Certificate Overview:
Professional Certificate in Digital Marketing
Marketing analytics gathers data from across multiple marketing channels, providing marketers with a solid view of how their campaigns are performing based on a series of business metrics. The goal of this practice is to leverage these insightful findings to make better decisions and optimize future marketing efforts.
Certificate Overview
In the Chief Revenue Officer (CRO) Program, revenue leaders like yourself will extend your expertise with the knowledge, tools, and skills that you need to break through into the C-suite and become Chief Revenue Officers. You will learn principled and data-driven approaches to developing go-to-market organizations, optimizing customer lifetime value, building revenue operations (RevOps) capabilities, and establishing pricing strategies. In addition, you will also develop the leadership skills to effectively manage high-performing, cross-functional teams and influence senior executives, the board of directors, and investors. After finishing the program, you will be better thinkers, leaders, and have the expertise to excel in a CRO role today—and wherever your career will take you tomorrow.
The following courses make up the UChicago CRO Executive Education Program:
Course 1: Go-to-Market Organization Design
Build a dynamic and effective go-to-market organization that has the right capabilities—including roles, and incentives—to realize the financial potential of your company.
Course 2: Leading High-Performing Teams
Discover techniques to inspire sales teams, navigate complex team dynamics, and address challenges that arise in high-pressure sales environments.
Course 3: Customer Lifecycle Management
Understand your customers to better manage their journey so that you increase value for them and revenue for your company.
Course 4: Predictive Analytics
Learn to apply techniques from data analytics to segment and size markets, estimate customer lifetime value, and optimize revenue-generating activities within the enterprise.
Course 5: Pricing Strategy
Move beyond ad hoc approaches and learn the single most important profitability lever—your product's pricing.
Course 6: Revenue Operations and Strategy
Develop your acumen at revenue operations, a rapidly-evolving field that unifies marketing, sales, and customer success to unlock predictable, scalable revenue.
Course 7: Leadership with Investors and Boards
Grow into a leader at the C-suite level by learning to influence your investors and board of directors.
After completing the Certificate, you will be able to:
- Develop the soft and hard skills around building your sales organization and aligning your sales, marketing, and customer success functions so that you can steer your organization toward sustainable revenue growth.
- Adopt innovative approaches to building, managing, and leading teams—particularly those that extend beyond the sales organization—fostering high performance in diverse and uncertain conditions.
- Leverage data analytics for customer segmentation, estimating customer lifetime value, optimizing pricing, and implementing processes and controls for maximizing profitability at scale.
- Lead within the executive team, influence boards and investors, and effectively market yourself for future roles at the most senior levels of leadership.
- Be awarded a credential from the University of Chicago and become part of the UChicago network.
Meet Your Instructors
Dave Cameron, MSc
Data Science and Predictive Analytics Leader
Dave Cameron is a seasoned data science and predictive analytics leader in corporate and startup spaces. He brings over twenty-five years of experience to the University of Chicago. As a forward-thinking executive, Cameron has built and led teams on analytics thought leadership, statistical and product innovation, data-driven performance marketing, and attribution modeling for consumer acquisition, retention, and profit. He spent over twelve years at Nielsen Holdings, the global measurement and data analytics company, where he served in vice-presidential roles in data science, customer segmentation, and statistical methodology. His prior positions include working as Director of Data Solutions at Merkle, a global performance marketing agency, and his role as Manager of Target Marketing for Ameritech (now AT&T). Cameron takes a strategic and pragmatic approach to solving challenging data problems, balancing learning and innovation with efficiency and automation. He holds an MSc in Applied Statistics from Ohio State and a BS in applied mathematics in computer science from the University of Detroit Mercy.
Sergio Corbo, MBA, PhD
Chief Commercial Officer, Veolia North America
Sergio Corbo is a senior executive who helps Fortune 100 corporations serve customers and deliver measurable results to investors. He currently works as Chief Commercial Officer at Veolia North America, the global leader in energy, water, waste, and environmental services. He also consults with global technology and industrial organizations in areas ranging from corporate strategy to technology deployment and operational excellence. Among Sergio’s representative clients are corporations such as Intel, Eaton, and Siemens and consulting firms such as McKinsey, Boston Consulting Group, and Bain & Company. His client portfolio includes global enterprises with over $300 billion in revenues. Previously, Sergio was Chief Marketing Officer at General Electric Energy Management Industrial Solutions, where he directed strategic commercial development and global growth within a ~$8 billion business.
Jeremey Donovan, MBA, MSc, CFA
Executive Vice President, Revenue Operations (RevOps) and Strategy, Insight Partners
Over the past 25+ years, Jeremy Donovan has had an eclectic career spanning semiconductor engineering, product development/management, and sales & marketing leadership. He is the Executive Vice President of Revenue Strategy & Operations at Insight Partners.
