At Heller Consulting, we spend a lot of time helping nonprofits, education institutions, and healthcare organizations navigate these decisions. What follows is a practical way to think about today’s CRM landscape, grounded in what we’re seeing across hundreds of engagements—and in the real tradeoffs that come with each approach. 

The CRM conversation has shifted 

For many organizations, CRM selection used to be a relatively contained decision. You picked a fundraising database, implemented it, and optimized around its feature set. That model is breaking down. 

Today’s teams expect their CRM to support marketing automation, self-service reporting, integrations with finance and programs, flexible security models, and increasingly, AI-enabled workflows. At the same time, data governance, security, and cross-department collaboration have moved from “nice to have” to non-negotiable. 

That’s why the most important distinction in the CRM landscape today isn’t brand or price—it’s product versus platform.

Product CRMs: clear boundaries, faster starts 

Product-based CRMs are built to solve a specific set of problems, most often fundraising. They typically come with predefined functionality, a single vendor responsible for support and updates, and a lower barrier to entry. 

For some organizations, this is exactly the right fit. Product CRMs can make sense when: 

• The CRM will primarily serve one department 

• Customization needs are limited 

• Internal technical capacity is low 

• Speed and cost predictability matter more than flexibility 

The tradeoff is that these systems often have firm boundaries. Access to data can be limited. Integrations may be constrained. And as needs expand—new programs, new engagement models, new reporting requirements—organizations can find themselves working around the system rather than with it. 

In 2026, we’re seeing more organizations reach the ceiling of what product CRMs can reasonably support, particularly as expectations around personalization, analytics, and automation increase. 

Platform CRMs: flexibility with responsibility 

Platform-based CRMs take a fundamentally different approach. Rather than delivering a fixed set of features, platforms provide a highly configurable foundation on which organizations build an ecosystem of tools. 

Examples include enterprise platforms like Salesforce and Microsoft Dynamics 365. These solutions can support fundraising, programs, marketing, service delivery, and analytics in a single, integrated environment. 

The advantages are significant: 

• Deep customization to match real business processes 

• Large ecosystems of interoperable solutions 

• Ongoing investment from platform providers 

• Greater control over data and integrations 

But platforms also shift responsibility. Ownership of the CRM ecosystem sits with the organization, which means success depends on having the right combination of internal skills, governance, and partner support. Implementation effort is higher, and ongoing administration is not optional. 

The organizations that succeed with platforms are the ones that approach them as long-term investments—not just technology projects. 

Platform-powered products: a middle ground 

In response to these dynamics, we’re also seeing the rise of platform-powered products—solutions that offer out-of-the-box functionality built on top of a broader platform, with room to extend over time. 

These options can be appealing for organizations that want a faster start than a fully custom platform build, without locking themselves into a closed product ecosystem. They can provide a clearer implementation path while still preserving future flexibility. 

As with any approach, the details matter. The quality of the underlying platform, the openness of the data model, and the maturity of the partner ecosystem all influence whether this middle ground actually delivers on its promise. 

Sophistication isn’t just about features 

One of the most common mistakes we see is equating CRM sophistication with feature lists or price points. In practice, sophistication is about fit. 

A low- or mid-sophistication product can be the right choice for a focused fundraising team with stable requirements. A highly sophisticated platform can fail if governance, change management, and ownership aren’t in place. 

Before evaluating specific vendors, organizations need to get clear on: 

• Who the CRM is meant to serve 

• Which departments are in scope now—and later 

• How decisions about data, security, and integrations will be made 

• What internal capacity exists for ongoing ownership 

Skipping these conversations often leads to surprises after contracts are signed, when stakeholders realize the system doesn’t align with how the organization actually works. 

Choosing a strategy, not just a system 

In 2026, there is no single “best” CRM. There are only tradeoffs—between speed and flexibility, simplicity and control, short-term cost and long-term adaptability. 

The most successful organizations we work with start by defining their CRM strategy before narrowing their vendor list. They treat CRM selection as part of a broader technology roadmap, grounded in people, processes, and data—not just software. 

