Get Started Salesforce Fundamentals for Nonprofits 1


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all right i think everyone is on so we're going to go ahead and get started as i said good morning good afternoon and welcome to getting started salesforce fundamentals for nonprofits the first of a four part series today we're covering the salesforce funded rentals for nonprofits and before we get started we always like to go ahead and introduce ourselves um my name is ben felsing not flushing and i am a cloud success manager here at i work with customers day in day out to make sure that they get the most out of npsp and i'm excited to be here with you all today imani do you want to go ahead and introduce yourself yeah thanks ben my name is imani golston and i am a community engagement specialist in the power of us hub if any of you are in the hub you may have seen me welcome you in or uh post on others posts and things like that pass it off great my name's ann crawford i am a manager of customer adoption program so helping customers uh nonprofits get up and running on salesforce and maybe like some of you on this call i started as an admin and a very tiny non-profit here in san francisco and got helped on my nonprofit sales force and then got more and more interested in salesforce ended up working in the consulting space and now i work here at salesforce so i'm very happy to be with you all here this morning great thanks to you both and then if you've been on any salesforce call or event ever you've probably seen this slide it's our forward-looking statement side it basically says to please base your buying decisions on current products and not any future products i might mention or we might mention during this webinar all right so some logistics as you might notice on your screen there is a q a button if you have any questions feel free to post them in the q a section and we'll make sure that one of us answers them during the webinar um also at the end of this series and after this session we will have a follow-up email with the slides and recording for each session and if you have any other follow-up needs you can always jump into the getting started group in the power bus hub for more information all right so as i said earlier beginning the call this is a four-part series and today we're talking about salesforce fundamentals learning the basics of it next week we'll cover how to configure and customize salesforce to work for your organization's needs excuse me third week we'll cover fundraising basics so how to make sure you configure it to track your particular type of fundraising and then finally on the fourth one we'll talk about how to import data into mpsp once you're ready to get going in salesforce so our agenda for today we're going to go ahead and talk about what is salesforce do an introduction to how sales sources work with nonprofits we'll talk about seven key expectations that you should expect in your salesforce journey as you get up and going then we'll talk about the basics of the non-profit success pack which is the tool that salesforce has built to help nonprofits track with their attractive fundraising and then finally we'll talk about next steps and resources to help you continue on with your journey and learning more about salesforce and the non-profits so i'm gonna go ahead and pass the slides on to imani hello again everybody it's a pleasure to be here um well let's begin uh let's talk a little bit about what salesforce is exactly so salesforce is uh the world's number one crm platform crm stands for customer relationship management and as the name implies salesforce was created for sales businesses to manage their relationships with their customers not only does salesforce store all of your company's customer data in one place it also provides advanced automation capabilities and a really cool reporting functionality that can help companies track and analyze their performance in addition the salesforce platform is super flexible so it can be customized to me any organization's needs now before you start to think that you're in the wrong place know that salesforce is used by nonprofits too in fact over 30 000 nonprofits of all sizes use salesforce to keep track of their clients their donors board members and volunteers they use all the same amazing reporting and automation functionality but instead of sales they use it to track their fundraising manage their programs and to better engage with constituents if you're wondering how it's possible that these nonprofits are achieving success using the sales tool let me explain a little more so over 10 years ago a small group of tech savvy and non-profit savvy individuals realized that they could customize salesforce to help non-profits so this small group took advantage of salesforce's customizable technology working alongside lots of non-profit chain change makers and they build an open source non-profit focused tool that sits on top of the salesforce platform and voila so this end product uh that this group of travellers created is an app called nonprofit success pack or better known as npsp we will show you this tool later in the demo uh but it's important to know that npsp is an app that sits on top of the salesforce enterprise platform it's primarily designed to help non-profits with fundraising and it is open source and ever evolving as we continue to implement great new features and respond to the needs of our community by the way uh the tradition of working in community with customers to customize salesforce to better meet the needs of nonprofit continues today hosts community sprints around three times a year in which non-profit and higher ed professionals salesforce staff admins and developers get together to improve this product cloud-based technology designed just for you so as you explore the salesforce ecosystem you will hear a lot of talk about clouds over here at you'll likely hear about nonprofit cloud education cloud and philanthropy cloud on the side you'll hear things like sales cloud service cloud and more all of these clouds refer to the set of solutions designed to meet a certain need so nonprofit cloud for example refers to all of the salesforce tools technology and resources designed to meet the needs of