THE 10 RECOMMENDED SFA (SALES SUPPORT) TOOLS IN 2024｜A THOROUGH EXPLANATION OF THEIR MAIN FUNCTIONS AND BENEFITS!

WHAT IS SFA (SALES FORCE AUTOMATION)?

‍ SFA (Sales Force Automation) is an abbreviation for "Sales Force Automation". It is also referred to as a "sales support system." Its main functions include the automation of business processes in the sales department, and the accumulation and analysis of data on all information.

The following functions are included in a typical SFA.
customer touchpointA forecast management function that enables comparison of budget (forecast and actual) and actual results
・Information management that visualizes contact between the company's sales force and customers by location and frequency
・Daily report registration function linked to customer information
・Project management function that enables quantitative logprogress information by project
・Internal SNS linkage and to-do management function that enables sales force to share activities in real time.
Analysis function to maximize the efficiency of sales resources
*Other major functions of SFA include the ability to create quotations, invoices, and contracts.

FIVE MAIN FUNCTIONS OF SFA (SALES SUPPORT) TOOLS

Customer Management

SFA TOOLS ARE EQUIPPED WITH FUNCTIONS FOR CREATING AND CENTRALLY MANAGING A DATABASE OF A WIDE RANGE OF CUSTOMER INFORMATION, INCLUDING NOT ONLY NAMES BUT ALSO ADDRESSES, TELEPHONE NUMBERS, AND E-MAIL ADDRESSES. USING THE CUSTOMER MANAGEMENT FUNCTION, YOU CAN "VISUALIZE" THE SALES ACTIVITIES OF EACH CUSTOMER BASED ON DATA SUCH AS THE PERSON IN CHARGE, JOB TITLE, PAST BUSINESS MEETING HISTORY, AND BUSINESS CARDS.

case management

The case management function allows you to manage and grasp detailed information such as services, expected order probability, progress status, and estimates for each case, in addition to basic information such as sales representatives, customer representatives, and so on. This makes the status of each project clear and facilitates smooth reporting of progress at meetings. This also reduces the burden on sales representatives who have multiple projects to handle.

behavior management

By utilizing the behavior management function, it is possible to manage the sales activities of each sales representative. Sales activities, such as the number of visits to customers and the number of calls to customers, as well as results such as the number of proposed products and the order rate, can be quantified and logdisplayed. This makes it easier for managers to grasp the status of each sales representative.
Related article>> What is sales force behavior management? Explanation of Necessity, Merits, and Methods

business management

IN ADDITION TO CASE MANAGEMENT, SFA TOOLS ALSO HAVE FUNCTIONS FOR MANAGING BUSINESS NEGOTIATIONS, WHICH VISUALIZES THE STATUS OF BUSINESS NEGOTIATIONS IN REAL TIME AND IMPROVES THE PROBABILITY OF RECEIVING ORDERS. EXAMPLES OF NEGOTIATION MANAGEMENT FUNCTIONS INCLUDE THE FOLLOWING

Past business meeting history
・Purpose of business meeting
・Date and time of business meeting
・Person in charge of business meeting
・Proposal for decision maker
・Amount of proposal
・Progress of business meeting
・Planning function for next action

The use of formats and a notification function for other sales representatives and managers simplifies the task of managing business meetings, thereby reducing the burden on sales representatives. In addition, entered information such as the purpose, date, and person in charge of the meeting can be shared with the administrator or manager.

Budget and Performance Management

SFA TOOLS ARE EQUIPPED WITH A FORECASTING AND PERFORMANCE MANAGEMENT FUNCTION THAT ENABLES VISUALIZATION OF SALES FORECASTS AND ACTUAL RESULTS. SALES FORECASTS AND ACTUAL RESULTS CAN BE VISUALIZED FROM MULTIPLE PERSPECTIVES, INCLUDING THE PERSON IN CHARGE, THE PROJECT, AND THE DEPARTMENT OR DIVISION. SINCE THE SET SALES TARGETS BECOME CLEAR, IT IS EASY TO GRASP THE CURRENT STATUS AND MANAGE THE DEGREE OF ACHIEVEMENT. IN ADDITION, HIGHLY ACCURATE ANALYSIS IS POSSIBLE BY UTILIZING THE ACCUMULATED DATA.

