Sales & marketing programme
Driving Profitable Growth Through Customer Analytics
Overview
The primary objective of this programme is to enable managers to leverage customer analytics for driving sustainable and profitable growth in B2C businesses. While organizations today have access to large volumes of customer data, many struggle to translate this data into clear, high-impact decisions related to acquisition, retention, and monetization. This program addresses that gap by focusing on how analytics can be used as a decision-making tool, rather than just a reporting mechanism.
Participants will develop a structured understanding of how customer value is created, measured, and managed over time. The program introduces key concepts such as Customer Lifetime Value (CLV), segmentation, and lifecycle management, and demonstrates how these can be applied to prioritize customers, allocate resources, and design targeted interventions.
A key emphasis of the programme is on linking customer-level insights to business outcomes such as revenue growth, profitability, and return on marketing investment. Participants will learn how to evaluate marketing effectiveness, identify high-value opportunities, and make informed trade-offs under real-world constraints.
By the end of the programme, participants will be equipped with practical frameworks and tools to move beyond descriptive dashboards and develop actionable, data-driven strategies. The objective is not to turn participants into data scientists, but to enable them to become better decision-makers who can ask the right questions, interpret analytics correctly, and drive measurable business impact.
Important dates & time
Important dates & time
*Dates and schedules are subject to change
| Dates | Mode | Fee |
|---|---|---|
| 29–30 Sep 2026 | On-Campus, Mahindra University | Rs. 30,000/- + GST Per Participant |
Rajesh Gaurav
Prof. Rajesh Gaurav is a professor of practice in Marketing, School of Management, Mahindra University. He completed his FPM from ISB, Hyderabad. His teaching and research interests revolve around the use of quantitative techniques (Econometrics & ML) in the field of Marketing, Pricing, and Digital Marketing. He has taught courses on Digital Marketing, Marketing Analytics and Business Analytics as a visiting faculty at IIM Indore, Manipal University Jaipur, and other private institutes.
Programme Highlights
- Build a Usable Customer Segmentation Framework.
- Translate Customer Data into Actionable Retention Strategies.
- Make Better Marketing and Promotion Decisions.
- Connect Customer Insights to Revenue and Profit Outcomes.
- Hands-On, Manager-Friendly Learning Approach.
- Immediate Applicability in the Workplace.
Learning Outcomes
- Segment Customers Using Available Data
- Design Practical Retention Strategies
- Link Customer Insights to Marketing Spend Decisions
- Identify Where Growth Is Coming From
- Make Smarter Promotion and Discount Decisions
- Balance Revenue Growth with Profitability
- Apply Ready-to-Use Tools in the Workplace
- Translate Data into Clear Business Actions
Who Should Attend
This programme is designed for mid-level professionals and high-potential managers in B2C businesses who are responsible for driving growth, improving customer retention, or managing marketing investments.
Sales & marketing category
Currently, the following certificate programmes are offered, with additional programmes planned in the coming months.
Driving Profitable Growth Through Customer Analytics
Marketing in the digital era
Digital transformation
B2C sales excellence
