Case Study: Eaton achieves more accurate, sales- and marketing-driven forecasts with Demand Solutions

Eaton Thrives on Sales- and Marketing driven Forecasts

Eaton, a global power management company, faced a forecasting challenge: sales and marketing-driven demand was changing faster than historical-based plans, and marketing’s spreadsheet-based forecasts created disconnects and excess inventory. To better align teams and plan for seasonal and regional demand swings, Eaton implemented Demand Solutions Forecast Management from Demand Solutions.

Demand Solutions was integrated with Eaton’s AS400 MRP system in 2004 and with SAP in 2005, giving Eaton flexible aggregations, three-year demand views, and transparent formulas that support monthly and quarterly collaboration across sales, marketing, and operations. The Demand Solutions implementation improved forecast accuracy, helped Eaton prepare for seasonal spikes, enabled the company to capture an actual growth that exceeded its forecast, and even produced forecasts for customers that were often more accurate than the customers’ own systems.

Eaton

Cheryl Hodge

Demand Manager