Gartner Research

Why Is Sales and Operations Planning So Difficult in Life Sciences?

Published: 26 September 2012

ID: G00233033

Analyst(s): Todd Applebaum, Barry Blake


Even as complexity and uncertainty in life sciences increase the importance and value of planning, research shows that these companies lag behind other industries in their adoption of S&OP. Here, we look at how to overcome the real and perceived barriers to S&OP maturity in the life science sector.

Table Of Contents
  • Key Challenges



  • Substitute Planning Excellence for Inventory to Tackle the Squeeze on Margins
  • Move Beyond Balancing Supply and Demand to Address Increased Complexity
  • Broaden Planning to Address Regulatory and Supply/Demand Uncertainties
  • Build Strong Links to Align S&OP With Commercial Launch and Financial Planning

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