BLACKBAUD HISTORY 2 BLACKBAUD CHANNEL MISSION STATEMENT 2 PROGRAM PRINCIPLES 3

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Jerome Ezra Nelson
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1 Contents BLACKBAUD HISTORY 2 BLACKBAUD CHANNEL MISSION STATEMENT 2 PROGRAM PRINCIPLES 3 PROGRAM OVERVIEW PRODUCTS 4 PRODUCT PRICING, INVOICING & SHIPPING 5 MINIMUM REQUIREMENTS 5 TERM 5 PROGRAM BENEFITS 6 COMMUNICATIONS 6 MARKETING & EVENTS MARKETING 7 EVENTS 7 TRAINING PROGRAM OUTLINE 8 ACCEPTANCE & TIMELINE OF EVENTS 8

2 Blackbaud History Blackbaud is the leading global provider of software and related services designed specifically for nonprofit organizations. More than 12,500 organizations use Blackbaud products and consulting services for fundraising, financial management, business intelligence and school administration. Blackbaud's solutions include The Raiser s Edge, The Financial Edge, The Education Edge, The Information Edge, WealthPoint and ProspectPoint, as well as a wide range of consulting and educational services. Founded in 1981, Blackbaud is headquartered in Charleston, South Carolina, and has operations in Toronto, Ontario, Glasgow, Scotland, and Sydney, Australia Blackbaud Channel Mission Statement Blackbaud, Inc. s channel program is dedicated to partnering with the industry s best professionals to build a worldwide network committed to providing superior business solutions to our customers. In order to attract market leaders and fuel continued growth, the channel program works to understand the challenges that our partners face and provides them with the tools to sustain a competitive advantage. Our future success heavily depends upon our partners to expand our sales and services to improve our market-leading position.

3 Program Principles Blackbaud, Inc. strives to develop long-term, mutually beneficial relationships with our partners to provide superior business solutions and support to our customers. We have developed basic program principles to guide us in the creation and management of these relationships. Delight our Customers Blackbaud, Inc. takes pride in supporting the efforts of nonprofit organizations. At Blackbaud, our goal is to delight our customers with our products and services and to take their success personally. When our customers succeed, we succeed in helping them make the world a better place. With that in mind, we leverage the strengths of our partners in order to provide superior business solutions for our mutual customers. We believe that by focusing on this goal, and working to make our customers successful, we all succeed. Provide Strong Partner Support Blackbaud s is dedicated to building long-term, mutually beneficial relationships by providing our BDN Partners with the tools, resources and support necessary to grow their business. We have designated an SDK support team as well as scheduled status meetings with the Program Manager to ensure we are providing prompt attention to questions and suggestions dealing with the BDN Program. Foster Open Communication We believe that communication is the key to a successful working relationship and are committed to open, honest, ongoing communication with our partners. We are interested in the views and concerns of our partners and believe that by sharing our ideas not only can we develop strong relationships, but better serve our clients together by offering superior business solutions. Quality Performance Reviews Blackbaud s reputation is outstanding. This high level of satisfaction is a result of those who work hard each and every day to provide the best products and services in our industry, clearly setting us apart from our competition. As a result of this high emphasis on customer satisfaction, reviews of Blackbaud and our partners are conducted to ensure customer satisfaction rating stays at, or above, its current level.

4 Program Overview Blackbaud, Inc. s channel program is built upon the foundation of providing superior business solutions to our customers. To accomplish this, we partner with the industry s best professionals in accounting, consulting and systems integration, enhancing our solutions and services to the nonprofit community. By leveraging the strengths of our partners, we believe we can accomplish Blackbaud s goal of providing superior business solutions for our customers. Products Blackbaud s Software Development Kit (SDK) provides partners the tools to build superior applications to interface with The Financial Edge suite of accounting products. Designed specifically for nonprofit organizations, Blackbaud s The Financial Edge is a powerful financial management system that helps nonprofit organizations gains the intelligence, accountability and flexibility needed for effective management. The Financial Edge is more than data storage it s a real-time information, reporting and budgeting tool to support decision-making and planning. Modules include: General Ledger** Fixed Assets** Budget Management** Cash Receipts** Project, Grant & Endowment** Student Billing Allocation Management** School Store Manager Accounts Payable** Retail Management System Purchase Orders** Accounting Forms Accounts Receivable** Cash Management** Payroll Accounting Queue Direct Deposit Electronic Funds Transfer** Online e-requisitions** Consolidation Management** **Denotes products available in the Software Development Kit as of March 2004

5 Product Pricing, Invoicing and Shipment We expect the price of each application you develop will vary depending on the complexity and resources required to complete the development. We recommend that our BDN Partners price their products in line with the Blackbaud suite of financial products to maintain consistency with our clients. If you participate in the product certification program, a suggested price range will be offered as part of the evaluation. Each partner will be responsible for the delivery, implementation, training and support of each product sold. Blackbaud will not support a BDN Partner s product under the normal terms of the program guidelines Program Requirements The contract agreement contains important guidelines that we feel will not only help you to be successful, but also to keep Blackbaud informed in the event changes are necessary to enhance the program: Deliver to Blackbaud a general overview of the application/product that you intend to develop along with the target market and development timeline A developer from your company should be trained on the SDK within 60 days of receiving the software Develop at least one application/product utilizing the SDK within 120 days of the agreement Participate in regularly scheduled conference calls with the program manager to discuss your progress and provide feedback on the SDK as well as any program related issues Provide Blackbaud a copy of the completed products and supporting documentation to store internally for product review Term All contracts are written with an expiration date of December 31 st. Updated software will be shipped each new year with the receipt of an updated contract.

