Executive Education > Open Programs > B2B Marketing
B2B MARKETING
Learn to differentiate your brand and contribute to the business outcomes of your organisation
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CLASSES RESUME ON ALL CAMPUSES
We have resumed in-person classes safely at our Dubai, Mumbai, Singapore, and Sydney campuses.
Watch this video to learn more about the safety measures implemented at our Dubai campus:
We have implemented similar protocols at our other campuses aligned with the safety regulations put forth by the local governing bodies. Please visit our website for more details.
PROGRAM OVERVIEW
The B2B Marketing program by SP Jain is designed to provide marketing managers with deep insights into marketing products and services. The program will help marketers correctly map the industry and dive deep into various factors affecting customers.
The program will cover topics such as channel dynamics, customer value propositions, customer journey mapping, demand generation, and data-driven marketing strategies. It will also cover aspects of setting an Annual Marketing Plan to define the strategic options for achieving goals.
At the end of the program, participants will be able to differentiate their brands and contribute to the business outcomes of their organisation.
Key Highlights
Program Dates
Jan 27-28 & Feb 4, 2023
Duration
3 DAYS - 18 hours
Mode of Delivery
Live online
(Study virtually from anywhere in the world)
Format
Weekend Program
Earn a
Certificate of Completion
from SP Jain
Program Fee
INR 20,000
(plus taxes)
Avail exclusive
corporate & early bird benefits
Classes on
FRIDAYS AND SATURDAYS
Program Schedule
| Session | Date | Day | Time (IST) |
|---|
| 1 | March 26, 2021 | Friday | 4.00 PM – 8.30 PM |
| 2 | March 27, 2021 | Saturday | 9.30 AM – 2.00 PM |
| 3 | April 02, 2021 | Friday | 4.00 PM – 8.30 PM |
| 4 | April 03, 2021 | Saturday | 9.30 AM – 2.00 PM |
| Session | Date | Day | Time (IST) |
|---|
| 5 | April 09, 2021 | Friday | 4.00 PM – 8.30 PM |
| 6 | April 10, 2021 | Saturday | 9.30 AM – 2.00 PM |
| 7 | April 16, 2021 | Friday | 4.00 PM – 8.30 PM |
| 8 | April 17, 2021 | Saturday | 9.30 AM – 2.00 PM |
Exclusive Benefits
SP Jain School of Global Management is a premier Authorized Training Partner (ATP) of Project Management Institute (PMI), USA (ATP No. 5106).
- You will get access to the official PMI content exclusively provided to SP Jain
- We get to know first of any exam pattern changes and guidelines issued by PMI, and we align our study material, practice drills and mock tests accordingly
Learning Outcomes
SP Jain's Digital Leadership program aims to help you:
- Understand key economic trends and how these, along with technology trends, are challenging incumbent business models
- Use digital technologies to reshape existing business models and look at profit pools in adjacencies
- Build use cases, deploy resources, and communicate change
- Drive digital transformation within your organisation
Curriculum
Our carefully crafted program content makes your learning practical, relevant and contemporary.