our nonprofit community okay who is in our salesforce ecosystem so within the nonprofit cloud you have access to all of these amazing resources first you have access to salesforce powerful enterprise level technology then you have access to own applications like mpsp and other services which we'll get into a little bit later in addition there are partner organizations that can help you implement and customize salesforce there are apps that you can add onto your salesforce instance to expand its capabilities there are also two wonderful communities of salesforce customers that you can join in and i mentioned the power of us hub before which is one of them and then we have the trailblazer community which is run by both of which are fantastic places for you to ask questions you've probably already set this up but in case you haven't the first thing to do would be to sign up for a free 30-day trial on your website during the process of signing up you can indicate that you want a trial of npsp after that you should apply for the power bus program again through the website it's easy you just have to provide information about your organization and verification of your nonprofit status once you're accepted into the program your free trial org will become your organization's official salesforce org which will include your 10 donated licenses and if you've never heard of a salesforce org those terms just refer to your your company's salesforce system all right now let's get into seven key expectations now that we know what salesforce is number one uh salesforce requires configuration the first thing to keep in mind as you get started using salesforce is that salesforce is a platform a lot of organizations sign up for the 10 donated licenses and expect to start using salesforce right away but a platform means that for the most part you don't turn it on and just start using it immediately even though mpsp contains a lot of awesome functionality for nonprofits you will likely need to make some customizations so that the tool meets your organization's needs so get ready to make a lot of decisions there are a million ways to fill a potato with salesforce number two you will need staff participation and given that you will need to make lots of decisions you are likely going to need lots of staff participation and here are some staff who will need to be involved first we have the end user end user is the term we use for people that use salesforce to do their jobs for example a development associate might enter information about a don't about donations received or a volunteer coordinator might run reports on how many people have signed up for volunteer activity while implementing you will need to talk to these folks to make sure you understand what their needs are so you can design the system properly second we have the most important role you will have to define is your salesforce administrator this is someone who configures salesforce for end users and we'll cover lots of re resources for admins as we progress through this series and then finally we have our executive sponsor this person who champions the projects sets the vision for salesforce encouraged encourages staff to use salesforce and guide staff through the big changes that come with using a new system this is a really important role implementing salesforce requires an ongoing commitment of time energy and depending on your needs some money too so it's important to have executive leadership that carries the organization through the transformation all right what else can you expect on this on your sales first journey well we like to say that salesforce is like a it's free like a puppy is free so everyone loves free puppies right until you realize you have to spend time training them how to go to the bathroom not to chew on the furniture and what we're trying to say is that the process of customizing salesforce takes time and energy and yes sometimes money depending on your organization's needs you may need more than the 10 donated licenses that comes with the power of us hub program you also need additional functionality that's not included with salesforce so you may want to purchase an app and apps will often have their own licensing costs luckily many apps will provide a non-profit discount so if you're trying to budget for your salesforce implementation and aren't sure how much to set aside it's definitely worth it to talk to your account executive or certified consulting partner and have them help you create an estimate oh yeah and partners cost money too but just like a cute puppy investing in these expenses is well worth it all right um as we mentioned before salesforce is a platform and will likely take some time to get to set up this initial process of setting up the system to meet your needs is called implementation if you're using an implementation partner the partner will likely ask that you tell them your requirements or your needs for your sales for system if you're not using a partner then you'll need to spend time learning how to configure the system on your own and then you and your users will need time to learn how to use the system and you'll need to dedicate time for ongoing maintenance of the system we don't mean to scare you but we want to emphasize that salesforce is more than just a database where you put your stuff it's a system that can transform how your organization works but to make it useful you'll need to commit time and brain power to adopting and maintaining this powerful tool okay decisions decisions once again salesforce requires you to make a lot of decisions uh with some systems you ask the question how do i blank and the system tells you the one way to do it as we mentioned before salesforce is highly customizable and there are a lot of ways to do the same thing the answer to how is often it depends it depends on your budget it depends on your goals your timeline and your preferences we encourage you to make a wish list of all the things you want and all the pain points you wish to alleviate then if you're using a consulting partner ask them to tell you what is on your list what on your list is easy to do what may be hard to do and what may be expensive to do if you're not using a partner ask in the power of us hub we've included