Gartner Research

Develop a Structured Consensus Demand-Planning Process

Drive Revenue and Profitability Attainment

Expert(s): Marko Pukkila and Beth Coppinger

Demand forecasting and planning in most companies is not optional. When the end-to-end supply lead-times exceed the amount of time customers are willing to wait for their products to be delivered, the forecast must be used in upstream supply chain decision making. When there is no one master demand plan, there often are multiple disconnected forecasts, which causes conflicting decision making across the supply chain.

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