It’s a digital-first world. Customers now surf 10-plus channels before making a single purchase, and they want intuitive, omnichannel experiences across all of those touchpoints. In fact, over a third of B2B decision makers told us they’re willing to spend $500,000 or more on a single interaction via remote or online sales channels. [Note: This story is also available in Spanish.]
Companies that can anticipate and meet those needs are better positioned to consistently delight their customers, improve commercial performance, and unlock growth.
To help organizations drive end-to-end growth transformation and put AI-powered capabilities at the heart of their customer relationship management, McKinsey has acquired Madrid-based S4G Consulting (S4G). As a top Salesforce Platinum Partner, S4G specializes in helping companies of all sizes extend the power of Salesforce’s CRM platform to engage with their customers anytime, anywhere.
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McKinsey_Website_Accessibility@mckinsey.comThe S4G team and McKinsey leaders.
With the acquisition of S4G, McKinsey brings the very best of strategy, design, and analytical horsepower together with Salesforce CRM implementation capabilities. S4G’s technology expertise and Salesforce know-how combined with McKinsey’s growth offerings will enable companies to accelerate growth transformations – powered by Salesforce CRM technology.
This acquisition further deepens McKinsey’s collaboration with Salesforce as part of its open ecosystem of trusted collaborators.
“With the acquisition of S4G, we are helping our clients deepen their customer relationships by putting predictive and prescriptive insights and recommendations at their fingertips so they can swiftly take action,” says Jan-Christoph Köstring, a McKinsey senior partner and global co-leader of our Sales & Channel Management Practice.
“In a work-from-anywhere world, having instant access to critical insights allows teams to have better knowledge of their customers, anticipate their needs, and engage early and often,” says McKinsey partner Jennifer Stanley, who leads our Sales & Channel Management Practice in North America. “With the addition of S4G’s capabilities, McKinsey can better enable both B2B and B2C organizations to unlock value at every step of the customer lifecycle.”
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McKinsey_Website_Accessibility@mckinsey.comFrom left, Enrique (Kiri) González, a McKinsey senior partner; Javier Heitz, S4G's founder and CEO; and Jan-Christoph Köstring, a McKinsey senior partner.
According to Steve Reis, McKinsey senior partner and global co-leader of our Sales & Channel Management Practice, S4G and McKinsey are a natural fit. He says the two organizations most critically share a belief that strategy and value should come first—and then be enabled by technology. “It can’t be the other way around,” says Steve. “When we found S4G, we saw we were perfectly aligned – especially when it comes to having a people-driven and client-first culture.”
S4G’s CEO Javier Heitz, who founded the firm in 2008, was also drawn to the values synergy.
“We are a people-driven, client-obsessed company. We create meaningful, long-term relationships and our teams rally to do whatever it takes to drive client success. It’s not a one-off transaction,” says Javier. “When McKinsey first approached us, the first slide in their deck was about this client-centric value. That stood out to me.”
Jan-Christoph adds, “We are bringing together world-class Salesforce experts, industry leading technology, accelerators, and analytics to enable our clients to capture customer value and growth using real-time information. McKinsey can now deliver end-to-end growth transformations from strategy to implementation into the clients’ Salesforce system. We have that final building block,” he says, “to dramatically elevate and scale our impact.”
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