a list of questions that you will definitely need to consider before implementation when you know what you want to do then prioritize and plan to move in phases with the core functionalities first be honest with yourselves as an organization about what's necessary to have and what's a nice to have all right number six so uh implementing salesforce is kind of like moving to a new country you might be full of excitement at first but after the honeymoon phase is over you start to miss the things that were familiar and you become frustrated at the things that are difficult or hard to learn but after a few months you slowly adapt and it's the same with salesforce really making the switch to salesforce is a big deal it offers a big amount of flexibility and power but it also is a big shift for a lot of people excuse me and for many non-profits it's a big change in how you engage with technology it's important to be patient with your learning curve give yourself room to adapt to the technology and let the technology adapt to you but as with any big change change management will be needed make sure your executive sponsor is ready to usher staff through this change and last but certainly not least we highly recommend talking to a salesforce certified consulting partner as you prepare to set up salesforce while there will be a cost this is money well spent partners have years of experience helping nonprofits implement npsp in a way that supports your nonprofit's business processes and allows room for future growth another great benefit is that implementation partners can include training as a part of the implementation or help you understand where you can leverage premier success services this type of training will help you learn how to maintain your salesforce org on your own so that when the work ends you're set up for success okay so um here's one quick story about a non-profit that implemented salesforce uh excuse me they have been using an access database and wanted to move to npsp so they hired a partner who did most data cleanup the partner figured out the required data structure and did their data mapping for them the partner also added custom fields and objects the partner trained the person who will become the organization's salesforce administrator and so when they did start with npsp they started using it primarily for fundraising later on they later on built out additional functionality for the program data to track information about their classrooms and contractors and give or take it took them about six months from the time they made the decision to go with salesforce to go live the admins role during implementation was to gather requirements from staff and relay them to the partner meet with the partner regularly during the implementation to answer questions and make decisions get trained on how to manage the salesforce org and to clean up the data from the legacy system and overall this is just an organization really going through those seven expectations and applying it to their instance and being successful by doing so and i'm gonna pass it off to [Music] bin for questions yeah thanks imani feel free um in the q a section if you have any questions um please feel free to put them in there um we'll give it a minute and then we'll get started on the actual nuts and bolts of what salesforce and psp looks like ah brian asked where can we find partners so that's great question if you go into there is a section on our website where it lists some partners and gives you some suggestions on how to talk with partners and figure out if the partner is right for you um that's a great place to start um one tip i always like to give when looking for a partner is to ask them about their mpsp or nonprofit success pack experience there are a lot of partners out there um who know how to use basic salesforce you can figure that but there there are less that have actually had experience with the nonprofit success pack and since the product is different it's important that they have that knowledge if they're going to help you implement it another question is are partners free for nonprofits um no they are not they are separate companies um who've started businesses to help um non-profits get up and going in salesforce so they do cost money see any other questions uh question about what the premier success pack covers so that's a good question uh premier success is our set our premium level support um what it covers is it allows you to have quicker response from tech support so depending on how urgent the case is you can get up with up to one hour of response and you have 24 evidence 24 7 support and then you also have access to something called our accelerator program and accelerators are basically one-on-one webinars similar to this where we go over specific topics and content and then we help answer your questions about the specific topic so we have things on like how to track soft credits in your system how to build reports those kind of things and there's time set aside in each of those to help you walk through a few of the issues you might be having but they are again not meant to provide full service in implementing your system uh so another question about figuring out accelerators so you have to have premiere to have access to accelerators and then to sign up for an accelerator you want to go to is it or help i can't i always get the mixed up um you go in there and then you log into your help portal and that is where you can request an accelerator is it helper support it is help so you'll go to help you'll log in and you'll log in using your salesforce login and that will start you in the process and you'll only see the option of accelerators again if you have premiere success all right i think that's it then we're going to keep going thanks everyone for your questions so nonprofit success pack basics navigating and managing relationships in psp so we like to use this analogy of let's think of salesforce like a house and it starts with an mpsp based model it has all the rooms and things you need to do the basic things around tracking fundraising but then we allow you to build upon and customize that house to make sure it fits your organization's needs so we see different rooms here for fundraising communications