Skip to main content

Challagalla, Goutam

Goutam Challagalla


Academic Area(s):
4212 or 430
Marketing Strategy
Sales Force Management
Business-to-Business Marketing
Distribution Channels
PhD, University of Texas at Austin
MBA, Arizona State University

Dr. Goutam Challagalla is Professor here at the Scheller College of Business. He previously served as Associate Dean for Executive Education (2007 – 2010), PhD Coordinator for Marketing (2010 – 2013) and Area Coordinator of Marketing at the college (2003 – 2006; 2007 – 2010; 2013 – 2015).

He previously worked as Principal at The Monitor Group (2006 – 2007). As Principal, he managed clients in agribusiness, pharmaceuticals, biotechnology, semi-conductor, and chemicals industries. He specialized in embedding capabilities and building marketing and strategy excellence using a variety of learning approaches, including custom workshops that blend instructor and online learning, applied learning, action learning, simulations, and symposiums. He has also led client ‘intact’ teams in market planning assignments.

In addition, he has worked on consulting, research, and executive development assignments with 3M, Accenture, Acuity Brands Limited, AGCO, Applied Materials, AT&T, AXA, Cargill, Ernst and Young (EY), GE, HSBC, IBM, Illinois Tool Works, McKinsey, Prudential, RHR International, Simtrex Corp, Turner Broadcasting, and UPS. He has assisted clients on issues ranging from market strategy, market and brand planning, pricing, marketing and sales organization, customer and competitor analyses, sales deployment, distributor and channel strategy, sales performance, customer service, business development, and globalization.

His research and teaching focuses on strategy, marketing management, sales management, distribution channels, business-to-business marketing, and service excellence.  His research has been published in the Journal of Marketing, Journal of Marketing Research, Management Science, Strategic Management Journal, Journal of Applied Psychology, and the Journal of the Academy of Marketing Science.  He is a recipient of the Outstanding Dissertation Award at UT-Austin, the Decision Sciences Institute’s best paper award, and American Marketing Association’s best Services Paper award. He has won the E. Roe Stamps Excellence in Teaching Award and core MBA Professor teaching award at Georgia Tech.  Goutam serves on the editorial review board of the Journal of Marketing and Journal of Personal Selling and Sales Management.

Dr. Challagalla’s undergraduate degree is from Osmania University in Hyderabad, India. His MBA is from Arizona State University and Ph.D. is from the University of Texas at Austin.