Donovan is the author of five books, including the international public speaking bestseller “How to Deliver a TED Talk” and “Predictable Prospecting.” He holds a CFA, a BS, and an MS in Electrical Engineering from Cornell University, an MBA from the University of Chicago Booth School of Business, and an MS in Data Science from the University of Virginia.
Dan Frailey, MBA
3x CRO, former Global Topic Lead on B2B GTM at Boston Consulting Group
Dan Frailey is a three-times CRO, founder of the startup Joy of Thanks, and a revenue and sales enthusiast. Previously, Dan was the global Topic Lead for B2B Go-To-Market Boston Consulting Group’s PIPE private equity practice, where he advised Chief Revenue Officers, CEOs, and other sales leaders to develop and execute their revenue strategies. He created the practice’s global GTM playbook, the GTM FirstLook diligence tool for private equity investors, and various modules, including Agile GTM and Agile Sales. Before his time at BCG, Dan was a CRO and sales leader at BBDO, Groupon, and RuMe.
Victoria Gustafson, MBA, PhD
Senior Partner, Verde Associates
Dr. Victoria Gustafson is a transformational leader with a passion for business growth. She is a senior partner at Verde Associates, a boutique growth consulting firm. Previously, she worked for IRI and Philips in various key roles. Throughout her career, Gustafson has helped leading brands find growth by bringing together the right combination of people, processes, and technology.
She earned her PhD in Organization Development from Benedictine University, an MBA from the University of Chicago Booth School of Business, and a BA in Economics from the University of California, Berkeley.
Rachael Rohn, MBA
Senior Vice President, Strategic Partner Engagement and General Manager, Americas West, Techstars
Rachael Rohn has nearly twenty years of experience catalyzing business expansion and scalability. She is Senior Vice President of Strategic Partner Engagement at Techstars, a premiere early-stage venture capital firm, where she leads Techstars’ accelerator programs. Before this role, Rohn was President of Customer Value at Compass, a national real estate technology company, where she helped establish the firm’s first customer success programs. Rohn joined Compass in 2017, following 12 years in Chicago tech startup sales and management, including six years with Groupon, where she rose to become Vice President of Sales of its travel business, Groupon Getaways.
Chris Trendler, JD
Managing Director and Head of Portfolio Talent, Madison Dearborn Partners
Chris Trendler is the Managing Director and the Head of Portfolio Talent at Madison Dearborn Partners. This private equity firm has raised over $26 billion in capital since its inception in 1992 and operates in a range of verticals, including software services, financial services, healthcare, and telecommunications. In his role, Trendler is responsible for leading the firm’s talent strategy across the portfolio. Before joining Madison Dearborn Partners in 2021, Trendler was a Partner at ghSMART and Company, where he advised investors, CEOs, and Boards on critical talent issues.
Danielle Wilkie, MBA
Startup Advisor and Leadership Coach
Danielle Wilkie is a tech company veteran with a 25-year history of scaling B2B and B2C businesses across various industries, including property management, home improvement, insurance, stock footage licensing, online learning, e-commerce, and residential real estate. She is a coach and advisor to companies and individuals and is launching a startup. Before this work, Danielle was an Executive Officer at Compass as their President of Central US Operations before launching and leading their national Customer Success team. She was previously SVP of Marketing for an NBCUniversal business (Craftsy) in online education and e-commerce. Wilkie was involved with successful startup exits at NetQuote (acquired by Bankrate), ServiceMagic (now Angi), and SafeRent (now CoreLogic).
Who Is It For?
The CRO Certificate Program is most suitable for the following professionals:
- VP Sales and Sales Director
- Chief Revenue Officers, with experience in Go To Market (GTM)
- Head of Rev Ops, with experience in GTM
CMO, Head of Demand Gen, with experience in GTM
Participants are required to have:
- A minimum of seven years working in managerial positions
- Experience in international markets is appreciated but not required
Career Outlook
86
%Of executives say CROs’ revenue operations are critical to growth goals.
Source: Salesforce
1
LinkedIn identified CRO/Head of Revenue Operations as the top job on the rise for 2023.
Source: LinkedIn
1.8
xIs the increase in revenue growth within Fortune 100 companies that have a CRO-like role.
Source: McKinsey & Co
Admissions Process
1
APPLICATION FEE
Pay the (non-refundable) application fee and fill out the application form.
2
INTERVIEW
Schedule a call for an interview with our Admissions team.
3
RESULTS
Our Admissions Committee will inform you of their final decision and if accepted, you will be able to make the tuition payment.
