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Bertil Chappuis

Senior Partner, Bay Area
Brings deep high tech industry expertise to help clients drive performance, with a focus on go-to-market initiatives

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,”, 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


Stanford University

Massachusetts Institute of Technology
BS and MS in engineering