Integrated Business Planning (IBP) is the subject of our latest whitepaper “IBP – Demand Planning & Forecasting”. Gartner have cited a massive shift in companies creating digital connections within and across their supply chain operations. And a recent study for Aberdeen Group showed that 85% of companies implementing formal demand management generated significant performance improvements. Average gains include 13% improvement in overall forecast accuracy, 24% gain in inventory turns and 5% improvement in gross margin.
We explore how companies that work toward the Demand Driven Value Networks ideal use demand forecasting (e.g. Foresite) within their S&OP. This is a key differentiating capability, so they can plan, sense and shape to brings profitable balance to the business.
Marketers are very familiar with this concept and use it to great effect. Six degrees of separation is the idea that all living things are six or fewer steps away from each other. So a chain of “friend of a friend” statements can connect any two people in six steps maximum . Six degrees of separation was once dramatically proved by the BBC Horizon documentary. They connected a person in the UK with an unrelated lady in China making only six phone calls.
Six degrees was originally set out in 1929 by Frigyes Karinthy (1887-1938). A Hungarian author, playwright, poet, journalist, and translator who revolutionised the art of humour and satire. He gathered his scientific knowledge from books, and also from his scientist friends. He also devoted his attention to contemporary philosophers. He said: “The opposite to war is not peace, but the revolution of ideas”. How true that is in today’s technology and business environment. Today we use channel analytics and commercial intelligence seek out the 6 degrees in systematic way.
At Foresite we are increasingly being asked by our clients to provide sales training and consultancy as FP&A teams move away from compliance and optimisation, towards a strategic, customer-facing, disruptive role. Firstly this raises the importance of business partnering. Also the need to leverage the technology to deliver meaningful demand-side and customer fulfilment planning.
Sales Training Consultants – YOU CAN HELP!
Due to the wide geographical spread of our clients we want to focus on delivering our core sales technology. We find that this resonates well with current sales coaching methodologies from the consultants that we have recently worked along-side. We therefore want to partner with suitable sales consultancies that could benefit from such an alliance.
If you believe that your organisation can meet this challenge we would love to hear from you. Also discover how we can help you to extend your consultancy terms and generate residual income. We have many opportunities for consultants and resellers alike, so lets talk!
Today’s business environment places a premium on understanding the customer and knowing how to compete for the future. Therefore empowered buyers are driving up revenue risk, causing companies to wake-up and get competitive.
Consequences of a customer-led, digital centric market are becoming very apparent!
We therefore recommend talking to Foresite SPA to see how Customers Intelligence (CI) might provide the client-centric metrics needed to achieve customers’ fulfilment targets. We are experienced in producing the demand-side data and metrics that are needed for good client fulfilment processes. This forms the cornerstone of your sales and operations planning processes.
When you outperform your markets and competitors you drive down revenue risk in your business.
We all seek proof of concept for our ideas and inventions and the same is true for new management techniques. Ambitious businesses always seek sales pipeline and performance analytics and Sales and Operations Planning (S&OP). Therefore Foresite predominantly operates with such companies to provide these solutions.
Proving the point; Foresite are coming to the end of a three-month marketing campaign. Firstly direct calls to UK manufacturing and service companies across various sectors. Next we aim them at only those companies in receipt of growth funding from PE houses. Finally, at our first wash-up meeting it was shown that 70% of companies we approached understood and expressed an interest in the sales planning solutions we provide, and 8% have requested some follow-up action.
Therefore, not surprisingly we are extending our marketing to a much wider group and will share our more detailed findings in due course – so watch this space!
We are delighted to have been picked as this week’s award winner of BrightPig.COM’s weekly Twitter competition for “Business of the Week”. Furthermore BBC Dragons Den ‘s Theo Paphitis recognises this accolade.
Award in more detail
Firstly, becoming a winner of the #BrightPigWINNER accolade is a fantastic opportunity for our business. Hence we appreciate the recognition of our efforts in supporting ambitious businesses hugely . Bright Pig are an awards-winning marketing company, helping Small Businesses become visible with Search Engine Optimisation (SEO) & Social Media.
Foresite are the first company that Yellow Mouse Studios (YMS) recommended to BrightPig that became a winner. YMS are a professional design studio that specialise in 2D and 3D animations. Foresite use YMS for their social media support. YMC have also created our awesome homepage animation. We will work with YMS to create an exciting new animated video for 2018.
They say everybody has 15 minutes of fame, so Foresite are ecstatic to receive a whole 10,080 minutes!
Foresite regularly attend and support the Sales Expo, and 2017 was no exception. Although we didn’t host any seminars this year, we did however meet with many of the exhibitors. Therefore it gave us a good insight into the latest technical developments and trends in sales innovation. The quality of businesses exhibiting in 2017 is the best we’ve ever seen. We are particularly pleased to see so many companies developing in the S&OP space. Finally this is rapidly becoming recognised as the most significant innovation in delivering sales performance improvements.
Sales Innovation Expo 2015
Foresite are active in this market and have been for over 10 years. At the 2015 Expo we gave a presentation on the importance of demand-side planning in integrated business planning (IBP). We are no doubt going to be presenting at future Expos. Because the 2018 show is scheduled for 21/22 of March there is still time for us to get involved.
New G-Index (growth index) is the ultimate metric of sales growth capability. This cardinal metric is so significant that users call it the investors dream metric.
Our clients put this simple, single figure metric to good use in a variety of innovative ways.
New G-Index – Roots
Foresite developed the metric in 2005 for the Smithfield Corporation. This powerful index gives their investors clear visibility of the value potential being created across their $2.5 billion European portfolio during its restructuring phase. It fulfils this requirement so well that we extended its functionality to provide drill-down capability to view the drivers and limiters impacting the index – an investor’s dream!
By comparison, other companies use the G metric to enhance EBITDA multiples on business disposals. Also they use it to assess sales synergies on new acquisitions.
We see a variety of innovative usages for this smart metric ranging from investment plan validation to performance benchmarking.
It’s time for ambitious businesses and investors to make those dreams come true by adopting this key business capability metric.