Integrating Sales and Operations to Create Higher Value for Customers

Professor Theodore Stank presents his research on how to bridge the divide between sales and operations and discusses the five stages for successful supply and demand integration.

At many companies, sales generation activities have become disconnected from the operational activities required to fulfill that demand — resulting in conflicting objectives and foregone business opportunities. Bringing the supply-and-demand sides of an enterprise together can represent a significant opportunity for efficiency and value creation.

On May 12, 2016, Professor Theodore Stank, co-author of “Integrating Supply and Demand” from MIT SMR’s Summer 2015 issue, joined contributing editor Steven Paul to present his research on how some companies have bridged the perennial divide between demand generation and the supply chain in a way that maximizes the value to their customers and to themselves.