Course 2: The Scaling Code
Competitive Strategy & Market Expansion
Complete this course series to earn your CMI Recognised Certificate
4 Sessions • 12 Hours • CMI-Aligned
Course Overview
Scaling requires more than operational excellence. You need a clear competitive strategy and a repeatable go-to-market engine. This course teaches you how to build and defend your competitive advantage as your company grows.
You'll leave this course with a competitive strategy validated against market reality, a go-to-market playbook that works, and the confidence to execute your scaling plan.
Who Should Attend
- ✓ Founders and CEOs with a product-market fit looking to scale
- ✓ Chief Strategy Officers designing competitive positioning
- ✓ Sales and marketing leaders building repeatable sales engines
- ✓ Anyone responsible for executing market expansion plans
What You'll Learn
Session 1: Competitive Positioning & Strategy
3 Hours
Understand your competitive landscape. Build your moat. Define your strategic position and why customers should choose you over alternatives.
- • Competitive landscape analysis (Porter's Five Forces)
- • Building and defending your competitive moat
- • Differentiation strategy (cost, feature, brand, network)
- • Blue Ocean vs. Red Ocean positioning
Session 2: Market Segmentation & Targeting
3 Hours
Identify where to compete. Define your addressable market, segment it, and focus your resources on the segments that matter most.
- • Addressable market sizing (TAM, SAM, SOM)
- • Market segmentation frameworks
- • Ideal Customer Profile (ICP) definition
- • Penetration strategy by segment
Session 3: Go-To-Market & Sales Architecture
3 Hours
Build a repeatable GTM engine. Define your sales motion, channels, and team structure. Create a playbook your sales team can execute quarter after quarter.
- • GTM model selection (self-serve, freemium, direct, partnership)
- • Sales process design and pipeline management
- • Sales team structure and compensation
- • Channel strategy and scaling playbooks
Session 4: Scaling & Market Expansion
3 Hours
Scale strategically. Design your regional expansion plan. Build your 24-month roadmap with clear milestones, metrics, and success criteria.
- • Geographic expansion strategy
- • Product-market fit validation at scale
- • Managing growth without diluting brand
- • Your 24-month scaling roadmap
Course Format
Interactive Workshops
Case studies from successful MENA companies. Live strategy design exercises. Real-time problem-solving with your cohort.
Deliverables Focus
Leave with a competitive strategy, GTM playbook, and 24-month scaling roadmap ready to execute.
Expert Facilitation
Led by Haitham Mansour, with 20+ years of venture scaling experience across MENA markets.
What You'll Take Away
✓ CMI Certification: Upon successful completion of all courses and the capstone project, you'll receive a CMI Recognised Certificate and Foundation Chartered Manager (fCMgr) designation—a globally respected credential that sets you apart.
Tangible Deliverables
- ✓ Competitive positioning strategy
- ✓ Market segmentation and ICP profiles
- ✓ Go-to-market playbook
- ✓ Sales process and team structure
- ✓ 24-month scaling roadmap
Skills & Frameworks
- ✓ How to think strategically about competition
- ✓ How to segment markets and define ICPs
- ✓ How to build repeatable GTM engines
- ✓ How to scale without losing control
- ✓ Real MENA market case studies
Prerequisites
While not required, this course builds on principles taught in Course 1: The Reality of Transformation. Ideal for companies with product-market fit looking to scale.
Start with Course 1 →Continue Your Journey
Ready to Master [The Scaling Code/Venture Architecture]?
Enroll now. Limited spots. CMI Recognised. Earn your globally respected credential.
