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UC Berkeley's: Customer Value Management

Acquire. Retain. Develop.

Sample Course Outline

Topic Time Faculty
       
Day 1 Welcome; The Vision of Customer Value Management 9:00AM - 9:30AM N/A
Session 1: Customer Value Management 9:30AM - 11:00AM N/A
Break 11:00AM - 11:15AM N/A
Session 2: Measuring and Improving Customer Value 11:15AM - 12:45PM N/A
Lunch 12:45PM - 1:45PM N/A
Team Exercise 1: "Home Alarm, Inc.: Assessing Customer Lifetime Value" 1:45PM - 2:45PM N/A
Break 2:45PM - 3:00PM N/A
Team Exercise 2: Managing Customer Migration: Identifying Opportunities for Growth 3:00PM - 4:00PM N/A
Team Presentation of Exercise 2 4:00PM - 5:00PM N/A
Day 2 Session 3: Experimentation in Marketing Investments 9:00AM - 11:00AM N/A
Break 11:00AM - 11:15AM N/A
Session 4: Power Pricing 11:15AM - 12:45PM N/A
Lunch 12:45PM - 1:45PM N/A
Team Exercise 3: Economic Value to the Customer and Price Customization Strategies 1:45PM - 2:45PM N/A
Break 2:45PM - 3:00PM N/A
Team Presentation of Exercise 3 3:00PM - 4:00PM N/A
Wrap-up 4:00PM - 5:00PM N/A