Perspectives on Enterprise Planning

Perspectives on Enterprise Planning is a monthly newsletter devoted to the art and science of Enterprise Planning and Performance Management. Each issue will deal with the challenges and opportunities facing today's sales, operations, product, finance and executive management professionals. If you would like to receive Perspectives on Enterprise Planning each month click here.

Conferences & Events

Next Steelwedge Webcast: State-of-the-Art Sales Forecasting Management
September 13, 1pm Eastern, 10am Pacific
Principal Speakers -
Professor J. Tom Mentzer, University of Tennessee
Todd Jones, Sr. Director Sales Operations, QLogic
Register here for this webcast

Sales and Forecasting Management Forum Executive Roundtable , September 7-9, 2005, University of Tennessee
Click here for more info

Previous Webcasts:
Using S&OP to Reduce Complexity and Create Value
July 29, 2005, 1pm Eastern, 10am Pacific
Principal Speaker -
Seema Phull, Director, Process and Technology, Enterasys Networks
Click here to view recording

Forecasting and Consensus Planning in a Rapidly Changing Environment
June 15, 2005, 1pm Eastern, 10am Pacific
Prrincipal Speaker -
Christine Pfefferle, Director of Global Demand & Order Management, Tellabs
Click here to view recording

Extending SAP for Global, Integrated S&OP ,
May 25, 2005
Stu Reekie, Air Products
Click here to view recording

What is World Class Forecasting: A Perspective on 20 Years of Research
Moon, Mark A (2004 APICS International Conference.)

The Impact of Forecasting Improvement on Return on Shareholder Value
Tom Mentzer; Management, 29 (January, 2000), 19-26; Mentzer John T.; Journal of Business Forecasting, (Fall, 1999), 8-12

Conducting a Sales Forecasting Audit
Moon, Mentzer, Smith; International Journal of Forecasting, 19 (2003), 5-25

Commentaries and author's response on Conducting a Sales Forecasting Audit
Moon, Mentzer, Smith; International Journal of Forecasting, 9 (2003), 27-42

An Exploratory Investigation of New Product Forecasting
Kahn, Kenneth B.; Journal of Product Innovation Management, 19 (2002),
133-143

Your Thoughts

If you have ideas for future articles or how we can improve this newsletter, please send us your feedback

Turbo charging your sales forecasting process
By Anil Gupta,The Applications Marketing Group
In most organizations, when you ask sales management to describe their sales forecasting process, you will get complex white board diagram. And, quickly, you will realize that the complexity is not in the data or in the process, but as a result of using spreadsheets to drive a process that requires significant collaboration, data rollups/drilldowns and data adjustments/reconciliation. This solution brief reviews the forecasting process issues faced by sales management and how technology can streamline the process, leading to higher accuracy and better decision making. For many companies it is the difference between handily beating investor's expectations and falling short.
The Sales Funnel - a Critical Part of the Demand Planning Process		Steelwedge Lifestyle-- Rich History in Livermore, Pleasanton, Dublin and San Ramon
By EJ Tavella, Senior Director of Business Development, Steelwedge Software		By Dick Hackenberg, RBH Consulting
With shorter product cycles, high market volatility and intense competition, relying solely on historical data to generate future forecasts and plans will not suffice. It is critical to understand more than just what has been, and to shift the focus to the company's future. In this environment, business planners are well advised to incorporate other sources of forward looking market intelligence into their planning process. This article talks about perhaps the best source of short and long term market intelligence – the sales funnel.		About one hour east of San Francisco , the Tri-Valley area and it's major cities-- Livermore , Pleasanton , Dublin and San Ramon—share a diverse, fascinating history, dating back to the mid-19 th Century. Early rancheros, the Transcontinental Railroad, hops fields, wild times in the wild west, infamous bandits, quality wines, the Lincoln Highway, a water temple, and a tragic rock concert are all part of its colorful history. Steelwedge Software is proud to be part of this beautiful area and its colorful culture.

3825 Hopyard, Suite 155, Pleasanton, CA 94588

Perspectives on Enterprise Planning is an electronic newsletter highlighting issues and trends in enterprise forecasting and planning. You are welcome to forward this newsletter to associates and business partners who have an interest in demand management. Published by STEELWEDGE, Inc., the leading innovator in the field of Enterprise Planning and Performance Management. For more information about STEELWEDGE, please visit http://www.steelwedge.com/.
Copyright 2005 STEELWEDGE, Inc. All rights reserved.

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