Application of Roadmaps to Identify Gaps in the Implementation of Sales and Operations Planning in Large Industries

Abstract

This research aims to detail the maturity levels in the use of Sales Operations Planning and to propose the development of roadmaps to identify problems in the implementation of the model in companies. The Research Problem is related to how to apply roadmaps to identify gaps in the implementation of sales and operations planning in large size industries and the general objective is to apply roadmaps to identify gaps in the implementation of sales and operations planning in large size industries. In the bibliographical research several studies about SOP were found, which are presented in the theoretical framework of this work, as well as studies about roadmaps. The research method used is Design Science Research (DSR), which details the research structure and, after identifying the problem, proposes the use of a tool (instantiation artifact) to support the identified solutions. Data Collection is based on the instrument developed by Grimson and Pyke (2007), which measures the maturity level in the use of SOP in organizations and allows a deep detailing of the operations inherent to the processes. For the topic of roadmaps, the research of Phaal, Farrukh and Probert (2004) is used, which establishes important criteria that complement the objectives of this research. The expected results will be presented in the final analysis, which aims to describe the operations of each industry, classify them according to the SOP utilization levels, and identify the main gaps for the model's full utilization. After this analysis, roadmaps will be generated, highlighting the opportunities observed in the processes. Finally, proposals directed to the main desired managerial results, academic aspects, research limitations and future studies will be presented.