Dynamic Business Conditions Require Dynamic Plan Management

May 7, 2009 — Most global companies today manage a complex network of sales and marketing teams that reflect their segmented business models. A typical organization has enterprise customers, public sector accounts, inside sales, e-commerce sales, regional sales in global geographies, partnerships with distributors in support of regional strategies, partnerships with retailers for consumer sales, and value-added reseller (VAR) networks that help target micro-segmented markets with specific offerings. This means revenue and product forecasts must reflect the micro-segmented focuses and be an exercise of predicting future behavior within each market sub-segment and its associated customers or partners. However, the uncertainty in such behavior often leads to large variances in demand forecasts at a detailed level. As a result, the confidence in product demand beyond the immediate backlog and proximate pipeline is lower than ever before.