Executive Briefings

An Untapped Tool for Demand-Driven Supply Chains

Most companies have yet to derive the full potential from sales and operations planning (S&OP) efforts. Hussain Mooraj, research director with AMR Research, offers tips on how S&OP can be applied across the organization to achieve demand-driven supply chains. The benefits are many: better profitability, harmonized business processes, greater operating efficiency, improved customer service. First, however, companies must unite their various internal functions with common metrics and closely aligned performance incentives. Sales and marketing, supply-chain management, research and development and other departments should all be at the table, sharing data on customer demand and engaging in joint forecasts. Applied properly, S&OP can help companies to translate business strategies into operational strategies. [Run Time (Min): 14:03]


Most companies have yet to derive the full potential from sales and operations planning (S&OP) efforts. Hussain Mooraj, research director with AMR Research, offers tips on how S&OP can be applied across the organization to achieve demand-driven supply chains. The benefits are many: better profitability, harmonized business processes, greater operating efficiency, improved customer service. First, however, companies must unite their various internal functions with common metrics and closely aligned performance incentives. Sales and marketing, supply-chain management, research and development and other departments should all be at the table, sharing data on customer demand and engaging in joint forecasts. Applied properly, S&OP can help companies to translate business strategies into operational strategies. [Run Time (Min): 14:03]