AI-Driven Value Management for Marketing and Sales

This unit examines contemporary value management practices for marketing and sales and how AI transforms those functions across start-ups and mature organizations. Students will evaluate sales operations roles, design scalable AI-enabled workflows, and build a data-driven business case for value engineering and partner risk mitigation.

Learning Objectives

• Analyze the current state of value management in marketing and sales by comparing practices across start-ups and mature organizations and identifying at least three gaps or opportunities for AI enablement
• Apply AI-driven frameworks and tools to design a prototype value management workflow for either marketing or sales that includes data inputs, automation points, and three measurable KPIs
• Demonstrate the ability to build a business case for a value engineering program by constructing an ROI model with documented assumptions, sensitivity analysis, and a projected payback period
• Evaluate sales operations responsibilities and partner relationship risks, and propose an AI-integrated implementation plan with prioritized actions, a timeline, and success metrics