Strategies Guide to Migrate to Salesforce From Legacy CRM

7/23/2019 Strategies Guide to Migrate to Salesforce From Legacy CRM

1/21

_ueegen Dijf0QJMIQLB_AI KGN_JVGBE QV_JVINW :

Qtrjtingis nugfi tb kgnrjti tb Qjmislbrai lrbk minjay A_K ge timiabk fbkjge

Oy Quorjtj Kucdir`ii

Amjss0 GVIA


2/21

Qtrjtinga nugfi tb kgnrjti tb Qji!"brai /

Ixiautgvi Qukkjry

Vdgs )j)ir gmmustrjtis je ge-fi)td *gi, bl tdi kgnrjtgbe )rbaiss lrbk minjay A_K systik tb tdi

ambuf abk)utgen ojsif Qjmislbrai+ 8jac bl ueglgif austbkir *gi, jef josieai bl getirb)irjogmgty ,gtd

tdi btdir ietir)rgsi systiks kjcis minjay systiks i:)iesg*i tb kjgetjge jef suob)tgkjm tb b)irjti+ $s jrisumt% brnjeg?jtgbes mbsi tdigr *jmujomi austbkir ojsi jef ri*ieui tb tdigr abk)itgtbrs+ Qjmislbrai js j

)mjtlbrk j))ijrs tb oi tdi sj*gbr+ Kgnrjtgbe bl minjay tb Qjmislbrai ietjgms ja1ugrgen tdi sblt,jri mgaiesi

6ojsif be tdi usjni9% kgnrjtgbe bl tdi minjay A_K fjtj% jef getinrjtgen Qjmislbrai ,gtd tdi btdir

ietir)rgsi systiks+ Vdi kgnrjtgbe )rbaiss ri1ugris j )rblbuef jejmysgs jef fisgne tb istjomgsd j oist

)rjatgai nugfi lbr tdi timiabk gefustry+

Kgnrjtgbe lrbk minjay tb Qjmislbrai gs j abk)bsgti )rbaiss% ,dgad abesgsts bl t,b )rgkjry

jatg*gtgis% vgz. minjay fjtj kgnrjtgbe jef ietir)rgsi systiks getinrjtgbe+ &jtj kgnrjtgbe fijms ,gtd

gfietglgajtgbe% i:trjatgbe% amijesgen% trjeslbrkjtgbe% jef mbjfgen bl tdi minjay fjtj tb Qjmislbrai+

>dirijs% getinrjtgbe bl Qjmislbrai ,gtd btdir ietir)rgsi systiks ieabk)jss istjomgsdgen j dbkbniebus

jef jutbkjtif fjtj lmb, jkben *jrgbus systiks+ Vdi ietir)rgsi systiks getinrjtgbe ge*bm*is jejmysgs jef

fisgne bl fjtj-lmb, fgjnrjks 6&4&9% 'si Ajsis% jef tdi adbgai bl getinrjtgbe tiadebmbngis+

Vdi i:trjatgbe% mbjfgen% jef trjeslbrkjtgbe 6IV89 )jrt bl tdi fjtj kgnrjtgbe aje oi jadgi*if ge

t,b ,jys% vgz.- austbk Q78 jmben ,gtd lgmi liif 6K8 br lmjt lgmi9% jef abkkiragjm IV8 tbbm+ Ijad bl

tdi lbrnbgen kitdbfbmbngis dj*i )rbs jef abes+ Qimiatgbe bl tdi rgndt kitdbfbmbny gs j kumtg-*jrgjomi

b)tgkg?jtgbe )rbomik% ,diri *jrgjomis jri fjtj *bmuki% abk)mi:gtgis ge trjeslbrkjtgbe mbnga% siaurgty%ietir)rgsi rgsc j))itgti% abst bl tdi kgnrjtgbe% jef risburais+ Qgkgmjr adjmmienis jri ieabuetirif ge

simiatgen tdi ietir)rgsi j))mgajtgbe getinrjtgbe 6I$G9 tiadebmbngis lbr istjomgsdgen abkkuegajtgbe

oit,iie *jrgbus ietir)rgsi systiks jef Qjmislbrai.

$ abk)ridiesg*i oist )rjatgai strjtiny gs eiifif tb b)tgkg?i tdi kgnrjtgbe )rbaiss+ Oist

)rjatgais abetjge tiadegajm ceb,-db, jef b)tgkjm sbmutgbe lbr ijad ajsi ojsif be tdi jajfikga

)rgeag)mis jef fbaukietif ceb,mifni ojsi 6missbe mijreif9+ $s tdi oist )rjatgai nugfi gs ougmt be

fbaukietif ceb,mifni ojsi% ,dgad djs yijrs bl gefustry ,gsfbk% gt aje jmsb oi usif j rgsc kgtgnjtgbe

)mjeeir+ $ffgtgbejmmy% tdi oist )rjatgai nugfi aje oi usilum ge tdi illbrt istgkjtgbe br sg?gen bl jey luturi

