Advanced Marketing Strategy - Summer School
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Marketing strategy has become one of the most complex areas within a firm. While its main role is to create value for customers and capture a share of that value for the firm, a number of changes in the market -new players, technology shifts, explosion of media and channels, hyper-connectivity, customer divergence, etc- have shaped an extremely complex scenario for managers and their brands
Advanced Marketing Strategy deals with the challenges that executives face today and helps them to develop a meaningful understanding of markets, customers and prospects, and to use this knowledge to develop and deliver superior offerings in order to capture value.
With this in mind, the principal objectives of this program are:
- To provide a solid, down-to-earth and updated perspective to strategic marketing thinking.
- To explore some of the newest frameworks and approaches to solve the crucial marketing and commercial problems that firms are facing today.
- To provide executives some of the latest tools to articulate meaningful value propositions for customers
- To develop analytical skills to formulate actionable marketing plans across industries
By the end of the program participants will be equipped with concepts, frameworks and some of the latest tools to successfully compete in today’s marketplace. We will address a number of important questions, including:
- How to evolve from a “product oriented” paradigm to a “customer oriented” organization?
- How have customer journeys evolved in consumer and business markets? How should firms adapt their strategies to gain influence?
- What are the most relevant criteria to segment markets and to select target markets? How have new technologies influenced the way how companies approach consumers and customers?
- How can firms articulate differentiated and meaningful value propositions? Is it possible to fight and win against low-cost challengers?
- How can brands be built and managed to stay relevant for customers? Can social-media and omnichannel strategies contribute to brand equity?
- How can go-to-market and pricing strategies help capture value for the business?
- What internal capabilities are necessary for marketing to contribute to corporate strategy?
DAY 1 – May 30
Session 1: Customer orientation
- Shifting the paradigm: from product centricity to customer centricity
- Value creation and value capture
Session 2: Value creation through value propositions
- Identifying the right customers
- Defining competitive positioning
- Finding the brand promise
DAY 2 – May 31
Session 1: Capturing value from customers
- The three Cs of superior monetization
- Constant profit analysis
- The pricing “thermometer”
Session 2: Identifying market opportunities globally
- The challenge of customer and market diversity
- Exploring customer and market diversity while exploiting the company’s capabilities
DAY 3 – June 1
Session 1: Building brands based on customers’ truths
- Crafting and creating the brand
- Aligning brand identity with customer insights
- Building brands inside-out
Session 2: Co-creation: building brands together with customers
- Using co-creation for insight exploration
- Co-ideating new business opportunities
- Uncovering the potential of co-creation
DAY 4 – June 2
Session 1: Understanding and Managing customer brand experiences
- Auditing the customer brand experience
- Designing and redesigning the customer brand experience
- Building a supportive corporate culture
Session 2: The new landscape of B2B Marketing
- * How B2B Marketing differs from B2C Marketing
- Meet the new buyers
- Strategies and best practices to deal (so far) with the demands of the new buyers.
DAY 5 – June 3
Session 1: Customers in an Omni-channel world
- Understanding the customer journey
- Redefining the route-to-the market
- Aligning channel strategies with customers’ journeys
Session 2: Putting it altogether
- Reflecting on your customers journey
- Wrap-up and concluding remarks
Who should attend
Advanced Marketing Strategy is aimed at senior and mid-level marketing and sales executives in B2B and B2C markets. It also appeals to directors of smaller companies and entrepreneurs who want to implement and develop market strategy with the end goal of delivering superior offerings in a competitive environment full of new challenges.