Bertil Chappuis

About Bertil

Bertil is a senior partner in McKinsey’s Silicon Valley office, and leads the global Sales and Channel Management Practice.  He is also a long-standing leader in our High Tech, Telecommunications, and Media & Entertainment Practices, and has served many leading companies across the enterprise-IT landscape, including software, hardware, and service providers.

Bertil helps leading companies to drive performance, with a focus on go-to-market initiatives. He has led several major, multiyear corporate transformations, including some of the largest sales transformations in the high-tech industry. He has deep expertise and experience in all aspects of go-to-market strategy, organization, and operations, and served as an interim sales strategy and operations executive at a major high-tech company.

His recent experience includes the following:

• driving a multiyear B2B sales-productivity-improvement effort, including coverage strategy, capability building, the implementation of leading-edge sales-planning tools, new channels, and a revamped performance-management system
• designing the cloud sales model for a major enterprise-IT player as well as a major telecommunications company
• helping to build a new global commercial-operations function for a major industry player

Bertil is a thought leader and frequent author who regularly speaks at industry forums.