Chief Business Officer Programme (CBOP)

IIM Udaipur - Best MBA colleges in india

Chief Business Officer Programme (CBOP)

Programme Overview

The Chief Business Officer Programme from IIM Udaipur programme is for Sales, Marketing and Product professionals in any company, any sector and any geography. It aims to help participants upskill and achieve vertical promotion to Business Heads, P&L leadership roles. The programme will also enable horizontal transition across Sales, Marketing and Product roles.

The programme focuses on developing s high degree of sales and marketing acumen, product development, financial management, strategic thinking people leadership and execution skills.

Programme USP

IIM Udaipur faculty, Industry relevant curriculum, Masterclasses and Business Stimulation

Programme Contents

Viewing Marketing Strategically

In this module, learners will gain exposure to core concepts of marketing strategy from the perspective of C-Suite and insights into demonstrating value creation in the minds of consumers.

  • The Changing Role of Marketing
  • Shaping Competitive Markets
  • Developing Partnerships and Strategic Alliances
  • Creating a Sustainable Competitive Advantage
  • Essential Business and Financial Metrics
  • Marketing in a Digital Environment
  • Sustainability and Marketing Ethics
Masterclass 1 - AI Powered Marketing
Selling Stratergy

In this module learners will gain insight into sales strategy in different scenarios and how that can be leveraged to grow business organically.

  • Translating Corporate Strategy to Sales Strategy
  • Multi-Channel/ Omni-Channel Management
  • Sales Force Planning, Allocation, Recruitment, Mentoring, and Incentivising for Success
  • Demand Forecasting, Sales Planning, and the Use of Data
  • Contexts in Sales – B2B vs. B2C (and D2C), Urban vs. Rural, KAM, Services, Retailing
Masterclass 2 - Sales Automation
Building Customer-Centric Organisations

In this module, learners will understand the customer life cycle and be exposed to leveraging analytics for maximising CLV.

  • Business Impact of Customer-Centric Organisations
  • Mapping Customer Journeys
  • Measuring Customer Lifetime Value (CLV) - Engagement and Churn
  • Leveraging Advanced Analytics for Customer Centricity
  • Emerging Trends in Marketing Analytics
Masterclass 3 - Performance Marketing and New Growth Drivers
Growth Marketing in Digital Era

This module explains the nuances of sales and marketing in this digital age. You will learn the strategies around leveraging digital transformation to grow business.

  • Changing Organisations - Digital Transformation
  • Acquainting with the Digital Marketing Landscape
  • Customer's Journey in the Digital World
  • Digital Marketing Channels and Their Impact
  • Measuring Success of Digital Marketing Campaigns
Masterclass 4- Consumer Decision Journeys: Digital Pathways
Product Management and Promotion

This module explains the critical areas of product management such as design thinking, portfolio management and product marketing.

  • Design Thinking / Customer Perspective to New Product Development
  • Portfolio Approach to Product Lifecycle Management
  • Go-To-Market Strategies
  • Strategic Integrated Marketing Communication for the Product Portfolio
  • Advertising in a Digital World & the Relevance of Traditional Media
  • Ad Agency Management
Masterclass 5 - Building Credibility through PR
Adopting a Portfolio Approach

This module will instil learners with a strategic view on portfolio management while covering key areas such as pricing strategy, brand strategy and marketing strategy.

  • Leveraging Innovation in Marketing
  • Moving Beyond Functions: Leveraging Brand Portfolios
  • Pricing Strategies for Brand Portfolios
  • Implications for B2B Marketing Strategy
Masterclass 6 - Marketing Innovations in the Non-for-Profit Sector
Imarticus Game Studio: Business Simulation Game: Practice decision making by Operating a 4 Quarter Business cycle
Decoding Business Financials

This module provides learners with key insights into finance for the CBO role while understanding critical levers that can impact business outcomes.

