Posted by Anne Marsden on Wed, Jan 04, 2012 @ 10:04 AM
Savvy companies are keenly aware that without quality Search Engine Optimization (SEO), their websites are about as effective for generating leads as an unlit billboard on a dark and stormy night. If you aren't generating high page rankings on the right keywords then you are alone in the wilderness, preaching to the cacti, which rarely have a budget and are notoriously bad at buying things.
If you're not quite there yet - or if you haven't even started, resolve to make 2012 the year that you do! Because if you don't, you'll be watching your competition pull ahead by attracting your potential clients. Studies show that over 70 percent of B2B purchasers begin their buying process by searching the web, and that percentage is even higher for B2C.
But after getting SEO-ready, it's time to get "SCO-ready". SCO = Sales Cycle Optimization.
SCO is the active process of providing content on your site (and beyond) that speaks to each of the key phases your prospects go through as they progress from curious informational researcher to active evaluator, and ultimately, hopefully, to buyer. SCO also addresses the reality that your buyer is often more than one person.
The process of Sales Cycle Optimization is more complicated and time consuming for bigger, more complex sales but products of even modest value and complexity benefit from SCO.
To get SCO-ready, here are 5 essential steps:
- Map your sales process. If you have multiple products or services, start with the top priority ones for your company in 2012. Even if your cycle is pretty quick, it's useful to put it in writing (better yet, in a diagram).
- Involve your sales department. They know best the key milestones of the sales process and the typical time frames to move through the cycle. They also know the decision influencers and their informational needs/biases.
- Review the content of your website. Assess how much of your content is targeted to each phase of your sales cycle and how much content actively speaks to the needs of each decision maker/influencer. This will highlight where to focus new content development.
- Review your lead conversion offers (i.e. Free White Papers, Webinars, etc.) to see if your offers cover all the steps in the sales cycle, and where you are getting the most conversions. If it's lopsided, adjust.
- Look beyond your website. Does your extended web presence support your lead generation campaigns? Evaluate how well you're getting seen and heard at the industry level. From industry articles to blogs; social media sites to webinars and conference speaking engagements. All roads should lead to your website and ultimately, your sales force.
With these data points, you are armed to get Sales Cycle Optimized. You're better prepared to create new content and offers that will create conversions at each stage of the sales cycle. And you're able to see when visits move from curiosity to interest, and you're ready to turn those leads into sales.
Posted by Joe Sgroe on Tue, Dec 20, 2011 @ 08:21 AM
When changes happen...will you be ready?
Change comes to all of us - both personally and in the business world. From a corporate level, innovation is an inevitable and necessary fact of life. If handled correctly, your business will evolve and flourish. But without a clear plan in mind, your business could become stagnant and obsolete as you forever try to keep up with the competition. Change breeds conflict and resistance, but your business should always strive to minimize the impact to your customers and employees.
In retrospect, 2011 has brought a lot of changes to the corporate industry. I have been in the customer service business a long time, and I have an understanding of what my customers expect from myself and my company. It's easy to lose focus of those expectations amidst the flurry of change, and I'd like to share the five key strategies I have learned while adapting to change.
1) The Unified Message: There should be a single, clear message that your employees voice to customers. It should be a concise communication that doesn't send mixed signals and confuse your clients. Don't be afraid to talk about upcoming changes - blog about it, spread the word...as long as the message is clear, your audience will get it. Twitter sets a good example with a simple, unified update about their changes.
2) Internal Communication: From an inside point-of-view, every employee should be on the same page. Make sure questions are answered. If employees are left in the dark, then it's easy to lose sight of the big picture.
3) Be Flexible: Nothing is ever carved in stone, especially when it comes to change. Changes often breed new changes, and while it's easy to fall prey to frustration, it's important to remain flexible when new ideas, concepts, or plans come down the pipe.
4) Keep an Open Mind: It's quick to simply dismiss new ideas as irrelevant or unnecessary, but that can actually hinder the process of transcendence. Explore, discuss, and brainstorm new concepts.
5) Seamless Transition: The changes you make as a corporation in the public eye should be smooth and seamless for your customers. If changes happen too quick, or are mismanaged from the start, then you could wind up like Netflix, with the full weight of your customers' wrath upon your shoulders.
