What return are you getting from your website investment??

Posted by Chris on June 8th, 2011

Sometimes I look at all the information that I see via the Internet – emails, social media posts, blog posts etc etc and I think – well all these people are preaching to the converted ( or partially converted ) !!

Everyone that is communicating with me or whose information I see knows ( more or less ) about the Internet, websites, social media and many of the related topics. They range from the gurus to the newbies and everywhere in between.

I suspect ( strongly ) that the people we really need to communicate with and educate are not seeing all of this information.

Why? Well basically they are barely on the Internet and probably not on any social media – or if they are, only casually. I can think of 2 businesspeople that I know – one in New York and one in Leicestershire U.K. – right off the top of my head. One is a V.P. in an IT related company the other owns garages and other businesses.

I have not talked to them in detail about this but I think we can assume that their businesses have websites but that most of their sales and marketing is done using more ” traditional ” means – advertising, cold calling, mailshotting etc etc. I could be a bit wrong about this because they may have marketing departments that are using e.g. social media but what I am right about is that they themselves ( and they are decision makers ) are not communicating or hearing what is being said by ” all of us ” !!

What they are interested in though is Return on Investment and building their businesses.

To start with: What was the investment into their website and what was the return ??

and this is where it all starts to get difficult because they probably know what they spent ( and are spending ) on their website but they probably have little idea of the return that they are getting. To know what return they are getting they are going to need to know:

– How many leads did they get ( in the same time period as the costs ) ?

– How many of these leads turned into actual orders ?

– What were these orders worth ?

Now they can do Return on Investment !!!

Getting a lead implies a couple of things:

1. That somebody found their website.

2. That they took some sort of action as a result of doing so ( signed up to an email list; took up an offer of some kind ; phoned in etc etc )

For somebody to have found their website they did one of a few things:

a. They knew the name of the company website for some reason and put this into their browser. ( They might have see it on a van or an advert ).

b.  They Googled something. ( The company name or a search term that the website came up for )

c. They went to another website which referred them to this website.

d. They responded to an email marketing campaign by visiting the website.

e. They were referred to the website from a social media post.

f. Some other source.


Source: http://blog.hubspot.com/blog/tabid/6307/bid/16759/3-Tips-For-Better-Lead-Management.aspx?source=Blog_Email_[3+Tips+For+Better+Le]

So you can see from this that the first thing is for the website to be FOUND.

Then for the person finding it to TAKE SOME ACTION ( creating a lead ).

Then for this action ( lead ) to result in an ORDER. ( Which may require some ” nurturing ” )

How do you get FOUND in the first place ??

Well you must understand what you want to be found for and these words, phrases and terms must be in the titles, ( Meta ) tags and content of your website and blogsite.

That is how you will get FOUND in the first place.

Boiler Rooms Scams

Posted by Chris on June 7th, 2011

Regular readers of the M&A Rainmaker Blog will be aware that we have highlighted the dangers of Boiler Room Scams before; for example in this blog here


I.P.O.’s ( Initial Public Offerings ) are taking off in the U.S. this year and this is likely to increase the possibility of you getting a call from a Boiler Room or Chop Shop.

Boiler Room Poster

I was watching the film ” Boiler Room ” recently ( as part of my research ) and I noted a couple of things:

– The ” brokers ”  studied ” Wall Street ” to the point where they could recite lines from the actors without looking at the screen !!

Wall Street: Money Never Sleeps Poster

You can bet that recent Boiler Room scammers have also studied ” Boiler Room “. Sean Liptrot and Dominic Ryan John probably paid particular attention.

– J.T. Marlin was based ” somewhere on the Long Island Expressway ” i.e. not on Wall Street but in New York, U.S.A. Whilst some Boiler Rooms may still operate from either the U.S. or the U.K. Alfort International Ltd and Newton Moore Limited are based in the British Virgin Islands.

