Chief Revenue Officer (CRO) Program

Propel your growth strategy and drive sustained profitability

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Course Dates

STARTS ON

September 25, 2024

Course Duration

DURATION

7 Months
Online + On Campus

Course Fee

PROGRAM FEE

US$20,000 US$17,500 and get US$1,000 off with a referral US$100 application fee

Course Information Flexible payment available

Tuition Fee Benefit

US$2,500

This is only available to participants who apply by .

Lead your organization to long-term profitability

In today’s complex business environment, scaling an organization is not an easy task. There is also a paradigm shift from "growth at all costs" to an increased focus on driving sustained, profitable growth. To address this, organizations are increasingly looking for senior executives who can combine the strategic vision of the C-suite with a tactical view of all the functions linked to revenue.

The chief revenue officer (CRO) role emerged out of the need for bridging several traditionally siloed departments to focus on revenue growth — the backbone of an organization's success. This C-suite role works closely with the executive team and is at the center of all revenue-related functions, including marketing, sales, customer support, pricing, and revenue operations management.

The seven-month Chief Revenue Officer (CRO) Program from Wharton Executive Education is designed for executives who aim to successfully integrate various organizational functions, find new avenues for revenue growth and optimization, and drive long-term profitability to gain a competitive advantage. You will gain the skills and mindset to strategize for profitable and sustainable revenue generation in your organization and emerge as a successful chief revenue officer.

#1

CRO is the fastest-growing job title in the United States, growing at 15 percent globally.

Source: LinkedIn

1.8X

Fortune 100 organizations that have a CRO-like role show 1.8-times higher revenue growth compared to their peers.

Source: McKinsey & Co.

What you will learn

The program will enable you to:

  • Evaluate an organization’s financial value and analyze the implications of adopting and implementing new technologies
  • Examine various organic growth initiatives, including diversification, mergers and acquisitions, and identify drivers of success or failure
  • Analyze an organization’s current growth and scaling trajectories and discuss processes to support future growth
  • Delve into the core concepts of revenue management analytics and learn how price experimentation can help optimize expected revenue
  • Discuss key concepts of pricing in revenue management analytics and understand how to use estimation data to make business decisions
  • Present an action plan for generating revenue that synthesizes concepts of growth strategy, revenue management, and product management

Program highlights

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Live sessions

Experience live online sessions with faculty and periodic guest lectures from industry leaders.

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World-renowned faculty

Glean insights from renowned faculty and industry experts who are at the cutting edge of innovation.

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Success coach

Craft your learning journey in line with your career goals with a success coach assigned to your cohort.

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Pathway to alumni status

Following the successful completion of the program and subsequent open-enrollment programs, subject to further qualification criteria and additional tuition, you have a pathway to apply for Wharton alumni status.

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Self-paced learning

Learn at your own pace with a weekly commitment of three to five hours of sessions and activities.

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Global peer group

Network with accomplished peers from around the globe to gain new approaches to growth strategy.

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Try-it activities

Engage in reflection exercises and try-it activities that will help you think critically and elevate your strategic impact.

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On-campus networking

Meet peers from multiple cohorts, industry experts, and faculty during two days of on-campus networking.

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Capstone project

Work on a capstone project to apply program learnings and drive immediate on-the-job impact.

“CROs are the linchpin in determining everything related to organizations' revenues — from articulating the organization's vision and revenue strategy for meeting their goals to deciding which new ventures to put resources into. The Chief Revenue Officer Program will equip you with the skills to value organizations, forecast revenues, introduce new products, and scale new ventures. You will emerge with a strategic vision of the C-suite while having a tactical view of the multiple functions involved in revenue operations.”

— Raghuram Iyengar, PhD
Academic Director for the CRO Program; Miers-Busch, W’1885 Professor; Professor of Marketing; Faculty Director Of Innovation, Experiential Learning, and Research Initiatives, Analytics at Wharton, The Wharton School

Comprehensive curriculum

The CRO Program is a flexible learning journey designed for existing and aspiring revenue leaders. You will learn through online and interactive sessions and guest lectures led by Wharton faculty and global industry leaders. Through a blend of cutting-edge core modules, fixed electives, topical case studies, a capstone project, reflection exercises, and try-it activities, the program will help you emerge as a successful CRO.
  • Growth Strategy

    Equip yourself with the tools and frameworks to evaluate organic growth initiatives based on financial metrics. You will gain the expertise to create innovative strategies; explore new avenues to scale; and drive sustained, profitable growth.

