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- Chief Revenue Officer (CRO) Programme from IIM Kozhikode
Chief Revenue Officer (CRO) Programme from IIM Kozhikode
Master Enterprise Growth, Revenue Strategy & Leadership - a programme for revenue leaders driving predictable, scalable growth across sales, marketing, finance, and operations.-
Loại chương trìnhCertificate
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NgàyApril 30, 2026
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Thời gian8 Months
Highlights
Programme Highlights
- Built for Enterprise Revenue Leadership
Designed for CROs, CGOs, Business and Department Heads, and P&L owners, with a focus on end-to-end revenue ownership across strategy, pricing, GTM, sales, RevOps, analytics, and culture. - Strategic Perspective with Real-World Application
Gain a CXO and board-level view of growth and revenue, while building an applied Enterprise Growth Blueprint tailored to your organisation. - High-Impact Peer Learning Environment
Learn alongside a tightly curated cohort of senior professionals, enabling meaningful discussions, peer exchange, and long-term networking value.
Who is this programme for?
This programme is designed for senior professionals who are accountable for growth, revenue, or business outcomes
Sales Leaders aspiring to CRO / CGO roles
Move from sales leadership to enterprise-wide revenue ownership, with stronger strategic, financial, and cross-functional alignment.
Move from sales leadership to enterprise-wide revenue ownership, with stronger strategic, financial, and cross-functional alignment.
Đọc thêm
Business Heads & P&L Owners
Strengthen your ability to unify commercial functions, scale revenue models, and deliver sustained growth and profitability.
Strengthen your ability to unify commercial functions, scale revenue models, and deliver sustained growth and profitability.
Đọc thêm
Founders & CXOs scaling growth
Build predictable, scalable revenue engines and professionalise growth across teams, markets, and customer segments.
Build predictable, scalable revenue engines and professionalise growth across teams, markets, and customer segments.
Đọc thêm
Strategy, Growth, and RevOps leaders influencing enterprise revenue
Translate strategy into integrated revenue systems, improving forecasting, execution, and cross-functional decision-making.
Translate strategy into integrated revenue systems, improving forecasting, execution, and cross-functional decision-making.
Đọc thêm
Marketing Leaders transitioning into revenue ownership
Expand from demand generation to end-to-end revenue leadership, integrating pricing, GTM, sales, and customer outcomes.
Expand from demand generation to end-to-end revenue leadership, integrating pricing, GTM, sales, and customer outcomes.
Đọc thêmChief Revenue Officer (CRO)
Programme Outcomes
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Design enterprise-level growth and revenue strategies
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Align sales, marketing, finance, and customer success to one model
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Build predictable GTM, pipeline, and retention systems
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Make data-informed pricing and growth investment decisions
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Apply AI & GenAI use cases in sales, marketing, and customer success
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Identify where Agentic AI can support demand and sales workflows
What You Will Learn
Curriculum
Foundations of Growth and Revenue Leadership
Module 1
Topics covered
- Evolving Business Environment & CRO/CGO’s Role
- Business & Revenue Model Innovation
- Growth Mindset and Organisational Growth Philosophy

Market Strategy & Growth Design
Module 2
Topics covered
- Market Mapping, Sizing & Growth Opportunity Identification
- Designing 3–5 Year Growth & Revenue Strategy
- New Market Entry & Competitive Advantage
- Strategic Pricing

Marketing Excellence for Revenue Growth
Module 3
Topics covered
- STP for Revenue Optimisation
- Product and Brand Strategy
- Pricing and Monetisation

Financial Acumen for CROs
Module 4
Topics covered
- P&L, Cash Flow, Gross Margin Mastery
- Financial Modelling for Growth Investments
- Investment Prioritisation and Growth Capital Allocation

Growth Marketing
Module 5
Topics covered
- Design Thinking and Growth Management
- Value Proposition Strategy
- Customer Journey Orchestration
- Content Strategy
- Business Experimentation
- Performance Marketing