case management reporting you know the basic building blocks and then we have these pieces built on that so we have custom maps apps that you might have built or apps you might have gotten from the app exchange to add functionality that you need into salesforce an example might be a scheduling app um then you have the program management app that we've built recently that you can build onto the house if you're using a track programs you've got marketing automation different tools and then underground here in the basement you can further automate the different tasks that you do in salesforce to help your users do their jobs quicker and easier so other ways you can customize is adding fields and page layouts so dictating what data you collect and who sees that data again talking about process automation um adding apps from the app exchange so these are third-party apps that other organizations have built and again you can create your own custom maps as well all right so it's demo time so we're going to go ahead and throw it over to ann if you want to go ahead and take control okey-dokey i will do that all right hopefully i've got the right window can you see that ben yep you're on i'm on excellent so um i think i wanted to show you a couple things before we get started on the actual demo one is trailhead you'll hear that mentioned a lot trailhead is our free online learning platform and we have some trails that are specifically designed for nonprofit and npsp customers so the way you find those is just go in to trails and then you can filter oops my screen is not being super responsive right now but once you get in there there's filters and you can actually filter on nonprofit cloud so products nonprofit cloud and then you can see we have 12 trails so i'd recommend starting with prepare for success and then go move on from there so here's prepare for success um and then what else do i have here is our webinar calendar and this some of you may have signed up for this webinar and um this has got all of our upcoming webinars so next week's webinar on the 8th is right here just go ahead and sign up for that love have you join us and then um now we're going to hop into trailhead i mean not trailhead or npsb um if you signed up for your trail your npsp trial org within the last month like starting in mid-december this is what it looked like when you logged in if you started your child before that it may not look like this you may not have this page visible in your org there is a way to enable it and i can maybe i don't know ben if you can find those instructions on how to enable this page and the reason i'm pointing this out i think i think it's in the npsp release announcements group like around december 15th the reason i'm pointing this out is because this is a great resource to help you get started um and what it does is just provide you with step-by-step instructions and resources so some of the things we're going to be covering today set up a contact in a household account got some information there oh and ben maybe you can mute too sorry um yeah that was okay i hear you typing um and then some of the other things you'll need to learn so in the first section you're going to learn and then you can actually check things off as you as you complete them very cool for people who like uh checklists and then make it your own this is more information about customizing npsp to make to meet your specific needs um you know we have created npsp with kind of a generic non-profit in mind with our years of experience working with nonprofits but of course every nonprofit has a different mission everyone is unique so we have some help customizing it and then as well as some other things that you'll need to set up as you learn to use salesforce and implement it and then last uh it's also to learn how to add new users and communicate with those users training resources etc as you roll it out and then over here on the right are a bunch of resources including that events calendar that i mentioned power of us hub that ben mentioned and some uh video videos that are created by our own community uh of mpsp users so this is cool lots of how-to videos here okay so let's go into how we actually start creating contacts in households so we're going to click on here these are all our objects across the top and these are just broad categories so contacts are people accounts are like organizations and opportunities is the word that we use to talk about money in salesforce maybe something if you're not in the sales world you're not used to calling them opportunities but this is how you track donations event income et cetera coming in the door okay so let's start with contacts and how to create a new contact so i'm going to click on here we see the contacts we've recently viewed and if i click on this arrow i can click new contact or i can push this button same way either one i'm going to go in and make this miz let's say sarah smith i am going to leave account name blank if you've ever worked for salesforce in a for-profit context you will be used to filling in this account name in npsp we leave that blank and psp creates the household account automatically but we do want to put in our primary affiliation and that's how we track where someone works so let's say our contact works at big business inc and then i can fill out any more information i've got about my contact at the time or sarah i can track up to three email addresses various phone numbers and address etc and then when i save it our household account is automatically created by npsp i did not need to create that myself npsp code firing the background did that um so now when i go into my household account i see that i've got one household member and it is sarah if i want to add another household number i can use this manage household button here and here i can find any new contacts if the contact already exists in here um i could um i could search so let's say david um smith he's not found so i'm just going to feel comfortable creating a new contact and it's smart enough to already fill in that oops first and last name and it's just going to create a new contact here's how we could change the address and then notice we've got greetings down here that are automatically populated um since