Gartner Research

Develop a Structured Consensus Demand-Planning Process to Drive Revenue and Profitability Attainment

Published: 06 June 2018

ID: G00349609

Analyst(s): Marko Pukkila, Beth Coppinger


Consensus demand planning is a multistep process of integrating the future baseline demand with sales and market activities to shape demand to achieve the P&L objectives. This research helps supply chain leaders structure a formal demand-planning process for improved financial business outcomes.

Table Of Contents
  • Key Challenges



  • Step No. 1: Capture Ongoing Baseline Demand Rates by Developing a Statistical Forecast
  • Step No. 2: Sharpen Demand Outlook by Refining the Forecast With Customer Forecast and Planner Analytics
    • Demand Analytics
    • Direct Customer Forecast
    • Demand Planner Analysis
    • Unknown Factors in Improving Demand Forecast Accuracy
  • Step No. 3: Add Demand Uplift and Planned Events by Capturing Market Insights From Sales and Marketing
  • Step No. 4: Identify Gaps Between Demand Plan and Financial Plan, and Take Action to Balance Them

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