Marketing & Sales
Business Marketing Strategy
A deep dive into B2B best practices
Guided by senior members of Kellogg’s marketing faculty — experts in the unique challenges of business-to-business marketing — you’ll gain exposure to their leading-edge thinking on successful business practices and explore in depth the fundamentals and best practices of B2B marketing strategy.
Highly interactive and focused on practical application, this program teaches you how to build customer value models that clearly articulate the value of your offerings to your target customers and market segments and focus on better meeting their requirements and preferences. In a collaborative environment with a group of peers from around the world, you’ll analyze your marketing strategies, share experiences and broaden your perspective.
Build your strategic marketing analysis skills and better serve your customers.
Who Should Attend
- General managers
- Marketing, product and sales managers from medium to large business-to-business firms
- Presidents and vice presidents of marketing from smaller firms
- Other managers who help plan and implement market-oriented business strategies
Key Benefits
- Boost your marketing strategy analysis skills
- Segment your business markets
- Build customer value models tailored to your marketplace
- Deepen your understanding of the dynamics of marketing strategy
Program Content
Creating a Market-Oriented Company
- Developing a competitive marketing strategy
- Developing segmentation, targeting and positioning strategies
- Managing segments and customers
Managing Customer Value
- Building customer value models
- Constructing customer value propositions
- Managing market offerings
- Managing pricing
Creating and Building Business Brands
- Understanding brand strategy
- Sustaining customer relationships
Driving Organic Growth through Business Innovation
- Developing and managing new products
- Navigating marketing in a digital world
Faculty
James Anderson - Academic Director; William L. Ford Professor of Marketing and Wholesale Distribution
Eric T Anderson - Hartmarx Professor of Marketing; Director of the Center for Global Marketing Practice
Gregory Carpenter - James Farley/Booz Allen Hamilton Professor of Marketing Strategy; Director of the Center for Market Leadership; Faculty Director, Kellogg Markets and Customers Initiative (KMCI)
Kent Grayson - Associate Professor of Marketing; Bernice and Leonard Lavin Professorship
Derek D. Rucker - Sandy & Morton Goldman Professor of Entrepreneurial Studies in Marketing; Professor of Marketing; Co-chair of Faculty Research
What Participants Say
“This was an outstanding program! It was time well-spent, with a deep-dive into the principles of marketing. I gained insight into redefining our marketing strategy and integrating marketing as a key partner in the company's strategic direction.”
CEO China, TMF Group
“The Kellogg experience has been very refreshing. The concepts are constantly compared with real-life events. The faculty takes extra pains to involve each participant - overall, a great bang for the buck.”
General Manager & Regional Head, State Bank of India
"This course will challenge the way you do business, regardless of your industry, profession, or marketing background.”
VP Strategic Marketing, GE Capital Americas, Greater Chicago Area
Personal Consultation
Please email or call us if you would like a personal consultation
2018 Sessions
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October 14-19, 2018 Start: October 14 at 2:45 PM End: October 19 at 12:15 PM Evanston campus This Approval Program is limited to individuals with specific business experience. All applications will be subject to review and approval from the program’s Academic Director. |
$10,800 Fee includes lodging and most meals |
2019 Sessions
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April 28 - May 3, 2019 Start: April 28 at 2:45 PM End: May 3 at 12:15 PM Evanston campus This Approval Program is limited to individuals with specific business experience. All applications will be subject to review and approval from the program’s Academic Director. |
$10,800 Fee includes lodging and most meals |
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October 20-25, 2019 Start: October 20 at 2:45 PM End: October 25 at 12:15 PM Evanston campus This Approval Program is limited to individuals with specific business experience. All applications will be subject to review and approval from the program’s Academic Director. |
$10,800 Fee includes lodging and most meals |
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