Customer & Sales

Sales and portfolio planning

Turn commercial complexity into confident sales and portfolio decisions

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How

SHAiPE: the LTPlabs framework

Set the Decision
- Define the planning objective
  incremental demand, margin protection, portfolio focus, capacity alignment
- Set the planning level
  product, portfolio, customer, key account, channel, region
- Define the planning horizon
  short-term (promo / cycle), mid-term (quarter), strategic (annual scenarios)
Highlight what matters
- Align on success metrics
  incremental revenue, contribution margin, ROI, service level impact
- Define business and operational constraints
  capacity, budget, supply limits, sales force availability, strategic priorities
- Align roles and decision ownership across sales, marketing, and finance
- Define the data processing tasks needed to prepare information for sales planning
Augment with AI
- Quantify incremental demand and cannibalization for each decision
- Customer
  Predictive AI model
  Historical sales
  Pricing + Promotions
  Market data
  Macro economics
  UpliftDiscount
  Cannibalization
- Simulate market scenarios to prescribe the optimal mix of products, promotions, and sales focus, maximizing total impact within execution capacity and strategic guardrails
Prototype your solution
- Pilot the methodology by testing recommended campaigns
- Deliver a prototype interface to enable the pilot and adoption phase
Expand to scale
- Deliver a fully-fledged planning tool for commercial and category leaders, training the teams to extract maximum value from the tool
- Enable teams to test scenarios before committing resources
- Establish planning cadence and governance to continuously monitor decisions