Change has the ability to wreak havoc or inspire innovation. With clear management, open lines of communication, and focus-driven processes, then the seeds of change can flourish and thrive.
Posted by Jon Deliz on Mon, Dec 12, 2011 @ 10:37 AM
With Christmas just around the corner, I like to think about all of the cool tech toys I'm lucky enough to have, even while I dream about the ones that are on my wishlist. When someone asks you, "What do you want for Christmas?" there are several things you can ask for, such as health, happiness, or lots of iTunes gift cards. Here's a sneak peek at my Christmas wishlist, featuring some of the season's hottest gifts:
1. iPhone 4S - Unless you've been living under a rock for the past few months, then you
know that a new iPhone was released in October. The iPhone 4S features an 8-megapixel camera, HD video recorder, and an estimated 8-hour talk time. This smartphone also features a witty know-it-all guide known as "Siri", who can give you directions, read you your morning texts, and tell you the weather all through a series of smart voice commands. The iPhone 4S is available with a black or white case, and can be yours for $199.
2. Kindle - We brought you an in-depth look at the Kindle Fire back in November, and these tablets make smokin' gifts. There are 6 different models to choose from, ranging in price from $79-$199. The different versions cover a range from a $79 eBook reader to the $199 Kindle Fire which also plays videos and has full color apps.
3. Lamborghini Aventador LP700 4 - But Santa...I've been so good all year!
The only thing that would top this car on my list of "WantWantWant" would be the Batmobile. This v12 700-horsepower monster costs about $387,000 and would make for the most thrilling driving experience ever. And although I'm pretty sure that this beautiful machine won't be parked under my Christmas tree anytime soon, it sure is nice to dream!
4. Xbox Kinect - If you have an Xbox 360, this add-on is an essential no-brainer. Not only do you get games that you can play biometrically, like bowling or boxing, but now you can also use it as a voice-activated controller to watch movies and listen to music. The Kinect will run you around $99...just make sure you have plenty of room to move around once you get it.
These are just a few things that would make great Christmas presents this year, especially #3! What's on your wishlist this year? Tell us below...you never know - Santa might be reading this article too!
Posted by Grant Peacock on Tue, Nov 29, 2011 @ 08:21 AM
As Christmas is rapidly approaching, my excitement matches Will Ferrell's realization that Santa is coming...only most of my excitement stems from determining what super-cool tech gadget is going to dominate the shopping jungle this year.
It's a statement of fact that Apple products are always on the market as the hottest must-have gifts to both give and receive. Last year, the iPad reigned untouchable over the tablet kingdom and crushed the competition. But this holiday season finds new entries in the lineup with releases from HP, Android, Microsoft, and most notably, Amazon's Kindle Fire. The Kindle Fire is shaping up to be a staunch contender against the iPad 2, and since Black Friday, now boasts some impressive sales figures. Here are some hot facts about the Fire, including a look at how it measures against the iPad 2.
In comparison, while the iPad 2 has almost every function to aid you throughout your day-to-day routine, including a larger screen, access to the largest app store, camera functionality, and the largest built-in storage offering, its biggest drawback is the punch to the wallet with a price range from $499 to $829.
In the current economy of this holiday season, shoppers are looking to get the most bang for their buck. If a tablet is on your holiday shopping list, ask yourself if the extra features of the iPad 2 are really worth the almost triple price tag. The Kindle Fire hosts a variety of features to make it a true competitor for Apple this year, and the $200 price tag definitely makes it an option to consider.
Posted by Chris Chapman on Wed, Nov 23, 2011 @ 08:24 AM
As Thanksgiving bears down upon us it seems like as good a time as any to take a look at technology turkeys and what they can teach us.
Much like a traditional Thanksgiving Day feast, every year tech turkeys come with all of the fixings and there's always plenty of leftovers. So pull up a chair and get ready to dig through a veritable cornucopia of techno-nostalgia.
Tech turkeys can be immature ideas that caught on because of marketing momentum or exceptional technology that didn't because of perception. More often than not, the greatest tech turkeys come from the top leaders in the industry. Let's start with the current powerhouse that everyone is following these days...Apple. Not so long ago they launched a fantastic device guaranteed to change the face of mobile 
computing...unfortunately it wasn't a 2010 iPad, it was technology gem called the Newton! It had none of the convenience of a computer and notoriously buggy handwriting recognition to boot. Ultimately, it became more of a testament to geekiness and patience than true utility.