Qjmislbrai kgnrjtgbe+ 'si bl tdi oist )rjatgais ,gmm rifuai tdi baaurrieai bl ,rben fbgen ge tdi )rbaiss.

dieai )rbaiss illgagieay ,gmm oi gearijsif+ $s j risumt% kbri ietir)rgsis ,gmm frglt tb,jrfs Qjmislbrai tb

rikjge abk)itgtg*i ge tdi kjrcit)mjai+


3/21

Qtrjtinga nugfi tb kgnrjti tb Qji!"brai

Vjomi bl Abetiets

Vjomi bl Abetiets+++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++

Mgst bl Lgnuris0

4gnuri 30 &jtj kgnrjtgbe systik situ)++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++3=

4gnuri /0 Qystik getinrjtgbe )dysgajm situ)++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++3=

4gnuri 0 ;uomgsdif rifuatgbe ge VA5 oy usgen Qjmislbrai 6;irry% 2jtadir% Kjdb,jmf% H

2iefrgac% /!!"9+++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++3djt ty)i bl siaurgty kijsuris jef nb*irejeai mgkgt

>djt gs tdi ousgeiss oieilgt bl kgnrjtgbe bl minjay )mjtlbrk tb Qjmislbrai

2b, tdi 1ujmgty bl tdi fimg*irjomis ,bumf oi kjgetjgeif

8jst out ebt mijst% ,djt ty)i bl mgaiesiis fbis je ietir)rgsi eiif tb )rbauri Vjomi-/ ge

$))iefg:-/ sdb,s tdi sur*iy 1uistgbeejgri tb fiagfi ,ditdir je brnjeg?jtgbe eiifs ;rblissgbejm mgaiesi

br Ietir)rgsi mgaiesi+ Gl jey bl tdi 1uistgbes tures but tb oi jllgrkjtg*i tdie Ietir)rgsi mgaiesi gs eiifif+

Minjay fjtj kgnrjtgbe0

Kgnrjtgbe oist prjatgais0

&urgen tdi jejmysgs )djsi% tdi sburai bl trutd lbr ijad fjtj ietgty gs fgsab*irif+ Nbt jmm tdi minjay

systik fjtj nb tb ambuf% i+n+ lgejeai% )rbfuat ajtjmbn% ita+ jri ebt kijet tb oi )jrt bl tdi fjtj kgnrjtgbe+

Gfietglygen tdi rgndt ietgtgis jef )rblgmgen tdi ris)iatg*i fjtj aje oi )irlbrkif oy i:)mbrgen tdi jes,ir tb

tdi lbmmb,gen 1uistgbes 6Ddg?deyjc% /!!J9

>dgad jri tdi fjtj ietgtgis eiif tb oi kgnrjtif

>djt jri tdi fjtj i:trjatgbe jef trjeslbrkjtgbe strjtingis

Gs IV8 )rilirrif b*ir kjeujm sarg)tgen

I*ie jltir fjtj fgsab*iry )djsi% ebt jmm tdi minjay fjtj aje oi sijkmissmy kgnrjtif tb Qjmislbrai%

oiajusi bl fgllirieai ge fjtj struaturi oit,iie minjay sadikj jef Qjmislbrai+ Abri A_K ietgtgis% suad js

abetjat% jffriss% )rbs)iat% b))brtuegty% ajk)jgne% sur*iy% jef jaabuet jri ijsy tb kgnrjti+ 5e tdi btdir

djef% abk)mi: ietgtgis% i+n+ usir tjscs% systik tjscs% gestjmmif sir*gais% jef kumtg-sgti jaabuets ri1ugri

abk)mi: trjeslbrkjtgbe rumis tb kgnrjti tdik+ &urgen tdi $& sissgbe jejmysts jssiss tdi i:gstgen stjti

bl tdi fjtj jef abk)jri gt ,gtd tdi Qjmislbrai fjtj struaturi tb fitirkgei tdi ri1ugrif trjeslbrkjtgbe


7/21

Qtrjtinga nugfi tb kgnrjti tb Qji!"brai J

rumis 68i*ge% /!!9+ 4rbk oist )rjatgai )irs)iatg*i% i:trjatgbe-trjeslbrkjtgbe-mbjf 6IV89 tbbm gs j

)rilirrif j))rbjad b*ir tdi austbk fi*imb)if Q78 lbr Vimiabk gefustry. oiajusi tdi usi bl abkkiragjm

nrjfi IV8 sj*is tgki jef rifuais filiats oy imgkgejtgen tdi ueairtjgetgis lrbk tdi )rbaiss+ 4gnuri-3 ge