    • Linking Corporate Strategy and Intrinsic Value
    • Corporate Strategy and Value Creation
    • Diversifying and Consolidating Corporate Scope
    • Modes of Growth
    • Scaling the Organization
    • Growth Metrics

    Revenue and Product Management

    Delve into the core concepts of revenue management analytics and their applications. By understanding the transformational power of disruptive technologies, you will explore digital strategies for product management and improve customer engagement.

    • Revenue Management
    • Demand Estimation and Pricing
    • Estimation Challenges in Revenue Management  
    • Dynamic Pricing
    • Quantity-Based Revenue Management
    • New Frontiers in Revenue Management
    • Elements of Revenue Growth
    • Leveraging Customer Engagement
    • Customer-Based Products
    • Making a Product "Sizzle"
    • Agile Product Development 


    Note: Session topics are subject to change.

  • Two required short courses will enable you to drive initiatives within the organization as well as develop your leadership style.

    • Driving Strategic Innovation: Understand how to manage large-scale open-innovation models and apply them to drive initiatives within your organization.
    • Executive Presence and Influence: Gain the skill set needed to have an impactful executive presence through strategic persuasion.

    Note: Short courses are subject to change.

Recognition ceremony and networking event (two days | on campus)

Meet your cohort peers and faculty in person on the Wharton Executive Education campus in Philadelphia at a two-day recognition ceremony and networking event. This event takes place once every four cohorts. It gives you the opportunity to network with not just your peers but also professionals from other cohorts.

Three images depicting networking event
Three images depicting networking event
Three images depicting networking event

Capstone project

The capstone project is an opportunity to synthesize program insights and apply them directly to a real-world challenge. Through a systematic and strategic approach, you will develop a comprehensive road map that can be implemented in your role. This hands-on experience enables you to translate theory into practice and drive change.

Who is it for?

The Chief Revenue Officer Program is ideal for executives involved in revenue management for their organizations or functions. This can include CROs or VPs of sales or marketing who are looking to deepen their skills and C-suite executives or functional heads who want to formulate growth strategies for their organizations.

The program is particularly beneficial for:

  • Experienced revenue heads, including current and aspiring CROs, looking to maximize the returns on investments
  • Business-function heads looking to take on broader, revenue-impacting capabilities and develop a toolkit of strategies and tactics
  • C-suite officers keen to develop the strategic skill set required to transition into the CRO role

Participants are required to have:

  • A minimum of 10 years of work experience
  • International exposure (preferred)
  • Fluency in written and spoken English

Meet the faculty

Wharton’s world-renowned faculty, along with acclaimed industry thought leaders, will prepare you to face a wide array of challenges. You will leverage their insights and domain expertise to better understand growth strategy and revenue management and immediately implement the learnings.

Faculty Member Raghuram Iyengar

Raghuram Iyengar, PhD

Academic Director for the CRO Program; Miers-Busch, W’1885 Professor; Professor of Marketing; Faculty Director of Innovation, Experiential Learning and Research Initiatives, Analytics at Wharton, The Wharton School

Profile picture of faculty Gad Allon

Gad Allon, PhD

Jeffrey A. Keswin Professor; Professor of Operations, Information and Decisions, The Wharton School; Director of the Jerome Fisher Program in Management and Technology, The University of Pennsylvania

Profile picture of faculty David Wessels

David Wessels​, PhD

Adjunct Professor of Finance; Director of Executive Education, The Wharton School

Profile picture of faculty Emilie R. Feldman

Emilie R. Feldman, PhD

Michael L. Tarnopol Professor; Professor of Management, The Wharton School

Profile picture of faculty Noah Gans

Noah Gans​, PhD

Anheuser-Busch Professor of Management Science; Professor of Operations, Information and Decisions, The Wharton School

Profile picture of faculty Senthil Veeraraghavan

Senthil Veeraraghavan​, PhD

Panasonic Professor of Manufacturing and Logistics; Professor of Operations, Information and Decisions, The Wharton School

Profile picture of faculty Karl Ulrich

Karl Ulrich, PhD

CIBC Endowed Professor; Professor of Operations, Information and Decisions; Professor of Management; Dean’s Office Advisor on Asia Strategy, The Wharton School

Pathway to Wharton alumni status

For more than 135 years, Wharton has been the place where visionaries, inventors, and trailblazers get their start. After completing the CRO Program and subsequent open-enrollment programs, subject to further qualification criteria and additional tuition, you have a pathway to apply for Wharton alumni status.