their last name is the same it combines them if they had different last names it would not combine the last names informal greeting so formal greeting is usually what we put on an envelope mailing address mailing mailing name sort of and then informals what you'd say on the dear dear sarah and david if you have a more formal greeting you can you can set that to be mr and mrs etc and there's a tab here we're not going to get into it today too much here but npsp settings where you can set up um automatic naming for your donations automatic naming conventions you're the format that you want for these greetings and even the household name if you want that to be smith and then in parentheses sarah and david etc you could set that as well there's various options you can choose from okay so we're going to save here and then one thing i'd like to do is let people and is to track how sarah and david are related to each other because i can i can click in i can add as many household members as we have maybe they have a few children we can add them as well um but maybe i'd like to know who who are these people and how are they related to each other so if i go back to my contact um this is called a related list this has got all the the records that are related to this contact um so i see that sarah's related an organization affiliation to big business inc um if she was on the board or had a former employer i could add other affiliations as well but relationships is a connection between two people so i'm going to just say new sarah smith is related to david and he is i can i can use husband or wife i can also use spouse and then save okay and then when i go back to that related list over here i'll see that relationship and i can add as again as many as i need and it doesn't have to be family relationships i could um you know friends co-workers what have you any relationships that you'd like to track you can do um and then my organization affiliations if um let's say she used to work at cloud kicks project manager and that's former she ended january 31st i can save that okay so do i have any questions ben that we should answer about once since i'm in um a demo org yes um we have a question from greg uh we would be interested in doing grants management with npsp as well as work with donors hire grantors handled by the contact account scheme that salesforce uses so if you are so there's two ways to think about grants one is i'm a non-profit and i'm applying for grants um and the other is i'm a nonprofit or a foundation i am giving grants and so those are two pretty different use cases so the use case one is i'm a nonprofit and i'm applying for grants i'm going to use that opportunities object and if you sign up for the third session in this series we're going to go that that whole session is about the opportunities object but really quickly i can create different types of revenue coming in so i would just select grant if i'm applying for a grant or tracking money that i'm receiving as a non-profit if i'm tracking money that is going out if i'm a grantor um there's another package that you could check out it's called outbound funds it's a free product that was created by our community and if you look on the power of s hub i think there's even a group for outbound funds greg and that's all good information greg correct me vermont i read the question as trying to understand i think that the grantors would be an account like an organization account and that the people oh yeah were affiliations is that so how would i set that up in terms of my accounts and contacts i would just say you know create a new account uh save if this is if i'm applying for it right save the world foundation it is a foundation you know address etc i'm not going to fill all that stuff in but then if i had a primary contact there i could fill that person in that person would have their own household account but um i could you know go in i don't have this is just a let's say roberto alvarez is our primary contact there our grant officer etc and then yeah and then i could even create a relationship here um do i have oh no i can't create a relationship from here because i'm on an account but i could create a um a relationship you know between contacts at that foundation hopefully hopefully that i'm answering the question no no he he that worked greg says that that was his question so oh that wasn't okay great yes yes and that's the way you create any account in salesforce just create a new account um so this could be a business this could be a a school this could be a you know faith organization this could be kind of any sort of uh even a city or county and so any sort of entity that is not a living breathing person would be an account great thanks dan um there's one other question but i think we should probably get moving if we can try and answer his question offline okay i will stop sharing and hand it back to you great thanks thanks everyone all right so thanks to ann for kind of walking through what it looks like in salesforce so let's reinforce what she covered so a crm is about connections as imam you said earlier crm stands for customer relationship management uh database so in order to manage those relationships you have to have separate objects that are all related to each other so the basic objects in salesforce are the contact object which is where you track individuals accounts where you travel organizations affiliations which you track the relationship between a contact and account relationship tracks between people and then leads is a special object that we'll talk about shortly so let's go into the details about each of these so in a non-profit a contact is any individual stakeholder in your organization so for a non-profit that could be tracking your volunteers be tracking your donors or the clients you serve and you can basically track whatever you want for a contact we allow to customize fields page layouts etc so that's the first part of salesforce and npsp what's an account so any household organizations with whom you have a relationship so every contact in salesforce has to be tied to a household account either they have their own household or they share it with family members who share the same house so the household record type of account