B2B Marketing

Indian Institute of Management Ahmedabad

Indian Institute of Management Ahmedabad


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Who should attend

  • Existing and potential mid-to-senior level managers who want to enhance their proficiency in B2B Marketing.
  • Managers who wish to develop, augment, and/or ameliorate their managerial ability to plan, prepare, and operate tactically in B2B marketing domain.
  • Managers who are keen to strengthen their analytical and decision-making skills in B2B domain by obtaining a broad understanding of key marketing and management concepts and practices.

About the course

Business-to-business (B2B) marketing strategies are essential for encouraging innovation, increasing sales revenue, assisting in marketing penetration, and aiding in market entry for any organisation. B2B marketing strategies provide a framework for analysing an organisation’s strategies, identifying synergies with various stakeholders, and building and leveraging company’s core competencies using relationship marketing approach.

Given the complex nature of B2B transactions, managers need to understand, learn, and adapt to combat the challenges of the businesses today. In order to do so, managers need to have a comprehensive understanding of various issues such as: understanding organisational needs, segmenting and targeting markets, leveraging marketing channels for competitive advantage, focusing on efficiency and effectiveness, and augmenting sales performance among other things.

This programme will offer marketing concepts and tools for segmentation, targeting, positioning, market entry, branding, marketing communication, and managing alliances in a B2B context. Additionally, the programme will offer insights into contemporary issues like social network management, handling downturn, and managing change.

Programme Highlights

  • Understanding B2B marketing process: Anticipating needs
  • B2B marketing in online context
  • Market research in B2B context
  • Prospecting, targeting, and segmentation in B2B context
  • Align marketing efforts with the organisational goals
  • Delivering value in B2B context: Developing an optimal sales proposition
  • Understanding organisational buying behaviour
  • Branding in B2B context
  • Managing strategic alliances
  • Designing and managing marketing channels
  • Designing marketing campaign in B2B context
  • How to handle declining sales: Strategic decision-making in a crisis situation
  • Marketing communication in B2B context
  • Social network management in B2B context
  • Market selection, market entry, and market exit
  • B2B marketing in an international context: Understand and anticipate change

Desired Outcomes

  • Expanded analytical capability to capitalise on business opportunities
  • Advanced knowledge and skills to compete effectively in B2B context.
  • Increased skill-set in the domain of strategic planning, decision-making, problem-solving, and general management.
  • Increased self-belief to navigate successfully across clients, partners, and colleagues.
  • Gain insight into the management of your product portfolio.
  • Improved ability to develop and/or strengthen relationship with your customer and supplier.

• Apply industrial-organisational psychology and B2B marketing concepts and tools in a stable as well as a tumultuous environment.


Anand Kumar Jaiswal

Professor Jaiswal's research interests include bottom of the pyramid (BOP) markets, services management, customer satisfaction, business-to-consumer e-commerce, Healthcare Management and Innovation in healthcare, and brand extension management. He has published papers in the Journal of Business E...

Rajesh Chandwani

Educational Qualifications Fellow Program in Management (Doctoral Degree) Indian Institute of Management Bangalore Area: Organizational Behaviour and Human Resources Management M.D (Paediatrics) Baroda Medical College, Baroda M.B.B.S Baroda Medical College, Baroda Academic Affiliation Mar...

Sanjay Verma

Educational Qualifications Fellow of Indian Institute of Management Calcutta (Management Information Systems) MBA (Ajmer) Marketing Academic Affiliation Government College Ajmer, Rajasthan, India Institute of Management Studies Bikaner, Rajasthan, India Xaviers Institute of Management Bhubane...

Sobhesh Kumar Agarwalla

Educational Qualifications Fellow (IIMA), FCA, ACS, ACMA Academic Affiliation Associate Professor, Finance and Accounting Area, IIM Ahmedabad Professional Affiliation Fellow, Indian Institute of Management Ahmedabad Fellow Member, Institute of Chartered Accountants of India Associate Member, Ins...

Sachin Jayaswal

Prof. Sachin Jayaswal – Production and Quantitative Methods Educational Qualifications Ph.D. , Management Sciences, University of Waterloo, Canada, 2009 M.Tech. , Industrial Engineering & Operations Research, IIT Bombay, India, 2003 B.Sc. - Engineering, Electrical, Bhagalpur College of Engi...

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B2B Marketing at Indian Institute of Management Ahmedabad

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Coursalytics is an independent platform to find, compare, and book executive courses. Coursalytics is not endorsed by, sponsored by, or otherwise affiliated with any business school or university.

Full disclaimer.

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