Program Overview

In today’s highly competitive – volatile, uncertain, complex, and ambiguous (VUCA) – business environment, entrepreneurs are tasked with a myriad of roles. Their dynamic work style creates the need for a solid foundation in marketing their product or service so as to stand out among the noise. This MDP course enables an entrepreneur to be well-equipped with various tools, techniques, and go-to-market strategies that help them upscale their business efficiently. In an open and free flow of knowledge, one can expect to take back information and understanding that is not only realistic but personalized to their start-up or business as well. With factual examples and industry cases, this course offers ‘real’ learning of how one can effectively market their enterprise and understand how one can talk to their target audience and reach their end consumers.

Course/Program Objectives

• To facilitate diversified exposure of go-to-market strategies along with personalized learnings
• To understand buyer behaviour and efficiently reach end consumers
• To understand and apply sales techniques and market research tools in real world scenarios
• To understand segmentation, prospecting, targeting, positioning, and creating customer value
• To understand different selling styles, increase conversions, and resolve gaps for entrepreneurs

Course/Program Content

• Go-to-market strategies for varied lines of business
• Classification of buyer behaviour and how consumers and customers buy
• Market research tools and techniques for effective entrepreneurial selling
• Segmentation, prospecting, targeting, positioning, and creating resonating customer value
• Price challenges and maximizing price realizations
• New product development for entrepreneurs
• Different selling styles, increasing conversions, and resolving gaps for entrepreneurs

Program Pedagogy

Interactive analysis, case studies, flexible discussions, role play, and presentations are utilized in delivering this course, along with Activity-Based Learning Approach (ABLA).

Ideal Participant Profile

The course is intended for a maximum of 25 (first come first serve basis) small and medium entrepreneurs having varied lines of business (LOB) who are interested in learning proven market strategies, tools, and techniques to grow and upscale their business. A marketing background is not necessary – anyone seeking to learn and inclined to understand business, sales, and marketing are welcome. Participants also receive two complimentary windows of opportunity to consult with the faculty post the completion of the course.

Learning Outcomes

• How to analyse and implement the best GTM strategies for varied lines of business
• Importance & classification of buyer behaviour
• Hands-on experience about market research tools and techniques for effective entrepreneurial selling
• How entrepreneurs can learn about segmentation, prospecting, targeting, positioning, and creating resonating customer value
• How to set pricing, deal with price challenges, and maximize price realizations
• How to develop a new product or a service
• Implementation of different selling styles, increase conversions, and resolving gaps for entrepreneurs

Faculty Profile

Prof. Gitesh Chavan

PhD in Marketing (NITIE Fellow) from Mumbai University; Master of Engineering in Instrumentation from Mumbai University; Bachelor of Engineering in Instrumentation from Mumbai University; Diploma in Instrumentation from Mumbai University.

Prof. Chavan has worked for more than a decade in multiple geographies including Australia, USA, European Union, and Middle East, in cross-cultural and cross-functional teams. His expertise includes Sales and Business Development of Automation Solutions and Services worldwide, Global Marketing of Automation Solutions and Services, Marketing Strategies, Branding, Project Engineering and Management in Industrial Automation – Safety Systems, PLC, SCADA, HMI, DCS, Automation, C&I Project Execution and MAC Project Pursuits. He has received numerous commendations and accolades for his outstanding performance at Emerson and Honeywell, Houston, Texas.

He has successfully conducted MDP on B2B Marketing through FLAME University. Prof. Chavan was awarded NITIE Fellow in 2018. During his doctoral research tenure, he has published many research papers in scholarly peer reviewed journals of repute (ABDC) with “A” category publications to his credit. He also has many international conferences, case study publications to his credit.

Cancellation

In the unforeseen event of Program Cancellation by the Centre, participants will be refunded the entire amount of Program Fees. If the cancellation is requested by the participant then the Program Fee will be withheld as credit for the next schedule of the same program or an alternative program that the candidate opts for.