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

Live Tweeting: #GSImpactCall

February 9, 2016

Please suggest questions throughout the conversation.

We’ll answer as many as we can.

Next Impact Call: Tuesday, May 10, 2016, 2 pm ET

http://npo.gs/gsicmay16

#GSImpactCall

Opening remarks

Spotlight: The GuideStar Community

Programmatic results

Financial results

Lessons learned

Q&A

Jacob C. Harold

DeLeon DeMicoli

#GSImpactCall

Mizmun Kusairi

AGENDA

Opening remarks

Spotlight: The GuideStar Community

Programmatic results

Financial results

Lessons learned

Q&A

#GSImpactCall

AGENDA

Introducing the New GuideStar Nonprofit Profile

Source: GuideStar 2020, Building the Scaffolding of Social Change

Staffing Needs to Execute our Strategic Plan

Data Scientist = Data Innovation

Getting Feedback from our Stakeholders

Source: GuideStar 2020, Building the Scaffolding of Social Change

Opening remarks

Spotlight: The GuideStar Community

Programmatic results

Financial results

Lessons learned

Q&A

#GSImpactCall

AGENDA

The GuideStar Experience1. Update your GuideStar Nonprofit

Profile2. Learn about GuideStar products3. Read The GuideStar Blog4. Receive community support

Welcome to your GuideStar Community

Ask GuideStar Support

Ask GuideStar Support

Ask GuideStar Support

Share Best Practices & Collaborate with others

Login in to the Community

• Community.guidestar.org• Login using your guidestar.org login info• The site is free to use• You do not have to sign in to search Support topics and

threads• You must login to participate in the community

Check out The GuideStar Blog!

• http://npo.gs/1S0uRt7 • Blog post on the GuideStar Community• Summary of features discussed during this presentation• How to login and sign up• Getting started

Opening remarks

Spotlight: The GuideStar Community

Programmatic results

Financial results

Lessons learned

Q&A

#GSImpactCall

AGENDA

1 Data Collection

HISTORIC HISTORIC CURRENT GROWTH GROWTHDescription Q4 2014A Q3 2015A Q4 2015A QoQ YoY

Bronze, Silver, and Gold Level Profiles 41,053 45,312 32,340 -28.6% -21.2%

Gold          5,122          7,190 7,803 8.5% 52.3%

Silver        22,103        23,241      16,558 -28.8% -25.1%

Bronze        13,828      14,881       7,979 -46.4% -42.3%

2 Data Distribution

HISTORIC HISTORIC CURRENT GROWTH GROWTHDescription Q4 2014A Q3 2015A Q4 2015A QoQ YoY

Unique Users 1 1,859,475 1,839,591 1,958,475 6.5% 5.3%

Data Distribution Network 2 151  168             185 10.1% 22.5%

GuideStar for Grants Adoption 3 8 21 23 9.5% 187.5%

1. Unique Users – Total number of unique visitors to www.guidestar.org during the specified quarter. This does not include Hosted Solutions traffic

2. Data Distribution Network include 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

3 Data InnovationGuideStar Specific HISTORIC HISTORIC CURRENT GROWTH GROWTHDescription Q4 2014A Q3 2015A Q4 2015A QoQ YoY

Comparison Tool Participants 1 2,825 2,784 2,717 -2% -4%

Learning Tool Participants 2 1,051 2,357 1,569 -33% 49%

Sector Metric HISTORIC HISTORIC CURRENT GROWTHDescription Source 2012 2013 2014 YoY

Total Estimated U.S. Charitable Giving 3

Giving USA $326.07b $339.94b 358.38b 5.4%

Description Source 2010 2011 2015 From 2011

% individual donors compared organizations 4

Money For Good 3% 6% 9% 50%

1. Nonprofit registrants on www.guidestar.org that have used GuideStar products that enable organization comparison (Financial SCAN, Compensation Report). Also includes nonprofit experts on Philanthropedia (cumulative).

2. Number of nonprofit registrants on www.guidestar.org that have used GuideStar products that enable learning (Webinars, Blogs, Product Demos).