Go-To-Market Strategy
Module 6
Topics covered
- GTM Architecture for B2B and B2C
- Omni Channels and Last Mile Distribution
- Scaling, Optimisation and Metrics

Sales Leadership
Module 7
Topics covered
- Strategic Selling
- Pipeline Design and Execution
- Strategic Account Growth
- Creating Workforce Retention Strategies
- Incentives & Field Performance

RevOps
Module 8
Topics covered
- Process Optimisation across customer journey
- Tech and Data Governance
- Integrating Cross Functions
- Revenue Risk Integrity

Data-based Growth and Revenue Analytics
Module 9
Topics covered
- Customer Analytics (RFM, CLV, Journey Analytics)
- Revenue & Sales Analytics (Forecast models, Pricing and revenue leakage models, territory and Quota Analytics)
- Growth and Demand Analytics (Attribution model, Funnel Analytics, Cohort Analysis, Viral Coefficient Analytics, Channel Performance Analytics)
- Predictive Analytics (NLP, Revenue scoring, and deal prioritization models)

Digital Transformation & Growth Systems
Module 10
Topics covered
- Customer Relationship Management
- Digital Transformation Roadmap
- Platform Business, Ecosystem Mapping and Co-Creation

AI and Gen AI in Marketing and Sales
Module 11
Topics covered
- AI-assisted Revenue Decision System – Copilots
- AI for Customer Success
- Agentic AI – Building agents for marketing use cases

Change and Growth Culture
Module 12
Topics covered
- Leading Teams
- Storytelling
- Board Influence and Communications
- Crisis Management (1.5) – Surya Prakash Pati
- Growth and Performance Culture

Capstone Project
Build Your Enterprise Growth Blueprint
- Learners work on a hands-on capstone project to develop an Enterprise Growth Blueprint aligned to their organisation or a real business context.
- The capstone integrates strategy, revenue design, GTM, pricing, and execution planning, enabling participants to translate learning into practical, board-ready outcomes.

Applied Learning & Immersive Experience
- Experience two intensive on-campus workshops (2 days each)
- Deep leadership discussions
- Peer networking with senior professionals
- Hands-on strategy and growth exercises
- Faculty-led and CXO-led interactions
- Enterprise Growth Blueprint
- Growth & Revenue Strategy Map
- Customer & Market Opportunity Design
- Innovation Portfolio
- RevOps & Digital Roadmap
- Pricing & Monetization Plan
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Assessment & Certification
- Assessment Approach
Participants are evaluated through continuous assessments, including quizzes, course-level evaluations, and applied projects designed to reinforce learning and real-world application. - Weightage Distribution
20% – Capstone Project | 80% – Graded course-level assessments - Certification
IIM Kozhikode will award a Certificate of Successful Completion to participants who achieve a minimum of 50% overall score across evaluations, and maintain at least 75% attendance in synchronous (live) session
IIM Kozhikode Advantage
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Ranked 3rd as per NIRF India Rankings 2025: Management
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EQUIS & AMBA Accreditations
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Multidisciplinary faculty for academic depth with cross-domain expertise
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Industry leader sessions with real-world business insights
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IIM Kozhikode Executive Alumni Status
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Alumni Identity Card, Publications & Newsletters from IIMK
Industry Expert
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8 Industry Experts








Học phí:: VND 152,000,000
Eligibility & Admissions
Eligibility & Admissions
A bachelor’s/master’s/diploma with a minimum 8 years of work experience is required .

