S&OP alignment is hard to get right. Based on our research, only 50% of companies think their processes are effective, and even those 50% struggle with maturity, alignment, and resources. We’ve just completed research on this, and we’re publishing our report Sales and Operations Planning Technology Landscape to share our findings.

1. Supply Chain Insights LLC Copyright © 2015, p. 1
S&OP: The Time Is Now!
August 2015

2. Supply Chain Insights LLC Copyright © 2015, p. 2
About Me
• Founder of Supply Chain Insights
• LinkedIn Influencer
• Guest Blogger for Forbes
• Author of three books: Bricks Matter (2012), The Shaman’s Journal (2014)
and Supply Chain Metrics That Matter (December 2014)
• Partner at Altimeter Group (leader in open research)
• Seven Years of Management Experience Leading Analyst Teams at Gartner
and AMR Research
• Eight Years Experience in Marketing and Selling Supply Chain Software at
Descartes Systems Group and Manugistics (now JDA)
• Fifteen Years Leading Teams in Manufacturing and Distribution Operations
for Clorox, Kraft/General Foods, Nestlé/Dreyer’s Grand Ice Cream and
Procter & Gamble
Contact Information:
• Email: lora.cecere@supplychaininsights.com
• Blog: www.supplychainshaman.com (10,000 page views/month)
• Forbes: www.forbes.com/sites/loracecere/
• Twitter: lcecere (6200 followers)
• LinkedIn: www.linkedin.com/in/loracecere (46,000 followers)

3. Supply Chain Insights LLC Copyright © 2015, p. 3
Our Goal Is to Help the Average Joe

4. Supply Chain Insights LLC Copyright © 2015, p. 4
Four Years of Work
Wiley
December 2012
Wiley
December 2014
Self-published
September 2014
Self-publishing
September 2015

5. Supply Chain Insights LLC Copyright © 2015, p. 5
The Goal

6. Supply Chain Insights LLC Copyright © 2015, p. 6
A Supply Chain
Is a Complex System
with Complex
Processes
with Increasing
Complexity
What We Learned….

7. Supply Chain Insights LLC Copyright © 2015, p. 7
The Supply Chain Effective Frontier

8. Supply Chain Insights LLC Copyright © 2015, p. 8
CostVolumeGrowth
CEO
Chief Customer
Officer
Chief Marketing
Officer
Sales
Account Teams
COO
VP of Supply
Chain
Customer
Service
Procurement Logistics
CFO
CIO
VP of
Manufacturing
Quality
Typical Organization Is Not Aligned

9. Supply Chain Insights LLC Copyright © 2015, p. 9
Supply Chain

10. Supply Chain Insights LLC Copyright © 2015, p. 10
Finance

11. Supply Chain Insights LLC Copyright © 2015, p. 11
Information Technology

12. Supply Chain Insights LLC Copyright © 2015, p. 12
• Integration with Product Development
• Revenue Management
• Network Design
• Corporate Social Responsibility
• Sales and Operations Planning
• Supplier Development
• Risk Management
What Are Horizontal Processes?

13. Supply Chain Insights LLC Copyright © 2015, p. 13
S&OP Decisions: Advice?

14. Supply Chain Insights LLC Copyright © 2015, p. 14
Making Decisions in S&OP

15. Supply Chain Insights LLC Copyright © 2015, p. 15
Leadership Understanding

16. Supply Chain Insights LLC Copyright © 2015, p. 16
Issue #1: Balance

17. Supply Chain Insights LLC Copyright © 2015, p. 17

18. Supply Chain Insights LLC Copyright © 2015, p. 18
Common Practice Market-driven Focus
S Ask sales
Focus on market drivers:
How do we best shape demand?
& Direct integration to supply
Design of the value chain to optimize
trade-offs, minimize risk, balance
cycles, and orchestrate demand
OP Manufacturing plan
Trade-offs between make, source and
deliver
Getting to Letter Perfect

19. Supply Chain Insights LLC Copyright © 2015, p. 19
Challenges

20. Supply Chain Insights LLC Copyright © 2015, p. 20
Change Management
Twitter Hashtag: #SCIWebinar

21. S&OP Evolution
Manufacturing-
Driven
Deliver a Feasible
Plan for Operations
Match Demand
with Supply
Sales Driven
Match Demand
with Supply
Business-
planning Driven
Maximize
Profitability
Demand Driven
Maximize
Opportunity
Sense and
Shape
Demand
Market Driven
Maximize
Opportunity and
Mitigate Risk.
Orchestrate
Demand
Market to Market
Greater Benefit
• Growth
• Resilience
• Efficiency

22. Supply Chain Insights LLC Copyright © 2015, p. 22
Fit of the Technologies
Twitter Hashtag: #SCIWebinar

23. Supply Chain Insights LLC Copyright © 2015, p. 23
Requirements: Planners

24. Supply Chain Insights LLC Copyright © 2015, p. 24
Process Gaps

25. Supply Chain Insights LLC Copyright © 2015, p. 25
Technology Effectiveness

26. Supply Chain Insights LLC Copyright © 2015, p. 26
Definition Given to Respondents

27. Supply Chain Insights LLC Copyright © 2015, p. 27
Evolution

28. Supply Chain Insights LLC Copyright © 2015, p. 28

32. Supply Chain Insights LLC Copyright © 2015, p. 32
About MeAbout Me
• Founder of Supply Chain Insights
• LinkedIn Influencer
• Guest Blogger for Forbes
• Author of three books: Bricks Matter (2012), The Shaman’s Journal (2014)
and Supply Chain Metrics That Matter (December 2014)
• Partner at Altimeter Group (leader in open research)
• Seven Years of Management Experience Leading Analyst Teams at Gartner
and AMR Research
• Eight Years Experience in Marketing and Selling Supply Chain Software at
Descartes Systems Group and Manugistics (now JDA)
• Fifteen Years Leading Teams in Manufacturing and Distribution Operations
for Clorox, Kraft/General Foods, Nestlé/Dreyer’s Grand Ice Cream and
Procter & Gamble
Contact Information:
• Email: lora.cecere@supplychaininsights.com
• Blog: www.supplychainshaman.com (10,000 page views/month)
• Forbes: www.forbes.com/sites/loracecere/
• Twitter: lcecere (6200 followers)
• LinkedIn: www.linkedin.com/in/loracecere (46,000 followers)