This unit examines how value management is practiced across marketing and sales today and how AI augments and scales those practices. Students will move from diagnosing current programs to designing AI-enabled value initiatives, building ROI-based business cases, and creating partner de-risking strategies in preparation for implementation and assessment in subsequent units.
Learning Objectives
- Analyze current value management practices in marketing and sales and distinguish how AI capabilities change priorities and workflows
- Apply program design frameworks to create a scalable value management plan for start-ups or small companies and adapt that plan for mature sales organizations
- Demonstrate integration of AI tools into sales operations by creating an operational map that scales value management activities and assigns responsibilities
- Evaluate the financial impact and risk profile of value engineering programs by constructing an ROI-based business case and proposing partner de-risking measures
Curriculum
- 1 Section
- 11 Lessons
- 30 hours
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- Unit 2 — AI-Enabled Value Management11
- 1.1The Current State of Value Management in Marketing20 mins
- 1.2What’s Next: Value Management Marketing Powered by AI20 mins
- 1.3Notes20 mins
- 1.4Getting Started with Value Management for Sales in Start-Ups and Small Companies20 mins
- 1.5From Art to Craft to Practice: How Value Management Programs Support Mature Sales Organizations20 mins
- 1.6What’s Next: AI-Driven Value Management for Sales20 mins
- 1.7Note20 mins
- 1.8Understanding the Responsibilities of the Sales Operations Team20 mins
- 1.9Adding AI to Sales Operations to Quickly Scale Value Management Programs20 mins
- 1.10Making the Business Case for Value Engineering Programs: The ROI of ROI Programs20 mins
- 1.11De-risking Partner Relationships20 mins
Instructor
Free
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