$))iefg:-3 sdb,s tdi strjtinga situ) bl tdi fjtj kgnrjtgbe systik+

Ojrrgen j*jgmjomi dukje risburais% fjtj *bmuki jef abst jri t,b )rgkjry frg*irs ge tdi kgnrjtgbe

tbbm simiatgbe )rbaiss+ Kbst bl tdi abetik)brjry IV8 tbbms jri nbbf lbr dgnd *bmuki fjtj trjeslir+ Vbbms

jmsb )rb*gfi usir lrgiefmy frjn H frb) ojsif usir getirljai 6'G9 tb )irlbrk tdi *gsujm trjeslbrkjtgbe bl

tdi fjtj+ $s j oist )rjatgai% sgk)mi rumis sdbumf oi usgen 'G ojsif trjeslbrkjtgbe mbnga. db,i*ir% tdi

abk)mi: trjeslbrkjtgbe rumis ri1ugri austbk Q78 sarg)tgen+ Vjomi-3 ge $))iefg:-/ sdb,s j 1ujmgtjtg*i

abk)jrgsbe jkben mijfgen IV8 tbbms 68i*ge% /!!9+

Ge tdi Qjmislbrai fjtj kgnrjtgbe )rbaiss% IV8 tbbm gs usif lbr i:trjatgbe bl tdi simiatif sit bl fjtj

lrbk tdi b)irjtgbejm fjtjojsi jef j))mygen tdi trjeslbrkjtgbe rumis be tdik oilbri trjeskgttgen tb

Qjmislbrai+ &urgen trjeskgssgbe )djsi tdi trjeslbrkif fjtj lrbk stjngen sadikj kb*is tb tdi ambuf+

Qjmislbrai but bl tdi ob: i1ug))if ,gtd mgndt,igndt jef )mjtlbrk gefi)iefiet tbbms0 fjtj-mbjfir jef

oumc-mbjfir+ $s j oist )rjatgai% jey skjmm kgnrjtgbe% ,diri eukoir bl riabrf miss tdje 3kgmmgbe fjtj-

mbjfir gs j nbbf adbgai+ 2b,i*ir% ognnir kgnrjtgbe ri1ugris oumc-mbjfir 6$ebeykbus% /!3!9+ Vdgs )j)ir

,gmm )rgkjrgmy abeaietrjti be oumc-mbjfir js timiabk gefustry fijms ,gtd tirjoyti bl fjtj+ Oumc-mbjfir

usis austbkg?i sadikj kj))gen oit,iie sburais 6minjay9 jef sgec 6Qjmislbrai9 tb fitirkgei tdi

)mjaikiet bl tdi fjtj ge tdi ambuf 6$ebeykbus% /!3!9+ Vdgs tbbm gs illgagiet iebund tb trjeskgt = kgmmgbe

riabrfs )ir fjy 6fi)iefs be tdi mgaiesi ty)i9+ Qjmislbrai getirejmmy s)mgts jey ng*ie ojtad getb skjmmir

trjesjatgbe uegts. ijad uegt abetjges 3!%!!! riabrfs 6Ddg?deyjc% /!!J9+ 5e suaaisslum abk)mitgbe bl

i*iry trjesjatgbe% Qjmislbrai jaceb,mifnis tdi ajmmir systik ,gtd $AD kissjni 6Ddg?deyjc% /!!J9+

Getinrgty bl tdi trjesjatgbe jef fjtj gs tjcie ajri oy tdi Qjmislbrai )mjtlbrk+

gs! kgtgnjtgbe strjtingisge fjtj kgnrjtgbe0

Vdi ajusi-illiat fgjnrjk ge 4gnuri-< ge $))iefg:-3 gmmustrjtis *jrgbus rbbt ajusi bl tdi gssuis

)irtgeiet tb fjtj kgnrjtgbe+ Vdi rikifgjtgbe bl tdi gssuis jri ng*ie oimb, -

Qtjngen sadikj0 ;irlbrkgen trjeslbrkjtgbe mbnga be je b)irjtgbejm fjtjojsi gs je i:trikimy

irrbr )rbei jef dgnd rgsc b)irjtgbe+ Gt kjy mijf tb mbss bl i:gstgen fjtj% fjtj abrru)tgbe% jef

)bbr usir i:)irgieai+ $s j oist )rjatgai% stjngen sadikj gs utgmg?if lbr tdi fjtj mbjfgen jef

trjeslbrkjtgbe+ 4gnuri-3 ge $))iefg:-3 sdb,s tdi fjtj kgnrjtgbe systik situ)+


8/21

Qtrjtinga nugfi tb kgnrjti tb Qji!"brai

Kjrcit oy kjrcit rbmmbut0 $s j oist )rjatgai% kgnrjtgbe sdbumf oi j )djsif j))rbjad% ebt j

lmjsd aut tb kgegkg?i tdi rgsc+ Ge ajsi bl )djsi j))rbjad% gl tdi kgnrjtgbe gs uesuaaisslum%

ousgeiss ,gmm ebt oi strjenmif+ Gk)jat bl ljgmuri gs mbajmg?if js b))bsi tb ietir)rgsi ,gfi+

