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.


"Cloudpreneurs: Bertil Chappuis of McKinsey at Techonomy 2012," Techonomy.com, November 2012

"Overview of McKinsey's iConsumer initiative," Forbes Techonomy Conference, 2011

Published work

"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


Stanford University

Massachusetts Institute of Technology
BS and MS in engineering