The Middle of the Pyramid Challenge

A universal truth is that the middle of the donor pyramid has always presented a challenge, and different solutions have emerged to address the gap.

You’ve likely tried multiple approaches like donor experience programs (DXO/DGO), targeted phonathons, and hyper-segmented campaigns. Each has offered something valuable, and each has required something significant from your team.

What's different is that conversations about the middle of the pyramid now center on strategic revenue generation. Many leaders are weary of technology and strategies that might work, but require bandwidth to prop up and then run. Or, solutions that lead to ongoing hiring, training, and rely on adoption of new workflows and tools.

This is where Autonomous Fundraising functions differently. A Virtual Engagement Officer manages donor relationships independently, so the resource commitment in year five looks the same as year one. It doesn't require your team to adopt new workflows or commit to ongoing high-volume execution.

This approach isn't about having fewer people on your team, but being honest about human capacity and strategic about where you deploy it. Human fundraisers are essential, and their expertise creates the greatest value when focused on strategy and top donors. Digital labor should be leveraged to warm prospects and grow your pipeline at scale.

There's no single solution for every organization. A VEO typically manages a thousand donors, which means for very large institutions, multiple different programs to address the middle of the donor pyramid might coexist in different ways (and for many of our partners, this looks like multiple VEOs across different units or major gift pipelines).

Let's talk about how these approaches fit together. Set up a strategy call with our team.