would track households like donor households member households any place where one or more people live so really the idea is the household again you can see for example if you have spouses who give donations separately or together the household will show you a summary of all their donation activities so you can write print one letter saying thank you to the felsic household for raising you know giving us ten thousand dollars something so it sums up all the numbers there um or it's a great place to keep track of the different addresses someone holds um or just you know if a bunch of roommates share the same space another way to use the household the organization account type keeps track of businesses that you interact with so it might be funders corporate donors vendors institutions other business relationships and again they all fit within the organization record type and within that if you want to keep track of what type of organization it was um there is a type field that you can customize which lists all the different types of businesses you interact with so you can further keep track of details about which organizations you work with and then an affiliation is the record that ties the contact to an organization so this allows you to see all the relationships a person has to the different organizations you work with which can come in handy so first of all primary affiliation is always going to be the affiliation the contact has with their employer so on a contact record you're going to see a field called primary affiliation and that should be where their employer is located that's where the connection is made then over here we have examples where this contact is a board member of charity for greater california and an alumni at the university of california so why would you want to track this information well let's say you're looking to build a relationship with charity for a greater california you could go to that account page look in affiliations and see that oh wait this contact's a board member maybe i can reach out to him to build that relationship similarly if you want to do work with the university of california you'll now see a list of alumni so that you can then go out and use that connection to build your organization's relationship with that organization all about connections and all about using them and so that's what affiliations are great for relationship is similar to affiliation except it tracks the relationship between two contacts so in this case we have the contact we have a relationship that states that this person is their mother and this one's their mentor so this is great for let's say you keep track of students you have an after-school program you can have the student have a contact and the parents have a contact and then in the relationship record you can state what the person's relationship is to the child as a parent as a grandparent you can customize the relationship field to say you know they're allowed to pick up the student this is their you know office number that kind of thing or you know again if it's all about using uh your connections you know you can see relationships like oh i'm interested in reaching out to this person oh well this person in our system is related to this person that way so let's talk to them first so again keeping track of that information can really help you get the most out of your connections um as your nonprofit now a lead is kind of an optional object that you can use and the basic idea of it is it's any prospective stakeholder in your organization so someone who's just dipping their toes into contacting you and building relationships so they might have subscribed to an email list um came to an informal event or signed an online petition they're not fully on board yet with working with you so the lead is kind of like a holding record it's a it's a record it has all the fields who they work for all the information you have email address um and basically the idea is you can keep them in the lead until you decide whether or not you're going to continue to build a relationship with them maybe you look over their lee in their detail and say this is not the right kind of donor we're looking for i don't think they can help us you can keep them as a lead and have them there or if you think you do want to build a relationship with them you can then convert the lead to a contact in an account or an opportunity you know whatever you're tracking in the lead um a lead depending on what you're trying to do is a good good use sorry can be either a good thing to use or not um thing to be um think about for a lead for example is since it's a separate object you couldn't generate one report with all the leads and contacts in your system you have to generate one lead report for leads one report for contacts there's little things like that um so really think about if you need a lead before implementing it and think through these questions okay and i think and you covered basically everything in your past demo correct so i should keep going oh and you're you're showing your video but you're not you're not you're still muted oh hi everyone um yeah i actually guess i combined my two demos into one so yeah if there's something specific i should cover but i don't think looking from the questions that there was so i'm gonna just let you keep going sounds good thanks man all right so fundraising solution overview so this is kind of all the different salesforce tools and how they break up based on what you're trying to do so solicit donations we have a few bunch of different tools we have salesforce pardot which is an email tool and a marketing tool we have salesforce marketing cloud which is more much more robust tool and then we have social studio that helps you build connections your social network these are again all separate products that you have to pay separately for but they do um connect with your salesforce instance if you want to move forward with them we have our brand new salesforce elevate platform which allows you to process online payments and have all that data to feed into salesforce which is a great resource record donations we have our new accounting subledger which is a tool that allows you to format your salesforce data into a format that your accounting