6 Program Benefits The following are benefits of participating in the Blackbaud Developer Network. We are constantly evaluating the program offering, therefore there may be additions to the program during the year: The Software Developer Kit for Blackbaud s The Financial Edge suite of products o Access to the COM layer of the Blackbaud s software through the API and other tools o Object Model Viewer o Hundreds of Sample Code and Cases o 2 Developer license for The Financial Edge o Extensive detailed documentation in the SDK User Guide Product training on The Financial Edge via Computer Based Training CD s Advanced training on the SDK by a Blackbaud developer Unlimited support from Blackbaud s VBA/API support team 25 calls annually to Blackbaud VBA/API support team Conference calls with Product Development (upon request) Scheduled status calls with program manager to help effectively plan and manage development of your products Access to the BDN certification logo to market your products Participation in Product Certification program to certify the quality of your products Participation in Blackbaud s solution catalog, which identifies all 3 rd party applications available to Blackbaud s accounting clients Company and product listing on BDN Portal of the website Access to the BDN forum exclusively for idea sharing between BDN partners Marketing support from Blackbaud o Ability to market into Blackbaud s installed client base for The Financial Edge o Access to all levels of Blackbaud s Business Partners o Conference booth sharing Communications Blackbaud sends out electronic bulletins on a regular basis to keep our alliance partners informed of the latest news on Blackbaud products and events. As a member of the BDN Program you will receive the following electronic bulletins: Weekly distribution of The Ledger which goes to all Blackbaud accounting clients Weekly Product Alerts, which is internal product information for Channel and BDN Partners only Monthly issues of The Blackbaud Professional, which is a newsletter just for Channel Partners A BDN Newsletter with each new product release to highlight enhancements to the SDK

7 Marketing Press Releases One of the first marketing activities you will do as a new Blackbaud Developer Network Partner is to create a press release. Blackbaud will send the press release to our national publication contacts announcing our new BDN Partner. BDN Partners may use Blackbaud s press release template to create an announcement to send to their current nonprofit clients, local and state business publications, state nonprofit associations and post to their Web site. Web site listing and links All Blackbaud Developer Network Partners are entitled to a listing on Blackbaud s BDN web site. The site includes company information on partners, product information, and access to the web forum. All partners will be given a user name and password for the BDN section of our site. Solutions Catalog Blackbaud will list a profile of your product in our solutions catalog, which is included with each new shipment of The Financial Edge. The catalog will also be available on Blackbaud s website for existing clients to download Customer Mailing List Blackbaud provides you the opportunity to market your product to our installed customer base as well as our Business Solutions Providers. (You would provide us the criteria to match the target audience for your solution, by which we will scrub our client list and provide you with the number of matches). The list is not released to the partner, however we will use your marketing material to mail information to client matches so it is seamless to the client. Events Annual Partner Summit The Annual Summit meeting is intended to update our partners on exciting changes in our company, industry, products and the partner programs. This meeting is an opportunity to get input and feedback from our strategic partners and to recognize those partners that have achieved outstanding results in providing superior business solutions for our customers. The meeting is also an opportunity for the Developer Network partners to market and demo their products to other Blackbaud personnel as well as our Business Partners. Blackbaud Conferences Blackbaud conducts several conferences throughout the United States, Canada and the UK each year. Channel Partners are offered discounted booth space at all Blackbaud hosted conferences.

8 Product Training Blackbaud will supply the BDN Partner with a complete set of software along with one set of user manuals, computer-based training CDs and any other related materials. Software updates are automatically sent to each BDN Partner with each new release or update of The Financial Edge. If additional product knowledge is required for application development, the developers from the BDN Partner site are also eligible to attend Blackbaud University training on The Financial Edge products. At least one developer from the BDN Partner site should plan to attend training on the Software Development Kit. This training is scheduled quarterly in Charleston, however some classes may be offered on the web or on site if the need arises. Acceptance and Timeline Candidate s application is completed and submitted to Blackbaud. If accepted, the Blackbaud Developer Agreement is sent to the prospective partner for review. Final meeting or phone call is scheduled between Blackbaud and candidate to discuss Agreement and to answer detailed program questions, if any. Executed copy of Blackbaud Developer Network Agreement is returned to Blackbaud to be countersigned by Blackbaud. BDN Partner receives new software packet. Packet includes: o Installation CD for The Financial Edge which includes the Software Development Kit (SDK) o One set of Computer Based Training CDs (CBTs) o SDK User Guide with sample code and examples Conference call between BDN Partner, developer on staff and Blackbaud program manager to discuss next steps, training needs, big picture development plan and additional resources BDN Partner schedules at least one developer for SDK Training Press release is written and distributed to national publications by Blackbaud. BDN Partner is encouraged to use the Blackbaud press release template to issue it s own press release for local distribution. Blackbaud s director of corporate communications will assist if needed. All press releases pertaining to Blackbaud need to be reviewed by Blackbaud prior to issue. Blackbaud Channel Sales Cultivating Success Through Partnerships

Technology in Fundraising

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