Some companies have gotten away from putting the sales and marketing perspective into executive sales and operations planning (ES&OP); however, this is risky business in today’s economy. This paper explores the root causes of ES&OP challenges and provides a case study that details how one market-driven company has been able to successfully sense demand signals and shape future demand for over five years. It also outlines a clear path to optimized, market-driven ES&OP that enables companies to sense demand signals and changes almost instantly and align their supply chain faster to respond swiftly to fluctuations in demand.
Paper contributed by SAS