You think to yourself, "Well that's fine...Apple wasn't what it is today way back then." How very true - so let's go take a peek at Microsoft, the persistent Goliath of technology. Just before XP dominated as the desktop du jour, we all got to ring in the new millennium with possibly the worst operating system ever inflicted on end users...Windows ME.
The occasional misstep is bound to happen, even from the top leaders and innovators in the tech space. Just because technology is established doesn't necessarily mean that good companies can take it to the next level without blunders...just take a look at RIM who has given us this year's tech turkey - the Playbook.
Both the turkeys and the trends have spanned the decades - how did you make sure you were the kid with the cool Transformers collection versus the guy still trying to explain what the Go-bots were? How did you avoid going all-in with one of these?
The recipe for tech gadget success includes a little common sense, a dash of awareness, and some separation of facts and myths. Early adopters have a way of whipping the world into a frenzy of anticipation, but make sure to ask yourself the all-important question, "What is this technology doing for me?" Always bear in mind that smart guys are just as susceptible to the hype as normal people and are often just as wrong because of their technolust. Finally, realize that the best technology doesn't make for long-term survival...just look at betamax.
So this holiday season you can eat all the tech you want, but try to stay away from the digital equivalent of your friend's-neighbor's-uncle's squirrel casserole. Sure, it might be interesting and innovative, but something in your gut will tell you it's wrong. However, even if you do pick up an occasional tech turkey, it's often the leftovers that give us that twinge of nostalgia for the past and guides us in the right direction for the future.
Posted by Heather Boothe on Tue, Nov 22, 2011 @ 08:15 AM
In late October, a bill was introduced to Capitol Hill by Representative Lamar Smith (R-TX), called the Stop Online Piracy Act, or SOPA. In short, this bill is being touted as a combative measure designed to foil movie and music piracy by allowing the copyright holders to shut 
down any websites or online services that include any infringing content. SOPA is backed by influential business lobbies, has bipartisan majority support in both the House and Senate, and is supported by powerful organizations such as the MPAA, Microsoft, and now even Apple.
If passed, SOPA would give the U.S. government the power to blacklist any website that possesses infringing material by utilizing the same DNS filtering techniques that are employed by Iran, China, and Syria. While the overall premise of fighting sites that advocate piracy of music, movies, or other intellectual property rights sounds promising, the real stickler behind the bill is what is classified as “infringing material”. Anything can fall beneath this vague category of copyright violation, from user posts within a social networking site, commentary within a web forum, even links sent in an email – remember that funny link you sent to your Grandma of dogs barking along with Beyonce? The government will – and with this bill they will have the power to step in, block the offending site for copyright infringement, cease any active revenue streams for the site owner, and coerce search engines like Google and Bing to block access to those sites as well.
This bill has garnered some steep criticism from corporations and activists alike. A letter of opposition was sent to Congress from the powerhouses of Facebook, Google, AOL, eBay, LinkedIn, Twitter, Mozilla, Zynga, and Yahoo.
“We support the bills’ stated goals – providing additional enforcement tools to combat foreign ‘rogue’ websites that are dedicated to copyright infringement or counterfeiting,” the letter says. “Unfortunately, the bills as drafted would expose law-abiding U.S. Internet and technology companies to new uncertain liabilities, private rights of action and technology mandates that would require monitoring of websites. We are concerned that these measures pose a serious risk to our industry’s continued track record of innovation and job-creation, as well as to our nation’s cybersecurity.”
If passed, this bill will have steep repercussions, and the Internet as we know it will be irrevocably altered. The sites devoted to piracy can still be directly accessible by their IP address as the bill does not support direct IP blocking, so in essence only a small percentage of pirate sites could even be affected. This bill screams "shoot first, ask questions later" and I wonder how many sites that are not considered "pirate" sites will be affected - sites like YouTube, Twitter, or even Facebook.