Abeeiatgvgty0 Vdgs gs bei bl tdi kj`br b)irjtgbejm gssuis GV gefustry i*ir ieabuetirif+ $s joist )rjatgai% abeeiatg*gty oit,iie *jrgbus fjtj-sburais ge fglliriet sjefob:is eiifs tb oi

*jmgfjtif+ Vdgs ,gmm ri*ijm tdi ri1ugrikiets bl jet 4gri,jmm )brt b)iegen js ,imm+

Qiaurgty0 Ge fjtj kgnrjtgbe )rbaiss% fjtj trj*irsis b*ir tdi )uomga getireit 6rif ?bei9% ,dgad

kjy )bsis siaurgty tdrijt+ Oumc-mbjfir but bl tdi ob: i1ug))if ,gtd t,b ljatbr

jutdietgajtgbe% ,dgad abesgsts bl j fyejkga tbcie ,gtd s)iaglgif tgki-tb-mg*i jef

mbnge@)jss,brf+ $s j oist )rjatgai% usi bl &KC )rb:y gs kjefjtif+ Vdi )rb:y ,gmm tirkgejti

jmm tdi geobuef trjllga ojsif be tdi s)iaglgif G; rjeni+ $msb trjeskgssgbe bl tdi fjtj ri1ugris

usgen 3/ ogts ieary)tgbe% i+n+ 2VV;Q% tb iesuri fjtj getinrgty+ 4gnuri-3 ge $))iefg:-3

sdb,s siaurgty sadikj+

Kbegtbrgen0 'esu)ir*gsif b)irjtgbe gs abesgfirif js j kjge sburai bl rgsc+ Oist )rjatgai

sunnists tdjt tdi kgnrjtgbe sdbumf oi kbegtbrif jef abetrbmmif+ QjmislbraiFs Oumc-mbjfir djs

j abelgnurjtgbe ojsif kbegtbrgen ljagmgty% ,dgad gs aj)jomi tb sief but QKQ jef ikjgms ge tdi

i*iet bl i:ai)tgbes+

Nbvirejeai0 Qjmislbrai js j dbstif )mjtlbrk tb )ri*iet tdi fiegjm bl sir*gai 6&bQ9 jttjac% gtfbis ebt jmmb, uemgkgtif fjtj mbjfgen ge /# dburs )irgbf+ $s j )rjatgai% Qjmislbrai djs

ristrgatif tdi eukoir bl trjesjatgbejm ojtadis tb /=!%!!! )ir fjy+

Getinrjtgbe wgtd ietirprgsi systiks0

Qystiks getinrjtgbe oist prjatgais"

&ilgegen tdi systik getinrjtgbe strjtingis ri1ugris )rblbuef uefirstjefgen bl tdi *jrgbus 'si

Ajsis jef tdi fjtj lmb, jkben tdik+ Vjomi-= ge $))iefg:-3 sdb,s tdi fjtj lmb, fgjnrjk jef Vjomi- ge$))iefg:-/ sdb,s *jrgbus 'si Ajsi gk)jatif oy kgnrjtgbe+ 8gci jey A_K systiks% Qjmislbrai eiif tb

oi getinrjtif ,gtd tdi btdir ietir)rgsi systiks tb istjomgsd jutbkjtif fjtj syea oit,iie tdi u)strijk jef

fb,estrijk systiks+ Getinrjtgbe oit,iie t,b systiks kijes% t,b systiks ,gmm abkkuegajti@ebtgly ijad

btdir be baaurrieai bl tdi s)iaglgif i*iets% i.n. be suaaisslum abk)mitgbe bl brfir abk)mitgbe% )dbei

eukoir ,gmm oi rimijsi lrbk tdi VNF ge*ietbry sir*gai+ Getinrjtgbe ebt bemy rifuais tdi VA5 bl tdi


9/21

Qtrjtinga nugfi tb kgnrjti tb Qji!"brai "

systik% gt jmsb auros tdi sburai bl kjeujm irrbr gelgmtrjtgbe tb tdi systik+ Vdiri jri 1ugti j li,

istjomgsdif ietir)rgsi j))mgajtgbe getinrjtgbe 6I$G9 kitdbfbmbngis i:gsts% suad js rijm tgki >iosir*gai

ojsif )bget-tb-)bget getinrjtgbe% kissjngen ojsif jsyeadrbebus getinrjtgbe% jef ojtad liif 68getdgauk%

3"""9+ Ge timiabk )jrmjeai% kj`br ietir)rgsi systiks ri1ugri tb abkkuegajti ,gtd tdi A_K jri - ogmmgen%

)rb*gsgbegen% ge*ietbry% brfirgen% lgejeai% jaabuetgen% jef ietir)rgsi )rbfuat ajtjmbnui+ 4gnuri-/ ge