DIFFERENCE FROM CRM/MA

DIFFERENCES FROM CRM

CRM is an abbreviation of "Customer Relationship Management," also known as "customer management" or "customer relationship management. CRM has the ability to centrally manage customer-related information, and its main role is to manage and analyze customer data. On the other hand, the main role of SFA is to manage various types of information and improve the efficiency of sales activities. In addition to the roles, there are differences between CRM and SFA: CRM is from the customer's perspective, while SFA is from the sales representative's perspective.
Related article>> What is the difference between CRM and SFA? Explanation of which one to choose based on differences in functions and roles

DIFFERENCE FROM MA

MA, short for "Marketing Automation," is a tool to support marketing activities. Unlike SFA tools that support sales activities, MA is intended for efficient marketing activities using functions such as lead information management and e-mail distribution. In addition, SFA is intended for use by sales personnel, whereas MA is intended for use by marketing personnel.

THREE ADVANTAGES OF IMPLEMENTING A SFA (SALES FORCE AUTOMATION) TOOL

Visualization of sales activities

SFA TOOLS MAKE IT POSSIBLE TO VISUALIZE SALES ACTIVITY PROCESSES, PROGRESS, AND CUSTOMER RELATIONSHIPS. THIS ALLOWS FOR REAL-TIME UNDERSTANDING AND SHARING OF INDIVIDUAL SALES ACTIVITIES, WHICH UNTIL NOW HAVE ONLY BEEN UNDERSTOOD IN LIMITED PORTIONS. VISUALIZATION OF SALES ACTIVITIES WILL ALSO LEAD TO THE DISCOVERY OF BOTTLENECKS THAT HINDER ORDERS, THE RESOLUTION OF ISSUES, AND SALES FORECAST ANALYSIS.

Improved business efficiency

SFA tools are equipped with functions to support activity reporting and to centrally manage customer and case information. This makes it easy to find necessary information on sales activities, such as project and customer information, the number of visits, and the probability of receiving an order, through the search function. In addition, the simplification of activity reports, documents, and quotations will help salespeople to streamline their activities. By improving efficiency, more time can be spent on tasks such as customer meetings and appointments.
Related Articles>> [Preserved Version] 7 Ways to Streamline Sales! Benefits, procedures, and recommended tools explained.

Prevention of Sales Personnel

The term "sales gerrymandering" refers to a situation in which only certain employees are aware of the details of the business and its progress; SFA tools enable the sharing of progress and customer data, thereby preventing gerrymandering. It also enables the accumulation of knowledge, information, and experiences that were previously lost due to the movement or retirement of sales representatives. For companies, this can lead to improved sales skills and reduced training costs because necessary data and information are not lost. Since job handover is facilitated, stable sales activities can be realized.
Related article>> In-depth explanation of causes of sales gerrymandering and 7 solutions

FIVE KEY POINTS FOR SUCCESSFUL IMPLEMENTATION OF SFA (SALES FORCE AUTOMATION) TOOLS

Ensure that the field understands the benefits of utilizing the tool

IT IS IMPORTANT TO CREATE A SITUATION WHERE EMPLOYEES IN THE FIELD CAN ACTIVELY USE THE SFA TOOL. IN ADDITION TO EXPLAINING HOW TO USE THE SFA TOOL AND ITS FUNCTIONS, THE TRAINING BEFORE INTRODUCING THE SFA TOOL SHOULD INCLUDE TIME TO EXPLAIN THE BENEFITS AND ENSURE THAT THE SALES STAFF UNDERSTANDS THE BENEFITS.

Have an internal support system in place.

IDEALLY, WHEN IMPLEMENTING AN SFA TOOL, ALL EMPLOYEES SHOULD BE ABLE TO USE THE TOOL. TO THIS END, IT IS IMPORTANT TO ESTABLISH AND DISSEMINATE AN INTERNAL SYSTEM FOR SFA TOOL OPERATION, AS WELL AS TO PROVIDE INTERNAL TRAINING. PROVIDE OPPORTUNITIES FOR EMPLOYEES TO LEARN HOW TO OPERATE THE SFA TOOL AND UTILIZE ITS FUNCTIONS, AS WELL AS OPPORTUNITIES FOR PRACTICAL TRAINING. IN ADDITION, IT IS A GOOD IDEA TO CHOOSE A TOOL THAT HAS AN EXTENSIVE SUPPORT SYSTEM IN CASE OF ANY PROBLEMS THAT MAY ARISE WHEN USING THE SFA TOOL.