I do not advocate piracy, but I also do not advocate censorship. And essentially, this bill puts that power directly into our government’s hands. There’s a fine line to walk between black and white, and it’s SOPA’s gray area that is the most disturbing of them all.
You can learn more about the Stop Online Piracy Act here. You can also write your Congress Representative here and tell them that you don’t support legitimizing government blacklisting.
Posted by Anne Marsden on Thu, Nov 17, 2011 @ 02:42 PM
My boyfriend's approach to computers is a lot like Julia Robert's view of opera glasses in Pretty Woman...if he doesn't know how to work them, they must be broken.
This observation got me wondering - why are we willing to work hard to learn and master some things, while others we assume should work perfectly without any training or knowledge? Is it a genetic predisposition? Like how some people are naturally good with language or music while others can do math in their heads?
I'm constantly amazed at how many of us have this conflicted view of IT. On the one hand we tend to think of IT (and all things computer and network related) as this magical mystery tour full of goodies that are instantly accessible, easy to use, and require little or no continued investment. While on the other hand, when things go wrong (and things ALWAYS go wrong) we are surprised - and angry - that the problem occurred and there isn't an immediate and easy fix.
What is it about computers that have us constantly expecting them to be instant and easy to use? The computer is probably the single most important machine in most of our lives - for work, communicating with friends, or managing our personal and financial affairs. There is no other single device that holds such power over us - or for us. And when combined with the network that connects us to our other devices and the rest of the world, it becomes both an awesome tool and a friend.
So you would think we'd expect to invest a bit of time to learn more, or more money to have others keep this precious tool safe, secure, and working optimally. Consider other precious tools you own, such as your car. When was the last time you worked on your own car? Sure, you might change the oil or air filters, but for everything else you take it in for regular service and leave it to a knowledgeable, trained professional to keep it - and you - safe, secure, and working optimally.
And each time my boyfriend throws his hands up and complains, "The computer's broken!" I simply tell him, "No, it's probably not broken, but you do need to call DataCentric!"
Posted by Joe Sgroe on Mon, Nov 14, 2011 @ 01:16 PM
The term "Cloud Computing" has taken the technology world by storm in the past couple of years. Wikipedia defines cloud computing as "a paradigm of computing in which dynamically scalable and often virtualized resources are provided as a service over the Internet." The cloud is actually a means by which service providers can provide infrastructure components and application platforms to customers cost-efficiently and as required ("on-demand"). But exactly how do we tell hype from reality?
Inside the industry, companies with a cloud-based offering go to market using a suite of services created to fit their target enterprises' and consumers' perceived requirements. From collocation services in premium sites all over the world to Class 4 wholesale and Class 5 retail infrastructure, to platforms and software in several regions around the world, we need to understand the challenges of sourcing the cloud elements of these types of services. There are actually three relevant categories.
Infrastructure-as-a-Service (IaaS)
Resources that are delivered as a service, including power, hardware, bandwidth and core network components are integral in providing managed services and 'cloud' infrastructure. Items like power, UPS, generator options, network components, CPU, data storage, backup and disaster recovery procedures, etc., must be evaluated. Further, providers may offer their clientele accessibility to a portal to discover the health of the Cloud Network component(s) for more transparency.
Platform-as-a-Service (PaaS)
Choosing the platform on which you launch your business's services is vital to the reliability and security of the cloud-based offering. An acknowledged best-of-breed manufacturer will deliver a reliable, scalable and redundant platform in conjunction with ongoing engineering and tech support processes and expertise to ensure stability. The strength of known platform vendors is their established record. These relationships allow us and our service providers to score relatively higher in end-user satisfaction.
Software-as-a-Service (SaaS)
These kinds of applications are often accessed on the web via browsers. There are generally policies set in place by the operator that provides the necessary reliability, flexibility, and resiliency. For example, the security infrastructure and policies which the SaaS providers have implemented can minimize the vulnerability to fraud. Adequate protection for security such as denial of service (DOS) "attacks", hi-jacked IP addresses or domain addresses, unauthorized traffic, etc. can be another substantial consideration.
In conclusion, it is sensible to partner with an IaaS, PaaS and/or SaaS provider when a service providers has extensively researched their own requirements as well as the capabilities of their network and platforms along with the managed service provider. There are clear benefits to offset not owning and operating your own infrastructure. With a good cloud service, while you can make numerous configuration decisions, those responsibilities will nonetheless require on-going attention along with a full comprehension of all facets of a service offering.