$))iefg:-3 sdb,s tdi systik getinrjtgbe situ)+ Qimiatgbe bl I$G kitdbfbmbny gs abeti:t s)iaglga% ,dgad

abesgfirs tdi lbmmb,gen ljatbrs ge simiatgbe argtirgj-

Ousgeiss argtgajmgty bl tdi fjtj0 Qbki bl tdi fjtj jri ousgeiss argtgajm. tdiy eiif tb oi

syeaif u) ,gtd tdi btdir systik ge rijm tgki+ $msb% tdgs fjtj sit adjrjatirg?if oy mb, *bmuki

fjtj+

Mgli spje bl tdi fjtj0 Qbki bl tdi fjtj jri tgki siesgtg*i oy ejturi% ,dgad kijes ,gtd tgki

tdgs fjtjsit adjenis+ Ge tdi i*iet bl tgki siesgtg*i fjtj adjeni% jmm tdi fb,estrijk abesukir

bl tdgs liif eiifs tb oi ebtglgif ge rijm tgki+

Jsyeadrbebus abkkuegajtgbe0 Gl ajmmir systik fbis ebt ,jgt lbr tdi )rbaissgen bl tdi

riabrf% gt fiminjtis tdi ris)besgogmgty tb tdi )rbaissgen systik tb )usd tdi risumt be

abk)mitgbe be tdi )rbaissgen+

Qyeadrbebus abkkuegajtgbe0 Ge tdgs kbfim ajmmir ,jgts stgmm tdi abk)miti ris)besi gs

riaig*if+

Nujrjetiif fimgviry bl tdi fjtj0 $sairtjge tdi fjtj fimg*iry ge nujrjetiif ljsdgbe+

Qgzi bl tdi fjtj tb oi upmbjfif0 Ietir)rgsis kjy ri1ugri mjrni *bmuki bl fjtj tb oi

trjeskgttif jkben tdi systiks% js ,imm js skjmm *bmuki+

Ge tdi job*i kietgbeif saiejrgbs% gl tdi t,b systiks eiif tb ceb, fjtj ge rijm tgki%

syeadrbeg?if >iosir*gai gs tdi rgndt I$G kitdbfbmbny% i+n+ brfir kjejnikiet systik ri1ugris

botjgegen tdi timi)dbei eukoir lbr tdi ei, austbkir lrbk ge*ietbry u)be brfir abk)mitgbe+ >iosir*gaiaje oi lurtdir fg*gfif lrbk Q5$; ojsif jef _IQVlum >iosir*gai 68getdgauk% 3"""9+

Gl tdi ajmmir systiks eiif tb oi ebtglgif jsyeadrbebusmy tdie sir*gai ous gs j oittir b)tgbe

68getdgauk% 3"""9+ i+n+ furgen brfir abk)mitgbe% austbkir arifgt adiacgen gs )irlbrkif js j

ojacnrbuef )rbaiss+ 5e abk)mitgbe bl tdi arifgt adiac% tdi arifgt jejmysgs systik )usdis tdi risumt tb tdi

sir*gai ous lbr tdi brfir kjejnikiet systik tb )rbaiss+


10/21

Qtrjtinga nugfi tb kgnrjti tb Qji!"brai 3!

5e tdi btdir djef% gl j mjrni aduec bl fjtj eiifs tb oi trjeskgttif oit,iie tdi systik jef ge

ebe-rijm tgki% tdie ojtad liif ,bumf oi gfijm ,jy 68getdgauk% 3"""9% i+n+ u)fjti bl ietir)rgsi )rbfuat

ajtjmbnui+ Vjomi- ge $))iefg:-/ sdb,s *jrgbus 'si Ajsis ge tdi timiabk fbkjge tdjt ri1ugris I$G

gk)mikietjtgbe+

gs! kgtgnjtgbestrjtingis ge ietirprgsi systik getinrjtgbe"

Vdi ajusi-illiat fgjnrjk ge 4gnuri-J ge $))iefg:-3 gmmustrjtis *jrgbus rbbt ajusi bl tdi gssuis )irtgeiet

tb systik getinrjtgbe+ Vdi rikifgjtgbe bl tdi gssuis jri ng*ie oimb, -

Qirvgai fimgviry nujrjetii0 Kissjngen ojsif systiks usi sir*gai ous tb istjomgsd

abkkuegajtgbe oit,iie tdi systiks+ Vb gkkuei tdi kissjni lrbk jey systik ljgmuri

)irsgstieai nujrjetiif kissjngen gs ik)mbyif+ $msb js )jrt bl tdi oist )rjatgai% ,dgadi*ir

kissjnis jri uejomi tb )rbaiss eiifs tb oi kb*i but tb irrbr 1uiui+

jgmbvir jef mbjf ojmjeagen0 &ui tb dgnd trjesjatgbe *bmuki jssbagjtif ,gtd tdi timiabk

ousgeiss% j mbjf fgstrgoutgbe jkben tdi sir*irs gs ri1ugrif tb kiit tdi ris)besi tgki Q8$+