That approach doesn’t eliminate complexity, but it does make the landscape navigable. And it leads to decisions that organizations can live with, grow into, and build on for years to come. 

At Heller Consulting, we help organizations cut through the noise and make confident CRM decisions. Our approach starts with understanding your goals, your data realities, and the people who will live in the system every day—not just the features on a demo slide. From there, we guide you through CRM selection with clear requirements, objective comparisons, and an honest assessment of tradeoffs across product and platform options.  

Because we work across Salesforce, Microsoft, Blackbaud, and adjacent tools, our recommendations are grounded in fit—not vendor preference—and designed to set you up for long‑term success, not just a successful go‑live. Get in touch for a consultation. 

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What does an RE7 sunset mean for nonprofits?

Blackbaud has long been  encouraging users to migrate to their cloud offering Raiser’s Edge NXT. While no specific sunset date has been announced, Heller clients have reported hearing that support could end as soon as next year.

Organizations that are using RE7 through the sunset may first lose access to support and technical help, then Blackbaud could stop offering updates and patches, introducing significant risks and security concerns. Longtime technology leaders may recall that users had 11 months to move during the Luminate CRM sunset—so the time to consider your options is now.

Why are nonprofits reluctant to move?

RE7, which launched in 1999, was a self-hosted platform that was immensely popular among nonprofits. Orgs ranged from tiny nonprofits with ten staff, to those raising over $60 million annually. For many, it was their first CRM and they invested heavily in both configuration and workflow development, setting it up for their unique needs.

Unlike modern cloud-based CRMs, Raiser’s Edge 7 was a one-time platform investment, and once they had developed the infrastructure to self-manage, there was little incentive to move to a subscription model.

Other disincentives include:

• Cost: Although not enormous, the cost of migration is not insignificant.
• Functionality: RE NXT is fairly similar to RE7, with few compelling new capabilities.
• Technical limitations: Orgs with large volumes of gift processing will find RE NXT currently less able to handle their workloads.

What are some options for nonprofits on RE7?

Raiser’s Edge NXT (RE NXT): a familiar interface and functionality

RE NXT offers a web view and a database view, with the latter being very similar to RE7, making the transition comfortable for users. However, database admins warn that some advanced features familiar to RE7 users are still only available in the database view in NXT.

Blackbaud CRM (BB CRM): A purpose-built enterprise solution

BB CRM is targeted at larger nonprofits and offers extensive capabilities specific to fundraising (such as direct mail functionality) as well as specific features like grateful patient programs.

Alternative fundraising-only platforms

Some nonprofits will be looking at a move to purpose-built fundraising CRMs like Virtuous, Neon CRM, Kindful, and Bloomerang. They may support some of a nonprofit’s needs but don’t offer the same level of sophistication as RE NXT, Salesforce, or Microsoft.

Salesforce, Microsoft Dynamics: Rival platform-based solutions

These best-in-class cloud solutions offer more customizable and extendable solutions and are suitable for orgs looking to overcome the constraints of RE7.

RE7 migration considerations

It is crucial for orgs to be proactive. Assess your needs, survey the marketplace, and understand the costs and alternatives. This will help you make an informed decision and know your bargaining position as you’re speaking with platform vendors.

Some considerations include:-

• Orgs facing challenges with integration and customization in RE7 may find platform-based solutions like Salesforce or Microsoft Dynamics more suitable for their needs.
• Solutions like Kindsight ascend offer a managed approach, combining the benefits of a platform-based solution with vendor support.

The end of life for RE7 presents both challenges and opportunities for nonprofits. By exploring the available options and planning ahead, your org can transition smoothly to a new solution that meets your needs and supports your mission.

>> Get the expert guide: Your Raiser’s Edge Options in 2025

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The robust capabilities of the Microsoft environment offer nonprofits a comprehensive approach to support their fundraising workflows. Whether nonprofits leverage product solutions built on top of the Microsoft platform or Heller Consulting’s fundraising Accelerators for a customized environment, Heller has the expertise to lead your next enterprise technology adoption effort for your fundraising needs.

