High-Tech Giant Captures Large Unexpected Orders and Unplanned Demand Without Disrupting Supply Chain
公司规模
Large Corporate
地区
- America
国家
- United States
产品
- e2open Channel Data Management
- e2open Demand Planning
- e2open Sales and Operations Planning
技术栈
- CRM
- Planning Systems
- Spreadsheets
实施规模
- Enterprise-wide Deployment
影响指标
- Cost Savings
- Customer Satisfaction
- Productivity Improvements
技术
- 分析与建模 - 预测分析
- 功能应用 - 企业资源规划系统 (ERP)
- 功能应用 - 产品生命周期管理系统 (PLM)
适用行业
- Software
适用功能
- 商业运营
- 销售与市场营销
用例
- 需求计划与预测
- 供应链可见性(SCV)
服务
- 软件设计与工程服务
- 系统集成
关于客户
The customer is a technology and services company based in the United States, generating over $50 billion in annual revenue. With a workforce of over 150,000 employees operating in multiple countries, the company sells through direct and indirect channels. While most customer orders are fluid and well-planned, 20%-30% of the orders are unplanned and have non-standard volumes and product mixes. The unplanned nature of these orders creates risks of potentially disruptive impacts, such as dissatisfied customers, contractual penalties, and higher costs to expedite manufacturing and shipping. The company had previously created a dedicated sales hotline and specialized order review processes to capture these large upside orders while limiting disruption, but these steps were insufficient.
挑战
The technology company faced challenges in handling 20%-30% of unplanned orders with non-standard volumes and product mixes. These unplanned orders risked causing customer dissatisfaction, contractual penalties, and higher costs. The company aimed to maximize revenue by not losing feasible orders and minimize risks of reputational damage and increased costs due to missed or delayed order fulfillment. However, the information required to assess order feasibility was spread across multiple internal systems, and data quality was poor. Functional gaps in legacy planning solutions and reliance on manual processes further compounded the challenges.
解决方案
The company decided to implement e2open's solutions to address the challenges of handling unplanned orders. They expanded the use of e2open applications deployed in their channel business and added capabilities to manage demand and synchronize sales and operations teams. The selected applications included e2open Channel Data Management, e2open Demand Planning, and e2open Sales and Operations Planning. Initially, the company aimed to replace its legacy planning systems with e2open's modern applications. However, they realized the need to resolve direct sales data challenges first. They adapted e2open's Channel Data Management application to identify specific products across sales quotes, CRM opportunities, and planning bills of materials (BOMs). Subsequently, they deployed e2open Demand Planning and e2open Sales and Operations Planning to replace their legacy planning solution. This combination provided planners with insights to quickly assess order feasibility, run what-if scenarios, collaborate with sales and suppliers, and prevent disruptions and expedited costs.
运营影响
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