$msb tb gearijsi tdi u)tgki bl tdi sir*gai j*jgmjogmgty j ljgm-b*ir kiadjegsk eiif tb oi )mjai+

$s j oist )rjatgai% 4jrk ojsif jatg*i-)jssg*i sir*ir abelgnurjtgbe gs j )rilirrif j))rbjad+

Qiaurgty0 Qjmislbrai getinrjtgbe ,gtd tdi btdir ietir)rgsi systiks bltie ri1ugris

abkkuegajtgen butsgfi tdi abr)brjti &KC )rb:y% ,dgad ajmm lbr jffgtgbejm siaurgty+ $ey

geabkgen trjllga sdbumf jm,jys nb tdrbund tdi )rb:y+ Getirejm ief-)bget lbr jmm sbrts bl

sir*gais ,gmm oi jostrjatif jt tdi )rb:y mjyir lrbk tdi i:tirejm ,brmf+ Vdgs ,gmm suostjetgjmmy

rifuai tdi adjeais bl getrusgbe+ Ijad bl tdi getinrjtgbe ajmm lrbk geobuef trjllga eiifs tb oi

*jmgfjtif usgen t,b ljatbr jutdietgajtgbe+

Qirvgais ojacif oy ojtad0 Vb iesuri fimg*iry bl tdi fjtj jef j ljmm but kgtgnjtgbe strjtiny% j

ojtad ge j s)iaglgif tgki getir*jm sdbumf oi rueegen+ Vdgs ojtad ,gmm ajrry )jst dbur ,brtd bl

>iosir*gai ajmm fjtj tb j*bgf jey fjtj mbss+

Qirvir vgrtujmgzjtgbe0 5Q mi*im sir*ir *grtujmg?jtgbe ,gmm iedjeai tdi systik usjni. ge

jffgtgbe tb rifuai siaurgty abeaires jef btdir )rg*jay tdrijts+


11/21

Qtrjtinga nugfi tb kgnrjti tb Qji!"brai 33

A#bgai bl QFMA

Vdi adbgai bl Q&8A bl j )rb`iat *jrgis jaabrfgen tb kjey ljatbrs% suad js - ty)i% sg?i jef tgki+

8gci jey btdir ambuf abk)utgen )mjtlbrk% kgnrjtgbe tb Qjmislbrai tiefs tb dj*i sdbrt rimijsi ayami% ,dgad

su))brts jngmi kitdbfbmbny+ 'emgci trjfgtgbejm Q&8A% jngmi gs ebt jrfiet jf*bajti bl tdi )rbaiss+ Gt gskbri bl je gtirjtgbe ojsif skjmm rimijsi ayamis% ,diri usir abkkuegty abetgeubusmy *jmgfjti jef )rb*gfi

tdi liifojac jobut tdi )rbfuat jef kjgetjge ojacmbn+ Vdi jngmi kitdbfbmbny djs lg*i )djsis% *g?+

i:)mbrjtgbe% )mjeegen% gtirjtgbe% )rbfuatgbeg?gen% jef kjgetiejeai 6Diefjmm H Diefjmm% /!!9+ Ge jngmi

ayami% kjge ik)djsg?i gs be uegt tistgen jef usir jaai)tjeai+ $s j risumt% lbrkjm ri*gi, jef

fbaukietjtgbe )rbaiss nieirjmmy nits mb,ir )rgbrgty+ Qjmislbrai but bl tdi ob: )rb*gfis j fi*imb)kiet

)mjtlbrk - 4brai+abk% ,dgad tjcis ajri bl tdi obgmir )mjti abfi. gt jmsb ielbrais tdi 1ujmgty argtirgj% uemiss

J=L bl tdi tist ajsis jri )jssif gt fbis ebt jmmb, tb )rbkbti tdi abfiojsi tb )rbfuatgbe+ &i*imb)gen je

j))mgajtgbe oiabkis kuad dgnd-mi*im jatg*gty. js j risumt% nj) oit,iie QKI jef fi*imb)irs ejrrb,s

fb,e+

$usgeiss oieilgt oy kgnrjtgen tb Qjmislbrai

(mbojmg?jtgbe adjenif tdi ousgeiss kbfim ge i*iry *irtgajm ge tdi kjrcit)mjai+ 4baus bl tdi

gefustry sdgltif lrbk mbajm tb nmbojm kjrcit% ,dgad )rbkbtis lgirai abk)itgtgbe jef sur*g*jm adjmmienis+