3. Adjusted for inflation.4. Money for Good 2015: http://npo.gs/mforg2015

Opening remarks

Spotlight: The GuideStar Community

Programmatic results

Financial results

Lessons learned

Q&A

#GSImpactCall

AGENDA

2015 Top Line Performance

2015 Results are preliminary and unaudited

Operating Expenses$9,000

$9,500

$10,000

$10,500

$11,000

$11,500

$12,000

$12,500

$10,808k

$10,231k

$11,225k

$11,992k

2012201320142015

2012 2013 2014 20150

2000

4000

6000

8000

10000

12000

14000

16000

$9329k $9321k $9233k $9665k

$1804 k

$1762k

$1402k

$4088k

$55k$75k

$77k

$62k

Unrestricted Revenue

Other

Grants and Contributions

Earned Revenue

$

$

$

$

$

$

$

$

$

(Light)

(Medium)

(Dark)

2015 Bottom-Line Performance

Cash Flow GAAP Oper Income

($1,500)

($1,000)

($500)

$0

$500

$1,000

$1,500

$2,000

$219k$380k

$847k $926k

($893k)

($493k)

$1,667k $1,823k

2012201320142015

2015 Results are preliminary and unaudited

Year End Balance Sheet

Cash Unrestricted Net Assets($1,000)

($500)

$0

$500

$1,000

$1,500

$2,000

$2,500

$3,000

$3,500

$1629k

($668k)

$2,478k

$258k

$1,585k

($235k)

$3,252k

$1,587k 2012201320142015

2015 Results are preliminary and unaudited

2016 Financial OutlookRevenue +10%• Continued support in Transformational Capital campaign

(note: early payment in 2015)• Q4 signs of growth in Product Sales• Revamped Membership continuing growth trajectory

Expenses +20%• Investments in people and systems• FY Expenses ~$2.3M more than PY

Cash Flow and Operating Income• Expect break-even operating income and cash flow given early

grants payments in 2015 (expected in 2016)• Stronger balance sheet with over $3M cash

How should we balance between earned vs. contributed revenue?

How do we distinguish between grant capital and grant revenue?

How do margins vary across our product portfolio?

How do our expenses break down by function and time horizon?

How will our revenue mix evolve after the transformational capital?

Key financial strategy questions

Notes: 1. Nonprofit Finance Fund reference: http://www.nonprofitfinancefund.org/sites/default/files/docs/2010/BuildingIsNotBuying.pdf2. Grants include strategic grants and individual contributions, i.e. sum of contributed revenue.

Other income includes subleases, etc.3. Other income comprises mainly sub-leases of our DC and CA offices, which is expected to grow in 2016

-

2,000

4,000

6,000

8,000

10,000

12,000

14,000

16,000

$365k

Expenses

New Roles

Existing Roles and non-staff costs

Allocation of Income

Grants as capital

Grants as revenue

Earned Income

Other Income

$0

$74k

Grants allocation1: based on expenses of new rolesEarned income is roughly enough to just cover costs of hiring for new roles – grants applied to revenue decreases over time to $0 in 2016$ in ‘000

2014A 2015A 2016E

Opening remarks

Spotlight: The GuideStar Community

Programmatic results

Financial results

Lessons learned

Q&A

#GSImpactCall

AGENDA

Getting Feedback from our Stakeholders

Source: GuideStar 2020, Building the Scaffolding of Social Change

T H A N K Y O U !

Questions?

#GSImpactCall

Jacob C. HaroldPresident, CEO

Mizmun KusairiVice President,

Strategy & Finance

DeLeon DeMicoli

Community Manager

Additional InformationThe GuideStar Community: https://community.guidestar.org/welcome

Our impact:Next Impact Call: May 10, 2016: http://npo.gs/gsicmay16 GuideStar’s impact page: www.guidestar.org/impact Archives: http://npo.gs/webinararchivesgs

Blog resources:The GuideStar Community: http://npo.gs/1S0uRt7 Introducing the New GuideStar Nonprofit Profile: http://npo.gs/1Pfa4S6

#GSImpactCall

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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