Chief Revenue Officer (CRO) Programme

• Building Revenue Confidence: Predictability, Bias, and Cost Pressure

• Owning the Growth P&L: Margin Tension, Scale Effects, and Trade-offs

• Interpreting Financial Signals for Revenue Leadership

• Funding Growth: Investment Decisions Under Uncertainty

• Strategic Market Segmentation and Positioning Choices

• Linking Market Insight to Enterprise Value Creation

• Value Creation Logic and Differentiated Value Propositions

• Brand as a Strategic Moat and Source of Pricing Power

• Competitive Advantage, Category Positioning, and Revenue Impact

• Category Structure, Profit Pools, and Sources of Brand Power

• Describe Your Brand Persona and Your Organisation's Success/Challenge In Building and Measuring Brand Equity

• Competitive Positioning: Category Leadership vs Challenger Strategies

• Brand Extension Strategy

• ARD Framework and Value Drivers Across the Customer Lifetime Value

• CLV Analysis and Retention Curves

• Using CLV to Inform Enterprise Growth, Pricing, and Resource Allocation Decisions

• Customer Portfolio Strategy: Segment Prioritisation, Investment Trade-offs, and Post-Sale Revenue Expansion

• Customer Acquisition Strategies and Growth Efficiency Across the Lifecycle

• Retention, Expansion, and Lifecycle Value Growth: Cross-Functional Trade-offs and alignment between sales and marketing

• Designing the Enterprise Revenue Engine: Distribution Strategy, GTM Architecture, and Negotiation Power

• Sales Architecture Design: Coverage Models, Channel Mix, and Revenue Leverage

• Sales Force Design Trade-offs: Scale, Cost Structure, and Growth Priorities

• Omnichannel Go-to-Market Models: Economics, Channel Conflict, and Control

• Diagnosing Sales Organisation Failure Modes and Performance Frictions

• Incentive Design and Behavioural Outcomes in Revenue Organisations

• Authority and Control Mechanisms in Sales Organisations

• Motivation Systems, Target Setting, and Unintended Consequences

• Designing and Governing the Enterprise Revenue Operating (RevOps) Model (Structure, incentives, data, and decision rights tied together)

• Scoring System to Prioritise Interests In Preparation For Negotiation

• Stakeholder Mapping in Enterprise Negotiations

• Techniques to Facilitate Communication and Relationship Building With Negotiation Counterparts

• Negotiation Strategy and Game Plan For A Successful Negotiation

• Pricing Strategies, Revenue Management and Strategic Execution to Transform Organisation Vision Into Impactful Business Outcomes.

• Value-Based Pricing Using Economic Value To The Customer (EVC) Framework

• Pricing Floors, Cost Structures, and Margin Protection in Competitive Markets

• Pricing Strategy Design: Trade-offs Across Value, Demand Sensitivity, and Cost Economics

• Value-Based vs Cost-Based Pricing: Strategic Choice and Long-Term Implications

• Pricing Structures and Packaging: Bundling, Unbundling, and Discrimination Trade-offs

• Matching Pricing Methods to Customer Segments, Use Cases, and Revenue Objectives

• Pricing Governance for Products and Subscriptions: Metrics, Controls, and Decision Rights

• Revenue Models and Pricing Structures: Benefits, Risks, and Failure Modes

• Behavioural Pricing Effects and Incentive Distortion Across the Organisation

• Algorithmic and AI-Driven Pricing: Opportunity, Bias, and Governance Risk

• Ethical and Sustainable Pricing: Trust, Regulation, and Long-Term Value Creation

• From Data to Decisions: Analytics as a Revenue Leadership Capability

• Designing Executive Revenue Intelligence: What CROs Should See—and What They Should Ignore

• Enterprise Customer 360 Insight: Integrating Signals Across the Revenue System

• Decision Rights and Accountability in Revenue Analytics

• Revenue Forecasting Models with AI

• AI for Predictive Market Intelligence/Competitor Analysis

• Customer Segmentation using AI models and Attribution Modelling

• AI for Predictive Lead Scoring

• Social Media Analytics from Revenue/ Business Leaders' Lens

• Generative AI Readiness

• Digital Transformation and Revenue Innovation

• Leading with AI: Executive Communication, Change Management, and Adoption

This IIM Calcutta CRO course is designed for Chief Revenue Officers and Chief Business Officers looking to sharpen their strategic edge, optimise revenue ecosystems, and unite cross-functional teams for lasting profitability. It is beneficial for Senior Executives & Functional Leaders who want to transition into C-Suite leadership, master pricing, positioning, and high-value negotiations while leading integrated growth initiatives. It is also ideal for Entrepreneurs & Business Owners who are looking to scale faster with data-driven decisions, unlock new revenue streams with technology, and inspire high-performing teams