Posted by Jon Deliz on Wed, Nov 09, 2011 @ 08:30 AM
After Monday, fans of the long running Call of Duty series will be able to play Modern Warfare 3. If you haven't been living under a rock then you know Call of Duty as one the most profitable video game franchises of all time. By records I am talking about $650 million in the first 5 days. I am reminded of the saying, "You're only as good as your last success!"
The iPhone 4s was released a couple of weeks ago and the first real gripe reported was that it was not the anticipated iPhone 5. Yet even with the anti-hype on the Web, lines were still around the building with people waiting to buy it. Apple's press release states four million iPhones sold in the first 3 days which is most ever for a phone and double the number of iPhone 4's sold in its first 3 days. The iPhone 4s touts many improvements such as an upgraded camera and Siri, but the rapidly draining battery is the choice complaint for the masses, and it doesn't just affect people with the 4s - it affects everyone with the iOS5 installed.
Also upcoming on the technology horizon is Windows 8, which people are already calling the next Windows Vista or Windows ME without really giving it a chance. Don't get me wrong, both Vista and ME were failures that should never be run on a PC unless it's an example of what not to do with an operating system.
What am I trying to say here? There is a reason that everything has a number these days, iPhone 3-4, Window 7-8, and Modern Warfare 2-3. The reason is that these companies are striving to constantly improve their products since they're only as good as their last hurrah. And if they don't get it right the first time, then there had better be a patch correcting the problem before angry consumers show them who really has the power.
Consumers have long memories and little forgiveness especially when it comes to technology. But highly coveted brands like Apple, or highly anticipated games like Call of Duty get around that by making products that the masses want. I don't know what the future holds but I know my iPhone 10v will handle it...
Posted by Grant Peacock on Tue, Nov 01, 2011 @ 02:53 PM
Feeling left out because you have not been protesting with a movement lately? Or are you not attempting to occupy anything besides a good use of your time? Maybe it's time you hop on the FU bandwagon. From Wall Street to Washington, D.C., throughout our work day and weekends, it seems as though our time is all being occupied by the unstoppable force of Facebook. Currently, I am thumbs-up "liking" my status as, "Upstart Unthink: FU Time."
Roughly six years ago, I plead guilty into accepting the friend request from the Judge of social networking, Facebook; however, way back then, it was mostly made up of three concepts: wall posting, non-instant messaging, and embarrassing photos. These days, Facebook has become synonymous with targeted advertising, privacy violations, and TMI. The evolution of keeping in touch through Facebook is slowly surpassing its cool points for this decade. Now it seems as though everybody knows down to the second every time someone checks into the local Chick-fil-a for a bite. The act of social networking has transcended into an information overload and is almost too unreal for me. I'm not sure how the rest of the world feels about Facebook, but I'm at the point where it's time to check out.
What does Unthink have to offer? How is it different than Facebook? The FU team touts freedom and control of your own information and privacy, selling the idea that you are no longer simply a "user" on a social network; rather, you're an "owner" of your own data and information. What caught my interest was the passion behind their Emancipation pages on their website, with such titillating phrases as, "The only universe that interests us is the one that we help shape." Unthink comes out swinging hard at the ad-filled, anti-privacy focused machine of Facebook.
The web universe has been expanding beyond infinity + since I first joined the social network scene six years ago, but it seems new ideas and web revolutions are in short demand. "We believe in the people," says CEO and founder, Natasha Dedis. With Unthink, you get an all-in-one social networking platform without having to sacrifice your personal identity, as well as the opportunity to branch all of your networks on the same social tree, hassle-free.
We don't need another social network. We need a social revolution with the guaranteed freedom to choose whether or not we disclose our identities to the world. That revolution is brewing slowly as tension over privacy concerns and data mining grows. Is Unthink going to be the Doc Holliday that will strike a blow at Facebook? Only time will tell. In the meantime, I'm yearning to free myself from the shackles of social networking and become an unthinker.
What are your thoughts on Facebook and social networking? I'd love to know, so drop a comment below.