| Module | Content Coverage | Learning Objectives | |
|---|---|---|---|
| 1 | Mapping Industry and the Market | Scanning the macro and business environment | Participants would be able to map their markets and recent disruptions, enabling them to understand the competitive landscape they’re part of |
| Factors affecting the industries | Participants would be able to chart the trends involving products, competitors, clients, and channels | ||
| Deep diving into the factors affecting the customers’ industries | Participants' capabilities to map their markets, analyse market trends, and uncover gaps help them develop more successful business and marketing strategies | ||
| Channel dynamism and buying behaviour trends | |||
| 2 | Customer Value Propositions, Creation of Value and Branding | Multi-dimensional nature of the customer value proposition | Participants would be able to articulate the CVP for their products / services / solutions from a multi-dimensional perspective for different stakeholders, including economic buyers |
| POP and POD in the CVPs | Participants would be able to evaluate the brand characteristics of their organisation’s product offerings, as well as the necessity of suitable business capabilities | ||
| Business capabilities as a brand attribute | Participants would be able to strategically segment their markets to ensure the development of an effective strategy | ||
| Strategic segmentation for better marketing / business outcomes | |||
| 3 | Customer Journey Mapping and Enhancing Customer Experience | Drawing a workable customer journey mapping for the customers and stakeholders from the need identification stage to consumption (and replacement / renewal / upgradation) | Participants would be able to understand the needs of different customers / stakeholders and the journey they go through to identify the need of consumption of the product / services |
| Aligning content / touchpoints / tactics to the customer journey | Participants would be able to identify the emotional needs of the stakeholders in the journey and find an opportunity to create an experience for them | ||
| Opportunities for creating an emotional experience for customers / stakeholders | Participants would be able to use “customer experience” as a lever for brand differentiation by developing suitable touchpoints and “wow” moments | ||
| The best practice discussion on the world’s best-known organisation for creating the best customer experience | |||
| 4 | Demand Generation, Marketing Generated Revenues and Business Development | Sales process and demand generation framework | Participants would be able to define the sales process and demand generation framework |
| Digital / offline engagement of stakeholders | Participants would be able to build awareness, qualify / nurture the opportunities and drive the engagement strategies leading to better business outcomes | ||
| Dashboard for content marketing and lead management | Participants would be able to develop a dashboard for monitoring the progress of MQL / SQLs and ROIs of the marketing programs | ||
| Dashboard for stakeholder influence through online / offline messaging and marketing campaigns | |||
| Partner Marketing: digital / offline | |||
| MS Excel-based sales and marketing data analysis using a real-life case | |||
| 5 | Data-Driven Marketing Decisions and Strategies | Analysing and visualising current available data | Participants would be able to analyse key sales and marketing data points. |
| Defining the missing data points and ways of collecting the missing data | Participants would be able to develop their abilities to formulate growth strategies based on the sales data | ||
| Financial data points and ways of influencing them through sales and marketing programs | Participants would also be able to develop sensitivity around the financial parameters for a given product / service or an organisation as a whole | ||
| 6 | Account-Based Marketing | A common key account / strategic account mapping tool to capture the insights and business plan | Participants would be able to segment the accounts and choose the strategic accounts for the ABM program |
| Recognising the value of stakeholder mapping and tailoring the value communication to their needs | Participants would be able to develop account-based value communication / messages and marketing campaigns | ||
| Creating a key account plan for one of the strategically important key accounts and sharing feedback | Participants would be able to collaborate with the sales team and have their buy-in for achieving the ABM objectives by developing a common Key Account Template | ||
| 7 | Developing an Annual Marketing Plan | Setting SMART business and marketing objectives | Participants would be able to define both the business and marketing objectives |
| Defining the strategic options that might help us to achieve the goals and aspirations of the organisation | Participants would be able to define various strategic options that might help them achieve the objectives set | ||
| Choosing the right strategies that can be effectively and sustainably implemented with the available resources | Participants would be able to choose sustainable strategies aligned with the available resources | ||
| Developing a robust execution plan for each of the chosen strategies | Participants would be able to prepare an execution / tactical plan supporting each of the chosen strategies |
How You Will Learn
Participate in live interactive expert-led sessions with real-time brand examples and open Q&A rounds.
- Our sessions are interactive, and you will be quizzed after every topic
- Undertake application-oriented exercises in addition to the PMI course content
- Experience hands-on learning with discussions, case studies and flashcards
- Get 1-year access to the learning platform with a study plan, additional audio and video lectures, practice questions, simulated tests and more
- Gain access to multiple mocks and practice drills
- Attend a live mock exam solving session with the instructor to address your doubts, gain confidence and become exam-ready
- Get personalised assessment and feedback on mock tests to improve your score
- Get the flexibility to join our live online classes from any part of the world
- Get access to recorded classroom videos for later reference
- Get 1-year instructor mentorship and support
- Get guidance on the PMP® application process
- Get free counselling with a Project Management faculty
Curriculum
Our interactive training program for the new PMP® exam comprises five modules which immerse you in real-world scenarios, representing various industries and project management challenges to help you practice applying principles and concepts at work.