Submit application
Fill in details of your education and work experience and submit your application
Fill in details of your education and work experience and submit your application
Đọc thêm
Get Shortlisted & Receive Offer Letter
The admission panel reviews the application and candidate profile to assess fitment. Upon shortlisting, receive an Offer Letter
The admission panel reviews the application and candidate profile to assess fitment. Upon shortlisting, receive an Offer Letter
Đọc thêm
Reserve your seat
Reserve your seat by paying a Caution Amount.
Reserve your seat by paying a Caution Amount.
Đọc thêm
Giới thiệu người khác đăng ký chương trình và nhận hoàn tiền lên đến
!*
Frequently Asked Questions
1. What is the Chief Revenue Officer (CRO) Programme?
The Chief Revenue Officer (CRO) Programme is a senior leadership programme from IIM Kozhikode designed for experienced professionals who are responsible for driving enterprise-wide growth and revenue outcomes. The programme enables leaders to design and own integrated revenue strategies that span sales, marketing, finance, customer success, and operations. It emphasises building predictable and scalable growth engines using data-driven decision-making, modern RevOps frameworks, and AI-led growth systems. Participants gain a CXO- and board-level perspective on revenue leadership while working on real organisational challenges. The programme is delivered in collaboration with upGrad, which supports admissions, digital delivery, and the overall learner experience.
The Chief Revenue Officer (CRO) Programme is a senior leadership programme from IIM Kozhikode designed for experienced professionals who are responsible for driving enterprise-wide growth and revenue outcomes. The programme enables leaders to design and own integrated revenue strategies that span sales, marketing, finance, customer success, and operations. It emphasises building predictable and scalable growth engines using data-driven decision-making, modern RevOps frameworks, and AI-led growth systems. Participants gain a CXO- and board-level perspective on revenue leadership while working on real organisational challenges. The programme is delivered in collaboration with upGrad, which supports admissions, digital delivery, and the overall learner experience.
2. What career impact can I expect after completing this programme?
After completing the programme, participants are equipped to lead enterprise-wide growth and revenue initiatives with greater confidence and clarity. The programme strengthens strategic thinking, financial acumen, leadership presence, and cross-functional influence. Graduates are better prepared to engage with CXOs and boards on growth, revenue, and investment decisions. This positions participants strongly for progression into CRO, CGO, Business Head, or P&L leadership roles.
After completing the programme, participants are equipped to lead enterprise-wide growth and revenue initiatives with greater confidence and clarity. The programme strengthens strategic thinking, financial acumen, leadership presence, and cross-functional influence. Graduates are better prepared to engage with CXOs and boards on growth, revenue, and investment decisions. This positions participants strongly for progression into CRO, CGO, Business Head, or P&L leadership roles.
1. Who should enrol in this programme?
This programme is ideal for senior professionals who are directly accountable for growth, revenue, or P&L performance and are expected to influence strategic business decisions. It is particularly suited for CROs, CGOs, Business Heads, Department Heads, Entrepreneurs, Founders, CXOs, and senior sales or marketing leaders aspiring to enterprise-level roles. Participants typically manage multiple teams, functions, or markets and want to move beyond functional excellence toward holistic revenue ownership. The programme is especially valuable for leaders operating in complex, competitive, or fast-scaling business environments.
This programme is ideal for senior professionals who are directly accountable for growth, revenue, or P&L performance and are expected to influence strategic business decisions. It is particularly suited for CROs, CGOs, Business Heads, Department Heads, Entrepreneurs, Founders, CXOs, and senior sales or marketing leaders aspiring to enterprise-level roles. Participants typically manage multiple teams, functions, or markets and want to move beyond functional excellence toward holistic revenue ownership. The programme is especially valuable for leaders operating in complex, competitive, or fast-scaling business environments.
2. Are there any prerequisites?
Applicants are required to have a minimum of 8 years of professional work experience along with a bachelor’s, master’s, or diploma qualification. The admissions process evaluates leadership exposure, role relevance, and overall professional maturity. Selection is based on the candidate’s ability to benefit from and contribute to the programme. Admissions are managed by upGrad in collaboration with IIM Kozhikode to ensure strong cohort fit.
