Gartner Research

Introducing the Five-Stage Sales and Operations Planning Maturity Model for Supply Chain Leaders

Published: 10 September 2013


Hundreds of companies have relied on Gartner's sales and operations planning four-stage maturity model to assess and improve business performance. This research introduces a five-stage model that reflects the same principles, but provides more granular description and advice for each stage.

Included in Full Research

  • Introduction
  • A Refresher on the Four-Stage S&OP Model
  • The New Five-Stage S&OP Maturity Model
    • Stage 1: React
    • Stage 2: Anticipate
    • Stage 3: Integrate
    • Stage 4: Collaborate
    • Stage 5: Orchestrate
  • Leveraging the S&OP Five-Stage Model to Reach Higher Maturity Levels


Key Findings
  • Building end-to-end visibility in a company’s internal supply chain is a prerequisite to creating a demand-driven S&OP process.

  • Gartner’s five-stage maturity model details the defining characteristics of each of the stages along the S&OP journey — react, anticipate, integrate, collaborate and orchestrate.

  • Supply chain leaders:

    • Realize that your company's maturity level has not changed as a result of the new model.

    • Utilize the five-stage model to set direction, demonstrate progress and crystalize the challenges that the company must overcome to reach and sustain higher maturity levels.

    • Rely on the five-stage model to emphasize the internal functional alignment required to become a demand-driven,

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    Noha Tohamy Debashis Tarafdar Jan Kohler Marko Pukkila

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