Meet the Faculty
RAMU SHANKARRAO
Lead Consultant
Founder and Director, Sangatikarna Corporate Services
Ramu Shankarrao has over 28 years of experience with significant senior corporate management roles in the healthcare industry with giants like Medtronic and St Jude Medical.
He is the Founder and Director of Sangatikarna Corporate Services. In his current role, he works with companies to drive sales and marketing efforts, strategy and organisation growth. He has a diverse client portfolio ranging from Fortune 500 companies to family-owned businesses. He coaches business owners and professionals towards achieving revenue and profit growth. He spends much of his time coaching senior leaders on how to align their teams for ultimate success.
He is a passionate trainer and has conducted training programs for companies like Covidien, Kimberly Clark, Medtronic, Cisco, Abbott, TTK Pharma, Smiths Medical, Kalash Seeds, Alan Electro-systems and Ugam. With skill-building programs, he helps companies develop strong frontline sales teams and strategic business unit heads.
He has completed his postgraduate and undergraduate degrees from Karnataka University, India
RAMU SHANKARRAO
Lead Consultant
Founder and Director, Sangatikarna Corporate Services
Ramu Shankarrao has over 28 years of experience with significant senior corporate management roles in the healthcare industry with giants like Medtronic and St Jude Medical.
He is the Founder and Director of Sangatikarna Corporate Services. In his current role, he works with companies to drive sales and marketing efforts, strategy and organisation growth. He has a diverse client portfolio ranging from Fortune 500 companies to family-owned businesses. He coaches business owners and professionals towards achieving revenue and profit growth. He spends much of his time coaching senior leaders on how to align their teams for ultimate success.
He is a passionate trainer and has conducted training programs for companies like Covidien, Kimberly Clark, Medtronic, Cisco, Abbott, TTK Pharma, Smiths Medical, Kalash Seeds, Alan Electro-systems and Ugam. With skill-building programs, he helps companies develop strong frontline sales teams and strategic business unit heads.
He has completed his postgraduate and undergraduate degrees from Karnataka University, India
Participant Reviews
MOHIT KUMAR SINGHHSPP
It was a thought-triggering program explaining the impact AI can have across various business streams. It was a privilege to learn from Prof Niladri Roy! His extensive knowledge base, fluid teaching mechanism and hands-on experience across industries, along with his magnetic persona, made this digital interaction a memorable experience. It enabled us to effectively harness the learnings in our fields of operation.
GANPAT SHINDESmart I Electronics Systems Pvt Ltd
We gained excellent insights into AI for businesses to leap ahead of the competition. Prof Niladri Roy ensured breakthroughs for each of the participants.
Program Audience
The B2B marketing course is suited to marketers, consultants, product managers, product marketing managers, and demand generation managers of any organisation.
- A four-year degree
- 36 months leading projects
- 35 hours of project management education/training or CAPM® Certification
OR
- A high school diploma or an associate’s degree (or global equivalent)
- 60 months leading projects
- 35 hours of project management education/training or CAPM® Certification
Take The Next Step
Contact us today to discuss how our program can help you learn and implement the best practices in B2B marketing.
About SP Jain
SP Jain School of Global Management is an Australian business school with campuses in the world-class cities of Dubai, Mumbai, Singapore, and Sydney. SP Jain provides modern, relevant, and practical global business education. For its flagship Global MBA program, the School has been ranked by reputed international publications such as Forbes, Times Higher Education–Wall Street Journal, The Economist and Financial Times.
The Centre for Executive Education at SP Jain School of Global Management offers a wide range of programs tailored to your business needs. Our programs are designed to empower individuals and organisations to become more effective in the workplace by inspiring new ideas, learning through immersive experiences and applying the learnings for lifelong impact.
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