He noted that the Charleston, S.C.-based company has a "large part of our sales force that offers payments capability" and that Blackbaud is adding to its sales force for a variety of products, including payments. While Blackbaud once had a point solution in payments, it is increasingly offering that as part what the company calls "pre-integrated" applications. That integrated approach also applies to its analytics products. Gianoni says offering integrated products is something that Blackbaud can do and many smaller competitors can't. He noted that many of the same comments he made about payments applied to analytics, including the ability to cross sell, which he said is in the early days.