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Oracle announced last month that it will acquire Interlace Systems, a provider of sales and operations planning (S&OP) modeling tools and technology. Oracle will incorporate and sell the Interlace tools within its own Enterprise Performance Management System. Interlace’s technology allows users to integrate operational planning models with Oracle-Hyperion financial applications. The goal of the combination is to provide a common planning framework across various financial and operational forms that will fill gaps that often occur when planners in sales, operations and finance functions do not adequately share performance goals. The planning framework will allow users to factor in variables such as the financial impact of revenue on working capital and margins that would result from a change in price, demand, supply or inventory policy.

In a recent research study entitled “Sales and Operations Planning,” Ventana Research found that companies reporting the largest gains in revenue, margins, inventory turns and customer satisfaction have a rigorous process that combines their sales and operational plans with their financial plans and forecasts. Such an approach views operational planning as a strategic function and the resulting integrated business plan as the main driver for all operational activities in the business. It requires the support of technology such as the Oracle/Interlace combination will produce. Ventana Research recommends that companies seeking to improve their financial and operational planning consider this new offering.