Emerging Chief Revenue Officer Program
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Lead Strategy and Drive Revenue Excellence
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.
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What You Will Learn
The Emerging Chief Revenue Officer Program will help you:
Design revenue strategies, sales processes, and methodologies that align with your organizational objectives
Lead cross-functional initiatives aimed at achieving revenue targets and enhancing customer experience
Leverage data analytics and metrics to make informed revenue decisions
Develop collaboration and alignment among sales, marketing, product, and customer success teams
Use a forward-thinking leadership approach to influence organizational adaptation
Develop strategies for fostering high-performing teams through a culture of inclusion, collaboration, and innovation
Program Curriculum
Emerging Chief Revenue Officer Program will equip learners with the strategic, analytical, and leadership capabilities to drive sustainable revenue growth by unifying brand strategy, customer lifecycle management, sales effectiveness, and pricing intelligence — preparing them to lead with impact across the entire commercial value chain. You will learn from over 10 case studies and through live online sessions led by the faculty director. The program offers an expertly developed curriculum that spans three key phases that will equip you with the necessary tools to drive strategy and lead transformation at your organization.
Note: Session topics and networking event duration are subject to change.
Live Sessions with the Faculty Director
As part of the live sessions outlined in the curriculum, you will participate in exclusive faculty-led discussions designed to deepen your understanding of revenue management and strategy.
The topics include:
The role of AI and GenAI in Revenue Management
Product-led growth (PLG) strategy
Revenue Management and Growth Strategies in a digital world
Note: Live online series topics are subject to change.
Case Studies
The Economist
How The Economist reimagined its digital marketing and content experience to stay relevant — without losing the legacy that made it iconic.
Brand Extension Strategy (mini cases)
How Ferrari developed two brand extension strategies based on its knowledge of its brand DNA and its marketplaces
How Louboutin recognized the value of reflecting and reinforcing its brand DNA in its product extension strategy
Speed ventures
Use the Speed Ventures case to consider the risks, rewards, and conflicting data to choose the best possible solution for your team.
Official Airline Guide
How understanding the customer’s decision-making process and leveraging intangible assets helped OAG outmaneuver its powerful rivals.
Maersk Line
How Maersk Line launched a successful social media home base and effectively integrated it into the company’s broader marketing efforts.
Roush Performance: Design a sales force compensation plan
How Roush Performance optimized its legacy compensation model in response to shifting market demand, growing dealer attrition, and uneven salesperson performance.
Fortis Industries
How Fortis Industries tackled the complexities of modernizing sales channels without alienating partners.
Fabteck case
How Fabteck aligned capacity planning, true cost pricing, and strategic order selection to balance operational constraints with market growth
How J.C. Penney’s well-intentioned attempt to simplify pricing misjudged customer behavior, underestimated brand conditioning, and lacked phased rollout—ultimately revealing the power of consumer anchoring
I.M.A.G.E. International
How IMAGE’s unique sales model reveals the difference between European-style control and American-style motivation, and whether it could scale or was overdue for a rethink.
Becton Dickinson & Company: VACUTAINER® Systems Division
How Becton Dickinson’s market dominance, product quality, and channel loyalty were tested under the rise of group purchasing power.
Executive Peer Learning and Networking Event
The enriching environment of in-person interaction provides you with the invaluable opportunity to build a robust network with global executives who bring diverse experiences, cultures, and perspectives. Engaging in thoughtful discussions, you can exchange cutting-edge insights and knowledge that are integral in staying abreast of industry trends. This in-person networking event showcases the vibrant community that participants of the Emerging Chief Revenue Officer Program become an invaluable part of.
Meet the Faculty Director
The faculty members represent a dynamic blend of accomplished academicians and seasoned industry professionals, each bringing a unique perspective and wealth of experience to the table.
Carson Family Professor of Business, Marketing Division; Co-Faculty Director, Media and Technology Program
Contributing Faculty
Associate Professor of Business, Marketing Division
Arthur F. Burns Professor of Free and Competitive Enterprise; Chair of the Marketing Division
Paul Calello Professor of Leadership and Ethics, Management Division; Vice Dean for Diversity, Equity and Inclusion, Dean’s Office
William T. Dillard Professor of Marketing, Marketing Division
Bruce Greenwald Professor of Business, Marketing Division
Who Is It For?
This program is designed for ambitious professionals who are directly responsible for driving and optimizing revenue in their organizations. It is especially valuable for those who are preparing to step into a Chief Revenue Officer (CRO) role or currently leading revenue-generating teams.
Emerging CROs and Revenue Leaders
Aspiring CROs preparing to lead cross-functional revenue teams
Newly appointed CROs looking to build a comprehensive strategic skill set
Business unit leaders or GMs responsible for P&L and revenue growth
Sales, Marketing, and Customer Growth Executives
VPs and Directors of Sales, Marketing, or Revenue Operations
Heads of Growth, Demand Generation, or Customer Success
Leaders working to align go-to-market teams and strategies
Strategic and Commercial Leaders
Professionals in strategy, pricing, or corporate development roles
Product or commercial leads who influence revenue outcomes
Leaders aiming to integrate pricing, brand, and sales strategy to accelerate growth
Entrepreneurs and Founders
Startup founders scaling their revenue teams and seeking structured frameworks
Entrepreneurs preparing to institutionalize revenue strategy across functions
Ideal Participants
This program is best suited for mid- to senior-level professionals with:
8+ years of experience in Revenue and Business development or adjacent roles / domains
Responsibility for setting or executing go-to-market, growth, or revenue strategy
A desire to break down silos and align sales, marketing, pricing, and customer experience for sustainable growth
Certificate of Participation
Upon completion of the program, you will receive a certificate of participation from Columbia Business School Executive Education. This certificate also awards 12 credits towards the Certificate in Business Excellence, which grants select alumni and tuition benefits. Learn more.
Your digitally verified certificate will be issued in your legal name and emailed to you, at no additional cost, upon completion of the program, including all modules of the program (online, in person, or live online, inter-module). All certificate images are for illustrative purposes only and may be subject to change at the discretion of Columbia Business School Executive Education.
FAQs
Questions? Connect with a Program Advisor
Email: learner.success@emeritus.org
Phone: +1 315 535 6613 (U.S.) / +44 2036 679032 (U.K.) / +971 80 0088601088 (U.A.E.) / +52 55965 36596 (LATAM)
Flexible payment options available.
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