Anderson Munro was ostensibly based in Hong Kong. If you are running a Boiler Room scam you don’t really want to be based in the U.K. or the U.S. because you are within the jurisdiction of those countries and – as in Boiler Room – the F.B.I. can monitor you and raid you. It’s much better to be based ( or to appear to be based ) in a foreign country because typically you are outside the jurisdiction of those countries and anyone who complains about you or tries to get their money back will be told that.

– the main victims were Harry Reynard ( a Gourmet foods company Purchasing Manager ) and a Docter – both unsophisticated investors. In reality the victims will range from unsophisticated to sophisticated  investors. The reaction of Harry’s wife is typical though !

– Technology, Telecommunications and the Internet has come on a long way since 1999/2000. We have spoken about how Anderson Munro achieved it’s Internet Profile. One of the ways that you try and check on brokers these days is via the Internet.

– The telephone sales techniques are clever – you have to admit it – they are clever !!

I am still studying Boiler Room so may have more comments later …..

Understanding Cisco OIP and VIP programs

Posted by Chris on June 2nd, 2011

Understanding the Cisco Opportunity Incentive Program ( OIP ) and Value Incentive Program ( VIP )

Close and detailed planning and monitoring of the performance of a Cisco Partner’s participation in the various programs (such as OIP & VIP) ensures maximisation of return from involvement.

The success of Cisco’s VIP (Value Incentive Program) in providing large and recurring rebates to Partners is an example of how Channel Intellect can work with Partners to ensure maximum returns.  The ability of a Partner to sell more of the product qualifying under the SKU issued for each period determines the actual size of the rebate.  The monitoring, measuring and planning achieved by a Channel Intellect relationship ensures that all sales and technical assets are designing and selling solutions that, wherever possible and appropriate, ensure maximum VIP returns.  Channel Intellect works to identify how best to map success in these programs into compensation plans and incentive schemes for Partner sales teams.

Channel Intellect offers guidance to Partners to allow them to more easily embrace the requirements of SIP (Solutions Incentive Program), a process which is often resource-intensive and focused around larger solutions that have the ability for multiple deployments to generate rebates of significance.

When bearing in mind that these programs constitute almost everything available to a Cisco Partner in terms of securing funds from Cisco, the necessity of ensuring absolute focus to generate maximum return is put into sharp perspective.


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Cisco Partner Support

Posted by Chris on June 1st, 2011

If you are a Cisco Partner looking for support and guidance  to drive engagement and accelerate both activity and results with Cisco then I would recommend talking to Channel Intellect who have a client list that includes many of Cisco’s highest achieving and award-winning Partners and also delivers the much-heralded Comstor Mentor Programme. Additionally, Channel Intellect has engaged with Cisco on a number of projects and is, as a result, uniquely placed to provide a comprehensive understanding of how Partners can make the most out of their investment in Cisco.

What Cisco Says….
Bernadette Wightman – Operations Director – UK & I Channels – Cisco

Channel Intellect has provided a vital and excellent service to support and guide many of our developing Cisco Partners in the UK and Ireland. They have also been able to assist and advise a number of Cisco teams within the organisation in constructing Partner-centric programmes and initiatives. The insight that Channel Intellect provides to our Partners in developing a profitable and sustainable relationship with Cisco has made a positive difference to both Cisco’s and the Partners’ engagement and performance.

Channel Intellect engages with Partners around the “Six Pillars” – a series of best practice disciplines centred around the following focus areas:

  • Certification/Specialisation
  • Cisco Programs (VIP/OIP/SIP/etc)
  • Support
  • Market-Specific Initiatives (PSPP/SMB)
  • GTM & Marketing
  • Relationship Management

Cisco Health Check

The Channel Intellect Cisco Health Check is based on a day’s analysis with a Partner, in order to assess current engagement levels and to advise on how this can be complemented and refined in order to ensure an appropriate ROI is delivered against the cost of maintaining an effective Cisco relationship.

Based around devising an activity plan which embraces the “Six Pillars” disciplines, the Health Check comprises:

  • A pre-engagement briefing
  • A Partner executive workshop
  • A Partner action cverview
  • A Costed Channel Intellect proposal

Contact info@channelintellect.com for further details.

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