software can read um again it's a different paid product that you can talk to your account executive about and then keeping your data current we have the salesforce insights platform data integrity tool um which basically looks through change of addresses in the system as well as other data to keep your contacts up to date and again these are all extra add-ons and if you're interested in learning more about them you can talk to your account executive if you think you will find some use for them things that aren't included in psp is auction management if that's something you're trying to do or document generation excuse me um luckily there are a lot of third-party apps that have built apps to do these very things and in order to help you pick the best one we have i go to this group all the time in the power sub called app advice and consumer reports and basically a bunch of fellow non-profit users have gotten together and have written out reviews and data about the different third-party apps out there so i would definitely check out this group first before choosing a third party app to add functionality that you need into salesforce all right so next steps and resources and talked about trailheads they are a great tool for learning i personally use trailheads to study for all my certifications and i'm up to five so they're very useful um these are a couple um links to different trailheads we think would be helpful to you to get you started and building out your salesforce instance so please check these out and again these links will be part of the slides that you get after the session if you need hands-on help in getting started you can sign up to get free advice from a sales service volunteer so every salesforce employee has to do 56 hours of volunteer time and some of us choose to do that through pro bono projects so we have these upcoming sessions february 17th and march 10th that you can sign up for which will give you an hour to speak with a salesforce expert one-on-one where you can talk to them about what you're trying to do and the expert will give you advice and other information to help you get started in dealing with your issues and if you're interested in that you can go ahead and click on this link it's a great resource great place to start great place to get advice so i highly recommend it if that's something you're looking for and we also have these learning paths which is more content if you're new to salesforce you'll find out pretty quickly that we have a ton of content on all kinds of different topics that help you and what we've done here is you created learning paths where it covers specific content that we think would be helpful for the cloud you're working in so nonprofit cloud is the one you're into right now that has npsp and all the different features that come with non-profit success packs so check that out it's another great place for learning how to use the product all right and i'm going to go ahead and give another minute do we have any questions that would be great to answer um on the column i did have a question just answered but i thought was an interesting one about um whether you about using leads and whether you can create a relationship between leads and contacts so um would you you can only create a con a lead a relationship between two contacts but the lead object does have some functionality that allows you to convert it to a contact and then you can create the lead the relationship from there and we have a couple people who want the um url for pro bono consultation so i can dig that up and and then can you answer the question between what is the difference between learning paths and trail heads that is a good question so trailheads are basically self-guided lessons where it's either a quiz or you you try out building a functionality in a sandbox which is kind of a play area and the system will evaluate how well you've done if that's a great way to learn you can do that learning paths are more well let's open it up so it's a mix of trail heads and videos and documentation about the particular topic so it's combining all our different resources um learning resources into one place and as you can see are in different categories based on what you're trying to do with mpsp okay i'm just putting the link for the pro bono um sign up in the q a great thanks and we will be um sending out the slides and recording after this look for it in a few days um i probably won't be tomorrow but maybe wednesday or thursday oh we do have a question what is document generation what kinds of things would you would you use that for that salesforce np assp doesn't already offer um and i can i can take that one so it's um a lot of times like particularly for donations you need to acknowledge those for you know to follow your tax regulations and your depending what they are in the country that you are working in and we do have a way to do that if you have the contacts email address you can email them an acknowledgement but some organizations prefer to do a hard copy snail mail thank you or and and they want to print those out so if you without a document generation app what you end up doing um is exporting data you know using a report export it and then use mail merge and you know and merge your letters and mail them out um maybe go back in and and uh create an activity or or some notation that you've sent that out so that you know you've done it um a document generation software automates that so that you can just click a button and send out either print out either an individual a donation thank you or a stack of them if you if you have a lot to acknowledge and you upload various templates so you can have customized very different different templates depending on if it's a grant or a small donation or a large donation etc so great all right so um we love your feedback uh a survey is going to pop up after the webinar i think you feel that we'd really appreciate it helps us refine this content and get better at delivery and making sure that you get what you need and are interested in and with that thank you everybody for joining today our first call of four um we'll stick around if you have any questions for a few more minutes but otherwise we'll see the rest of you next week thanks very much