The evolution of Microsoft fundraising solutions

Microsoft Dynamics has long been a staple in the nonprofit sector, offering a powerful platform for managing various aspects of nonprofit operations, including fundraising. However, nonprofits had to invest in customizing the core Microsoft platform solutions to meet their unique business needs. This often meant only the most technically sophisticated and well-funded nonprofits could invest in the development of the business applications they needed on the Microsoft Platform. Fortunately, the landscape has shifted significantly over the past few years.

The Technology for Social Impact program, launched a handful of years ago, touted a suite nonprofit-specific business applications built leveraging key Microsoft solutions. Collectively these solutions were known as the Microsoft Cloud for Nonprofits. This solution set included the fundraising specific business application, Fundraising and Engagement. Conceptually similar to Salesforce’s Nonprofit Success Pack (NPSP), it provided a package of fundraising functionalities, in this case built on the Microsoft Dynamics platform and powered by the Nonprofit Common Data Model.

In a surprising move, Microsoft announced last year that it would be sunsetting the Fundraising and Engagement solution. This decision mirrored Salesforce’s transition from NPSP to the Nonprofit Cloud, focusing on leveraging the core platform technology rather than a managed package. The benefits of this new approach are clear, allowing customers to leverage Microsoft provided templates that are closer to the underlying platform, making future updates and adoption of roadmap features easier. However, it has also meant organizations looking to leverage Microsoft have even more options to consider within the fundraising solution landscape and nonprofits who had already adopted Fundraising and Engagement need to determine what their migration pathway will be.

Microsoft fundraising considerations for nonprofits

While the Microsoft environment offers numerous benefits, it may not be the right fit for every organization. Nonprofits that do not already use Microsoft for their back-office operations or lack internal IT expertise may find the transition challenging. For these organizations, solutions like Salesforce may be more attractive because they require less internal IT infrastructure.

Platforms including Mission CRM and Stratus Live also provide packaged fundraising solutions built on Dynamics. These solutions offer different levels of customization and integration with the core platform. Some organizations find this approach to be the right balance between having a vendor provided and supported solution while still leveraging Microsoft infrastructure and functionality.

Some agencies, primarily operating in Europe and Australia, have developed their own solutions on top of Microsoft Dynamics. While we have not seen these solutions gain adoption with North American nonprofits, we are monitoring how well these solutions serve the market. We are also monitoring to see if any US agencies build their own solutions. While we do not anticipate any of these solutions to be full products, nonprofits may benefit and Heller is watching the market.

Heller Accelerators for Microsoft fundraising success

Despite the changes, many Heller clients have remained committed to the Microsoft platform. The underlying technology and value proposition of Dynamics continue to be compelling reasons for nonprofits to choose Microsoft. For nonprofits familiar with the Microsoft ecosystem, the interoperability with other Microsoft solutions makes it a compelling choice.

A Heller client is set to launch their new fundraising solution in March, leveraging the core Dynamics platform with our Accelerators, which are customizations that build out common nonprofit functionalities more efficiently. For instance, Heller has created templates for managing soft credits, which can be customized for each client, speeding up the implementation process.

The 2025 nonprofit outlook

For organizations that have not yet adopted a Microsoft solution for its fundraising needs, Heller continues to recommend the platform be evaluated as part of an organization’s selection process. We anticipate many organizations will find the platform’s extensibility to be a compelling alternative to Salesforce and more robust than most other fundraising CRM products.

For organizations that have previously adopted Fundraising and Engagement, they must be mindful of the product sunset. We recommend they determine their migration path within the coming year to ensure they have enough time to execute their migration. These organizations will likely find that the underlying reasons they selected a Microsoft solution to continue to be the case. These organizations should look most closely to developing their next solution with the Microsoft fundraising templates and perhaps functionality Accelerators such as those developed by Heller.

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