Towards Integrated Planning: A Case Study of Coordination Challenges and S&OP Implementation in the Marine Sector Enhancing Cross-Functional Understanding Through a Demand Breakdown Tool

Abstract

In today’s dynamic business environment, effective coordination across organiza- tional functions is critical for operational efficiency and strategic alignment. This thesis investigates coordination challenges from an S&OP perspective within the order-to-delivery process of a system-providing company in the marine sector. Through a qualitative single-case study approach, the research identifies key coordination bar- riers, including unclear responsibilities, misaligned forecasts, siloed communication, and conflicting performance goals. To address these challenges, an Excel-based tool was developed to translate high-level sales forecasts into actionable insights for operational functions, particularly Procurement. The study evaluates the tool’s po- tential to enhance cross-functional understanding and support the implementation of a formal S&OP process. Findings suggest an S&OP process holds strong poten- tial to improve cross-functional alignment and support proactive decision-making. Moreover, having a basic excel tool as a first step in an S&OP implementation can significantly improve planning maturity, transparency, and responsiveness. The re- search contributes to both theory and practice by highlighting the importance of contextual adaptation, trust in data, and behavioral alignment in successful S&OP implementation.