Gartner Research

Sales and Operations Planning: Transformation From Tradition

Published: 12 May 2009

ID: G00180667

Analyst(s): Hussain Mooraj , Jane Barrett , Lora Cecere

Summary

With the recession, all bets are off. Traditional supply chain processes that rely on historic orders can be thrown out the window. For this reason it is more critical than ever for cross-functional teams to work together to sense, shape, and drive a profitable demand response. Demand-driven leaders use sales and operations planning to make this happen. In this Report, we share S&OP insights--lessons from leaders, best-in-class processes, and pitfalls to avoid--based on five years of research on how to achieve demand orchestration.

Table Of Contents
  • Demand-driven leadership
  • Characteristics of a successful S&OP transformation
  • Industry-specific requirements
  • Related research

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