SET KPIS

Once the SFA tool is implemented, set KPI's. KPI's are indicators that measure the degree of achievement of goals, such as number of visits, closing rate, number of deals, and cost per client, In order to continue to use SFA tools, it is necessary to set KPIs, measure their effectiveness, and implement the PDCA cycle to address any areas for improvement that become clear.
Related Articles>> What are sales KPIs? How to Set Appropriate KPIs and the Critical Process for Achieving Goals

Minimize the number of fields to be entered to get started.

In order to properly operate an SFA tool, data such as customer information and sales performance must be entered reliably on a daily basis. However, if there are too many items to be entered, while detailed data can be accumulated, the burden on sales representatives may increase.
In order to make SFA tools take root in your company, reduce the number of items that must be entered to the minimum necessary. It is also important to examine in detail the ease of input and usability of the tool, and choose a tool that minimizes the burden on the sales representative.

Regularly check input status.

ONCE THE SFA TOOL IS IMPLEMENTED, CHECK THE INPUT STATUS OF EACH SALES REPRESENTATIVE ON A REGULAR BASIS. AS MENTIONED EARLIER, A SUCCESSFUL IMPLEMENTATION OF AN SFA TOOL REQUIRES A PDCA CYCLE WITH KPI EFFECTIVENESS MEASUREMENT. IF YOU FIND SCATTERED ISSUES SUCH AS EMPLOYEES NOT ENTERING NECESSARY DATA OR NOT BEING ABLE TO USE THE SFA TOOL, FOLLOW UP APPROPRIATELY. IN ADDITION TO POINTING OUT ISSUES AND PROBLEMS, TRY TO DIRECTLY COMMUNICATE ANY GOOD POINTS IN THE INPUT CONTENT AND MOTIVATE EMPLOYEES TO ENTER MORE DETAILS.

FIVE CHOICES OF SFA (SALES FORCE AUTOMATION) TOOLS

Easy to use

CHOOSE AN SFA TOOL THAT IS EASY TO USE. AS MENTIONED EARLIER, YOU NEED TO CHOOSE A TOOL THAT ALL OF YOUR EMPLOYEES CAN USE. A TOOL THAT ALLOWS EMPLOYEES TO SIMPLY SELECT THE NECESSARY ITEMS FROM A LIST AND COMPLETE THE ENTRY WILL REDUCE THE BURDEN ON THEM. EASE OF USE AND VISIBILITY OF THE SCREEN ARE ALSO CRITERIA FOR SELECTING AN SFA TOOL. IN ADDITION, IF YOU CHOOSE A TOOL THAT IS COMPATIBLE WITH SMART DEVICES, YOU WILL BE ABLE TO INPUT INFORMATION WHILE ON THE GO OR ON THE MOVE.

Excellent support.

ONCE AN SFA TOOL IS IMPLEMENTED, RESULTS ARE REQUIRED. IN ORDER TO ACHIEVE RESULTS, EFFECTIVE OPERATION IS ESSENTIAL, INCLUDING IMPROVEMENT OF THE SALES PROCESS THROUGH THE USE OF COLLECTED DATA. TRIAL AND ERROR IN SYSTEM OPERATION IS NECESSARY TO MAKE THE INTRODUCED TOOLS TAKE ROOT IN YOUR COMPANY'S SALES DEPARTMENT. WHEN SELECTING A TOOL, CHECK HOW WELL THE OPERATIONAL SUPPORT SYSTEM IS PREPARED TO PROVIDE ACCURATE ADVICE AND SOLUTIONS TO VARIOUS PROBLEMS, QUESTIONS, AND TROUBLES THAT MAY ARISE.

Extensive track record of implementation

CHOOSE AN SFA TOOL THAT HAS A PROVEN TRACK RECORD OF IMPLEMENTATION IN MANY COMPANIES. A TOOL WITH A PROVEN TRACK RECORD HAS A WEALTH OF INFORMATION ABOUT THE SYSTEM AND KNOWLEDGE ABOUT IMPROVING AND STREAMLINING THE SALES PROCESS. THEY HAVE ALSO ACCUMULATED A GREAT DEAL OF KNOW-HOW, INCLUDING QUESTIONS ABOUT FUNCTIONS AND OPERATING METHODS, AND HOW TO RESOLVE PROBLEMS WHEN THEY OCCUR. IN OTHER WORDS, THE MORE EXTENSIVE THE IMPLEMENTATION EXPERIENCE, THE MORE STABLE THE TOOL'S OPERATION. WHEN SELECTING A TOOL, BE SURE TO UNDERSTAND THE SCOPE AND CONTENT OF SUPPORT IN ADVANCE.

