Brian’s passion has been to bring more science to art of Sales and Marketing. During his 22+ years with McKinsey, he has led our work on advanced analytics in consumer-facing industries from many different roles.
Brian has helped clients navigate multi-year, large-scale commercial transformations to achieve profitable growth for his clients in Retail, consumer goods, distribution and other consumer facing industries. This includes over 23 where Brian helped co-lead the transformation end-to-end. He is particularly well-known for his focus on innovations in revenue management transformations, AI insights, and helping clients embed big data and digital process redesign for long-term value creation.
Over the last decade, Brian has become increasingly passionate about new ways of turning big data and advanced analytics into profitable growth opportunities, often in the context of pricing, promotions, assortment and sales optimization efforts. He founded and led McKinsey’s Global Consumer Pricing and revenue management practice for 8 years. He then focused on sustaining transformations with digital and advanced analytics. This led to him helping to found and build the Periscope suite of solutions-as-a-service, including proprietary hands-on solutions in pricing, promotions, trade terms, assortment, marketing, sales, and performance management. During his leadership as CEO for 7.5 years, Periscope scaled from a startup into the top-rated global revenue growth analytics solutions in the market with accolades from Gartner, Forrester, IDC, ALM Intelligence, Promotion Optimization Institute, and CIO Review. In his current role as Senior Advisor & Head of Innovation he is leading our long-term solution innovations and market expansion.
Brian holds a PhD from Northwestern and multiple bachelor degrees from Cornell.