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