Operating costs are reasonable

SFA TOOLS INCUR IMPLEMENTATION AND RUNNING COSTS. THE APPROPRIATENESS OF EACH COST IS AN IMPORTANT CONSIDERATION WHEN SELECTING AN SFA TOOL. AS IS THE TREND WITH SALES TOOLS, THE MORE FUNCTIONS A TOOL HAS, THE MORE EXPENSIVE IT IS TO IMPLEMENT AND OPERATE. EVEN IF YOU CHOOSE A MULTIFUNCTIONAL TOOL WITHOUT REGARD TO COST, IT WILL BE MEANINGLESS IF YOUR EMPLOYEES CANNOT MASTER IT. WHEN SELECTING A TOOL, IT IS IMPORTANT TO CONSIDER COST-EFFECTIVENESS, WHETHER IT COVERS ALL THE FUNCTIONS NECESSARY FOR YOUR COMPANY, AND WHETHER THERE ARE ANY RESOURCES THAT CAN BE SUBSTITUTED BY YOUR COMPANY.

Can be integrated with other tools

DATA COLLECTION IN A WIDE RANGE OF GENRES IS POSSIBLE IF THERE IS LINKAGE WITH OTHER SYSTEMS; CHOOSE AN SFA TOOL THAT IS HIGHLY INTEROPERABLE WITH OTHER SYSTEMS THAT YOUR COMPANY UTILIZES. IN DOING SO, IT IS NECESSARY TO ENVISION NOT ONLY THE CURRENT SITUATION, BUT ALSO WHAT WILL HAPPEN WHEN THE BUSINESS EXPANDS IN THE FUTURE. CHECK IN ADVANCE FOR SCALABILITY, SUCH AS THE ABILITY TO LINK WITH SYSTEMS IN OTHER DEPARTMENTS.

10 RECOMMENDED SFA (SALES SUPPORT) TOOLS

UPWARD (UPWARD CO., LTD.)

UPWARD Corporation offers UPWARD, a mobile CRM that maximizes the value of CRM and SFA. With a focus on "storing and utilizing" customer data, UPWARD is linked to CRMs such as Salesforce and Microsoft Dynamics365, and provides a variety of support functions.  

By utilizing "UPWARD," customer data such as customer profile information, business meeting history, and activity reports can be semi-automatically stored in CRM with a single smartphone. When the person in charge in the field creates a daily sales report or activity report, not only is the report format automatically created on "UPWARD", but also, with voice input support, the activity report can be easily created in his/her spare time.
The data entered daily is visualized on a map, allowing users to intuitively know which clients to visit next. Anyone can visit not only the usual "easy to reach" destinations, but also the "right to reach" destinations, making it possible to conduct strategic visitation activities.
For more detailed information, please download the service document from the following URL.
To download the document click here

Mazrica Sales (Mazrica Corporation)

Mazrica Sales, an SFA tool from Mazrica Corporation, is an easy-to-use tool for managing all the information necessary for sales management, including customer information, business cards, and case progress management. It is equipped with a case board that allows users to intuitively share the progress status of each person in charge, and also supports scanning of business cards and meeting minutes, and automatic transcription. The tedious data entry can be done with a single click from the mobile app, which will reduce the burden on sales representatives.

e-Sales Manager Remix CLOUD (Softbrain Co., Ltd.)

Softbrain Corporation's e-Sales Manager Remix CLOUD has the feature that the system, including servers and software, can be freely customized within your own facilities. In addition, the company provides extensive training support up to the introduction of the system, including review of the sales process, how to use the system, and solutions to problems that may arise.

‍Knowledge Suite (BlueTec Corporation)

BlueTec Corporation's Knowledge Suite features a variety of functions that can be linked together, including SFA, CRM, and business appapplications. Each tool can be easily used by simply switching tabs. Since there is no limit to the number of users who can use the tools, low-cost operation is possible.