Applicants are required to have a minimum of 8 years of professional work experience along with a bachelor’s, master’s, or diploma qualification. The admissions process evaluates leadership exposure, role relevance, and overall professional maturity. Selection is based on the candidate’s ability to benefit from and contribute to the programme. Admissions are managed by upGrad in collaboration with IIM Kozhikode to ensure strong cohort fit.
3. What kind of cohort can I expect?
Participants can expect a carefully curated and limited-size cohort comprising senior professionals from diverse industries and functional backgrounds. This diversity enriches classroom discussions and peer learning. The cohort-based model encourages collaboration, experience sharing, and strategic debate. It also helps build long-term professional relationships that extend beyond the duration of the programme
Participants can expect a carefully curated and limited-size cohort comprising senior professionals from diverse industries and functional backgrounds. This diversity enriches classroom discussions and peer learning. The cohort-based model encourages collaboration, experience sharing, and strategic debate. It also helps build long-term professional relationships that extend beyond the duration of the programme
1. What is the learning format?
The programme follows a blended learning format that combines live online classes, recorded self-paced modules, interactive discussions, applied assignments, and two on-campus immersion workshops at IIM Kozhikode. Live sessions allow real-time engagement with faculty and peers, while recorded content offers flexibility for busy executives. The campus immersions focus on leadership discussions, peer networking, and hands-on strategy exercises. upGrad enables this experience through a structured digital platform, academic support, and cohort-based engagement.
The programme follows a blended learning format that combines live online classes, recorded self-paced modules, interactive discussions, applied assignments, and two on-campus immersion workshops at IIM Kozhikode. Live sessions allow real-time engagement with faculty and peers, while recorded content offers flexibility for busy executives. The campus immersions focus on leadership discussions, peer networking, and hands-on strategy exercises. upGrad enables this experience through a structured digital platform, academic support, and cohort-based engagement.
2. How long does the programme take to complete?
The programme spans approximately 8 months and includes 120 hours of structured learning. This learning journey covers live faculty-led sessions, recorded modules, applied learning activities, capstone work, and campus immersion experiences. The pacing is carefully designed to allow participants to balance learning with full-time professional responsibilities.
The programme spans approximately 8 months and includes 120 hours of structured learning. This learning journey covers live faculty-led sessions, recorded modules, applied learning activities, capstone work, and campus immersion experiences. The pacing is carefully designed to allow participants to balance learning with full-time professional responsibilities.
3. Is this programme suitable while working full-time?
Yes. The programme is specifically designed for senior working professionals with demanding schedules. The blended format, recorded sessions, and structured timelines allow participants to balance learning alongside their professional responsibilities. Live sessions are scheduled to minimise disruption to work commitments while still enabling meaningful interaction.
Yes. The programme is specifically designed for senior working professionals with demanding schedules. The blended format, recorded sessions, and structured timelines allow participants to balance learning alongside their professional responsibilities. Live sessions are scheduled to minimise disruption to work commitments while still enabling meaningful interaction.
4. What is the mode of delivery for live sessions?
5. Will the live sessions be recorded?
6. What is the attendance requirement?
7. What support is available during the programme?
Participants receive comprehensive academic and operational support throughout the programme. This includes guidance from faculty and teaching teams, assistance from dedicated upGrad programme managers, and technical support for the learning platform. Peer discussion forums and cohort interactions further enhance the learning experience.
Participants receive comprehensive academic and operational support throughout the programme. This includes guidance from faculty and teaching teams, assistance from dedicated upGrad programme managers, and technical support for the learning platform. Peer discussion forums and cohort interactions further enhance the learning experience.
8. What if I miss a live session?
If a participant misses a live session, they can access the recorded version on the learning portal. However, regular participation in live sessions is strongly encouraged to maximise interaction and engagement.
