Curriculum

In this course, you will learn about developing effective and scalable go-to-market approaches for companies across industries and maturities. It introduces proven concepts from systems engineering, microeconomics, and psychology to enhance sales organization efficiency and adaptability. You will also explore applying these principles to special scenarios like liquidity constraints, early-stage startups, high-growth/low-growth industries, and large design transformations.

The second course in the program moves from designing your go-to-market organization to building and leading teams within it. Our focus is on developing high-performing teams that can thrive even in volatile, uncertain, complex, and ambiguous circumstances. These teams can differ in key characteristics, including their objective, size, mix of skills, geographic and cultural span, virtual or hybrid nature, and more.

During this course, you will use data analytics to find the right customers and market to them effectively. You will learn and apply analytic techniques to measure and improve marketing performance, predict resultant sales, and optimize all revenue-generating activities within the enterprise. You will also optimally analyze data, estimate campaign effectiveness, understand segment and size markets, and use predictive modeling to forecast both short-term sales and long-term customer lifetime value.

The fourth course in the program focuses on optimizing customer journeys to enhance value for your customers and organization. You will learn to analyze the stages in your customers’ lifecycle, from initial awareness to advocacy, and to identify strengths and friction points. Our approach involves utilizing qualitative and quantitative data to build a deep understanding of customer behaviors and establish success metrics for each stage. By the course’s end, you will have the tools to optimize your customers’ lifecycles, enhancing value for them and increasing the CLV for your firm.

This course addresses the critical role of pricing as a key driver of profitability. You will learn to make optimal product pricing decisions by incorporating insights from economics, analytics, and psychology. The course also covers scalable execution of pricing strategies and explores various settings, including Business-to-Business (B2B) and Business-to-Consumer (B2C), recognizing the enduring impact of early-pricing decisions on a product, service, or market.

This course is designed to equip leaders aspiring to become CROs with essential strategy and operations skills. You will learn about forecasting, reporting, sales process optimization, and aligning marketing, sales, and customer success operations in B2B contexts. You will emerge with a personalized revenue operations playbook and be poised to unlock predictable and scalable revenue for your organization.

In this course, you will focus on the crucial role of C-suite leaders, especially CROs, in engaging with boards and investors, particularly in private equity-backed settings. You will learn to understand the dynamics of private equity, investor motivations, and how investors think about returns. You will also learn how to build and maintain productive relationships with sponsors, stakeholders, board members, and investors. At the end of the course, you will have developed a vision for the trajectory that you want for your own career and a plan for getting there.