Excerpt by Term Daily news:
Pertaining to the SunLife agents to be successful the built up experience and knowledge in the company should be captured, and applied to the sales periods and regular customer human relationships. This is an additional major difference that is inside the approach the corporation is choosing with the execution of Maestro today too. SunLife is definitely not taking into account the deep expertise and knowledge inside the company to streamline and make better the providing process, and thus the resistance from change on the part of agents just increases with time. They neglect to see the benefit of making any significant change in the way they view new technologies to help them sell more successfully or regularly be trusted advisors over time.
SunLife has an exceptionally strong grasp of technologies and their advantages to each facet of the insurance product sales, account management and risk management aspects of the industry. Many times in the case analyze the point is made that SunLife Canada mature management recognizes IT as being a strategic weapon. This commitment to technology is exemplified in the extensive level of investment in expensive mainframe computers including the APPLE 3093 in corporate hq, and the investment in APPLE System thirty six minicomputers through the entire branches. There is also evident in the huge amount of money spent on the Advanced Life Insurance Systems (ALIS) mainframe-based core record-keeping program and the Agent Micro Systems (AMS) may be the low-end CRM application running upon agent’s PCs. The investment in Principal further shows a determination on the part of older management to continually seek out the competitive advantages of IT in their business.
Analyzing Istitutore Using the Systems Development Lifecycle (SDLC)
The Systems Expansion Lifecycle (SDLC) is composed of the levels of systems initiation, system requirements research, system design, system structure, system approval and systems implementation (Worthington, 2001). The underlying concept of the SDLC is to constantly seek to line-up user demands and requirements with the current state of technologies and systems a business is trying to transform to a competitive edge (Levasseur, 2011). The Istitutore initiative however is being launched more while an THIS accomplishment, fewer as a means to help the sales team in getting more effective. The lukewarm response IT is having from the salesforce emanates from the truth that their particular core procedure areas which include quoting, coverage creation, insurance plan maintenance as well as the sales of more complex solutions are still certainly not automated or perhaps streamline with their requirements and wishes. Further, the SFDLC pieces of Voice of the Customer (VoC) have been completely bypassed as the corporation rushes to get the benefits of Maestro yet would not take into account the needs of the product sales teams. Is actually as if the senior supervision at SunLife is pressing to gain the benefits of the technology without centering on what matters most, which can be making sure the systems will be usable and also improve revenue performance in the long-term. These kinds of aspects of the System Design, Program Construction, and System Approval stages with the SDLC appear to have been overlooked because of this. Due to these kinds of shortcomings the company will always only see lukewarm response from its product sales teams.
Conclusion
The SunLife Canada case illustrates exactly how critical change management with the context of new technology ownership and the rendering of systems using the SDLC process. The advantages of continually creating systems that align to how persons work is definitely more important than simply purchasing computer software for the sake of increasing productivity. Too much attention on software but not enough about productivity potential clients companies to inevitably systemize mediocrity with time instead of having the productivity gains they are trying to find. SunLife must re-evaluate how they are handling this process and bring in the user’s needs first and foremost in order to see greater results..
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