The CRO Programme comprises 14 modules that together deliver a rounded, strategic growth curriculum, blending macro- and micro-level perspectives. Participants will begin with Macroeconomics for Strategic Planning and Global Political Economy to frame market dynamics, followed by modules on Value Creation & Strategic Marketing, Growth Strategy & Strategic Partnerships, Brand Strategy & Pricing for Growth, and Strategic Negotiations to deepen revenue-leveraging skills. The financial dimension is covered in Financial Acumen for C-Suite, while Revenue & Operations Leadership focuses on cross-functional execution. Analytics and technology are addressed through Data-Driven Decision Making, Digital Transformation for Revenue Innovation, Marketing Intelligence through AI, and Gen-AI Marketing & Sales. The programme concludes with Performance Marketing for Scalable Growth and Storytelling, Collaboration & Communications Strategy to ensure participants can drive growth, influence stakeholders, and lead in a digitally accelerated, competitive revenue environment.

This course includes live online sessions conducted by IIM Calcutta faculty, providing interactive and engaging learning experiences, which will provide a holistic CRO training. Additionally, there’ll be four-day campus immersion in which the participants will get a chance to interact with like-minded peers, growth leaders and CXOs.

The total fee for the IIM Calcutta Chief Revenue Officer Programme is INR 4,51,000 + GST.

Yes, flexible payment options are available, including installment plans to help manage the fee payment for this CRO course. Detailed information about these options can be obtained from the program advisors.

A CRO oversees the entire customer journey to ensure consistent revenue generation and sustainable growth. Unlike traditional sales leaders who focus mainly on deals, the CRO takes a holistic view of how every function contributes to revenue — from brand positioning and lead generation to pricing strategy, retention, and upselling. The CRO works closely with the cross-functional teams to build scalable revenue models, implement data-driven decision-making, and harness technologies like AI, analytics, and automation to improve forecasting and performance. Ultimately, the CRO ensures that the organisation not only hits short-term revenue targets but also creates long-term customer value and profitability, balancing innovation, efficiency, and customer experience to drive sustainable business growth.

The IIM Calcutta Chief Revenue Officer Programme stands out as one of the most comprehensive and prestigious CRO courses available today because it uniquely blends strategic, financial, and technological perspectives essential for revenue leadership in the digital age. Designed and delivered by IIM Calcutta’s world-renowned faculty, the programme integrates cutting-edge topics like AI-driven marketing, data analytics, digital transformation, and growth strategy with the core fundamentals of sales, pricing, brand, and financial acumen. Participants gain not only theoretical knowledge but also practical insights through real-world case studies, simulations, and a capstone project, ensuring immediate on-the-job applicability. The inclusion of a four-day campus immersion at IIM Calcutta provides invaluable networking with peers and faculty, while the Executive Education Alumni Status offers lifelong access to a global network of industry leaders. Altogether, this programme empowers professionals to evolve into next-generation CROs capable of driving sustained, scalable revenue growth across functions and markets.

IIM Calcutta will conduct examinations and other evaluation methods required for certification. The online examinations will be conducted over the proctored examination platform of Emeritus. Successful completion of the programme will require a participant to (a) have at least 75% overall attendance on the programmes and (b) obtain no more than two "Poor" grades in the whole programme. IIM Calcutta will award a certificate of successful completion to participants who complete the programme successfully. Participants with requisite attendance but with more than two "Poor" grades will receive a certificate of participation. Failure to take an examination will result in the participant getting an "incomplete" status, and no certificate will be awarded to the participant.

The IIMC CRO programme includes four-days of campus immersion wherein participants can collaborate and network with like-minded peers and CXOs. The programme's delivery is live online during which the participants can interact with peers from their cohorts.

On successful completion of the programme, participants will be eligible for the prestigious IIM Calcutta Executive Alumni Status. These participants will subsequently receive the alumni registration details from IIM Calcutta.