If a participant misses a live session, they can access the recorded version on the learning portal. However, regular participation in live sessions is strongly encouraged to maximise interaction and engagement.
1. What will I gain from the capstone?
The capstone project helps participants create a board-ready Enterprise Growth Blueprint for their own organisation or a selected business scenario. It integrates growth and revenue strategy, market and customer opportunity planning, pricing and monetisation, go-to-market execution, RevOps design, and digital transformation roadmaps. Participants leave with a practical, actionable strategy that can drive real business impact.
The capstone project helps participants create a board-ready Enterprise Growth Blueprint for their own organisation or a selected business scenario. It integrates growth and revenue strategy, market and customer opportunity planning, pricing and monetisation, go-to-market execution, RevOps design, and digital transformation roadmaps. Participants leave with a practical, actionable strategy that can drive real business impact.
2. What is the assessment and certification process?
Participants are evaluated through a continuous assessment framework. 80% of the evaluation is based on graded assessments such as quizzes, assignments, and applied exercises, while 20% comes from the capstone project. To receive the Certificate of Successful Completion from IIM Kozhikode, participants must achieve a minimum overall score of 50% and maintain at least 75% attendance in live sessions.
Participants are evaluated through a continuous assessment framework. 80% of the evaluation is based on graded assessments such as quizzes, assignments, and applied exercises, while 20% comes from the capstone project. To receive the Certificate of Successful Completion from IIM Kozhikode, participants must achieve a minimum overall score of 50% and maintain at least 75% attendance in live sessions.
1. Do participants get alumni status?
Yes. Participants who successfully complete the programme are awarded IIM Kozhikode Executive Alumni Status. This includes official alumni recognition and issuance of an alumni identity card. Alumni benefits are governed by the institute’s executive education policies.
Yes. Participants who successfully complete the programme are awarded IIM Kozhikode Executive Alumni Status. This includes official alumni recognition and issuance of an alumni identity card. Alumni benefits are governed by the institute’s executive education policies.
1. Is my stay during campus immersion included?
Yes. The programme fee includes accommodation and meals during on-campus immersion sessions at IIM Kozhikode. Travel expenses to and from the campus are not included.
Yes. The programme fee includes accommodation and meals during on-campus immersion sessions at IIM Kozhikode. Travel expenses to and from the campus are not included.
1. Is there any deferral or refund policy for this program?
Refund Policy:
1. You can claim a refund for the amount paid towards the Program at any time, before the Program Start Date, by visiting www.upgrad.com and submitting your refund form via the "My Application" section under your profile. You can request your Admissions Counsellor to help you in applying and withdrawing for a refund by sending them an email with reasons listed. There shall be no refund applicable once the program has started. This is applicable even for those students who could not complete their payment, and could not be enrolled in the batch opted for. However, the student can avail pre-deferral as per the policy defined below for the same.
2. Student must pay the full fee within seven (7) days of payment of the deposit amount or Batch Start Date, whichever is earlier; otherwise, the admission letter will be rescinded.
3. Request for refund as per point no. 1 of the refund policy must be sent via email in the prescribed refund request form. The refund will be processed within 30 working days of submitting the duly signed refund form, after being duly approved by the Academic Committee.
Refund Policy:
1. You can claim a refund for the amount paid towards the Program at any time, before the Program Start Date, by visiting www.upgrad.com and submitting your refund form via the "My Application" section under your profile. You can request your Admissions Counsellor to help you in applying and withdrawing for a refund by sending them an email with reasons listed. There shall be no refund applicable once the program has started. This is applicable even for those students who could not complete their payment, and could not be enrolled in the batch opted for. However, the student can avail pre-deferral as per the policy defined below for the same.
2. Student must pay the full fee within seven (7) days of payment of the deposit amount or Batch Start Date, whichever is earlier; otherwise, the admission letter will be rescinded.
3. Request for refund as per point no. 1 of the refund policy must be sent via email in the prescribed refund request form. The refund will be processed within 30 working days of submitting the duly signed refund form, after being duly approved by the Academic Committee.
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