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.
Video
“Cloudpreneurs: Bertil Chappuis of McKinsey at Techonomy 2012,” Techonomy.com, November 2012
“Overview of McKinsey’s iConsumer initiative,” Forbes Techonomy Conference, 2011
Published work
“The domino effect: How sales leaders are reinventing go-to-market in the next normal,” McKinsey & Company, October 2020
“Five actions to boost your sales organization’s resilience,” McKinsey & Company, July 2020
“Boosting your sales ROI: How digital and analytics can drive new performance and growth,” McKinsey & Company, February 2018
“5 Proven Methods for Driving Sales Excellence in Your Organization,” Quotable, May 2015
“Why a majority of the world's population is not online,” McKinsey on Marketing & Sales, October 2014
“Offline and falling behind: barriers to internet adoption,” McKinsey Technology, Media, Telecom Practice, October 2014
“The young and the digital: A glimpse into future market evolution,” High Tech, January 2012 (PDF-1.68 MB)
“Are your customers becoming digital junkies?” McKinsey Quarterly, July 2011
Past experience
Intellect Capital
Partner
Education
Stanford University
MBA
Massachusetts Institute of Technology
BS and MS in engineering