GENIEE SFA/CRM (GENIE CORPORATION)

GENIEE SFA/CRM PROVIDED BY GENIEE CORPORATION ALLOWS INTUITIVE OPERATION OF "SETTING", "INPUT", AND "ANALYSIS". IT CAN IMPROVE THE EFFICIENCY OF SALES ACTIVITIES BY INTEGRATING WITH COMMUNICATION TOOLS, FORM CREATION FUNCTIONS, AND MISSION-CRITICAL SYSTEMS. IT IS ALSO HIGHLY CUSTOMIZABLE AND SUPPORTS ADDITIONAL DEVELOPMENT TO SUIT YOUR TOOLS AND BUSINESS FLOW.

kintone (Cybozu, Inc.)

kintone, provided by Cybozu, is a SFA tool that allows you to create business support appwith no code, even if you have no programming knowledge. We provide full support from the introduction of the software to its effectiveness. SFA can be built to suit your company's business and sales activities. In addition to managing, aggregating, and sharing data, it is also equipped with a function that allows centralized management of multiple data on kintone. This makes it possible to analyze data from all angles.

NEXT SFA (GEOCODE CORPORATION)

NEXT SFA, PROVIDED BY GEOCODE CORPORATION, IS A CLOUD-BASED SFA TOOL WITH ALL THE FUNCTIONS OF SFA, CRM, AND MA. IT IS CHARACTERIZED BY THE CONVENIENCE OF BEING ABLE TO INPUT AND CHECK SALES INFORMATION IN REAL TIME, REGARDLESS OF LOCATION, AS LONG AS YOU HAVE A TERMINAL SUCH AS A SMARTPHONE OR PC. THE CASE MANAGEMENT SCREEN HAS AN ESTABLISHED REPUTATION FOR EASE OF USE, WITH DRAG-AND-DROP TO CHANGE PHASES AND CONFIRMATION LEVELS, AND REGISTRATION OF BUSINESS MEETINGS LOGCAN BE COMPLETED WITH A SINGLE CLICK. AS A RESULT, THE RETENTION RATE IS 97.2%.

JUST.SFA (JUST SYSTEM INC.)

SFA FROM JUSTSYSTEMS INC. FEATURES A DASHBOARD AND OTHER SFA FUNCTIONS THAT CAN BE FREELY CUSTOMIZED WITH NO CODE. EQUIPPED WITH APIS FOR LINKING WITH EXTERNAL SYSTEMS AND SERVICES, IT CAN BE LINKED WITH EXTERNAL SYSTEMS SUCH AS CUSTOMER MANAGEMENT, SALES MANAGEMENT, AND CHAT TOOLS.

Hot Profile (Hammock Corporation)

Hammock's Hot Profile is a cloud-based business card management and sales support tool. It is characterized by its ability to manage three sales processes at once: new business development, business card management, and sales support. It also offers a full support system with dedicated staff.

Sales Force Assistant (NI Consulting Inc.)

NI Consulting's Sales Force Assistant is a sales support and information sharing tool that assists on-site sales activities by an AI secretary. Business meeting details can be displayed and managed on a daily basis, facilitating smooth management and sharing of necessary information.

VyNDEX (WingArc 1st Corporation)

VyNDEX is a convenient SFA tool that allows you to edit information in the system from Excel. Using familiar Excel, you can search, filter, and sort data in the SFA system, as well as easily perform batch maintenance and input of data. The advantage of this tool is that you can efficiently update large volumes of client information and negotiation data through batch maintenance, shortening your work time and allowing you to work even when you are offline.

SUCCESS STORIES OF UPWARD INTRODUCTION

Success Stories from Kubota Corporation

Kubota Corporation is engaged in the business of selling and maintaining agricultural machinery and proposing farming management solutions to farmers throughout Japan. Prior to the introduction of "UPWARD," one of the operational challenges was that the field sales staff was unable to spend sufficient time for customer visits due to the diversity of proposals and the time taken up by clerical and administrative work. With the introduction of "UPWARD," sales staff can now visit farmers in accordance with their activity time, without being caught up in clerical work at the sales office. In addition, the MAP function of "UPWARD" allows sales representatives to visualize the status of their visits on a map, leading to more active and efficient visitation activities.
Kubota Corporation Case Study Interview>> The quality of customer touchpointwas greatly improved by introducing the system to all 13 domestic sales companies. Returning to the starting point by regaining the mobility of field sales

