Phase 0: Partner-Ready Story & Pilot Acquisition
PrerequisiteCreate a single cohesive narrative and partner-ready package
Goal: Secure a pilot/build partner school + align narrative across Connect To Give, Claim My School, Spelman proof
Complete Phase 0 before build partner outreach and build kickoff.
This phase establishes the foundation for all subsequent development phases.
Critical Dependencies
- Agreement on pilot target shortlist
- Access to enough Spelman circle story details that are safe to publish
- Agreement on partnership economics (even as ranges)
Decision Markers
- Pilot school identified with an internal sponsor
- Pilot school commits to access checklist and co-build participation
- Narrative assets ready to recruit dev/build partner
Risks & Mitigations
Risk: Schools ask 'what exactly do we get?'
Mitigation: Deliverable-driven pitch pack with clear commitments and pilot scorecard
Risk: Spelman is slow or politically complex
Mitigation: Use Spelman as proof story; select a more operationally ready co-build partner
Narrative spine (one story, many entry points)
The Donor Circle Operating System storyline (1-page + 6-slide version) explaining the ecosystem, Spelman proof, Connect To Give, Claim My School, and multi-school movement
Why: Without this, schools keep asking 'what exactly do we get?' and you cannot secure a co-build pilot
Acceptance: A skeptical advancement leader can repeat the concept back in 60 seconds and understands exactly what the school must do to pilot
Spelman proof artifact kit
Case story pack with problem/approach/results/repeatability framing, circle structure, roles and workflow, screenshots/mockups
Why: Provides credibility anchor for sales conversations
Acceptance: Usable as a webpage and as a PDF one-pager
Partner pitch narrative
Partner pitch script + storyboard: 'You already do fundraising. This adds structured peer-to-peer donor circles with visible progress, multi-year commitments, and light operational lift.'
Why: Clear 'what you do / what we do / what Blackbaud does' separation needed for sales
Acceptance: Clear 'what you do / what we do / what Blackbaud does'
Build partner commitments checklist
What the pilot school must provide: Executive sponsor, Advancement ops lead, Blackbaud admin, Data export approval, Circle leader nomination, Content approval loop
Why: Sets clear expectations for pilot partner engagement
Acceptance: One page, checkbox-ready, used in the partner kickoff
Mutual value model + pilot success definition
Pilot success scorecard defining what school gets, what you get, and what success looks like (circles launched, pledge rate, retention, revenue, time-to-launch)
Why: Aligns incentives and defines measurable outcomes
Acceptance: Clear metrics for both parties
Partnership model options
Option A: SaaS + performance rev-share. Option B: Pilot fixed fee + lower rev-share. Option C: Sponsored pilot (foundation/corporate) + performance
Why: Provides flexibility in commercial negotiations
Acceptance: Each option states who pays what, when, and why it is fair
Pilot selection criteria
Ideal pilot criteria rubric: Blackbaud usage maturity, Advancement leadership urgency, Ability to recruit circle leaders quickly, Fast approval cycles
Why: Ensures pilot partner selection optimizes for success
Acceptance: Rubric can score potential partners objectively
Stakeholder map + outreach sequences
Outreach playbook (email + LinkedIn + warm intro scripts) targeting President/VP advancement, advancement ops, alumni affairs, Blackbaud admin, key alumni leaders
Why: Provides systematic approach to partner acquisition
Acceptance: A 2-week outreach sprint plan with meeting objectives
Partner onboarding path
Pilot onboarding timeline: intro call -> value alignment -> data/access checklist -> circle leader shortlist -> MVP scope confirmation -> kickoff
Why: Creates repeatable onboarding process
Acceptance: Clear gates and responsibilities
Unified web story across properties
Information architecture and copy plan to align Connect To Give + Claim My School + 'Who Needs To Give' messaging into one coherent funnel
Why: Visitors need to understand the system and know their next action
Acceptance: A visitor can understand the system in under 2 minutes and knows the next action (join as leader, join as donor, partner as school)
Spelman case study integration
Place the Spelman proof in the funnel as the credibility anchor
Why: Social proof drives conversions
Acceptance: Case study visible and compelling in web funnel