Gartner Research

Business & Customer Planning Landscape

Published: 23 May 2019

ID: G00418154

Analyst(s): Consult the Board Research Team


This summary contains input from fourteen members regarding their approaches to strengthening Integrated Business Planning (IBP) capabilities beyond the current sales and operations planning (S&OP) processes. We begin this summary by discussing the various technology solutions members have adopted for planning functions, including supply chain, financial planning, sales & customer, trade promotion, and marketing. Next, we examine the current integration levels between members' supply chain, finance, and marketing and sales processes, discuss vendors that members use or plan to be use for integration, and explore members' reasons for selecting these vendors. We then evaluate integration efforts by internal resources, system integrators, and solution vendors and identify the system architecture used for integrated planning solutions. We close by discussing members' plans to use Trade Promotion Management (TPM) and statistics or predictive analytics as an input in their Sales and Operations Planning (S&OP) and Integrated Business Planning (IBP) functions.

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