory listing on Blackbaudcom Marketing & Co-marketing Use of Blackbaud corporate logo Communication Blackbaud s bbcon sponsorship Dedicated Partner Account Manager Mutual information sharing on joint projects Access to public groups and exclusive resources just for BSPs Logo, website link, description, searchable by specialization Opportunities to lead marketing and co-marketing efforts including speaking engagements, webinars, case studies, articles, and advertisements with Blackbaud In context of partnership Regular quarterly partner calls, updates on Blackbaud products/roadmap, best practices, and methodology Opportunities to promote your company to Blackbaud clients 4

Benefits Detail General Benefits Training See pages 7-12 for details about training Lead Referral Rewards As a BSP, you can also submit lead referrals for products outside your authorized service area(s), and receive rewards for business referred to Blackbaud that results in a closed deal Use of Authorized Seal You ll earn the right to display the authorized Blackbaud Solution Provider seal on your website and printed marketing material Support Resources Software Access As a BSP, you will get access to your clients software instances upon their approval You will get advanced site administrator access to the Blackbaud sites you re working in for your clients Product Sandbox As a BSP, you will receive access to an instance of the product on which you are authorized that you can use to showcase your work and discover implementation solutions for your clients Technical Support As a BSP, your authorized individuals will have access to Blackbaud support Support is offered via telephone and online Our goal is to reply to your inquiries in the most efficient and effective means possible so you can serve your clients successfully Partner Account Manager You will receive a dedicated Partner Account Manager to meet with regarding your projects Partner Portal You ll use this web-based portal as your tracking system for your current Blackbaud projects Blackbaud Partner Community You ll have access to a partners-only area of the Blackbaud Community where you can access on-demand training, implementation, and sales resources, and also participate in conversations with other Blackbaud partners Blackbaud Partner Development You ll have quarterly business planning sessions with your development manager to ensure goals, objectives and metrics by both parties are being achieved 5

Marketing and Sales The BSP program provides you with multiple ways to engage with Blackbaud and increase awareness of your company in the nonprofit sector: Partner Directory As a BSP, you ll receive a listing on our searchable partner directory on Blackbaudcom (see wwwblackbaudcom/partners) Your directory listing will include a detailed profile, identify your company as authorized, and link to your website Demand Generation Marketing Templates various demand marketing templates will be provided by Blackbaud for your use in conducting your own marketing for new nonprofit customers Co-marketing As a Blackbaud Solution Provider, you have opportunities to work with us to drive new business leads These opportunities are subject to availability, and will be agreed upon by both you and Blackbaud Examples include: o Joint case studies, press releases, and speaking opportunities at industry events o Co-written industry articles o Opportunities to place partner contributed article(s) in Blackbaud publications o Opportunities to promote your capabilities and successes to Blackbaud o Participation in marketing programs, including seminars, webinars, white papers, and emails Use of Blackbaud Brand and Logo As a BSP, you have access to the Blackbaud name and logo in your marketing material The logo must be used within corporate logo guidelines Partner Updates All Blackbaud partners will receive partner updates via email as well as through quarterly partner calls These updates would encompass product release information, Blackbaud news, the latest resources, and other information that will help you promote your business Blackbaud bbcon Sponsorship Blackbaud s can t-miss annual client event draws more than 2,000 nonprofit professionals for workshops and sessions designed to promote client success on Blackbaud products Blackbaud offers a variety of sponsorship levels that provide you unparalleled exposure to Blackbaud clients All partners are given the opportunity to participate as sponsors and/or exhibitors at this event 6