Vdgs jaaimirjtgen )jai bl nmbojmg?jtgbe djs )rblbuef illiat be timiabk gefustry tbb% oiajusi bl rj)gf

getrbfuatgbe bl tdi mjtist tiadebmbngis% scy rbacitgen b)irjtgbejm abst% jef abk)itgtbrs jrbuef tdi ,brmf

ietirgen tb tdi kjrcit)mjai+ 5rnjeg?jtgbes jri strg*gen tb rifuai tdi VA5 tb b)tgkg?i tdigr riture be

ge*istkiet 6_5G9 6Njsd% /!!9 tb rige tdi kjrcit+ Vdi *grtujm KQ; kbfim bl Qjmislbrai )rb*gfis lg*i

fgstgeat ousgeiss oieilgts oittir )irlbrkjeai% dgnd austbkir sjtgsljatgbe% mb, tgki tb kjrcit% jngmgty ge

tdi ietir)rgsi b)irjtgbe% jef sdbrt rimijsi ayamis 6;irry it jm% /!!"9+ Qjmislbrai )rb*gfis abelgnurjtgbe

ojsif but-bl-ob: lueatgbejmgtgis% ,dgad i:)ifgtis rimijsi ayamis b*ir austbk abfgen+ $ebtdir kj`br

oieilgt bl Qjmislbrai gs usgen $))I:adjeni gt )rb*gfis simiatif lijturis lrbk btdir j))s tb tdi usir

,gtdbut stritadgen ief-usirs oufnit+ Abk)jegis kgnrjtif tb Qjmislbrai ,iri jomi tb rifuai tdi mjobr

absts )ir j))mgajtgbe oy J


12/21

Qtrjtinga nugfi tb kgnrjti tb Qji!"brai 3/

isumts

Vdi bo`iatg*i bl tdgs tirk )j)ir gs filgegen j abk)ridiesg*i Qjmislbrai kgnrjtgbe strjtiny lbr

timiabk fbkjge+ Oy systikjtga jejmysgs jmm tdi kj`br )rbaissis ge*bm*if ge Qjmislbrai kgnrjtgbe dj*i

oiie gfietglgif% *g?+ IV8 )rbaiss lbr fjtj trjeslir lrbk minjay tb ambuf )mjtlbrk% jef ietir)rgsi systik

getinrjtgbe+ Ijad bl tdi )rbaiss djs oiie jejmy?if lurtdir ge fitjgm oy fii)-fg*gen tiadeg1ui tb gmmustrjti

tdi oist )rjatgais jssbagjtif lbr ijad bl tdi sti)s bl tdi )rbaissis+ Vdi kgnrjtgbe gegtgjtg*i oinges ,gtd

simiatgbe bl ty)i bl mgaiesi je ietir)rgsi ri1ugris tb ouy+ Vjomi-/ ge $))iefg:-/ fbaukietif tdi mgaiesi

simiatgbe argtirgj+

4grst )rbaiss ge tdi Qjmislbrai kgnrjtgbe gs IV8 )rbaiss+ Gfietglgajtgbe bl tdi oist )rjatgais ge IV8

)rbaiss gs butmgei oimb,

Gs IV8 tbbm gs oittir tdje austbk fi*imb)if Q78 4br dgnd trjesjatgbe fbkjge IV8 tbbm

,gtd austbk ,rgttie trjeslbrkjtgbe mbnga gs tdi oist fgriatgbe+

>dgad IV8 tbbm gs oist sugtif lbr tdgs )ur)bsi Vjomi-3 ge $))iefg:-/ filgeis tdi simiatgbe

)rbaiss+ $msb% Kgnrjtgbe oist prjatgaisE siatgbe fisargois ge fitjgm+

$e gelrjstruaturi situ) oist )rjatgai lbr fjtj kgnrjtgbe djs oiie fi)gatif ge 4gnuri-3 ge

$))iefg:-3+

_gsc gfietglgajtgbe jef kgtgnjtgbe oist )rjatgais lbr fjtj kgnrjtgbe dj*i oiie gmmustrjtif ge_gsc kgtgnjtgbe strjtingis ge fjtj kgnrjtgbeE siatgbe+Lgnuri-> ge Jppiefgx-:djs tdi

abrris)befgen 4gsdobei fgjnrjk+

Ni:t )rbaiss ge tdi Qjmislbrai kgnrjtgbe gs ietir)rgsi systiks getinrjtgbe+ Gfietglgajtgbe bl tdi oist

)rjatgais ge systik getinrjtgbe )rbaiss gs sdb,e oimb,-

Gelrjstruaturi situ) oist )rjatgais lbr systik getinrjtgbe dj*i oiie )risietif ge )gatbrgjm

lbrkjt geLgnuri-? ge Jppiefgx-:+

I$G kitdbfbmbny oist )rjatgais dj*i oiie gmmustrjtif ge Qystiks getinrjtgbe oist prjatgaisE

siatgbe+

Gfietglgajtgbe bl rgscs jef abrris)befgen kgtgnjtgbe strjtingis fgsaussif jef abeamufif ge

