Emerging Chief Revenue Officer Program: Elevate Your Influence from Revenue-Driver to C-Suite Visionary

Columbia Business School

Core Leadership

About Programme

Intense competition, shifting customer behaviors, and emerging technologies are changing the revenue-playing field. To succeed in this uncertain environment, chief revenue officers (CROs) must be equipped to align revenue-generating functions, harness digital strategies and analytics to drive revenue growth, optimize sales operations, and manage the customer lifecycle while fostering innovation.

The Emerging Chief Revenue Officer Program from Columbia Business School Executive Education equips aspiring CROs like you with the leadership skills and strategic insights to step into this C-suite role with confidence. Over 18 weeks, you will gain the tools and frameworks needed to effectively integrate sales, marketing, and customer success teams, make strategic decisions, and drive long-term revenue within your organization.

Through online and live online sessions and a networking event, you will experience a curriculum that combines academic excellence with real-time exposure to the pulse of business in New York City.

Delivered in collaboration with

of executives say CROs’ revenue operations are critical to growth goals [1]: 86%

[1] Salesforce

Programme Content

Phase 1

Marketing

Phase 1

Gain the tools and frameworks to build strong brands, make strategic decisions, and lead innovative teams.

Phase 1

Module 1: Value Creation, Positioning, and the Brand

Phase 1

Module 2: Brand Category Management

Phase 1

Module 3: Leading by Design

Phase 1

Module 4: Making Wise Decisions

Phase 1

Module 5: Communication Framework: Consumer Decision Funnel

Phase 1

Module 6: Customer Lifetime Value Framework

Phase 1

Module 7: Acquisition, Retention, and Development Techniques

Phase 1

Module 8: Creating High-Impact and Innovative Teams

Phase 1

Phase 2

Distribution and Sales

Phase 2

Learn how to master distribution channels, optimize salesforce effectiveness, and hone strategic negotiation skills to drive business success.

Phase 2

Module 9: Distribution and Sales

Phase 2

Module 10: Salesforce Compensation and Motivation

Phase 2

Module 11: Salesforce’s Decision Power

Phase 2

Module 12: Strategic Negotiations

Phase 2

Phase 3

Pricing

Phase 3

Deepen your understanding of pricing strategies, revenue management, and strategic execution to transform organizational vision into impactful business outcomes.

Phase 3

Module 13: Pricing Frameworks (Introduction, Value Pricing, and Conjoint Analysis)

Phase 3

Module 14: Advanced Pricing Techniques (Bundling, Dynamic Pricing, etc.)

Phase 3

Module 15: Behavioral Pricing

Phase 3

Module 16: Revenue Management

Phase 3

Module 17: Strategic Execution: From Vision to Implementation to Impact

Phase 3

Module 18: Summary and Connecting to Strategy