GuideStar Impact Call

F o u r t h Q u a r t e r R e s u l t s R e p o r t i n g

February 14, 2017

Please suggest questions throughout the conversation. (We’ll answer as many as we can.)

#GSImpactCall1

GuideStar Impact CallF o u r t h Q u a r t e r R e s u l t s R e p o r t i n g

February 14, 2017

#GSImpactCall

Jacob Harold

President & CEO

Mizmun Kusairi

Vice President,

Strategy and Finance

Adrian Bordone

Vice President,

Strategic Partnerships

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AGENDA

What is an Impact Call?

What’s new? What’s coming soon?

What are GuideStar’s recent results?

What have we learned?

How does this fit within GuideStar’s vision?

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Do you have any questions? 6

#GSImpactCall3

Purpose of this call:

To provide near real-time results to constituents and

begin a systematic dialogue that encourages data-driven

decision making across the sector.

Who is GuideStar:

Better data. Better decisions. Better world.

1. Who is GuideStar? Why an Impact Call?

#GSImpactCall4

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1. Who is GuideStar? Why an Impact Call?

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So, tell us:

Have you ever found nonprofit information “powered by

GuideStar” on a website or app other than

GuideStar.org?

1. Who is GuideStar? Why an Impact Call?

#GSImpactCall6

Your Data Speaks Volumes…Who’s Listening?

22+ Community

Foundations

2. What’s new? What’s coming soon?

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7,979 8,493 8,863 9,514 10274

16,558 16,834 15,851 15,615 15519

7,803 8,664 8,650 8,834 9114

679 1,142 1627

-

5,000

10,000

15,000

20,000

25,000

30,000

35,000

40,000

Q4 2015 Q1 2016 Q2 2016 Q3 2016 Q4 2016

Platinum, Gold, Silver, Bronze Profiles

Bronze Silver Gold Platinum

33,991 34,043 35,105 36,534

1. The Platinum number above shows published profiles only. Not all organizations have published their programmatic results. As of

February 9th, 739 organizations have unpublished platinum results.

2. https://learn.guidestar.org/hubfs/Platinum/GuideStar_Common_Results_Catalog_April_20161.pdf

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Average # Metrics Published Per

Organization:

4.2

% of Platinum Metrics Submitted

From the Common Results Catalog2:

71%

Platinum Insights

32,340

3. What are GuideStar’s recent results?

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So, tell us:

Have you updated your organization’s GuideStar

Nonprofit Profile?

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1,958,475 2,022,582

1,607,430 1,821,714

2,039,855

2,847,494 2,921,006 2,985,275 3,052,872 3,125,626

1,000,000

1,500,000

2,000,000

2,500,000

3,000,000

3,500,000

Q4 2015 Q1 2016 Q2 2016 Q3 2016 Q4 2016

Unique Users Total Registered Users

185 191 201 216 207

-

50

100

150

200

250

Q4 2015 Q1 2016 Q2 2016 Q3 2016 Q4 2016

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33 33 35

40

-

5

10

15

20

25

30

35

40

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Q4 2015 Q1 2016 Q2 2016 Q3 2016 Q4 2016

1. Total number of unique visitors to www.guidestar.org during the specified quarter. This does not include Hosted Solutions traffic or HubSpot COS traffic. Total registered users include all registered users in GuideStar’s database.

2. This is GuideStar’s Data Distribution Network, where GuideStar data appears on other websites and mobile accounts, mainly through real time APIs (application programming interface). Includes customers of the following products: DonorEdge, Hosted Solution, GPP, API customers, and recurring Data Sets.

3. Foundations that have adopted Guidestar Profiles for Grant Applications (G4G)

Data Distribution Network: Number of websites and

organizations (outside of our organization) that share our

resources and information2

Excludes HubSpot COS traffic

# of foundations that have adopted GuideStar for Grant Applications3

Number of unique and total registered users1

3. What are GuideStar’s recent results?

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Increasing

depth and

quality of data

Increasing

breadthof data

Increase quantity

and quality

of giving

Inputs to GuideStar

Donors and Nonprofits make

data driven decisions

Improved efficiency in donation and

fundraising process

Increased trust in nonprofit sector

Long-Term Outcomes Impacts

Providing

Tools and Resources (for

foundations, nonprofits, giving

platforms and more)

DONORS

Outputs from GuideStar

Increase efficiency

and effectivenessof nonprofits

Internal Enablers

Increasing

Reachthrough partnerships with

giving platforms, foundations, more

Thought Leadershipto enable higher

understanding of the nonprofit sector through

data

Evidence: Is what we’re providing leading to outcomes?Metrics: Are we providing what we set out to provide?

