1. CRM and Engagement The promise and reality Tom Lehman Lehman Associates, LLC Lehman Reports ASAE Reston Idea Swap August, 2013

2. Lehman Associates, LLC Strategy Consulting and Research Firm Technology strategy Web / Internet / Social Media Strategy Customer Satisfaction, Market & Member Research The Lehman Reports industry research series Associations and Supplier Companies Founded 1992, Alexandria, VA

3. Working at the confluence of Strategy, Information, and Technology

4. AMS Use and Satisfaction 2006-2013 AMS International: CA, AU, UK 2010, 2013 Association Technology Study 2011, 12, 13 Donor Management Systems, NTEN, 2013 New Snapshot survey series

5. Importance of CRM Discussions of Engagement

6. CRM – Engagement Conversations Hundreds of items on Collaborate Several articles published in 2013 DigitalNow, ASAE, other sessions AMS companies: promotion, prospect sessions, roundtable discussions

7. CRM as AMS Decision Factor 2013 Lehman Reports AMS Study

8. The Promise of CRM Greater knowledge / insight about members Alignment between products and services, and member needs / expectations In-depth understanding of trends, patterns, and variable interactions Market segmentation and targeted services Prediction and forecasting, anticipate needs and interests Deeper engagement with members, constituents

9. The Promise of Engagement Greater understanding of the dynamics of membership and participation Retention, loyalty Advocacy Non-dues revenue Relevance

10. Limiting Factors CRM and Engagement Data Analytics Measurement CRM Capabilities Expertise and Culture

11. CRM Big Data 360 view of constituents, operations, marketing, advocacy Deep data, multi-stream A driver of integration to capture increasing levels of digital interactions Critical for CRM and other functions, but not actionable in its raw form

12. Third-party Services Adoption Lehman Reports Association Technology, 2012

13. Analytics Turn data into actionable intelligence Multivariate, longitudinal Underlying drivers, trends, patterns Decision information Advanced reporting, dashboards, decision systems

14. Advanced Reporting / BI Lehman Reports AMS, Association Technology, 2011-2012

15. Dashboards in Associations Use projected to double within 2 years Lehman Reports AMS, 2012

16. Challenging, Early Stage Big Data in Commercial Firms Only one quarter collecting the data required While fewer than half of those say they have sufficient resources to make use of it

17. Measuring Engagement Scores from AMS, social media, other applications In-house scoring / measurement scales Separating meaningful indicators from a multitude of activities is challenging Weighting activities Topic at many associations, subset have begun the process Fewer understand the commitment involved Potential payoff is high, however

18. Measuring Engagement Types of measurement

19. CRM Technology Current state Future options

20. The Pure CRM Solution Focusing on CRM as the critical function Advocate a move to CRM to gain these capabilities, implies dissatisfaction with current capabilities Options –AMS with CRM –CRM solutions alone –CRM solutions with AMS capabilities

21. Current CRM Satisfaction 2013 Lehman Reports AMS Study

22. CRM Options 2013 Lehman Reports AMS Study

23. Expertise Culture Commitment

24. Questions and Discussion Tom Lehman President Lehman Associates, LLC / Lehman Reports Alexandria, VA 703-373-7550 Tom@LehmanConsulting.com www.LehmanConsulting.com www.lehmanreports.com