Executives who successfully complete the CRO Program have the option of applying to the General Management Program (GMP). The GMP provides further opportunity to enhance your leadership skills and business acumen with a flexible curriculum. The CRO Program provides one credit toward the six required to complete the GMP and earn alumni status. More details on the GMP are available at Wharton Executive Education.

Upon qualifying for Wharton alumni status, you will be eligible to receive:

  • Full access to become a member of 77+ Wharton alumni clubs
  • Invitation to attend future Wharton global alumni forums
  • A Wharton email address

Application Details

program fee

US$20,000 US$17,500

The fee amount is available till ,, and does not include the application fee of US$100


The program fee covers teaching fees, all academic material, and access to online coursework. It does not include accommodations for the on-campus networking and graduation event, travel expenses (domestic, international, visa fee, and more), and other expenses not specifically mentioned in the fees.

Certificate

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Certificate

Earn a Wharton Executive Education digital certificate upon successful completion of the program. Participants of the program get exclusive access to a wide range of professionals, events, and networking opportunities. Furthermore, you can also benefit from additional tuition assistance upon enrolling in further online electives from Wharton Executive Education.

Download Brochure

Note: After successful completion of the program, your verified digital certificate will be emailed to you in the name you used when registering for the program. All certificate images are for illustrative purposes only and may be subject to change at the discretion of the Wharton School.

FAQs

  • The CRO Program has been designed with your busy schedule in mind. You will be required to commit not more than three to five hours per week, enabling you to benefit from this transformative program while fulfilling your day-to-day work responsibilities. The impactful program offers a blend of self-paced modules and live interaction.

  • The seven-month learning journey includes live online and video online sessions with renowned faculty, industry experts, and global peers. You can take advantage of weekly live sessions and the Slack channel to ask questions and discuss ideas with your cohort success coach and participants. Real-world examples and a debrief of the program learnings are delivered through a combination of recorded video and live online lectures. The program concludes with a two-day on-campus recognition ceremony and networking event on the Wharton Executive Education campus in Philadelphia.

  • While the program does not grant alumni status or alumni benefits, it opens up a unique pathway to apply for the prestigious Wharton alumni status upon further qualification criteria and additional tuition. As a participant of this transformative program, you get exclusive access to a wide range of professionals, events, and networking opportunities. You can also benefit from additional tuition assistance upon enrolling in further online electives from Wharton Executive Education.

  • The program fee covers teaching fees, all academic material, and access to online coursework. The fee does not include accommodations for the two-day in-person recognition ceremony and networking event, travel expenses (domestic, international, visa fee, and more), and other expenses not specifically mentioned in the fees.

  • You can pay the full program fee upfront or pay in easy installments. If you apply well in advance of the program start date, you can receive a fee benefit. If you would like to approach your company with a sponsorship request for this program, here is a customizable template that you can use.

  • Yes. Closed-captioning and transcripts for all pre-recorded videos as well as closed-captioning for recordings of live sessions is available.

  • Emeritus collects all program payments, provides learner enrollment and program support, and manages learning platform services.

  • For the program refund and deferral policy, please click the link here.

  • Program fees for Emeritus programs with Wharton Executive Education may not be paid for with (a) funds from the GI Bill, the Post-9/11 Educational Assistance Act of 2008, or similar types of military education funding benefits or (b) Title IV financial aid funds.

Connect with a program advisor for a 1:1 session

Our program advisors have helped senior executives across the world choose the right program for their career goals. Schedule a 1:1 to get a deeper understanding on why the CRO Program is the right fit for you.

Email: wharton_cro@emeritus.org

Phone: +1 567 587 1541 (U.S.) / +44 1313 812895 (U.K.) / +971 80 00321209 (U.A.E.) / +52 55930 20507 (LATAM)

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