Creating, influencing, and managing demand
What is Demand Management?
Demand Management includes all aspects of deploying your organization's value proposition to the marketplace. Market, channel, customer, and consumer activities are driven from a strategic level through market and market segment roadmaps. These guide market segment plans which are executed through detailed, time-phased sales and marketing activities.
The demand plan requires multiple inputs. Analytics, assumptions, modelling, and customer collaboration are used to generate demand forecasts that integrate with, and drive the operational plans for your organization, while also providing insights for improving sales and marketing performance.
Demand execution processes ensure that the response to actual demand is proactively managed in line with market segment plans and include demand sensing, forecast consumption monitoring, abnormal demand management, order commitment through available-to-promise, and service level definition through customer segmentation and prioritization.
How Mature is Your Organization's True Level of Maturity in Demand Management?
Before embarking on any performance improvement program, it is imperative to identify your business’s true level of maturity. The Oliver Wight Maturity Model characterizes a business as being in one of four key phases of maturity: Co-ordination, Business Process Control, Automation, or Integration. Assess your business maturity in Demand Management using our free online self-assessment tool.
You should consider Demand Management for your business if:
You are struggling to hit sales revenue and margin plans
It is unclear where growth will come from
You are wrestling with poor forecast accuracy and see over or under forecasting
Your people across all functions blame the forecast for problems in serving customers and high inventory
Ownership of sales and marketing plans is unclear
Lack of supply results in chaos and stress for sales, marketing and customer service teams
Sales and marketing blame the supply chain for not being able to fulfil demand and for losing sales and customer loyalty
You are feeling like you are constantly scrambling to hit the monthly sales plan
How we can help
Change management – monitoring and support of the implementation of change and its impact on your people
Transfer of our knowledge to your people so they can deploy an effective Demand Management process for your business
Facilitate the design of a Demand Management process to best fit your organization and its needs
Assessment of your Demand Management process and validation that has achieved Class A level of effectiveness – firmly embedded as the ‘way you do things’ and delivering the benefits you wanted
Scoping an action plan to define standards, address issues and take advantage of the opportunities identified, including resourcing, timelines and performance improvement expectations
A diagnostic assessment of the effectiveness of your current process, including identifying the root cause of any performance issues
Coaching your Demand Management process users as you introduce new ways of working
Latest white papers & case studies
Want to Execute Your Strategy and Improve Financial Performance?
Realising the full potential of demand planning - Part 2
Forecasting & Communicating Project Demand to the Supply Organization
Educational Public Workshops
Hands-on application workshops tailored to meet your organization's specific business objectives
Integrated Business Planning
For integrating functional plans, deploying business strategy, and driving business management
Supply Chain Management
For delivering customer value, optimal supply chain performance, and sustainable advantage
Product & Portfolio Management
For driving growth and margin through effective planning and management of your product and service portfolio
Analyze. Redefine. Transform.
For working through change and identifying key business issues and opportunities