Success Stories of Kureha Corporation

KUREHA CORPORATION has reduced its workload as a result of using UPWARD to manage the rounders' operations. Kureha Corporation's Packaging Materials Division manages the rounders who are responsible for creating sales space and sales promotions at the storefront. The existing system was not suitable for inputting data from a smartphone, so the person in charge had to input data from a PC from home or the office after completing work at the site. As a result of introducing "UPWARD," activity reporting from smartphones has become possible, and reporting time has been reduced from an average of 20 minutes to 7 minutes, achieving certain results.
Kureha Corporation Case Study Interview>> Reduced the workload of rounders and deepened communication between manufacturers and actual stores. Reporting time reduced by 65% and life work balance improved.

Success Stories of SophiaMed, Inc.

SophiaMedi Corporation provides high-quality home healthcare services centered on its home nursing business.

The introduction of "UPWARD" to route visits, which is the company's main business, has enabled the company to "visualize" where they visited and what kind of conversations they had with users. As a result, the number of visits to sales offices has increased due to more efficient visits by the MAP function of "UPWARD" and reduced administrative workload by "UPWARD AGENT".
SophiaMedi Corporation Case Study Interview>> Number of interviews increased by 150 per month, maximizing the volume of activities and shifting from "quantity" to "quality" based on the accumulated data.
Other successful examples of UPWARD implementation are summarized in detail here.

POINTS TO KEEP IN MIND WHEN IMPLEMENTING SFA (SALES SUPPORT) TOOLS

Input to the tool can be burdensome.

IN ORDER TO UTILIZE SFA TOOLS, IT IS NECESSARY TO ENTER CUSTOMER INFORMATION SUCH AS NAME, ADDRESS, AND PHONE NUMBER, AS WELL AS CASE PROGRESS INFORMATION INTO THE TOOL. IF THERE ARE MANY ITEMS TO BE ENTERED, THE SALES REPRESENTATIVE WILL FEEL BURDENED. IF SALES REPRESENTATIVES FEEL BURDENED WITH TOO MANY INPUT ITEMS, THEY WILL NOT ENTER THE INFORMATION PROPERLY, AND THE BENEFITS OF IMPLEMENTING SFA TOOLS WILL NOT BE SHARED WITHIN THE COMPANY. INPUT ITEMS SHOULD BE CAREFULLY REVIEWED IN CONSIDERATION OF THE BURDEN ON THE SALES REPRESENTATIVE. REMOVE ITEMS THAT ARE DIFFICULT TO DETERMINE IF THEY ARE NECESSARY OR NOT, AND SELECT ONLY THE MINIMUM NUMBER OF ITEMS. AFTER OPERATION, IT IS DESIRABLE TO ADD NECESSARY ITEMS AS NEEDED.

Expenses incurred.

WHEN IMPLEMENTING A NEW TOOL, NOT JUST AN SFA TOOL, YOU WILL INCUR COSTS, SO IT IS IMPORTANT TO IDENTIFY YOUR COMPANY'S ISSUES AND CHOOSE A TOOL THAT HAS THE FUNCTIONALITY TO SOLVE THEM. HOWEVER, NO MATTER HOW WELL SUITED THE FUNCTIONS ARE TO YOUR COMPANY, IF YOUR EMPLOYEES ARE NOT ABLE TO USE THE TOOL, IT MAY BECOME INEFFICIENT. IF YOU CHOOSE A TOOL THAT YOUR EMPLOYEES CAN USE AND OPERATE PROPERLY, YOU CAN ACHIEVE COST-EFFECTIVE RESULTS, SUCH AS INCREASED OPERATIONAL EFFICIENCY AND VISUALIZATION OF SALES ACTIVITIES.

summary

SFA TOOLS ARE TOOLS THAT AUTOMATE THE SALES DEPARTMENT'S BUSINESS PROCESSES, SUCH AS THE INFORMATION AND PROGRESS STATUS OF DEALS AND CUSTOMERS, AND ACCUMULATE AND ANALYZE INFORMATION IN GENERAL. THEREFORE, WHEN INTRODUCING AN SFA TOOL, SELECT ONE THAT IS SUITABLE FOR YOUR COMPANY, TAKING INTO ACCOUNT ITS INTRODUCTION TRACK RECORD AND OPERATING COSTS.