Gartner Research

Improve Project-Based Demand Planning by Leveraging CRM Tools

Published: 16 December 2014

ID: G00263231

Analyst(s): Matthew Spooner

Summary

Using CRM as a part of supply chain planning could significantly increase forecast accuracy and improve delivery performance for companies where demand is driven by projects. This research helps supply chain leaders use information held in the company's CRM system to create a better demand plan.

Table Of Contents
  • Key Challenges

Introduction

Analysis

  • Articulate a Very Clear Vision of How the Supply Chain Can Use Information Held in the CRM System
  • Create a Compelling Value Proposition, Gain Buy-In From the Commercial Organization, and Establish a Joint Supply Chain and Sales Lead Team
  • Clearly Define Processes, Rules and Responsibilities to Enable the CRM Sales Pipeline Data to Be Used in the Demand-Planning Process Consistently and Appropriately
    • Scaling the Demand Plan in Line With the Sales Pipeline
    • Using a Rule-Based Approach to Include Specific Sales Opportunities Into the Demand Plan
    • Using Sales Opportunity Percentages as a Method of Allocating Demand
    • Using the Pipeline to Plan Capacity or Common Materials
  • Establish Which Data in the CRM System Can Support Forecasting for Large Project Opportunities
  • Establish a Joint Supply Chain and Commercial Team to Define More Rules to Make CRM Data Viable for Use in the Supply Chain

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