REQUIREMENTS: WHAT YOU NEED TO DO Your company can be authorized as a BSP on Luminate Online and/or Luminate CRM Luminate CRM Online Contact Management Gift Processing Batch Management Pledges Recurring Gifts Major & Planned Giving Event Management Volunteer Management Campaigns Management Analytics Data Warehouse Visual Business Intelligence Content Management Email Marketing Fundraising Shopping Cart Calendar Advocacy TeamRaiser Events Personal Fundraising Social Integration Blackbaud Products and BSP Authorizations To be a BSP you start by having authorized individuals on staff The BSP authorization cannot be held by an individual that is not a part of a firm since BSP is a firm-level authorization There are two types of authorizations for individuals at your firm: Consultant Consultants are trained on Blackbaud implementation methodology, best practices, and product fundamentals These individuals are not trained to perform the implementation tasks for Blackbaud products This training track is recommended for members of your team serving in the role of Project Manager, Business Analyst or Strategy Consultant The Consultant is responsible for the overall tracking of the project and ensuring that the client s needs are being met by the implementation team, as well as managing the project timeline, budget and scope Implementation Specialist Implementation Specialists are trained on product fundamentals and on the advanced technical skills needed to implement Blackbaud software and provide related post-deployment services This training track is recommended for the members of your team serving in the role of Web Developer or Technical lead The Implementation Specialist is responsible for the overall implementation of the solutions and providing technical guidance and expertise on the project 7

Implementation Specialist Consultant Training segments for Consultants and Implementation Specialists To be a BSP, you must have at least one (1) full-time Consultant and at least one (1) full-time Implementation Specialist on staff (This may be one person with both authorization levels) This ensures that you have the expertise on staff to deploy Blackbaud products with a consistently high level of quality If a BSP employs or contracts an individual to work on a project that involves a Blackbaud product, the individual working on the project must be authorized as a Implementation Specialist or Consultant (or both) for the product on which they are working Ongoing Maintenance of Your Authorization As you add new staff members who will be working on Blackbaud projects, we will require them to go through training and become authorized We will grant them access to materials for self-study that includes documentation, updated or new training, live/recorded webinars, and exams BSPs are required to keep current with each release for the product on which they are authorized in order to maintain authorization Blackbaud holds regular partner webinars and makes additional online training available, including process and product updates Blackbaud reserves the right to remove BSPs from the program if they are not current with maintenance training If your Consultant or Implementation Specialist leaves your company, we ll give you a ninety (90) day grace period to authorize another individual from your organization You may lose the authorization to deploy Blackbaud products until you have both a Consultant and an Implementation Specialist back on staff Authorizations are provided at an organization level, not an individual level The authorization is not transferable to a new organization should an individual leave your company If your firm has an individual on staff that was previously authorized at another firm, the firm must go through all BSP requirements to become designated as a BSP 8

Evaluation Criteria Blackbaud wants the BSP program to remain valuable for all members and clients Therefore, Blackbaud will periodically evaluate strength indicators for each partner The following indicators will be used: Ability to market and grow their business with Blackbaud, including number of new logos generated by the partner Frequency and success of partner marketing activity Score on client satisfaction surveys as well as percentage of surveys returned Maintaining ongoing product and implementation training Feedback from Blackbaud staff on how the BSP is performing 9

Authorization Training Authorization is based on passing exams for the level of authorization (Consultant or Implementation Specialist) sought Blackbaud offers online training to prepare for the examination We ve separated training into the following product areas Your Consultant and Implementation Specialist must pass the test for each product area for authorization 1 Luminate Online (prerequisite for below; includes, Email Marketing, PageBuilder, Fundraising (Donations), Calendar Events, ecommerce, Reporting, and Content Management System (CMS)) 2 Luminate Online TeamRaiser 3 Luminate CRM Luminate Online Training for Luminate Online is offered as online instructor-led and online recorded training Training for the Consultant authorization examination consists of product training and implementation methodology Training for the Implementation Specialist examination consists of product training and advanced technical training Luminate TeamRaiser In order for a firm to become authorized on TeamRaiser, the firm first must obtain their BSP Authorization for Luminate Online In addition, individuals that wish to pursue authorization must already be authorized on Luminate Online The Online authorization contains core fundamentals about the Luminate solution that are required as a basis for understanding before proceeding to the TeamRaiser-specific curriculum The training curriculum encompasses Product Fundamentals, Advanced Configuration Topics and Implementation & Scoping Unlike other BSP curriculums, there is no differentiation in the requirements for Consultant and Implementation Specialists Luminate CRM The cornerstone of BSP authorization for Luminate CRM is authorization on Salesforcecom We require your company is a Salesforce Cloud Alliance Consulting Partner 1 with Service Cloud Consultant Certification and Advanced Administrator or Developer Certification We require that your company take training specific to Luminate CRM available via online self-study and pass exams for the level of authorization (Consultant or Implementation Specialist) sought Training for the Consultant authorization examination consists of product training and implementation methodology Training for the Implementation Specialist examination consists of product training and advanced technical training 1 See http://wwwsalesforcecom/assets/pdf/datasheets/ds_consultpartnerrequirepdf and the Study Guide linked from http://certificationsalesforcecom/implementation-experts for details 10