_gsc kgtgnjtgbe strjtingis ge ietirprgsi systik getinrjtgbeE siatgbe+


13/21

Qtrjtinga nugfi tb kgnrjti tb Qji!"brai 3

Ni:t% simiatgbe bl Q&8A djs oiie gfietglgif oy sti)-oy-sti) jejmysgs jef fbaukietif ge !bgai b"

Q#$E siatgbe+ Vdi ,brc orijcfb,e struaturi 6%&Q9 djs oiie sdb,e ge $))iefg:-+

Abeamusgbe

Kgnrjtgbe tb Qjmislbrai ik)b,irs tdi ief-usir ,gtd tdi kumtgljaitif jf*jetjnis% suad js -

aietrjmg?if ueglgif *gi, bl tdi austbkir jt i*iry ietir)rgsi-austbkir tbuad )bgets% rifuai tgki-tb-kjrcit

oy ik)mbygen abelgnurjtgbe ojsif sbmutgbe% mb,irs VA5 oy imgkgejtgen bl dgnd fjtj aietir abst% jef

obbst ge _5G oy mb,irgen VA5+ 2b,i*ir% tdi jstbuefgen abk)mi:gtgis bl tdi kgnrjtgbe )rbaiss jef mjac

bl j*jgmjomi abk)ridiesg*i ceb,mifni-ojsi b*irsdjfb,if tdi oieilgts bl tdi Qjmislbrai kgnrjtgbe%

,dgad jf*bajtis tdi eiif bl j strjtinga nugfimgei lbr kgnrjtgbe+ (ieirjtgbe bl oist )rjatgai nugfi lbr

Qjmislbrai kgnrjtgbe gs j t,b-sti) )rbaiss - simiatgbe bl tdi rgndt IV8 tbbm jmben ,gtd fisgnegen tdiminjay fjtj kgnrjtgbe strjtiny% jef je b)tgkjm adbgai bl I$G lbr ietir)rgsi systik getinrjtgbe+ Ge brfir tb

ougmf j abk)ridiesg*i oist-)rjatgai nugfi% j ajrilum sgfi oy sgfi i*jmujtgbe bl ijad bl tdi j))rbjadis djs

oiie kjfi usgen ris)iatg*i )rbs jef abes jmben ,gtd rgsc jef abst jejmysgs tb ygimf tdi oist bl oriif

kgnrjtgbe sbmutgbe+ Ge abeamusgbe% tdgs strjtinga nugfimgei aje oi trijtif js j Qjmislbrai kgnrjtgbe Ogomi

lbr tdi luturi kgnrjtgbes+ Gt ,gmm imgkgejti tdi ueceb,es ge tdi kgnrjtgbe )rbaiss. js ,imm js% gt ,gmm

)rb*gfi j riusjomi abst istgkjtgbe tik)mjti tb tdi mijfirsdg)+


14/21

Qtrjtinga nugfi tb kgnrjti tb Qji!"brai 3#

ilirieai0

$ebeykbus% 6/!3!9+ &rijk kbri ,gtd ,getir F3!% Qj'is"brai %!gti (jpirs+ _itrgi*if lrbkdtt)0@@,,,+sjmislbrai+abk@abkkuegty@jssits@fbas@>getir3!B_imijsi;ri*gi,+)fl

$soi% Q+ 6/!339% Qgioim tb Qjmislbrai Kgnrjtgbe - Oieilgts% Adjmmienis jef Oist ;rjatgais+ )jtj besu'tjeay Qirvgais+ _itrgi*if lrbk - dtt)0@@,,,+tas+abk@QgtiAbmmiatgbe&baukiets@ >dgtiL/!;j)irs@2gViadB>dgti)j)irBQgioimBtbBQjmislbraiBKgnrjtgbeB!


15/21

Qtrjtinga nugfi tb kgnrjti tb Qji!"brai 3=

Jppiefgx%"

gnuri !0 "jtj kgnrjtgbe systik situp

gnuri #0 Qystik getinrjtgbe pdysgajm situp


16/21

Qtrjtinga nugfi tb kgnrjti tb Qji!"brai 3iodbstgen% ita9

_ijm tgki syeadrbebus >iosir*gai ajmmbut

5otjge Vimi)dbeiZ ojac _ijm tgki syeadrbebus >iosir*gai ajmmbut

Qitu) Austbkir jaabuet ge ogmmgen systik _ijm tgki syeadrbebus >iosir*gai ajmmbut

')fjti austbkir jaabuet ge ogmmgen systik _ijm tgki syeadrbebus >iosir*gai ajmmbut

;rb*gsgbegen bl sir*gais _ijm tgki jsyeadrbebus >iosir*gai ajmmbut

$ff@Adjeni@&gsabeeiat bl i:gstgen usirsir*gais

_ijm tgki syeadrbebus >iosir*gai ajmmbut

Jppiefgx '"


21/21

Qtrjtinga nugfi tb kgnrjti tb Qji!"brai /3

^OQ.kpp

Vdi ,brc orijcfb,e struaturi

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