Sales and Operations Planning Maturity: What Does It Take to Get and Stay There?

G00207249

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Summary

Summary Demand is more volatile and variable than ever, and customer buying patterns are shorter term and more erratic. Demand shaping is at full throttle, as commercial teams push to make their numbers. This creates a perfect storm, requiring extreme agility in environments that often have long lead times. Never before has the need for mature S&OP been more important.

Table of Contents

  • Analysis
    • Background to the Research
      • Stuck in Neutral in Stage 2
    • What Does a Collaborative Stage 3 S&OP Process Look Like?
    • Achieving S&OP Stage 3 Maturity
      • Quantitative Changes
      • Financial Integration and Reconciliation
      • Proper Alignment of Planning Horizons and Decision-Making Responsibility
    • Simplified Metrics — Measuring Success
    • Qualitative Changes
      • Transfer of Ownership — What Instigated the Change?
      • Transparency
      • The Evolution of Managing Demand
      • Change of Focus — What's in a Name?
    • Sustaining Stage 3 Maturity
      • Building the Right Culture
      • Use of a Center of Excellence (COE)
      • Talent Management
      • The Role of Technology
    • Conclusion
  • Recommended Reading
© 2010 Gartner, Inc. and/or its Affiliates. All Rights Reserved. Reproduction and distribution of this publication in any form without prior written permission is forbidden. The information contained herein has been obtained from sources believed to be reliable. Gartner disclaims all warranties as to the accuracy, completeness or adequacy of such information. Although Gartners research may discuss legal issues related to the information technology business, Gartner does not provide legal advice or services and its research should not be construed or used as such. Gartner shall have no liability for errors, omissions or inadequacies in the information contained herein or for interpretations thereof. The opinions expressed herein are subject to change without notice.

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