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2009 Vol.3
Procedural Reforms for White-Collar Operations

Such As Sales in the Age of Cloud Computing and SaaS


The world is simultaneously experiencing an economic downturn. Companies are not only pursuing management efficiency internally, but are also facing the necessity to deal with external purposes such as the improvement of performance. In particular, strengthening sales is an endless and constant management theme for many companies, regardless of the economic situation.
As a solution, SFA (sales force automation) has attracted attention in recent years. SFA takes advantage of advancements in information and technology and enables more sophisticated management of sales employees and its visualization. However, the number of companies that implemented the system only to find less-than-expected results is not small. So, why hasn’t SFA become prevalent? Recent years have seen the advent of cloud computing, which allows easy use of SFA on the Internet, as well as services provided in the form of SaaS (software as service). They have dramatically increased speed and usefulness, compared to the implementation of SFA at individual companies. Also, the application of such frameworks has expanded beyond sales to peripheral white-collar operations, as a platform for constructing application systems for various operations.
As these frameworks can contribute to speedy, less costly and fruitful reforms of operational processes whenever, where ever, and for anyone, their use has spread not only among private companies, but also in public services. It is true that there is a difference between being able to incorporate such frameworks easily and achieving successful results. However, the ease of use is bringing about changes in strategic planning in the age of swift management, as well as in white-collar operational processes, not to mention in the area of sales.