Training and Exam Fees Your Consultant and Implementation Specialist must pass the test for each product area for authorization The training for each product you choose to authorize is included at no charge You also receive one login to the Blackbaud Partner Portal and one staging site (ie sandbox ) for each product you choose to authorize Additional testing, Partner Portal logins, and/or product sandboxes will be billed according to the Fee Schedule listed There are testing fees to participate as a BSP for Luminate Online, TeamRaiser, and Luminate CRM In addition, there are fees associated with Salesforcecom training and authorization The fees that Salesforcecom charges for these classes and tests are controlled by Salesforcecom Blackbaud cannot negotiate for you, however, Salesforcecom does offer a discount for companies working with nonprofit organizations Please contact Salesforcecom for details about their fees A few important notes about fees: Consultants and Implementation Specialists will take tests to maintain their authorization as a part of their ongoing maintenance training There is no separate fee for maintenance training and testing Training in multiple authorization areas and subsequent contract periods may include additional areas of competency and could result in fees for those training areas Individuals may wish to bypass training to gain initial BSP authorization; however, there is still a fee to take the test alone without taking training 11

Fee Schedule Fee Type Amount Luminate Online Online Training FREE Authorization Test $100 per person TeamRaiser Online Training FREE Authorization Test $100 per person Luminate CRM Online Training FREE Authorization Test $100 per person Partner Portal Staging Sites (ie Sandboxes) First Partner Portal Seat is included One additional Partner Portal Seat for 12 month contract term First product sandbox per authorization area is included One additional sandbox for 12 month contract term $500 per seat $1500 per sandbox 12

PROCESS: HOW TO BECOME A BLACKBAUD SOLUTION PROVIDER After you review this guide, please visit wwwblackbaudcom/partners/becomeapartner and fill out the Request More Information form If your company qualifies, our team will contact you to review details of the program Following is a checklist for you to follow as you go through the process Checklist for BSP Authorization Fill out the Request More Information form at wwwblackbaudcom/partners/becomeapartner to schedule an introductory conversation about the BSP Program Blackbaud will contact you to discuss the BSP program and determine if there is an appropriate fit with your firm Sign a Blackbaud non-disclosure agreement Meet with Blackbaud partner team to review program and provide additional information about your organization Sign Blackbaud Solution Provider agreement Get access to the Partner Community and LearnCenter Get access to sandbox of the product on which you are gaining authorization For Luminate CRM: Confirm that your company is a Salesforce Cloud Alliance Consulting Partner with Service Cloud Consultant Certification and Advanced Administrator or Developer Certification Provide three references that demonstrate capability to: o For Luminate CRM: Convert an existing database to a Salesforcecom platform Provide business process consulting to help a nonprofit develop CRM procedures that align to their processes Deliver customizations to spec for a CRM implementation o For Luminate Online: Provide consulting and implementation services to help a nonprofit develop an online presence with strategy that aligns to their processes Understanding of online projects, and sample SOWs and project plans Technical ability to create and maintain a website Attend BSP Training for Consultant or Implementation Specialist (or both if obtaining both authorizations) scheduled web sessions or self-guided training Each staff member wishing to become authorized will need to take the Authorization Test for Consultant or Implementation Specialist (or a combined test) Once authorized, obtain the Authorized Solution Provider logo and style guidelines along with other onboarding information Each authorized provider is required to display the logo on their website 13