  • Decoding Financial Statements
  • Planning and Analysing Business Financials
  • Assessing Cost Implications
  • Strategic Implications for the Marketing Function
Masterclass 7 -Taking Marketing Decisions through the Financial Prism
Leading in the C-Suite

This module covers key areas of talent and people management that is critical for C-Suite

  • Managing Large Teams
  • Adopting a Value-Based Leadership Approach
  • Decision Making in the C-Suite
  • Negotiating Effectively
  • Communicating to Persuade
  • Collaborating Cross-Culturally
Masterclass 8 - Creating Moment of Truth. IGS CXO Simulation

*Please Note: Modules/ topics are indicative only, and the suggested time and sequence may be dropped/ modified/adapted to fit the participant profile & programme hours.

Duration & Number of Session Hours:

  • Duration: 12 Months
  • Number of Hours: 192 hours (Approx)
  • Total Number of Sessions: 67 sessions
  • Number of online sessions by IIM Udaipur (120 Minutes each): 55 sessions
  • Number of Sessions of CXO Gamified Business Simulation by Imarticus (180 Minutes each): 6 sessions
  • Number of on campus sessions by IIM Udaipur (180 Minutes each): 6 sessions

One or two sessions from some of the courses will become part of the on-campus orientation module. In case the on-campus module is not conducted due to Covid situation, the same will be included in the total number of sessions.1


Live lectures, Industry speakers, Simulations


Performance of participants will be monitored on a continuous evaluation basis through quizzes, assignments, tests and examinations. The participant is required to score minimum marks/grades as decided by the Institute from time to time to complete the course.


Successful Completion Certificate by IIM Udaipur in a valedictory ceremony to be held on the campus

Eligibility Criteria

  • Graduation (10+2+3 or 10+2+4) with a minimum of 50% aggregate marks and 5 years of post-qualification work experience.
  • Select candidates with Diploma (10+2+3) and professional impact can also enroll into the program subject to approval.

How the Courses will be delivered

Courses will be delivered through on-line mode using an appropriate technology Synchronized platform. Lectures will be delivered through broadband based technology involving two-way audio and video communication. Sessions will be held once in a week, generally on weekends. Participants can attend sessions directly from their desktop/laptop (Direct-2-device).

The academic sessions will start from March 16, 2024, Sessions will be held on every weekend

Saturday: Typically 3pm to 6pm

Sunday: Typically 10am to 1pm

Programme Activity Timelines

Application ClosureMarch 02, 2024
Estimated date for Academic OrientationMarch 09, 2024
Tentative Programme End DateMar, 2025

Total Fees and Payment Schedule*

Fee BreakupAmount in INR
Application Fees paid at time of applying (non-refundable)3,000 + GST
Registration Fee (at the time of applying)48,000 + GST
1st Instalment 96,000 + GST
2nd Instalment96,000 + GST
3rd Instalment96,000 + GST
Total Fee 3,39,000/- + GST
Over all Fee (inclusive of GST @ 18%)4,00,020/-

Student Privileges

The participants who will complete the programme successfully will be eligible for the Executive Education Alumni status of IIM Udaipur. The participants will be entitled to the following:

  • IIMU e-mail address (after completion of the program)
  • Invitations to select events of the institute
  • Discounts on the Institute’s executive education programmes
  • Inclusion on the mailing list for the Institute newsletter and other updates

Mere successful completion of the programme, application submission, and fee does not entitle a participant to be eligible for executive education alumni status. IIM Udaipur reserves the right to confer or withhold executive education alumni status.

IIM Udaipur reserves the right to modify the above conditions at its discretion at any time without notice.

Only the courts at Udaipur, India will have the territorial jurisdiction to try any disputes arising in respect of the Executive Alumni membership being granted.

Please note that IIM Udaipur reserves the right to change the programme design, format, number of sessions, certificate format, and terms in the programme or can incorporate any such change deemed necessary by the institute without prior intimation.

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