Breadth: How much data do we have?• # of orgs• # reporting at a seal level

Quality: How good is this data?• Frequency of updates• % verified / audited• Clear inputs / outputs

Tools/Resources: What tools and resources are we providing? How are they used? How often are they used?• % feature utilization by product• % Monthly Active Users by product

Reach: How many users do we have?• # Monthly Active Users by product• # of Data Distribution Network

participants• # of foundations using G4G

Trust: Does providing greater transparency increase trust in the nonprofit sector? How? To what extent?Donor Decisions: Does increased access to nonprofit data for donors lead to more data driven donation decisions? Does providing better tools and resources lead to more data driven decisions?Efficient Marketplace: Does connecting standardized information to more donation channels increase the efficiency of the philanthropic marketplace? Better Insights: Do nonprofits learn how to improve their efficiency or effectiveness from the tools & resources we provide?

GuideStar’s Updated Theory of Change3. What are GuideStar’s recent results?

11.7

0.1

2.3

12.8

(1.5)

Unrestricted Revenue Expense Change in Unrestricted

Net Assets

Change in Total Net

Assets

2015 2016

#GSImpactCall

Breakeven enabled by better revenue pipeline visibility and expense management, despite challenges in direct sales and grants

Contributed

2.1

Contributed

2.6

12.8

Earned

9.7

Earned

10.2

($M)

11.8

*Change in Total Net Assets includes Restricted Revenue of +$2.2M in 2015 and -$1.5M in 2016

0.0

3. What are GuideStar’s recent results?

#GSImpactCall

Maintained liquidity ~$2M, but weaker Balance Sheet

2016 Actual 2016 Budget TargetCash Balance ($K) 1,948 3,055 Cash Cover/Avg. Monthly Expense 1.9x 2.7x

Cash Cover/Max Burn1 5.4x 6.8x

1. Max Burn Calculation is Average Monthly Expense minus Lowest Monthly Product and Membership Revenue.

($M)

3.2 3.2 3.2 3.2 3.2

2.2 1.8

1.4 1.0 0.8 3.3 3.0

2.4 1.9 1.9

Q4 2015 Q1 2016 Q2 2016 Q3 2016 Q4 2016

Total Liabilities Total Net Assets Cash

$5.4M$5.0M

$4.6M$4.2M $4.0M

Total Assets:

3. What are GuideStar’s recent results?

4. What have we learned?

#GSImpactCall

GuideStar for Grant Applications: The need is there. The response is positive.

But, making sure grants management software vendors understand the value and act to join is key.

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5. How does this fit within GuideStar’s vision?

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#GSImpactCall

6. Do you have any questions?

Questions?

Jacob Harold

President & CEO

Mizmun Kusairi

Vice President,

Strategy and Finance

Adrian Bordone

Vice President,

Strategic Partnerships

How Much Does It Cost To Do Good? Part 3:

http://npo.gs/overheadmyth3

Learn More:

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Disclaimers

• Financial results: Numbers are preliminary and

unaudited

• Safe Harbor disclosure:

Historical results are not necessarily indicative of

future results. All forward looking statements

contain known and unknown risks that may result

in future results that are materially different from

historical results.

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Purpose of this call:

To provide near real-time results to constituents and

begin a systematic dialogue that encourages data-driven

decision making across the sector.

Process:

1. Invite: Funders, stakeholders, donors, media

2. Engage: Base “deep dives” off of audience interest

3. Begin: Start small and build from there

Interested in holding your own Impact Call?

#GSImpactCall

Download a copy of our free Impact Call template:

guidestar.org/impact

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