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Effective sales and operations planning requires intensified levels of collaboration, trust
and data integration. Fostering a commitment to relationship building, shared incentives
and accountability can help.
Mapping customer delivery requirements against the realities of
supply chain capability is often an endless source of friction.
Demand forecasts are constantly changing, customer needs are ever
more specific, and service requirements are rising in every industry.
Growing overseas sourcing makes seasonal fluctuations tougher and
places greater stress on intra- and inter-organizational communications.
Supply chain integration has long promised to smooth the
wrinkles between sales and operations planning. At a recent CIO
summit hosted by Cisco Systems and the Center for Digital Strategies
at the Tuck School, executives from many industries debated the
challenges of integration. In this article, we highlight some of the key
learnings and explore how companies have successfully integrated
the forward- and backward-facing processes within their supply
chains, focusing on the link between demand forecasting and supply
chain implementation.
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